NATIONWIDE & INTERNATIONAL 8-23-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

FEATURED AGENTS

STEVE CALLEY

APRIL HUNT

FRED CUFFARI

JACOB KILGORE

PAULETTE EATON

YUREG LABRADOR

MIKE GIFFORD

LORIE LEMLEY

ED McGEE

MICHELLE MALDONADO

MARNIE SCHAAR

JAYSON MELLOTT

SAMAR TAHA

JIM & CHRISTINA MORENO

AMANDA TATUM PINO

TOM NORTH

ANGELA BALTAGA

NYCOLE PERAZA-LAFAVE

TABOR CAMPBELL

DEBORAH PIERCE

JAMES D'ASTICE

JOE ROSEN

CINDY FLOWERS

HENRY D. STEFFES

DAVE & BRIAN FORSYTHE

ANA TAPIA P.A.

AARON GRAY

NICOLE WARD

CAROL GUTTER

TIFFANY WEAVER

NEIL HAUGER

RANDY YOUNG

KATHY HELBIG JULIE HOLDSAMBECK

COVER STORY

GABRIELA K. CHAWLA

NATIONWIDE & INTERNATIONAL EDITION

HENRY D. STEFFES

ville, Henry D. Elsewhere, Henry is just as passionate d to becoming leaning on his 19 25 31 6 when assisting his buyers, 11 d the Michigan years of experience to uncover the right d just ten days home for their needs. Knowing firsthand s future wife, the importance of homeownership, he ed in 2014, the strives to infuse the process with clarity accomplishing and guard their best interests – no matter omeownership. what. Through the years, moreover, he CINDY FLOWERS balancing five HENRY D. STEFFES has earned a K. fantastic reputation DAVE & BRIAN CINDY FLOWERS GABRIELA CHAWLA JULIE throughHOLDSAMBECK PAULETT JULIE FRED CUFFARI STEVE CALLEY his family, and out Michigan, with the vast majority of FORSYTHE HOLDSAMBECK DAVE & BRIAN FORSYTHE ingly difficult; hisGABRIELA volume coming from repeat clients or K. CHAWLA a good friend referrals. Having been ranked in the top 48 43 37 50 52 were finally able to purchase 5% of Realtors in the Greater West Michigan Area, he attributes his success to his unmatched standards of service. “I fight for my people, but I don’t sugarcoat things. Instead, I give my clients the facts they need to nsaction, though, Henry’s e consider getting his real make informed decisions and collaborate with them to t is history. Today, Henry build a strategy that accomplishes their goals.” through Keller Williams AARON AARON GRAY STEVE CALLEY ANA TAPIA P.A. FRED CUFFARI PAULETTE EATON Outside his career, Henry is deeply involved in his s clients throughout all of GRAY ED MCGEE AMANDA TATUM MARNIE SCHAAR SAMAR TAHA community. On top of hosting cookouts and contribgnized by his iconic, bright MIKE GIFFORD ANA TAPIA P.A. Licensed in 2003, Paulette Eaton is a lifemanages the get into real estate just to After seven years representing clients all over he work ethic and integrity uting to a host of local events, he also Steve Calley didn’t long resident of Southwest Washington follow standard operating procedure.

He wanted the Denver Metro area, Steve has the numbers 56 a hand Steffes to families ellers of all kinds.

58 54 Foundation, which lends with 29 a transactions passion forfor62 homes and community his clients to feel like they were truly special. to prove it. 60 In 2020 he closed impacted by cancer. Elsewhere, he contributes blood “There’sto a lot of mediocre service out there, sales is of 12.3 million, with over fiftyknown percent engagement, and herofcontinued stems you havesuccess to be quick Fredand Cuffari a real estate broker I believe that business driven by repeat clientspart and referrals, in large from her familiarity withthat the forpeople Tots.deserve better whenforthey’re y provides his clients with drives and nonprofit organizations like Toys “Another factor his experience, professionalism and going through one of the biggest transactions of and was nominated as a Five Star Professional locale.

She has been ansales active member of herk and marketing hard work.

He holds Bachelors and Masters time with r helping them ready their At home, he can be found spending quality their lives. I pride myself on doing business with in 2020 and 2021. That’s not his gauge of succommunity since she became a full-w integrity, well with myDegrees, clients, has cess,been however.

A devout member of The Church previous experience in sales and marketing forbefore his family. An avid fan of the outdoors, he also communicating enjoys shares it over an array of Realtor, andplaces since then has only expanded taking care of their needs quickly, and maximizofcareer, Jesus Christ ofjoined Latter time Day Saints, Steve erties and negotiatin his entire and the real estate or the raising the gain in the deal. That’s the paigns, as well as his own camping, woodworking, snowboarding, ing her sphere and deepened her relationships value they industry in 2014. His specialty lies in water- don’t want to be told w Calley Commitment.” with the people around her. Having closed eller Williams Command. animals on his farm. be guided to to thesee be front communities at Smith $9M Mountain in totalLake sales in to 2020, it’s clear for his clients, providing Steve got his license in 2014, followingin a stint as ED McGEE MARNIE SCHAAR SAMAR TAHA MIKE GIFFORD AMANDA TATUM PINO know that they’ve ma Southwestern Virginia. that Paulette is hardworking and efficient, JAMES a retail manager at Target. He enjoyed the service D'ASTICE for the future e to maximize their value Meanwhile, Henry has exciting plans and clients love working with her due to her TABOR aspect of the CAMPBELL job, but realized that he wanted work ANGELA BALTAGA TIFFANY WEAVER of his business. As his volume maintains its steady g a home is a tremendous Fred’s successful net- and genuine benevolence. demeanor thatsmoothly. would allow himthey more flexibility and greaterapproach to building afriendly IMarnie think Mike Gifford began his real estate career in 2004, them through a transaction measure, but particularly so in the Top Agent Schaar – Lead of Marnie Known his professionalism and year, on pace to more than do Throughout his life, Edfor McGee has been When listing aexperience home, Edwork prefers a comprehensive control over the kind of total he could of repeat and referralThat clientsthey’re consists of highly growth, he intends expanding his team while further ou can Nine makeyears hundreds of appreciate that, and theyalways can tell I’m sincere.” when a friend asked him to help buy, fix up,on and If you are planning a move to North home-selling process. includes competitive Reston market.

Schaar &far Associates at wasn’t Compass inhelps Reston, ago, Angela Baltaga moved She has so recruited one agent onto Amanda Tatum Pino was taughtsuccess the valuein prosp interested in real estate.

Having grown up in the approach.

Starting out, he his clients ready offer the customer.

“It just a good longPaulette’s drive to76 find resell aemforeclosure house.

“When we sold it,ofIapproachable demeanor, James D’Astice their sales from last year.

But it’sreal no three key components: responsiveness, expe71 75 72 64 scaling his model attentive service.

“I just love do this to right.

I always of real estate from a very young age. “My and b Texas, orconvinced are looking to His sellhands-on a hehome, the in-home market Virginia – their has nearlywith decades construction spent much ofteam, his for market and of supplies them consultation, fitspare for my life.

Iproperty spoke athe Realtor who Arizona met and wanted to who familiarize her term and is totwo pick upinitial two approach and availability setlooking Mike a real estate broker me I could industry, estate initially stemmed from her desireagent to rience, and good listening skills.

“Selling or has been helping buyers and sellers numbers that continue grandfather used to say, ‘Money to is nopropel good. Jam time looking at houses and studying the market. with professional photography, videography, and “We really put our clients first,” explains experience helping both buyers and sellers had helped my sister and brother-in-law, and helping people,” he says.

“Going forward, I want to s: If weherself take our time and Tabor Campbell is the Realtor you’re analysis, pricing suggestions, staging a much better realfigured estate investor alwaysinthethe focus of whatever withbethe area.

She a jobby working apart. “My clients aremore near future. By training other helpsomething.’ people, and that hasn’t changed Basil one Buy And my grandparents However, he would take a long road to his current drone footage—all to ensure their home shines in Purchasing a home can be one of the most decided it was the opportunity I’d been looking achieve their real estate goals.

Thoughtful, Marnie, when asked how she has managed to reach their real estate dreams for the past work hard and continue to give client You would never know that Samar Taha has only been offer on a house.

The typi I’m doing,” Mike says.

“You work directly with thecan inside asdive an agent,” Mike recalls.

“Right into our andQualifying find those strong on theirinproperty, they real estatefrom could accomplish that goal, agents to adopt her approach going todeeper want to talk to.community Tabor explains: advice, professional photos, bit buying overlisting the “I love helpingin people did, andyears. restoring property off to an accomplished its promotional materials.

From there, for.

IBroker went alland in, and client-first it’s been the best career intelligent deeply about engender soa much times for and folks.

My goal is loyalty to away, I got my license and got going.”position The restas me from start to finish, and that gives people a knowledgeable them to make an offer “W abov adifficult Realtor® forhe a broadyear half.

Intrust her and first yearmake sheamongst 12 years.

As the the founder and team leader best, it’s the lives he gets to–which touch.

Winston-Salem’s historic West End, licens achieve their real estate goals that’s what and she gotislicensed as a Realtor® and to real estate, Angela hopes to contribute choice I ever made.” at Realty One New Mexico.

For twenty years, he casts their listing via targeted digital and social “When buying or selling a home the home in the MLS and hundreds of agents who share my vision.” y ever imagined.” who’s touching history, and for the past 17 years Mike has lot of confidence. I’m the theone Reston market, Marnie has builtclosed a thriving those she works with.

“We make certain of the low inventory rightI 33 deals for $4.3 million in sales, and is on everything as easy and simple as possible.

I am really transformed thebusiness district.

Most people’s and served in merchandising for a leading Fortune 500 media campaigns while sharing it with those in got me into the in the first place,” of Moda Group at Compass, James most important to me is that I’m ma started her career.

She quickly learned to to an overall improvement of people’s everything and and doing their behalf. excelled at helping his clients their process can achieve oftencompany. be real challenging a everything websites, high-end sign, lockbox, businessonbased on honesty, integrity and webetter understand their needs and of we work take every factor pace to doaeven 2021.

With 100 percent responsive, andinIyard do not let any inquiries, biggest investment is purchasing their owninto cons ButI’ve in 2010, Ed decided theafter timethe hadfact his extensive professionalvery network. had clients callto me and thank estate goals. love the business, andbit after a period of experience with Realtors®, as well as derpriced or overpriced her business coming from repeat clients or referrals, is committed offering outstanding an impact on people’s lives.

It’s very true concern for the wellbeing of her many with them to make sure they are comfortoverwhelming.come I focus on takingeffortless the app to manage showings, negotiations, and I lovefor being to makeme a change, at the encouragement questions, or issues remainhome, unresolved a the person that can A bufo for howand I made ita feel on their end, Samarthat owns herable newwith careerevery like ahelp twenty-year veteran. does look experimentation foundinformation immense success nurture new generation of agents step of the transaction.

We grateful them achieve that dream.”

ForMike more about Henry D. Steffes, offocused his colleagues, he finally dream ofclients. service and seamless transactions ifying to be that able to the dobuyer’s that credit and has mab pressure off my clients, so they can multiple situations, inspections, and they endmake uprealized telling his other people that they hadto all serves the central Virginia market, prolonged offer period of time.

My clients know appreciation of strive to ensure that each of our clients short-term has Coas by following a philosophy built around provide ethical, generous service to their becoming a full time agent. around Richmond and the surrounding clients.

Together with his team of nine comfortable living.” email henry@thesteffesgroup.com, I’m there for them when they need me.

That’s clear and conciseANGELA decisions throughout appraisals, and closing.

BALTAGA JAMES D'ASTICE It’s not beginners luck.

“Prior to this, I was a finance TIFFANY WEAVER TABOR CAMPBELL Amanda accumulated wealth CAROL GUTTER Also, we aare not of experience Carol Marniecommunities. began her journey in the world of an exceptional experience. client-centricarea, service.

Currently basedwhere in he respective especially Hanover county the loyalty e manager industry, where I hadyou builthave a name perce around different parts the industry before she a must in in the today’s market where 20of Given serves clients throughout Greater Edhe manages an 293-8298. elite team across R1 inthe theAngela process.

Ultimately, a(616) ‘successful acar high-pressure team.” realtwo estate 2002, upon the encouragement or call visit grew up and currently lives.puts Overher 80%Today, of the EastSide ofthesteffesgroup.com Seattle, becoming a estate, Realtor. she that worked client appreciate attention to for myself.

Butinterested I’d always wanted to do real so–Initially, offices in Albuquerque and Gallup.

There, he has bidders all in a single property of her husband.

Since then, Marnie has his business comes from repeat and referral Chicago area.my When it comes to her listings,When In addition to being a “team dad” in is mymodel main goal and I utilize not working, Tabor gives some clients first and buildssale’ her entire Angela I’ve a property forto apoint decade, selling when I made the career move, Ias brought thosemanager skills out that it’s not all his background in sales andachieved merchan- an impressive level of success, This approach has resulted in Marnie’s clients, an impressive feat that speakscombined to expertise to make that happen.” of his time back to the community, volwords, he is a devoted father of his time-shares with Wyndham Resort ata Myrtle know dising with his personal standards of integrity around them, and has found this to be the right way treats each home as its own unique entity and markets client has story, and it’ and that reputation with me.

That finance background the trust and confidence he inspires.

“Once Tiffany Weaver started her real estate career as a the extra mile to build relationships that last long and currently oversees an equally dedicated perfect, five-starBeach, overall rating on Zillow.

SC. Shehelping then inside sales w and openComing to assist clients allcharacter separates from agents girl inofterms of to as getanto know them.who Th unteering organizations like the worked a isteam background inofherself the Stella.

“She has stolen my heart.

W to conductpersonal her business. each depending on the the property.

Sheme with they’ve dealt withThe me,agent clients how assistant. sheknow was working forcommunication after thefrom transaction closed.”

Tiffany com,other comprised dozens of two othersees agents, Margo and Tiffany. agent for one process of of the glowing top producing teamstoingo throu deal throughout the region. “I go above and beyond they’re about my clients structure an offer.

There’s a deep hard I work for them,” Mike explains. told her that sheTabor would make greatTop Realtor, as markets a trusted advisor toAs her clients she Boys goesand great heavily on social media various websites is in athe 1% and of agents byindustry, volume in North and Girls Club of America, on Wheels, testimonials, including this one:Iwhile “You my won’tbest of this -writing, atoremarkable eighty-five hospitality she was Meals born, Idon’t felt like met hea tho sa Winston-Salem getting herfriend,” license. for in whatever way I can,”James he says.understands the importance involved in sales that many agents understand. need someone knowledgea you start decided working to with folks in my clients on“When aher whim, Tiffany getmade herhe license and percent ofatherprint overall business is of based upon benefits find anyone better than and her Throughout career, Angela a name online, as well as physical and typically “I He was amazing at building relationships with alway Texas.

Inhas 2020 was featured as a Rising Star Real andlocally, other various local throughout theMarnie year.

“Throughout theplacing transaction, I’m loyal to them, and of client needs the forefront every his daughter. also loves traveling the world wit real estate, you pretty much become their And being knowledgeable I know how to analyze every facet of the market to jump it turns out, starting heragent career as a care ofhosts repeat clients, throughout positive word- team! She knows the Reston market and she I always take them tomultiple the bestMonthly my ability.” for herself asin.friend aAscompletely selfless who open the weekend best for weeks Agent and months.

I’m their needs.” make sure clients arefamily. making a profitable transaction.”

Estate in Tiffany the June of 310-734-1440 Texas for referrals, Leisure and time is spent with his transaction.

“We ofhave a houses relationship-based model on Agnes andloved. plans on sharing Realtor is one of the best decisions ever Phone 310-734-1440 |issue Fax is wife well-known and Meticulous and this love with S of-mouth, a significant achievement by any doing everything I possibly can to get lasting prioritizesmade: providing genuine aid and building for each home.

Angela closes 26-32 transactions each exceptional customer service he provides, an honor “Startingthe in real estate was the first time our in team.

We genuinely care about people and we starting with her first trip to Agnes’s native count “This job is about people, n Samar serves all of Michigan with eXp Realty, the relationships withI felt clients hertheown line. year, and her hard work pays off in offering maximum my life like Iover was in right bottom Copyright Top Agent Magazine extended to only afield.” smallAfter percentage of the professionals Going forward, Taborto intends to be later the #1this choice Copyright Top Agent Magazine enjoy nurturing those relationships and continuing Poland summer. majority of those transactions focused inwhen Wayne “I love playing a positive ro | www.topagentmagazine.com She takes working amag@topagentmagazine.com hands-on, personal approach to working value to her clients. in a variety of other fields, Tiffany has After workingthewith a pharmaceutical co working in ninth the Dallas-Fort Worth Metroplex. buying or selling atheir home and help clients County.

She teaches her process to navigate agents whenever stay hit as herastride. into her year, she has with clients way Going of making sure their needs are in touch with them,” he explains. To show many years, Carol Gutter got tireddoesn’t of th they shadow her.

“Above all, I emphasize a compreThat relationship North Texas real estate market! become elite Realtor licensed in“IVirginia clients Moda loves oftencomplex sendsand out meaningful forward, James plans continue torapport evolv met each time sheancloses a transaction. alwaysand tell Inappreciation, her free time, Angela hiking exploring hensivethe approachGoing to advising.

In the current market, over either.

Thetime. life and being on theto road all the ShS North Carolina who has earned a reputation as a His clients consistently praise his deep knowledge of my clients, ‘You’re not a transaction to me,’” Angela Washington State Wilderness. addition, she gifts tobeautiful past clients.

“It doesn’t have to beInanything big. a buyer team and role.of“I want to keep for instance, might askhis howleadership muchthe theyquality should clients ensures that gro she’s change her life and begin a Realtor who works incredibly hard and truly cares the market lengths willhergo to them and loves says. “Myabout first the thought when I meetand withthe clients isOur toTabor loves community staygardening engaged intention islocal to help be thoughtful.

Sincetoit’s the team and provide them as with the best24opportun well-being of her clients.

She got licensed a Realtor years a achieve their dream. As one it, folks “Tabor truly cares establish what goals they want accomplished, andseason to put with in we’re her area.

If you’re looking forseeds a Realtor® right now sending out tomato along My goal isfound to focus on theirsuccess growth and ensure they continued in the industry thr come up with a plan meet those a way thatfor his in the Greater Area who puts her clients first, about getting theinon best clients.

HisSeattle attention As an agenttowho started hergoals career herdeal own with a recipe for a fresh tomato salsa from one of our thrive and career. have Top successful WithAgent such acareers.” wealth of experience in 2 comfortable Magazine is most them.” way of to doing nowants/needs further than Angela and from thefor ground up,Angela’s Tiffany understands the to detail and listening what alook client in a Baltaga! chef clients.

We love showcasing and promoting the along with other facets of America’s work importance relationships with her business has earned of hermaintaining a following - shea gets nearly home or selling home is top notch.” is uniquely suited to tackle a broad range clients, both to promote community engagement business owners we work with and helping to connect all of her business through her solid referral base and ®

www.

NEIL HAUGER KATHY HELBIG APRIL HUNT JACOB KILGORE YUREG LABRADOR

real estate career it For comes to marketing his Jacob Kilgore, reallistings, estate runs in®),the years, Jacobhelp has them earned Yureg(CDRE Labrador Medina a to Through get awhat Trustworthiness is anWhen essential quality in Estate market if you continue the serving Kathy Helbig has the passion, professional the only agent inwas herwant Expert 1990s. “I was Neiland uses acan comprehensive approach 87 79 83 84 family.

Coming of age, he had an opporhighly successful real estate Broker a strong vision for fantastic reputation throughout Alabama, 80 the real estate business, it someyour clients well.

This job is about constant education, and years of dedication to the area with this prestigious designation. of buying rental tailored to individual He Venezuela, now owns and you’re ourselves.” to learn trade in from his parents,and with the vast majority of his volume times take years tunity to the build that hisproperty. reevaluation of what doing.” real estate industry to provide everyRealtors® client my first home,” mapping understanding software manages, her husband, gaining insider’s ofprovide the with coming from repeat clients and referrals. with the best experience.reputation.

Not only isApril Kathy Kathy and her teamalong individualized Huntuses had state-of-the-art it from dayanone. se hacking two to createreal mapsestate of each property showing Rafael Bordones, a group at Keller To market her listing industry and building a robust While averaging transactions committed to serving her“My clients, she is also service that emphasizes connection.

To husband is a pastor, so people knew As a leader in her church, April is very activenearly sixty ental properties, water features, topography, entrance Williams Realty in support the United States. twenty-point expertise from themarket ground up.clients’ Inspired, hein per year, he still remains afocused on the mar passionate about trainingwhat fellow real for estate her listings, Kathy leverI stood as an individual out of the of her community, including the careers, and exitwould points,earn roads, wetlands, and strong commitment to her cananchored adapt and his license inWith 2015,a and tightly his ind agents leaving and raising the gate. bar ofThey professional ages technology and sure innovative strategies, know up other frontfeatures. that I’mOnce going ministries of Celebration Church.held Shevalues also that have e medical device a property is listed, clients and intelligence asince. passion for what she does, her one. clients’ propert expectations within the industry.

“My goal is including artificial software that enough, he’s been going strong ever accomplished career from day “At the to be thinking about Neil how Iadvertises can take care volunteers with the booster club for her ngtotogive real agents estate the best training it extensively.

His and have for built a thriving the plan for all type possible, so keeps inYureg touch withRafael buyer leads constant Today, Jacob is a Qualifying Broker for end of the day, I love meeting new people YUREGwork LABRADOR of them rather than listings thinking just aboutin AMERICAN children’s high school. Family, and APRIL HUNT JACOB KILGORE NEIL HAUGER adethey a name for the best areHELBIG featured KATHY business.

At who Keller Williams Realty says. an emph follow-up.

“Clients online are can deliver experience possible Joseph Carter Realty, where he oversees a shop and helping them. I embrace the With challenge making money.” community service don’t leave April much alist Real Estate LAND Magazine, as well as a statewide International Lifestyles, Yureg serves and digital market to the client,” Kathy says. looking for immediate information,” Kathy team of eighteen to assist clients throughof finding someone a home in this market; uch diverse uses newspaper, Wisconsin Outdoor News. time for hobbies, and most ofMELLOTT her leisure JAYSON says.

“We make surecounties. to provide that soCounties our Miami-Dade and Broward team know how to out Smith Lake and the surrounding Having for me, there’s nothing more satisfying.”

MICHELLE MALDONADO JIM & CHRISTINA MORENO farming, timber first entered Neil’satshe listings often sell through affiliate April her business, career the invitation is spent withspeaker, her family. “Our children are When Kathy the began real estate clients receive the most competitive offers possible.” in Florida.

A native Spanish property look its b founded workflow high standards of e past 6 she years, sites such as thea boutique Land.com family ofaround Jayson Mellott began sundown, excepttofor Sunday whenfar I of a couple who attended her church, and who were all in high school and all play competitive sports, thought would be a part-time agent.

“I caught the bug,” of the Top Agent Tom North – Broker/Owner of Yureg is well-poised to help a wide range ofhis clients, toanso appeal diverse buyers RE/MAX stress-free for them as possible.”

This Jim and Christina Moreno, owners of The a home is emotional decision, For Michelle Maldonado, entering the real Michelle also goes above and beyond integrity and compassion, he has cultivated a process Outside his career, Jacob is deeply involved insostrateg hiswe lping hissays. clients websites, including LandWatch.

“Many trajectory toward a they’re realofestate that’s ‘me time.’

Other than that, I’m a 96 95 Kathy “Real estate was the perfect fit for me.”

In her Kathy loves to help people, and she is grateful for the brokers and owners of JP and Associates Real Estate we’re often chasing whatever doing right now. and to serve the diverse population southern careful and strategic approach is 92 88 91 mixplatforms of North Properties in San Diego, California Moreno Real Estate Professionals, like to post Currently, on social he media estate industry was a serendipitous event. when it comes advertising listings, tothrough meetGroup the needs of any client –tofrom first timeher home professional community. serves as both a w rkansas –she became philosophy has resulted in numerous goals. more sell Facebook or Instagram career early on, while working time for my clients.” first year, Rookie of the Year at her brokerage. role she plays in her clients’ lives.

“I love being part of “I had been working a teacher before The thing I enjoy most for myselfof isthedecorating my Florida. completed over thirty-five transact With a biology degree, for she Alabama. was working offering professional photography and cater toas buyers and sellers throughout hoping that maybe someone whowith isn’tex buyers to member MLS Board, and when he’s not methods,” is ainvestors. hardworking, honest and intelligent beforerecognitions, they ever hitseasoned the–MLS.” eal estate including the Award of for his grandfather’s construcOver the years, Kathy has awards someone’s biggest decision,” Kathy says, “a decision weearned movednumerous toasFairhope, butfor realKansas estate was something home, making itproperties. warm and cozy, andgiving Iinlike to market, dabble for a chemical distribution company a social media promotion for all the City Metro area.

Known the sees it and gives us a clients or back, he can be found spending d Specialist realaround estate professional who is their truly tion company.

“During breaks Community involvement isis importa her success,with and the her nation’s teams have repeatedly been ranked that revolves emotions, family, history, and As head of her own team, BL Global Group, Forhis Yureg, real estate a passi I’dside, considered years before.

My friend thought I would with watercolor paint.” lthitetail a stellar Excellence from SCARA and memberterritory manager.Real On Estate the she took “We make athe customized plan and hone the inquality for their professionalism, integrity, and call.

Wewith also do reverse prospecting, so When listing a home, Jacob leans on his tireless work time at home family.

But he also has Properties Neil is a member of the Quality Deer Management Perhaps the in the Top Ten for sales be in the St.atLouis Now with future.

II want to be Yureg part of a reallyher positive experience, committed tobe providing his many grateful from middle schoolskill-set and high and he servespeople on the Newville Bor offers clients a versatile and an helping realize their up drea soarea. toship give gave myself modeling andserves was hired oneAssociation dayit,for aI decided on who will attracted themarkethome, andstrong knowledge the market, they when we homes are coming ethicit maximize each client’s value in to the ambitions for thehave future ofWhen histhat business.

Inworking the ield Illinois.gigs, Neil thegreat (QMDA).

Through that organization, he is expertly nd deeply intoa try. the RE/MAX 100% Club. twenty-four years of experience, Kathy is well-poised to and toof help clients build great memories.” school, I’d go along to the job Commission. he is not of Tom’s ex clients with the very best customer international perspective.

With six years of real have life-long relationships with m one yeara to prove could doguide it well.” forward, April hasmonths begun ahead, building a team to on at including a high risePolk, condominium.

“It ILand how we can best reach clients thedetermine closing and help onJacob the market, wegrowing check our database ernphotoshoot Wisconsin, Certified Level Levelhis2.table HeGoing After1toand helping sellers fully prepare theirthose intends his team to serve clients no matter their circumstances, and toSpecialist, guideplace. site and work on the house, he enjoys spending time with his wife gnized by estate experience, Yureg has the knowledge, skill, is not about the money or the num five-star over service available in beautiful San Diego for their brochure, and I was people,” she dialup in as much help her“We keep with the growth offor herclients business. in,was Buffalo, Trempealeau, andsituation is atalking licensed Pilot and about to sit forteam exam them accomplish their real estate goals. that changing have beenmarketplace. looking for property, heand shares it the over a explains. series of targeted digital meet thegeneral demands of his ever them through any real estate with careDrone and skill.

Kathy her are dedicated nomdoing everything from and drive todophilanthropists, help her clients achieve theirhelp goals. do what I do for my clients.” the sales developer shoot, asInstitute we need to and itofCHRISTINA takes ent in the There aremedia many other reasons which site h Tothesay that endeavor was a success would becharities an “Ias realized that I was going to importantly, need inthough, order to County.

Tom’s focus on making certain astoland go, ourduring company for hisand certification with Realtors Land and TOM NORTH something similar and letfor them know and social campaigns, well aswhatever abehind blend Most he is excited new JIM & inating different to support regularly.

When LORIE LEMLEY MICHELLE JAYSON MELLOTT contracting to40 minor jobs,” In the future, Jayson says, the “I want to k Yureg has aoffering professional background as an architect we discussed what I did for a living,” she to get the word out.”

Averaging about ker in the nation,” he explains, prestigious group recognized as the nation’s best Land understatement.

As an agent with JPAR Coast and keep the same high-quality service to all of MLS networks. he removes all stress Jim joined Christina insettling, business after that lie an opportunity has come up.”people opportunities that ahead inand his help beloved hometown. prised of the sco MORENO hisNever clients their real estate goals After and building and managing successful teamsMALDONADO with Kathy is not working toachieve help her clients, she loves boating rking Lorie’s quick ascent in the real estate Jayson recalls.

“That’s how I’m doing as many as and project manager, and the skills she gleaned from Yureg is active in serving saidfollowers, heKathy wantedbroke to hire someone transactions each year, with a I’ve selling price d says. social“He media I’m Specialists. is also involved in just his local QDMA County, she closed $5founding million in and sales in her first myinto clients.

So hired a showing partner,ourselves some- to do more from thefrom transaction while advocating tirelessly on just his “We’re all pushing and do thit retiring being an Army officer.

Keller Williams, out on her own,He hosting friends and family at their vacation home in housing.” including has translated a thriving business I got interested in they’re buying or selling, whatever those careers enable her to provide her clients much Keller Williams, which organizes uly cares business, and chief among them would to run his sales and marketing department, range from $400,000 to millions of dolecialist.

For my clients this is a co-op, and attends local and state level trade shows. year, with an Realty incredible 70“Christina percent of business one I is mentored and shares he mysays. values and I’ve an independent brokerage, Experience Partners, the behalf.

Lake the Ozarks. clients’ through it all, there for one them,who better,” “II can’t wait tothe seepair where this goes.with hadthat breakout year inhe 2016 Outside offundraising work are involved in tothroughout work –ofaBut he personally sold over hundred real estate, and I love selling hou more than theisaverage Realtor.

Her passion for thelove events th JOE ROSEN ideally wanted someone of referrals, lars, Michelle’s team well-equipped toAs y and grateful be her expert negotiation skills and her in Chesterfield, Missouri.

There,outside she managed thirty plus helping themthat navigate the process and shedding light long as we continue working hard for our clients, coming through an achievement that takes also hired a full-time assistant who is planning to get and I realized it would be beneficial their community, providing donations real estate business comes not only from her love for not busy helping clients, Yureg Jayson started his first business, what he calls a “candy a hobby, and to me, it’s a full-time hob ence working properties in 2020 alone – and a stellar Neil’s team is comprised of his wife Denise who is the industry.”

After ither more and years handle any andher all types ofanswer properties. agents. her discussing leadership, business flourished; With thetogether. new merger with eXp Realty, Kathy ismy to hers and aUnder talent personalized website.

“It’s then adveronusany questions they may have.

“I always sky’s the for to work We started aothers, team to the Humane Society andand manyWhether Realtors® to attain. doubled her own license soon.” intelligent and comprehensive approach Top Agent Randy Young –ready ofher Keller contact with the helping but also from interest inlimit.” home with family, play sports, distribution inavailable high school atthe age 16.

“I’ve whatlocal I loveher to do.” developing, buying, or She sellthrough Keller Williams. the million office manager, Nick Pronold hisvision buyer agent and of the area and land management Nicole Ward began her real estate neighborhood where to I’m listing learning about his vision, non-profit Michelle was find our hou reputation as acompany,” trusted real estate advocate Kathy and her team completed $100 in production take her for her business to the next level.

“This After working for a national listings.

They perform extensive phone,” he says.

“In this industry, customer service under Keller Williams and eventually transitioned into sponsoring families during Christmas.

They have volume the following year, and has now built her aza-LaFave has tised in over 200 different publications, Williams Raleigh in Raleigh, North closing table.

“I r design and renovations. natural world. always had a knack for sales,” Jayson says.

“It brings ing, Joe Rosen has been working in real “Especially with the new ‘Coming 104 to marketing her listings.

This includes 107 Appraiser, and When Josh Otwell his Marketing fidence in He hisRecently, clients. livetomerged hooked. then sent“I her ana Licensed employment agency Michelle isn’t working, she’s staying active inteams her 103 99 eXp career after serving in the Airexplains.

Force totheletFisher everyone the listing 100 last year.

Kathy with Realty, merger will allow us to Jim expand our training to knowledgeab for both buyers alike. matters most.

As such, I’m ready and willing to other help rganization for many years, Deborah staging to ensure the presentation having our own brokerage,” The Moreno also donated to Houseknow Foundation which referral ratefor tomost 100 percent, closing between 40 so and Carolina –and is asellers hardworking, honest and Itoneed to,clients whethec her career as a nationally and internationally, with lanestate of his life.

A carpenter Soon’ listings, once I get the word out me much joy.

My father was an insurance salesman Jayson’s dedication his Assistant.

Neil also produces a weekly YouTube vlog and land management.

I also that customized a test for him.

“It was extremely math community through West National Dream Center, which bringingof exciting opportunities for expansion that will across the United States,” Kathy says.coordinator, “For the future,provides I and graduating from Notre Dame is coming soonand and to introduce world deft of multiple social anyone at any given time.” dative toorwork Group has ten agents, and one transaction housing foreverything the families of easy veterans while Pierce decided tomy make a50 transition in “The of each home isshe immaculate, and incredibly reliable Realtor who has built email aforshout transactions a year.

“Basically, Iutilization view my work as Yureg hasheexciting plans the Enterprising, and disciplined, Yureg loves trade, he started inguage construction. the agents in our office, I can somethe evenings, anddedicated, by day he worked construction in does.

“The thing Iwilo called American Land where he teaches clients trust opinion”. t my her start after translations when needed,” intensive, and I was really Michelle says. ishope aMan” locally runin nonprofit that acts as a to safe haven for take her skills and vision to challenged,” theby national level. to change more people’s lives through real estate.”

College.

She got her license in early myself,” Nicole explains.

“Also who have been vital in helping the business flourish. they get medical treatment.

In their spare time, Jim amy thriving business onTom a get foundation of clients. always there Yure forant the right choice.

I therefore A native ofgrandfather Diego, began his real kind ministry. need someone who’s ater career medical media platforms as just one ofalso many methods to gain life you and start working asshe a “At Realtor. professional photography makes expand and grow our accepted team,” forming lasting relationships her Her a hired very early age,”People Joeand recalls, “Ilisting times thewith property under contract how toof“Buy, Manage Sell American Land.”

“ISan would buy this property? with and uncle.

I followed him in hisestate feeling of having an offer Scoring ain 96the out of 100,another was immediately. those in need.

“I’m involved with the food distribution, from Hewlett says.

Each includes profesElsewhere, Jacob is just asmost hands-on with his 2016 andthe worked asin aevery solo agent until with open houses, Ipeople call invite have really grown over the last five years, even and Christina like tothe catch up with their sixto honesty, integrity and abuyers, true concern help as estate many aschildren weyour can, h honest and knowledgeable about market, and personable detail-oriented approach has ledaher started and selling property, even before itwant hits the market forto real agent.” journey in 2005, following a lengthy stint as a bartender continuously focus on“We expanding my brand the truth.

I’llbilling say, “Ilicensed like it for these She got her license seven years agobuying listing look pristine.

“We arefor work ethic, and I and learned that if you to make call my client and say, ‘You got With her fierce dedication to her clients, it is no surprise ding, and insurmaximum exposure for her listings, all of which After getting and helping him with his project, so we will pick up food from stores and distribute it.” ndsareas thatI don’t I went sional photography, drone videos, and utilizing hisof extensive professional background and just in terms production.

We $25 million in80% sales and travel when possible. the end of 2020, when her husband the neighbors.” the wellbeing his many clients.

There areofmany growYou outbeat into out other parts Florida build a to business that is referral-based, a testament both residential and commercial, and general public.”

Iher love being able topossible provide that, toistake care of them he like, efficient way and that Social Media.”

Above living, you’ve got work for it.”

Prior toAs real estate, ulations. five other offerso ndMichelle immediately gotbut tohere’s work learning very proud oftoof the fact that 99% of that Kathy’s clients seek services time and again, and (something hedid still does occasionally ata the bar he took the money she made from that experiMichelle also gives back an organization called oechool real estate,” recalls combined translate into fast sales for top dollar, not in-depth knowledge of the local market to guide them with was 3D matterport tours.

Closing an average last year, and we’re on pace to double that this year.” play when asses Raleigh native, Randy prides himself on attributes her wonderful success to to Yureg’s ability to connect with her clients, and to eventually did some developing as Dan Ward joined her full-time.

“My this property attractive, make all, Neil wants to continue bringing his clients the personally.

I’ve very passionate about this business, Jayson worked as a sales rep for Frito-Lay for 10 years, says.

“Hearing their joy on the other en refer her regularly to family and friends.

“I always set out to open own business an agent.

Daystar, which provides counseling and therapy heence ropes and her expanding her as sphere. ourowns). listings over thegroup last 12 months Tom is also an avid philant currently “A friend ofhismine,” he recalls, “who to25 theagent home for their best interests.

Alongside thethe hislisten deep connections to needs. community, success story, a Going forward they plan tospeak continue growing their herkeeps values-driven approach.

“The cided to give itlevels of toright 50is each year, it’s to and serve their “Itop think keeps my well.”

Joe became a happy licensed in Towards of what the list ofThe things into equity.”

There’s a older lot ofoftrust excellent service they value.

“This atransactions very relationshipil my son was so to mention clients. from the networking with local vendors, to meeting degree is in psychology, so I really results for themselves: provide high service,” Kathy says.

“We are as well as in retail management for stores of all types, is what me coming back day afte to children.

With a background in real estate have gone above asking price.

We community in be a priority variety of was also a customer, really inspired me to make the NICOLE WARD elite members of his team, he takes the time to educate RANDY YOUNG DEBORAH PIERCE JOE ROSEN in this career is to focused, hav and he strives to go above and beyond for would be his exp 2010 and the rest is history. that are important to Joe is community clients coming back and referring me to their friends With a large portion of their clientele being military business slowly and deliberately.

“Our main is hese as it’s a large discretionary driven business,” Neil says, “and I enjoy getting to NYCOLE a high-touch team. education, both with my one years later, clear she’stodoing right. from towhere convenience to high-end art supplies. Nicole’s sales volume continues to tomy helping clients achieve their everything dreams. wanted work in really agrocery career “I took aschool/daycare, big risk andI emphasize put everything into marketing, pnvesting, from Deborah hadnew a people, smooth work hard to get each histheir clients, affording them the openness and transparon on “Alway whos move to real estate.

Igrateful was also in the process buying to Meals stick toserving it,”Wheels, Yureg says. know myshe clients, earning trust, and helping them every one ofwants his buyers andhome sellers. his comprehensiv involvement.

“My entireof life, Icore have and family is the Iand provide,” Yureg says.

“My families and retirees, it’s important for Christina maintaining our values our clients at PERAZA-LAFAVE clients and100% without,” my agents.

I’m also committed to learning It’s allAlthough very satisfying!” but it worked she says. worked as As Michelle looks ahead, sheNicole toservice continue growing, with I could be helping people,” grow every and year. Last year, Nicole to her career in Lafayette, looking the best it can be before oleginning events when he was During those rare times she’s not working to help her ency needed to make sound decisions on their future pushing yourself to provide better va with their real estate needs.”

Joe serves the Coeur d’Alene and suralways done a ton of volunteer team knows exactly what the clients need and how to marketing m “As a local Real Estate professional,” says a full seven-year term,hisand amaintaining home, I knew that I could save commission if Jim toing provide them withand anserves unparalleled level ofwill care. athe high level.” new things.

Ifor travel all of over the worldshe to started bring back real Jayson Carlisle, PA and the surrounding area. a solo agent much her career, a team while the same service.

“I make Togive learn more about Kilgore, m word of mouth When Nycole isn’t working, she’s staying says.

For the past five years, Nicole did about $6Jacob million in volume, home investments.

But for him, the transaction lasts Louisiana, and her business has only listing, even in this seller’s market,” rounding areas, handling a variety of real estate types. work,” he says.

“I believe that you back to the Randy, “I pride myself in understanding these translate int estate ideas and strategies and to stay ahead of the curve.

“We give very personalized service.

I am a listing e four the years timeago to which my clients achieve their real estate goals, enjoys fundraisers at his bar, the N I did thehelping sale myself.

So, howfrom it allrepeat started.”

Over 75% of are hisLorie business and consists of one property manager my client relationships mythat’s topcomes priority.”

It’s also aclients mission that requires asure lot of hard work and please call (205) has done just that, clients with about 35 522-1346, transactions. uperior service active in the through astill group long after closing, asmore he prefers to remain inplease touch “Residential, commercial, vacant land, waterfront, community that supports you.”

Historically, he’s this fast-paced market have the not to mention h It’s important tocall meShe to benow at the forefront ofneil.hauger@whitetailproperties.com, technology Tocommunity out about Kathy Helbig, rown since then. leads a Gleaton, Deborah says. out Neil Hauger, 612-619-7062, email specialist and Ifind mainly work with sellers, while Jim To find out about Yureg Labrador, referral clients, an impressive feat that speaks tomore the as well as one agent named Amanda who Wherever her path leads, Michelle’s plan isand to keep flexibility, something that April is quick to point out. email jacobkilgore205@gmail.com nothing more than spending time with her family achieve real estate goals.

Iprovide do or it support. all,” Joe Together says.

The majority of his business been heavily involved withas the North Idaho Building with his clients well into the future to do ensure they are calltheir 636-385-5095, visit experience-re.com/team/kathy the started called Real Housewives of andtransaction, marketing area.”

Committed to finding waysshe to connections to help with almost anyfirst needs outside the at referring – customers. is a broker and specializes in working with buyers. perties.com/agents/neil-hauger, youtube.com/neilhaugerlandspecialist arge real estatein the team who provides Michelle with transactional doing what she’s doing.

“I want to this for as long trust and confidence he inspires.

“In my meeting please call 954-376-2270 or email yureg@blglobalgroup.c “Some will have clients success doing arecently certain or visit josephcarterrealty.com plans for the futu Since then, Tom has achieved remarkable success Toeffort contact April Hunt, or email kathy@khgexperience.com comes from repeat and referrals, an impresContractors Association Coeur d’Alene, ofresult which Tom’s and shopping.

She has also begun hitting the tointhem thriving inIthings their new homes. betterreputation serve her clients, Kathy is aagents Certified Divorce Real Community involvement is important to Nicole, real estate in one an get my clients the solid Clark County.

“We give back to girls’ foster homes,” believe that you need towhat beclients, an expert in area, xcellent service toinNashville a northern wide variety of Through client appreciation events they serve Greater with in Davidson I no can, absolutely love Ibusiness do.” with new I always give a welcome way, and afeat sofocus they’ll cling totoWe that matter what.

But please call 318-773-8606 or email continued growth, andof to e in the real estate business, and his name has become sive that speaks the trust and confidence he his brokerage is still a member.

Joe also contributes they are planning on.”

When he’s not Council working, whic With Theof Key Group Ohio eXp Realty, Nicole andin she Women’s and that’s what our agents are as well.tournament They start out reviews eating air was company links, in says. anticipation playing in a at golf and Williamson counties, withindustry the vast majority ofsotheir shington. recently Nycole “I really rallied to get my clients and packet that includes the prior year’s fromisall part of the lients inand theShe area. and email campaigns, Deborah and her team stay this quickly and it’s important Copyright Top Agent Magazineto Aprilhunthomes@gmail.com inspires inchanges the people he serves.

Children’s Village and is passionate CASA ® about his sales to his roster of synonymous with excellence in customer service. nothing more thanout spending tima Copyright . She also co-runs a program of the and Dan serve northeast Ohio, including Akron, Realtors as buyer’s agents and then they decide what to focus business clients andstrategy referrals.

By mypossible clients,” Jayson explains. way of saying, nominees for Bestofofrepeat Clark peers to raise as money as so we could touch clients long after themoney transaction ismyclosed.

Copyright Top Agent“It’s Magazine ss almostconsisting immediately, with one ofto her lenders, will raise for to adapt your themuch needs of with thewhich particular (Court Appointed Special Advocates), which ® Randy began his successful journey in the world of playing tennis and eating pizza. anywhere, and when he Currently overseeing a team of equally dedicated and on based on skills,” Christina says,ofare and adds,about providing superiortocustomer and guidance at all general Akron area for other Realtors called The w Canton, and Cleveland.

About 80% Nicole’s ‘Here’s what my clients saying me.’ They’re When it the comes client service interaction, Deborah’s TheClub. consistency in their approach has them help children have antheir amazing Christmas.”

“That’s the foster beautiful thing about being inShe business advocates for the brought best interests ofin children, just to his community, and he has spen ties to community and Girls and her husband are real estate while he was still working the insurance times, Michelle has been able to the reachBoys great heights.

“Another reason why folks like working with us is that his constant, unwa Tom can boast that Deal, aworking significant great reviews, and theybigger show that people Real which offersremains “out-of-the-box” training business comes from repeat and referral clients, eam goes above and beyondthis to long,” provide excepofcommitted success, asagents, they production Joeanreflects.

“I’ma alot local from Coeur name ahave few. industry.

“I had to of underwrite new andtime. existing homes elected member® of his town cou “I really zero in on what her a client wants, and I even pay we have, what I would call, a higher level integrity. acts not to mention also members of both the Bryant and nearby Benton through the process with me have a good We the very best customer se portion of his business is based upon repeat and referral that covers the topics newer Realtors really want an impressive feat that speaks to the trust and d’Alene; I was born here and my family has been here ional for theyLooking work with.

As“I a Nycole numbers than to most ofa the brokerages in their area. that I knew so tomake get he recalls.

“And I realized ssattention to experience go above beyond, ahead, plans continue serving to whatand theyeveryone aren’t saying,” Michelle says.

We work withshe honesty ethics and hold our agents try really toand itrate,” as easy as possible, and have some fun California. clients, a true testament to his client-first business tly, almost the entirety Chambers of Commerce. to learn about, such as social media and recent confidence inspires.

“I stay in touch with all since 1947.

So I know a lot of people, but that When not working or giving back, Joe is an avid ofsometimes industry professionals, they understand the team closed $55M worth of experience total much about thisancommunity that I sales mightfor asthem, well get my Randy’s plans for the future think don’t know how to voice what ’sroup what sets me people apart in thisdoesn’t her community her clients.

She loves providing to and the ifDeborah’s same high along way.

It’s ® the make any difference you’re a standards.”

Realtor scuba diverenjoyable with over warm-water . I estate developments inunder the industry. not my past clients, andreal often we become friends,” philosophy.

When asked how he1,000 has managed todives inspire license and supplement my income.

I did that continuedWhen growth,she and is eventuall s is based upon repeat mportance of communication and education, and volume in 2020 and is on track for $75M in 2021, it is they are looking for, so I will read between the lines No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. why I getso calls friends and relatives e isn’t afraid to do everythingknow hands-on to shakers each person shethat’s works with, no from his belt.

Having traveled allworking around the globe, he most all the service moversNicole and insuch the and area, but or giving back, Nicole loves camping, says.

“They know that I care about them impressive levels of trust and loyalty amongst those in June of 2017, but I straddled both the insurance and Florida, where he hopes to re andtime relay them what Iclients think they are looking ake toback getTop totoa know their and their needs and Deborah is toI see those numbers continue In to market their Jim and Christina saying, ‘Hey, want to do that too!’” ord-of-mouth, signifLorie’s plans for the future ofhoping her business include tion go smoothly, including matter how much she grows, she will always be the Agent Magazine is business published byorder Feature Publications GA, Inc. Although precautions are taken to traveling. ensure the accuracy has dived most of finally the top 10 dive sites inreal theestate world.

90% of my has come from the pounding oflistings, To learn more about Jim out & Christina Moreno To find more about Jayso however, remains his overarchi real estate worlds before going all in on four-wheeling, and and that I’m genuine in my friendship with them.” he works with, Tom points first to the solid, long-lasting for so they can correct me if I’m getting it wrong.” while preparing them sufficiently for the transaction to rise well intoall the future. utilize different avenues, including social media.

“We golf with his friends Joe also enjoys playing pavement I did inAgent my first several years.” please call (913) 489-7012, ure. growth, but above remains her overarminute for communication clients to sign main point ofher contact for her clients.

“It’s so fun to get For more information about Michelle Maldonado, of published materials, Top Magazine cannot be held for opinions expressed or and facts supplied its 717-448-52 please call providing hisbymany clients with until January ofdon’t 2019.”

Personalized thecontinued cornerstone of relationships heresponsible forms with his like to use social media because we only to want His work ethic and dedication hisclients, clientsemail setrelationships Jayson rocess.

“We treat our clientsislike family and we are industry partners. jim.themorenogroupkc@gmail.com, creative and find new ways to get my clients towards ing agent and the buyers for email Jaysonmellott@yaho please call 615-260-4423 or service that has become synony ching objective: to continue providing her clients with work, as she wants to make the experience as stress free authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. In the future, Nicole plans to continue Nicole keeps in touch with past clients via social apart.

“I always answer my phone and respond to my to market to people actively looking for homes—we that farapart. transcend the closing table.

Joe’s years of diverse experience sets him with them every step of the way, explaining what’s In truly her free time, DeborahRandy loves spending time with teamvisit themorenogroupkc.com orgrowing or visit jaysonmellottrealto Currently, is part of a prestigious comprised email michelle.maldonado@compass.com their goals.

Thinking outside the box is my favorite ented by me, but two weeks as possible. her maintaining the personal sermedia, phone cards.

She alsotoare texts,” Jayson says.

“I’m working from sun-up to while want to the off-market buyers as well.

Buying he fact that I am veryany themyunparalleled customer service that has become Inand the future, Joe plans continue providing over“With construction background,” hecalls, explains, facebook.com/themorenogroupkc appening and answering questions they may hertarget husband andemails, children, most of whom nowbusiness ofsix thirty-three equally dedicated agents, and he can boast Tennessee due to snow. My“I canpart about what I do.” the-top service to his clients.

“I go above and really assist my clients by being able to look vice her clients value. holds client appreciation events every year.

“It’s ave,” Deborah says.asked “The most synonymous important thingwith to her grown and out ofthat the of the members ofsuccess overall ys Lorie, when name.

Another factor in Most Tom’s remarkable story “I want to keep my business ahouse. significant of his considerable Top portion Agent beyond for all of Magazine my clients and friends, which at the smaller things in anever home just that amay need toNicole be Copyright close, so I just jumped on a relationship-based and family-focused,” Nicole movie,” says.

“We talk, play s is that our clients make the best possible deci- her teamwould have children incomprehensive, and/or high referrals business ismiddle based school upon repeat clients, and“I be hissets customized nd leaveCopyright Top Agent Magazine erate such impressive me apart from a lot ofsays. people,” Joe all, says.she addressed. I think clientscornhole, really appreciate the expegned documents from them, Above wants to continue helping and hang out.” positive word-of-mouth.

“It’s one hundred percent all ion for their families, and werience wantthat to do everything school, they are generally heavily involved with no-stone unturned approach to marketing his many really enjoyworking working with buyers and I have many I have.” those she works think about my paycheck at service all when Agent Magazine“I don’t 3 “The eongst closed on Another her clients getasked to where the want to be. about personality,” says Randy, when we can toTop puttime.” them in a position to do just that.” their places of worship and and their kids’satisfied schools.

For listings.

Professional photography, circle prospecting testimonials from clients.

My experience For more informatio clients.

I work seven with clients,” says Lorie, her sincerity evident.

“I know best part of my job is being able to hand those When it comes to marketing her listings, Nicole xpectations is by showing how he has managed to inspire so much trust and loyalty The client experience Deborah’s is the ofJoe herattribusiness, hopes toI continue is aDeborah great asset, and love assisting people with When it team comes offers to marketing his future listings, around the property, and deft utilization of social media call amongst he works with. “By that keysI mean over that andI take know that I made aplease difference variety of tothose ensure maximum tshey andcan theireven referrals. call Every me that if I make uses thema happy andmethods do a great job, they’ll

LORIE LEMLEY

TOM NORTH

NYCOLE PERAZA-LAFAVE

RANDY YOUNG NICOLE WARD

DEBORAH PIERCE

https://

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CONTENTS 8) GOOGLE ADWORDS: HOW TO MAKE GOOGLE DO THE WORK FOR YOU 17) 5 REASONS WHY YOU NEED A MENTOR 22) COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS 28) CONNECT BEYOND REAL ESTATE TO ATTRACT FUTURE CLIENTS 34) BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS’ STRESS! 40) PLAYING THE REAL ESTATE MATCHMAKER— FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM 4

45) BEYOND CLEANING AND DECLUTTERING: WHAT IMPROVEMENT EXPENSES MAKE THE MOST SENSE? 66) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT 69) IS FINDING A NICHE MARKET RIGHT FOR YOU? 73) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO 77) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES 81) BUYERS AND SELLERS: UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS

85) 8 THINGS SUCCESSFUL PEOPLE NEVER DO 89) 5 SIMPLE MINDSET SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS 93) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM’S MORALE 97) TURNING YOUR PROFESSION INTO A PASSION 101) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING 105) HOW TO CUT DOWN ON DIGITAL DISTRACTIONS AND UP YOUR PRODUCTIVITY

Top Agent Magazine

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Top Agent Magazine

5

HENRY D. STEFFES Born and raised in Hudsonville, Henry D. Steffes took a winding road to becoming a Realtor. In 2004, he joined the Michigan Army National Guard, and just ten days after enlisting, he met his future wife, Ashley. After getting married in 2014, the young couple set about accomplishing their shared dream of homeownership.

At the time, Henry was balancing five jobs while trying to raise his family, and the process proved exceedingly difficult; however, with the help of a good friend and Realtor, he and Ashley were finally able to purchase their first home.

Near the end of their transaction, though, Henry’s friend recommended that he consider getting his real estate license—and the rest is history. Today, Henry leads The Steffes Group through Keller Williams Rivertown, where he assists clients throughout all of West Michigan. Easily recognized by his iconic, bright red glasses, he possesses the work ethic and integrity needed to help buyers and sellers of all kinds.

When listing a home, Henry provides his clients with a calibrated approach. After helping them ready their property for the market, he shares it over an array of targeted social media campaigns, as well as his own extensive network via Keller Williams Command.

Along the way, he is there for his clients, providing them with careful guidance to maximize their value in the marketplace. “Listing a home is a tremendous opportunity,” he says. “You can make hundreds of thousands of dollars if you do this right. I always emphasize that with my clients: If we take our time and make strong improvements on their property, they can make more money than they ever imagined.”

Elsewhere, Henry is just as passionate when assisting his buyers, leaning on his years of experience to uncover the right home for their needs. Knowing firsthand the importance of homeownership, he strives to infuse the process with clarity and guard their best interests – no matter what. Through the years, moreover, he has earned a fantastic reputation throughout Michigan, with the vast majority of his volume coming from repeat clients or referrals. Having been ranked in the top 5% of Realtors in the Greater West Michigan Area, he attributes his success to his unmatched standards of service. “I fight for my people, but I don’t sugarcoat things. Instead, I give my clients the facts they need to make informed decisions and collaborate with them to build a strategy that accomplishes their goals.”

Outside his career, Henry is deeply involved in his community. On top of hosting cookouts and contributing to a host of local events, he also manages the Steffes Foundation, which lends a hand to families impacted by cancer. Elsewhere, he contributes to blood drives and nonprofit organizations like Toys for Tots.

At home, he can be found spending quality time with his family. An avid fan of the outdoors, he also enjoys camping, woodworking, snowboarding, or raising the animals on his farm.

Meanwhile, Henry has exciting plans for the future of his business. As his volume maintains its steady growth, he intends on expanding his team while further scaling his model of attentive service. “I just love helping people,” he says. “Going forward, I want to dive deeper into our community and find those strong agents who share my vision.”

For more information about Henry D. Steffes, email henry@thesteffesgroup.com, visit thesteffesgroup.com or call (616) 293-8298. www.

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Stephanie Wood would like to congratulate

HENRY STEFFES

on being featured for the State of Michigan in Top Agent Magazine!

STEPHANIE WOOD LOAN ORIGINATOR | NMLS# 130610 (616) 635-1110 stephaniewood@inlanta.com applywithsteph.com www.

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Google AdWords:

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

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

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

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

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

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

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

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

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LOCATION IS EVERYTHING!

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

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

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

HARNESS THE POWER OF DATA

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

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

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

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GABRIELA K. CHAWLA Top Agent Magazine

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Honest, hardworking and incredibly knowledgeable about both the real estate industry and her local market, there are few better suited to provide responsible and highly professional real estate advocacy for both buyers and sellers alike than Top Agent Gabriela K. Chawla.

NICK VLASIDIS

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Top Agent Gabriela K. Chawla – of d’aprile properties in Hinsdale, Illinois – is well known for her innovative use of cutting-edge marketing techniques, along with her ability to embrace technology to connect with clients and collaborate with other real estate professionals locally and across the nation. When it comes to selling a person’s home, her use of sophisticated marketing materials, stylish staging, and an unmatched online presence, helps the home sell for more and in less time than the market average. Gabriela’s strong focus on exceptional customer service has translated into her stellar reputation as a trusted Realtor who consistently places the needs of her many clients front and center during each and every transaction. Honest, hardworking and incredibly knowledgeable about both the real estate industry and her local market, there are few better suited to provide responsible and highly professional real estate advocacy for both buyers and sellers alike.

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Gabriela was born and raised in the Czech Republic. In 2004, she came to the United States to pursue the coveted American Dream. She came with two (2) suitcases in her hands, $500 in her pocket, and no English in her vocabulary. Within days of her arrival, she secured work as a hairstylist in a Polish beauty salon and after a short three months was proficient and fluent in conversational Polish.

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Gabriela also knew that to achieve her goals, she needed to master the English language, both verbal and written. Gabriela committed to everything in English – radio, music, movies and literature.

Gabriela is also an accomplished athlete. Prior to real estate, Gabriela competed nationally in fitness competitions, earned her certifications as a Copyright Top Agent Magazine13

NASM Certified Personal Trainer, Spartan Coach and NASM Certified Nutrition Specialist. Competing on national and international stages improved Gabriela’s confidence and she knew nothing would hold her back. Gabriela says, “It’s about showing up and it pays off in every aspect of your life!”

While working with her clients and helping them to change their mindset about the relationship with food and dedication to forming healthy new habits, Gabriela knew that her career must be built around “people” and “making their lives better”.

Through fitness, Gabriela explored and absorbed all that America has to offer and matriculated into American society and embrace the American culture. Most importantly, Gabriela expanded her social network in the mainstream while maintaining strong ties with her own community. Fitness instilled in Gabriela qualities that she uses daily both professionally and personally especially, tenacity and discipline.

With these qualities, adaptability, flexibility and patience, Gabriela’s transition to Real Estate was 14Copyright Top Agent Magazine

natural as she extended her desire to help people with their homes and (typically) their largest investments.

She did not realize how fascinating real estate is until she met her husband, who happened to be a real estate attorney. She began her own journey in real estate in 2018. It was not until 2020, at the height of the Covid-19 pandemic, that Gabriela began to focus full time on selling homes. “That’s when I decided that I was either going to make it big in this business or I would pack up and leave it behind,” she recalls.

Make it big, so she did, and today Gabriela has built a thriving business on a sturdy foundation of professionalism and top-drawer customer service. The lion’s share of her considerable overall business is based upon repeat clients and referrals, a true indicator that she is making them happy. “I think that’s because of being consistent. I have a system. I take time to help my clients understand each layer of a transaction and I communicate really well. I articulate my strategies and the local market situation.

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“I always go above and beyond. I have a very competitive spirit. I like to win for my clients, however, I do so with a calm demeanor, good manners and always with a smile.”

That makes my job easier and leaves my clients calm and excited. Lastly, I never promise to my clients something I know I cannot fulfill.” says Gabriela, when asked how she has managed to inspire such impressive levels of trust and loyalty amongst those she works with. “I always go above and beyond. I have a very competitive spirit. I like to win for my clients, however, I do so with a calm demeanor, good manners and always with a smile.

So, the transactions are very pleasant for both, sellers and buyers.”

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Another factor behind Gabriela’s impressive success story would be her intelligent and comprehensive marketing strategies that employs both Gabriela’s vast network of connections and social media platforms – among many other methods – that ensure maximum exposure for all of her properties. That, coupled with her expert negotiation skills, translates into fast sales for top dollar, not to mention happy – and returning and referring – customers.

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In her, albeit limited, spare time, Gabriela – who currently holds a perfect, five-star overall rating on Zillow.com – enjoys nothing more than spending time with her husband, daughters, extended family and her dogs. Gabriela enjoys working out, golfing, reading, visiting art galleries, traveling and exploring other cultures and their customs. She also gives back to her community in many ways. Gabriela previously served as President of the HOA Board.

In the near future, Gabriela plans to dedicate time to young children in local schools and share with them the importance of time management and financial literacy.

Looking to the future, Gabriela’s plans for the future include the continued growth of her business in residential and commercial real estate. She has no plans to leave d’aprile properties. “d’aprile is extremely innovative and is always adding additional services to optimize my services so I can provide my clients a one-stop-shopping experience. Most importantly, our company environment is hard to beat – we have the spirit of family.” she says.

Her overarching objective, however, remains the same: to keep providing her many clients with the unparalleled customer service that has become her calling card.

For more about Gabriela K. Chawla, please call 773-562-1926 or email GChawla@daprileproperties.com 16Copyright Top Agent Magazine

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 18

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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JULIE HOLDSAMBECK Top Agent Magazine

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JULIE HOLDSAMBECK

Born and raised in Bibb County, Julie Holdsambeck began her career as a REALTOR®️ in Oakland County, Michigan, soon after graduating college. There, she utilized her degrees in Finance and Education to better serve clients, facilitate transactions, and collaborate with loan officers—establishing strong foundations in the industry. Upon starting her family, though, she decided to return to Alabama and apply her expertise to assist buyers and sellers in her hometown. Today, Julie is a REALTOR®️ for eXp Realty, where she services clients throughout Bibb County and the surrounding areas. Having cultivated a boutique workflow around openness and integrity, she possesses the insight needed to handle even the most challenging transaction.

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When listing a property, Julie goes above and beyond for her clients. After helping them prepare their home to sell, she shares it over a blend of MLS platforms, stand-out signage, and third party websites. But she also broadcasts her listings to those to her extensive professional sphere, ensuring her clients reach a diverse network of prospective buyers and maximize their value in the marketplace.

Elsewhere, Julie is every bit as hands-on with her buyers, leaning on her years of experience and background in finance to carefully guide them to the right home investment for their best interests. From start to finish, she is there for her clients, educating them Top Agent Magazine

and negotiating tirelessly on their behalf. “I’m truly dedicated to our community,” she says.

“Whether you’re new to home buying or coming from difficult financial circumstances, I’m here to educate and explain the process every step of the way.”

Through the years, Julie has earned a terrific reputation throughout Alabama, with the majority of her volume coming from repeat clients and referrals. In her first year returning to the business after seventeen year sabbatical, she already sold twenty properties in her home state. Above all, she is most inspired by the ways in which real estate has allowed her to leave an impact on her hometown. “I love improving our community.

We’re a tight-knit town, and there’s nothing more fulfilling than bringing new people in and showing them all we have to offer.”

For this reason, Julie has deeply woven her career into her community outreach. Outside of real estate, she also renovates and rents houses around Bibb County, beautifying her town and providing affordable housing for local families. When she’s not with clients or giving back, Julie, an avid runner, can be found participating in marathons or spending quality time with her beloved husband.

Looking ahead, Julie has exciting plans for her future in Bibb County. As her volume maintains its steady growth, she intends on bringing her husband aboard and establishing a family-oriented real estate team. Along the way, she will continue to scale her elite standards for service to meet the needs of her ever-growing client base.

But in the meantime, Julie has strong advice to any aspiring real estate professional. “Becoming an agent is great, and our business offers so many opportunities for success – but you’ve got to stay educated. When you have a spare moment, you need to be learning about the latest changes in the industry or refining your approach to client service. After all, the more you know, the stronger you are.”

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To learn more about Julie Holdsambeck, email julie@yourcentralalabama.com, visit yourcentralalabama.com or call (205) 928-9376. www.

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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DAVE & BRIAN FORSYTHE

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FOUR GENERATIONS OF REAL ESTATE | BACK TO THE FUTURE

“Our family’s legacy started 80+ years ago,” Dave Forsythe says. “My grandfather Al Forsythe went from his first summer job at Central Northwestern Bank in Northeast Minneapolis (now part of Wells Fargo) sweeping floors and emptying ashtrays and wastebaskets to eventually becoming the bank’s President. He retired from the bank at an early age and founded Al Forsythe & Sons in 1940 with services including real estate, insurance, and income tax services.”

Al’s two sons, Jerry and Bob, joined their father’s business after both served in the Marine Corps in World War II. The brothers were in business together on Central Avenue near Lowry for 50 years. Jerry added Forsythe Appraisals to the family’s business mix in the early 1960s. Seven of Dave’s siblings, along with numerous relatives and friends, grew that business into having a dominant local presence and eventually a national company operating in some 20+ states. “I’m so proud of the growth, success, and leadership that led to the business being successful beyond my father Jerry’s dreams back in the day,” Dave says.

Dave Forsythe joined the business in 1976, just weeks out of high school. The real estate department then joined Century 21 to become Century 21 Forsythe. “I have more years of experience at my age than any other 26

Realtor®, since I got my license at age 18, which is as early as anyone can,” Dave explains. “No one can beat me for years of experience at my age!”

Dave joined Edina Realty in 1992 with his administrative assistant Janelle, who worked with him full-time for 38 years—a record for the whole company. “Janelle just retired this spring, and I miss her dearly,” Dave says. “She was the best real estate assistant ever, as well as a true friend.”

Dave has always been a listing agent enthusiast.

Shortly after joining Edina Realty, he had a record of 116 homes listed that year—not new construction, just existing homes listed one at a time! “Most agents look at a market evaluation as an opportunity to show comps and evaluate data, but I look at it first and foremost as a job interview. We are excellent at job interviews and sharing our points of difference with a positive attitude. We are absolutely confident we will be hired, and we show up prepared, organized, and ready… lock box in hand.”

Dave’s son Brian, the 4th generation of the family heritage in real estate, is now a 6-year veteran, and Dave is proud of his energy, technology skills, communication, and innovation. “He’s got the right stuff Copyright Top Agent Magazine

“Our average price in 1976 was $31,500, now it is $345,000. Endless changes with market conditions, interest rate fluctuations, and technology innovations are continuous, but one constant is clients priority of hiring/choosing an agent based on trust and confidence that we are working in their best interest.

That priority seems timeless” Dave, 1976

Brian, 2016

to bring us into the future, with perhaps more generations to come,” Dave says.

Dave and Brian track every aspect of their business, and from year to year a consistent 92% of their business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence they inspire. “I bring a positive energy, and I love my job,” Dave says. “After 45 years of doing one career, I’m tickled to be able to honestly make that claim. I share that with every client, and I believe people like working with people who genuinely enjoy what they do.”

Dave credits the support of an outstanding company, Edina Realty, for his and Brian’s success. “Edina Realty is a strong, dominant company that has been a market leader in Minnesota for 21 years in a row. They also offer a title business, mortgage originating, warranty, insurance…it’s truly a one-stop shop. I’m with this company because I think they’re the best in our industry,” Dave says.

Dave and his wife Carol have been married 34 years, and together they have raised three wonderful boys.

In the future, Dave says, “I’m grateful for the opportunity to continue working with my son Brian. I’m still loving it, and I have no goal of retiring in the near future, because I enjoy what I’m doing too much. It’s been very rewarding for me, and we are fortunate to be in an industry where there’s always room for growth. We can always improve, learn new skills, and improve on skills we learned in the past. There’s always room for improvement, and that, to me, is very exciting.”

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For more about Dave & Brian Forsythe, please call 612-720-1942, email DavidForsythe@edinarealty.com, or visit edinarealty.com/david-forsythe-realtor www.

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients.

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals.

So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause.

In fact, they want and need you to promote them.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didn’t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content

that will draw in a broad range of followers.

Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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CINDY FLOWERS

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CINDY FLOWERS

Top Agent Cindy Flowers – Lead of the Bill and Cindy Flowers Team at Keller Williams Integrity First Realty in Phoenix, Arizona – has more than four decades of experience in the real estate industry.

Having worked in almost every facet of the business, there are few better suited to helping both buyers and sellers achieve – and frequently exceed – their real estate goals. Cindy and her team’s focus on providing unparalleled customer service has translated into a thriving business that is rooted firmly on a foundation of honesty, integrity and deep industry knowledge.

Currently, Cindy works with an impressive and equally dedicated team that includes her husband Bill who functions as its Project Manager, as well as several other indispensable support staff who function together as a well-oiled machine. “We’ve always had amazing people working with us,” says Cindy.

“It really makes a difference if you love what you’re doing, and you love who you’re doing it with.”

Cindy began her journey in real estate in Denver in the late 1970’s, building and selling modular homes. After experiencing difficulties based on the inclement weather in the area, she took a trip to visit her father in the Phoenix area and fell in love with the region. Soon, she had put her Denver home on the market and relocated, where she continued what she refers to as her “construction habit.” After being encouraged to get her real estate license, she achieved almost instantaneous success in her market, and was named rookie of the year right out of the gate.

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A significant portion of Cindy’s considerable overall business is based upon referrals and returning clients, a sure barometer of the amazing service she and her team provide.

“After all these years,” she says, her gratitude obvious, “we have people who are just raving fans and are so loyal to us, who constantly call us with referrals.”

A major factor in Cindy’s success story would be her thorough, incredibly professional and intelligent marketing strategies that include highend photography and a deft utilization of social media to gain maximum exposure for her many listings. This almost always results in a fast sale for top dollar, not to mention happy clients.

When she’s not working, Cindy – who holds a perfect, five-star overall rating on Zillow.com comprised of scores of glowing testimonials – loves spending time with her twenty-two grandchildren and great-grandchildren (with three more on the way). “They’re the most important thing in the world to me,” she says.

She is also an avid baseball fan who enjoys playing catch with her grandson, and usually can be found at baseball games most evenings and weekends when she’s not busy listing and selling real estate. She also recently began playing pickle ball to stay in shape. “It’s so much fun,” she enthuses.

Cindy also contributes heavily to her community, both personally and through Keller Williams, a company she is proud to represent. Among those philanthropic organizations she supports is a safe house that helps rehabilitate trafficked children.

She is also heavily involved with her HOA and the local Chamber of Commerce. Additionally, she has founded a monthly community-wide open house event, to which she invites all Realtors in the area to participate, an event which draws between 20 – 40 people to visit every house that is open that day. “I can’t tell you how much I love this business,” says Cindy. “I think that the real estate business in general has heart. We’re helping people choose a home or sell a home, and it’s a true privilege to do that.”

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For more information about Cindy Flowers, please call 480-545-9300 or email Cindy@FlowersGetResults.com Copyright Top Agent Magazine 33

Business Growth Hack: Absorb Your Clients’ Stress!

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

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

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

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

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

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

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

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

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

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

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

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

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

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 36

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

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

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

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

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AARON GRAY Top Agent Magazine

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AARON GRAY

Aaron Gray arrived at real estate through, of all things, a dream. First licensed in 2008, he began dabbling in the business, and while learning real estate from the ground up, he had a series of dreams that inspired him to pursue it full-time. In the years since then, he has gone on to launch an accomplished career as an agent, author, and mentor, leaving an indelible mark on the industry. Today at Century 21 Advantage Gold, Aaron represents clients throughout Philadelphia County, Montgomery County, Delaware County, Chester County, and Bucks Counties. Known by all as The Minister of Real Estate, he offers his buyers and sellers a unique blend of expertise and compassion to meet the needs of any transaction.

When listing a home, Aaron equips his clients with an aggressive digital marketing strategy, utilizing the wealth of resources of the Century 38

21 Brand to share their property over both a mix of targeted social media campaigns and a network of over 200 third-party websites.

Along the way, he gives his clients an added reach through cutting edge tools such as Back at You Media, Adwerx and even promotional videos on YouTube—all while keeping the process as stress free as possible.

As The Minister of Real Estate, though, Aaron is always looking out for his clients, putting their needs at the forefront of his every decision. “One couple recently called me looking to sell their home,” he describes, “and during our time together, I realized they were about to split up. When I found that out, I took off my real estate hat and put on my minister’s hat, and I began talking to them about their relationship.” Since then, not only has that couple decide to stay together, but they have Top Agent Magazine

also asked Aaron to officiate their wedding ceremony.

Elsewhere, Aaron is just as attentive when assisting his buyers, leaning on his extensive knowledge to guide them to the house they desire, so they may transform it into the home they deserve. As a Certified Real Estate Negotiation Expert, he possesses the insight needed to advocate tirelessly on their behalf.

Furthermore, he keeps in touch long after the closing to provide ongoing service and ensure each client is thriving in their new home.

An ordained minister and assistant pastor at Bethel Deliverance International Church, Aaron is closely involved with his community.

On top of participating in Buyers and Sellers Workshops, he supports Easterseals through Century 21 and a monthly marriage group on Facebook with his wife. Outside his career, he is a prolific author, having published two books: God Unplugged: Experiencing Christ in Everyday Lifeand 5 Keys to Becoming an Above Average Agent.

Aaron has strong plans for the future of his business. In the months ahead, he intends on earning his PA Broker’s License, an additional salesperson’s license in New Jersey, and adding a couple designations while deepening his work with investment properties.. In the meantime, though, he will continue to “rise before the sun, and get the job done” as he continues to raise the bar of service with his trademark Honesty, integrity, service, and authenticity.

“I’m not in this business for the money,” he says. “Instead, my objective is to satisfy my clients, whether I’m helping a buyer find their home or helping a seller get rid of a property.

At the end of the day, we should all pride ourselves on quality service.”

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To learn more about Aaron Gray, email theministerofrealestate@gmail.com, visit theministerofrealestate.com or call (215) 651-0847. www.

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 40

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 42

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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ANA TAPIA P.A. Top Agent Magazine

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ANA TAPIA P.A. Top Agent Ana Tapia – of Realty Property Group in Tampa, Florida – is a hardworking, committed and deeply knowledgeable real estate professional who truly cares about helping her many clients achieve their real estate goals. Ana’s focus on exceptional customer service, coupled with her servant’s heart, has translated into her remarkable reputation as a trusted and honest real estate advocate for both buyers and sellers alike.

Ana began her journey in real estate more than four years ago, after deciding to end a long-term abusive domestic situation and find her own purpose in life. “I worked very hard to get out of a toxic relationship,” she recalls, “and when my kids were grown, I decided that it was time to do something for myself. My sisters helped me out by paying for my real estate classes so I could find a better life for me and my children. It turned out to be the very best decision I’ve ever made.”

Ana’s personal experiences have also informed the way she works with her clients. “I think that because of the background that I came from,” says Ana, “I’m very much invested in helping other families have a better future. I don’t want anyone else to go through what I went through.”

Since becoming licensed, that same grit, determination and perseverance that helped Ana overcome her domestic challenges have helped her achieve an impressive and ever-growing level of success in business. Currently, she and her small but equally dedicated team can claim that the majority of their clients are those who are returning or who have been referred by other satisfied customers, a significant achievement by any measure, but even more so in the highly competitive market which she serves.

“I believe it’s because of the way I treat my clients,” replies Ana, when asked how she has managed to generate such impressive levels of trust and loyalty amongst those she works with. “I am always there for them during the entire process, and I always answer their phone calls. I 44

try to make the whole transaction as smooth as possible for them.”

There are many other reasons for Ana’s stellar success story, and chief among them would be her expert negotiation skills.

Another would be her intelligent, thoughtful and leave-no-stone-unturned approach to marketing that relies heavily upon social media to obtain maximum exposure for all of her listings. Combined, these result in fast sales for top dollar, not to mention happy – and returning and referring – clients.

When she’s not working, Ana enjoys spending time with her children and grandchildren, and also she likes to see a sunset after a productive day accompanied by the people she loves the most, her family.

Ana’s plans for the future of her business are fairly straightforward: to continue its growth, while sacrificing none of the exceptional customer service that has become synonymous with her name. She is also planning on obtaining her Broker’s License in 2021.

“I always try my best and work my hardest,” says Ana. “I give all thanks to God for my success. Everything I have is because of Him.”

For more information about Ana Tapia, please call 813-445-9541 or email ATapiaHomes@gmail.com Copyright Top Agent Magazine

Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense?

Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning.

Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress Top Agent Magazine

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography.

Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection?

In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution.

While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings!

A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it.

“I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective.

Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning.

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Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice.

Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements.

Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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STEVE CALLEY

Steve Calley didn’t get into real estate just to follow standard operating procedure. He wanted his clients to feel like they were truly special.

“There’s a lot of mediocre service out there, and I believe people deserve better when they’re going through one of the biggest transactions of their lives. I pride myself on doing business with integrity, communicating well with my clients, taking care of their needs quickly, and maximizing the value they gain in the deal. That’s the Calley Commitment.”

After seven years representing clients all over the Denver Metro area, Steve has the numbers to prove it. In 2020 he closed 29 transactions for sales of 12.3 million, with over fifty percent of that business driven by repeat clients and referrals, and was nominated as a Five Star Professional in 2020 and 2021. That’s not his gauge of success, however. A devout member of The Church of Jesus Christ of Latter Day Saints, Steve places

Steve got his license in 2014, following a stint as a retail manager at Target. He enjoyed the service aspect of the job, but realized that he wanted work that would allow him more flexibility and greater control over the kind of total experience he could offer the customer. “It just wasn’t a good longterm fit for my life. I spoke with a Realtor® who had helped my sister and brother-in-law, and decided it was the opportunity I’d been looking for. I went all in, and it’s been the best career choice I ever made.”

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great value in the service aspect of his job. “I take a lot of pleasure in helping people, answering their questions, providing them with a great experience. I’m passionate about this work, and that’s what keeps my clients coming back.”

Steve utilizes a comprehensive marketing plan for his listings that begins with paying to have his clients’ homes professionally cleaned. He also sets up a meeting with his staging professional to show them how to make their home most appealing to buyers. Steve then hires professional photographers to create high-quality photos, videography, drone shots, and 3D models of the home as necessary. Those images are posted on all of the social media sites, YouTube, and real estate websites, along with the local MLS. He also sends viewing invitations to neighbors in the home’s community.

“My job is to expose the home to as many buyers as possible, which will ensure my sellers get the best price and terms.”

play sports too, and is a hardcore Denver Broncos and Denver Nuggets fan.

Steve has a part-time assistant who has been invaluable to making his business more efficient and productive, and is in the process of hiring another agent to help him keep up with his increasing volume. “I enjoy this work and plan on doing it for a long time. I want to grow the business and continue offering my clients an incredible experience.”

His relationship with clients extends far beyond the closing table. Steve holds client appreciation events every quarter, “just to have fun and focus on something besides real estate.” He also stays in touch through regular phone calls, texts, emails, and weekly videos that he shares with his sphere.

Steve donates a percentage of every sale to Flatirons Habitat for Humanity. He’s also done four charity golf tournaments to raise money for that organization. When not working or giving back to the community, he loves to spend time with his wife and children. He likes to watch and Top Agent Magazine

For more information about Steve Calley, please call 720-219-4801 or email Steve@thecalleygroup.com 49

FRED CUFFARI

Fred Cuffari is a real estate broker known for his experience, professionalism and hard work. He holds Bachelors and Masters Degrees, has been in sales and marketing for his entire career, and joined the real estate industry in 2014. His specialty lies in waterfront communities at Smith Mountain Lake in Southwestern Virginia.

you have to be quick,” he explains, and adds, “Another factor that plays in my favor is my sales and marketing knowledge, as well as my previous experience with owning rental properties and negotiating contracts. Most folks don’t want to be told what to do, they just want to be guided to the best decision for them and know that they’ve made the right one.”

Fred’s approach to building a successful network of repeat and referral clients consists of three key components: responsiveness, experience, and good listening skills. “Selling or Purchasing a home can be one of the most difficult times for folks. My goal is to make everything as easy and simple as possible. I am very responsive, and I do not let any inquiries, questions, or issues remain unresolved for a prolonged period of time. My clients know that I’m there for them when they need me. That’s a must in today’s market where you have 20 bidders all interested in a single property – 50

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Always striving to give his clients the best service, Fred utilizes a diverse marketing approach by mixing modern technology with other old-school methods. “I do a lot of digital advertising and use social media to advertise listings as well as to stay in touch with past clients. I also like to do some of the old-fashioned stuff as well, like cards and letters, just to remind them that I’m here. For selling clients, the important thing is to make certain that you’re listing accurate property details and that your presentation media is perfect and highlights the property well. For example, our area attracts a lot of vacation and second home buyers, so you get people interested from long distances. They can’t come in immediately when a listing hits the market, so you have to rely on all of the tools that exist today to present that property virtually. And it’s important that when they see that property, they see enough in order to be able to make decisions remotely without seeing it in person.”

Helping people achieve their dreams of homeownership continues to inspire Fred and keep him going. “I love working with people, solving problems, and hopefully getting to closing with as few surprises as possible.”

With an average of 50 transactions per year, Fred is content with where his business is headed. “It’s very important for me to have a personal relationship with my clients. That’s why I’ve decided not to follow the team path where folks get passed to a second or third individual in the organization. I don’t want to be much busier than I am now because then it would compromise the objective that I’ve set for myself of providing my clients excellent service and insuring a positive real estate experience.”

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To learn more about Fred Cuffari, please call (540) 676-2542, email fredcuffari@gmail.com or visit smithmtnhomes.com www.

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PAULETTE EATON

Licensed in 2003, Paulette Eaton is a lifelong resident of Southwest Washington with a passion for homes and community engagement, and her continued success stems in large part from her familiarity with the locale. She has been an active member of her community since before she became a fulltime Realtor, and since then has only expanded her sphere and deepened her relationships with the people around her. Having closed $9M in total sales in 2020, it’s clear to see that Paulette is hardworking and efficient, and clients love working with her due to her friendly demeanor and genuine benevolence.

Paulette’s drive to find success in real estate initially stemmed from her desire to help people, and that hasn’t changed one bit over the years. “I love helping people achieve their real estate goals – that’s what got me into the business in the first place,” 52

Paulette says. Paulette’s follow-through and responsiveness make her clients feel safe in her hands, and the honesty and transparency with which she relays information builds trust with clients from the first meeting. She takes a personalized, hands-on approach to interacting with clients and prefers to meet with them face-to-face. Clients love working with Paulette, as can be seen by the fact that she gets 90% of her business through referrals.

On top of her drive to make her clients’ lives easier, Paulette has an extensive knowledge of what it takes to make a real estate transaction go smoothly. She was born and raised in Lewis County, Washington and is intimately familiar with the landscape and market trends of the area, and she also has firsthand knowledge of how the overarching process works, having personally built and remodeled homes for sale herself.

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Paulette uses professional photography and videography to make her listings look pristine, and she markets extensively online through social media and various websites such as the MLS, as well as advertising through postcards sent out to local residents. She closed $9M in total sales volume last year, and was awarded Realtor of the Year by the Lewis County Chapter of Washington Realtors, an honor given to her by her peers. Paulette works hard to consistently achieve a high standard of excellence in every facet of her work, and she does it all because she loves the industry and truly cares about the wellbeing and success of every single person she works with.

When she isn’t working on real estate, Paulette finds a lot of fulfilment in fostering community engagement. “I love helping people invest in our community and in their immediate environments,” she says.

Paulette has spent time mentoring high school seniors with Chehalis school district in Washington, and she is heavily involved with the local Realtor’s Association. Most importantly, everything she does is meant to offer people in the community the guidance and opportunity to make their own lives better through good business planning and informed decision-making, and her business has been as successful as it has because of it. For the future of her business, Paulette hopes to continue offering her personalized brand of excellent real estate service. If you’re looking for a Realtor with passion and integrity in Southwest Washington State, look no further than Paulette Eaton!

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Contact Paulette at (360) 330-0804, email remax.paulette@gmail.com, or visit paulettes.remax.com https://

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MIKE GIFFORD

Mike Gifford began his real estate career in 2004, when a friend asked him to help buy, fix up, and resell a foreclosure house. “When we sold it, I met a real estate broker who convinced me I could be a much better real estate investor by working from the inside as an agent,” Mike recalls. “Right away, I got my license and got going.” The rest is history, and for the past 17 years Mike has excelled at helping his clients achieve their real estate goals.

Mike serves the central Virginia market, focused around Richmond and the surrounding area, especially Hanover county where he grew up and currently lives. Over 80% of his business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “Once they’ve dealt with me, clients know how hard I work for them,” Mike explains.

“When you start working with folks in real estate, you pretty much become their best friend for weeks and months. I’m doing everything I possibly can to get 54

them through a transaction smoothly. I think they appreciate that, and they can tell I’m sincere.”

His hands-on approach and availability set Mike apart. “My clients are always the focus of whatever I’m doing,” Mike says. “You work directly with me from start to finish, and that gives people a lot of confidence. I’m the one who’s touching everything and doing everything on their behalf.

I’ve had clients call me after the fact and thank me for how effortless I made it feel on their end, and they end up telling other people that they had

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a good experience. Then, when it’s time to buy or sell again, that stays top of mind for them.”

When it comes to marketing his listings, Mike uses a comprehensive approach to ensure maximum exposure. He works with a staging consultant, a professional photographer and videographer, and has an appraiser create a floor plan drawing of the whole house. Mike invests in ads on social media, including Facebook and Instagram, as well as Google ads to reach a wide audience. “Especially in our current market, going out there online and really blowing it up with as much as possible in the beginning is the way to go,” Mike says.

“Putting money into working with a group of professionals also goes a long way toward making listings stand out.”

Community involvement is important to Mike.

He volunteers as a lunchtime delivery driver for Meals on Wheels in the Richmond area, and he recently got involved with Homes for Heroes, an organization that benefits the military, first responders, and other frontline workers. When he is not working or giving back, Mike loves spending time with his wife and three kids, playing sports and staying active.

In the future, Mike plans to continue growing his business, while also maintaining the personal service his clients appreciate. “My favorite part of real estate is the people,” he says. “I love being able to guide them and help them make a great decision that’s really going to impact themselves and their families.”

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ERA Circle of Achievement Award 2017 - 2020

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Richmond Association of Realtors Platinum Sales Award 2018 & 2019

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ERA Woody Hogg & Associates Top Ten Agents/Team Award 2018 - 2020

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To find out more about Mike Gifford, please call 804-402-1632, email mike@mikegiffordhomes.com, or visit mikegiffordhomes.com www.

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ED MCGEE

Throughout his life, Ed McGee has always been interested in real estate. Having grown up in the construction industry, he spent much of his spare time looking at houses and studying the market.

However, he would take a long road to his current position as an accomplished Qualifying Broker at Realty One New Mexico. For twenty years, he served in merchandising for a leading Fortune 500 company. But in 2010, Ed decided the time had come to make a change, and at the encouragement of his colleagues, he finally realized his dream of becoming a full time agent.

When listing a home, Ed prefers a comprehensive approach. Starting out, he helps his clients ready their property for the market and supplies them with professional photography, videography, and drone footage—all to ensure their home shines in its promotional materials. From there, he broadcasts their listing via targeted digital and social media campaigns while sharing it with those in his extensive professional network.

Today, Ed manages an elite team across two R1 offices in Albuquerque and Gallup. There, he has combined his background in sales and merchandising with his personal standards of integrity and open communication to assist clients all throughout the region. “I go above and beyond for my clients in whatever way I can,” he says.

“Throughout the transaction, I’m loyal to them, and I always take care of them to the best of my ability.”

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Elsewhere, Ed is just as hand-on when assisting his buyers, utilizing his years of experience and in-depth knowledge of the local market to help them uncover the right home for their needs. But for him and his team, the transaction is never done, as he keeps in touch with all his clients well after closing and provides ongoing support to them in their new homes.

Through it all, though, he values patience and transparency – no matter what. “If a client can’t find what they’re looking for right away, then we keep looking,” he says. “I care deeply about them, and I make sure they are making informed decisions on their best interests.”

Over the past decade, Ed has earned a fantastic reputation throughout New Mexico, as evidenced by his strong rate of repeat clients and referrals. In fact, he often becomes his clients’ family Realtor®, facilitating additional transactions for their parents, relatives, or children. With his sphere of influence having come full circle, he completed thirty four transactions last year alone.

Outside his career, Ed enjoys spending quality time in the mountains or trout fishing with his spouse, David. But he also plays an active role in his community: On top of serving on the Advisory Board for his state MLS, he also contributes to Casa Q, an organization that provides safe housing and advocacy for LGBTQ+ youth in Albuquerque.

Ed has strong plans for the future of his business.

In the months ahead, he will expand his work with spec homes while further cultivating the relationships with his clients. But most of all, he is excited to foster and encourage the members of his dynamic team. “I love working with my team,” he says. “After all, they’re the future of our business. I enjoy watching them grow, mentoring them, and helping them avoid any pitfalls in their careers.”

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To learn more about Ed McGee, email edmcgee17@gmail.com, visit realty1newmexico.com or call (505) 301-5782. www.

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MARNIE SCHAAR

Top Agent Marnie Schaar – Lead of Marnie Schaar & Associates at Compass in Reston, Virginia – has nearly two decades of experience helping both buyers and sellers achieve their real estate goals. Thoughtful, intelligent and deeply knowledgeable about the Reston market, Marnie has built a thriving business based on honesty, integrity and a true concern for the wellbeing of her many grateful clients.

Marnie began her journey in the world of real estate in 2002, upon the encouragement of her husband. Since then, Marnie has achieved an impressive level of success, and currently oversees an equally dedicated team of two other agents, Margo and Tiffany.

As of this writing, a remarkable eighty-five percent of her overall business is based upon repeat clients, referrals, and positive wordof-mouth, a significant achievement by any 58

measure, but particularly so in the highly competitive Reston market.

“We really put our clients first,” explains Marnie, when asked how she has managed to engender so much trust and loyalty amongst those she works with. “We make certain we understand their needs and we work with them to make sure they are comfortable with every step of the transaction. We strive to ensure that each of our clients has an exceptional experience. Also, we are not a high-pressure team.”

This approach has resulted in Marnie’s perfect, five-star overall rating on Zillow. com, comprised of dozens of glowing testimonials, including this one: “You won’t find anyone better than Marnie and her team! She knows the Reston market and she is well-known and loved. Meticulous and Copyright Top Agent Magazine

thorough, she responds to texts and emails very quickly and is always available...her excellent marketing skills got our house sold in one day with two offers. Our new home is a very rare find and the purchase would not have been possible without Marnie‘s connections and help.”

Marnie cherishes the relationships she forms with her clients, and she works hard to maintain them long after the closing table. “We make sure to reach out to each of them periodically,” she says, “and we send out a newsletter to keep them informed about the market. We also engage with them via social media, and we’ve done holiday parties and other social events here and there.”

When speaking with Marnie, one can’t help but notice the passion she holds for what she does for a living. “I love the interactions with the all the people I get to work with,” she says, “and helping them with the biggest transaction and decision of their lives.”

When she’s not working, Marnie gives back to her community as a board member of the Reston Historic Trust, for which she heads up their annual Reston Home Tour. She is also heavily involved with Cornerstones, a local homeless shelter.

“If anyone needs any information about the Reston community,” says Marnie, “I do consider myself an expert. I’m here for any referrals and any insight I can provide.

I’ve lived in Northern Virginia since 1978, and I love it here.”

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For more information about Marnie Schaar, please call 703-509-3107 or email marnie.schaar@compass.com Copyright Top Agent Magazine 59

SAMAR TAHA

You would never know that Samar Taha has only been a Realtor® for a year and a half. In her first year she closed 33 deals for $4.3 million in sales, and is on pace to do even better in 2021. With 100 percent of her business coming from repeat clients or referrals, Samar owns her new career like a twenty-year veteran.

It’s not beginners luck. “Prior to this, I was a finance manager in the car industry, where I had built a name for myself. But I’d always wanted to do real estate, so when I made the career move, I brought those skills and that reputation with me. That finance background separates me from other agents in terms of helping my clients structure an offer. There’s a deep process involved in sales that many agents don’t understand.

I know how to analyze every facet of the market to make sure clients are making a profitable transaction.”

Samar serves all of Michigan with eXp Realty, the majority of those transactions focused in Wayne County. She teaches her process to agents whenever they shadow her. “Above all, I emphasize a comprehensive approach to advising. In the current market, for instance, a buyer might ask how much they should

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offer on a house. The typical agent might simply tell them to make an offer above the asking price, because of the low inventory right now. But my answer will take every factor into consideration: Is the house underpriced or overpriced for its neighborhood? What does the buyer’s credit look like? What is the projected short-term appreciation of the property?”

Given the loyalty she enjoys, her clients clearly appreciate that attention to detail. But Samar is quick to point out that it’s not all about the numbers. “Every client has a story, and it’s my job to take the time to get to know them. They’ve chosen me because they’re about to go through a difficult process and need someone knowledgeable to help them handle it.

And being knowledgeable also means understanding their needs.”

“This job is about people, not the check,” Samar adds.

“I love playing a positive role in life-changing events.”

That relationship doesn’t end once the big event is over either. The rapport Samar establishes with her clients ensures that she’s their go-to person with Top Agent Magazine

whatever they need down the road. “After the closing, it’s like any relationship. We’re Facebook friends. We invite one another to parties, or to community service events.

When you’ve given someone a good experience, they don’t ever forget you.”

When she’s not working, Samar spends a lot of time taking care of her four children, or, if she gets some free time, maybe a workout or a few hours relaxing on the beach. As for her business, Samar has already begun expansion, and will open her own office later this month. She plans to build a team in both Detroit and Miami, particularly to serve the growing number of clients who are migrating one way or another between those two cities.

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For more information about Samar Taha, please call 313-888-7653 or email Samar@samarsells.com 61

AMANDA TATUM PINO

Amanda Tatum Pino was taught the value of real estate from a very young age. “My grandfather used to say, ‘Money is no good.

Buy something.’ And my grandparents did, buying and restoring property in Winston-Salem’s historic West End, which really transformed the district. Most people’s biggest investment is purchasing their own home, and I love being the person that can help them achieve that dream.”

Amanda accumulated a wealth of experience around different parts of the industry before becoming a Realtor. Initially, she worked as a property manager for a decade, selling time-shares with Wyndham Resort at Myrtle Beach, SC. She then worked as an inside sales agent for one of the top producing teams in Winston-Salem while getting her license.

“I was amazing at building relationships with 62

prospects and converting them into clients, and became Director of Lead Generation. Two agents whose work ethic I really admired – Joe Basile and Dana McCormick Nommsen – broke off to form their own team, and when I got my license I asked to join them. They took me on and I’ve been going 150 mph every since!”

A buyer’s agent for two years now, Amanda has built a very successful business with the Coast 2 Coast Triad Home Team, serving North Carolina’s Piedmont Triad region. Nearly 100 percent of her business comes through repeat clients or referrals. “Almost every single client I’ve had has referred me to someone. They know me as someone who really cares, and who will always work hard to get them the best deal possible. I’m very hands-on, and I have a thorough, streamlined process so that clients always know what to expect.”

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Amanda loves her work as a buyer’s agent because of the sheer excitement her clients bring to the experience, and for the satisfaction she feels after successfully finding them a home.

“At the end of the day, it’s not about the paycheck. It’s about offering something substantial that people need, and helping them solve whatever problems they encounter while trying to find a home. It’s such a great feeling when we find the ideal property my clients have been searching for, especially in the low-inventory market we’re in right now.” Clients gush with praise of Amanda’s professionalism, positivity, and efficiency. As one happy couple put it, “She went above and beyond anything we could have imagined during our buying process as we purchased our home while being 3,000 miles away! What could have been a tremendously stressful experience was anything but.”

Her relationship with clients continues to evolve after the closing. “When you’re there with someone every step of the way as they go through such a huge transaction, they become like family. We’re in touch regularly – lots of texting, exchanging cards on holidays. I take my children to their houses for Halloween.”

While work takes up a lot of Amanda’s day, she enjoys spending free time with family. “My daughter Sophia is 8 and my son Jaxon is 7 – both born on the same day, one year apart. My husband and I love taking them to the park to walk and play with our Labradoodle, Molly.”

For the present, Amanda is very content with where she’s at, but she doesn’t rule out branching off on her own at some point.

“I adore the team I work with, and am proud of the excellent quality of service we provide as a small firm. Someday I might like to open my own office under a similar ethic.”

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To learn more about Amanda Tatum Pino, please call 336-971-1418 or email Amanda@coast2coasttriadhometeam.com 63

TIFFANY WEAVER

Tiffany Weaver started her real estate career as a personal assistant. The agent she was working for told her that she would make a great Realtor, and on a whim, Tiffany decided to get her license and jump in. As it turns out, starting her career as a Realtor is one of the best decisions Tiffany ever made: “Starting in real estate was the first time in my life I felt like I was in the right field.” After working in a variety of other fields, Tiffany has hit her stride. Going into her ninth year, she has become an elite Realtor licensed in Virginia and North Carolina who has earned a reputation as a Realtor who works incredibly hard and truly cares about the well-being of her clients.

the extra mile to build relationships that last long after the transaction is closed.” Tiffany sees herself as a trusted advisor to her clients - she goes to great

As an agent who started her career on her own and from the ground up, Tiffany understands the importance of maintaining relationships with her clients, both to promote community engagement and to deepen and expand her sphere. “I take my business personally, and I am not a transactionally focused agent,” Tiffany says. “I make a commitment to do what I can to make the experience as profitable and comfortable for my clients as I can, and I go 64

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lengths to offer them relevant information in an honest, transparent, and - most importantly ethical manner. Because of her commitment to her clients, Tiffany gets all of her business from repeats and referrals.

In order to maintain lasting relationships with former clients, Tiffany finds it essential to maintain contact with them throughout the year.

To this end, she hosts quarterly client events and sends out monthly newsletters, and sends out cards for personal events such as birthdays and anniversaries. Tiffany’s personal approach to doing business has earned her a following, and she loves making friends and building relationships with the people she works with.

A veteran Realtor who has put a lot of time and energy into learning the business, Tiffany takes pride in her attention to detail and her thorough and attentive customer service while working on contracts. She uses professional photography, 3D virtual tours, and drone shots to make her listings look pristine, and she advertises them across social media and the internet at large to push them to as many prospective buyers as possible. In 2020, Tiffany closed 38 transactions, and she hopes to see that number rise even further in years to come.

In her free time, Tiffany loves spending time with her husband, Shane, and their three daughters. She is very handy, and enjoys gardening, interior design, and construction, and has even restored an 1850s farmhouse in her hometown of Gloucester. Although Tiffany has spent her entire career working as a solo agent, she has been showing her mom, who just got licensed, the ins and outs of real estate, and is opening up to the idea of adding her to her team. If you’re looking for a Realtor in Virginia or North Carolina who works hard to get results and truly cares about her clients, look no further than Tiffany Weaver!

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You can contact Tiffany at (804) 824-4871 or by email at tiffany@roseandwomble.com Copyright Top Agent Magazine 65

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

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

1

FIND A MENTOR

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

2

CONTINUOUS TRAINING

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

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3

BUILD A STRONG ONLINE PRESENCE

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

4

BUILD A SOLID FOUNDATION

5

SET GOALS

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

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

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

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

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 69

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 70

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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ANGELA BALTAGA Nine years ago, Angela Baltaga moved to Arizona and wanted to familiarize herself with the area. She figured a job in real estate could accomplish that goal, and she got licensed as a Realtor® and started her career. She quickly learned to love the business, and after a period of experimentation found immense success by following a philosophy built around client-centric service. Currently based in the EastSide of Seattle, Angela puts her clients first and builds her entire model around them, and has found this to be the right way to conduct her business.

Throughout her career, Angela has made a name for herself as a completely selfless agent who prioritizes providing genuine aid and building lasting relationships with clients over her own bottom line.

She takes a hands-on, personal approach to working with clients as a way of making sure their needs are met each time she closes a transaction. “I always tell my clients, ‘You’re not a transaction to me,’” Angela says. “My first thought when I meet with clients is to establish what goals they want accomplished, and to come up with a plan to meet those goals in a way that is most comfortable for them.” Angela’s way of doing business has earned her a following - she gets nearly all of her business through her solid referral base and receives only positive reviews from past clients.

She has so far recruited one agent onto her team, and is looking to pick up two more in the near future. By training other agents to adopt her client-first approach to real estate, Angela hopes to contribute to an overall improvement of people’s experience with Realtors®, as well as nurture a new generation of agents that provide ethical, generous service to their respective communities.

When it comes to her listings, Angela treats each home as its own unique entity and markets each depending on the character of the property. She markets heavily on social media and various websites online, as well as physical print locally, and typically hosts multiple open houses throughout the weekend for each home. Angela closes 26-32 transactions each year, and her hard work pays off in offering maximum value to her clients.

In her free time, Angela loves hiking and exploring the beautiful Washington State Wilderness. In addition, she loves her local community and loves to stay engaged with folks in her area. If you’re looking for a Realtor® in the Greater Seattle Area who puts her clients first, look no further than Angela Baltaga!

On top of her consistently excellent customer service, Angela’s negotiating skills are second to none. She loves the analytical side of real estate, matching homes with the market and crunching the numbers on contracts. Angela is an aggressive negotiator who has the knowledge and drive necessary to get both buyers and sellers the best prices on their homes.

Angela is big on understanding and working to meet her clients’ needs - her hope is to pass that mantra onto other agents, and in order to foster that mentality, Angela is currently in the process of starting a team.

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To learn more about Angela Baltaga, call (425) 999-7194, email angela.baltaga@outlook.com or visit baltaga.com www.

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TABOR CAMPBELL If you are planning a move to North Texas, or are looking to sell a home, Tabor Campbell is the Realtor you’re going to want to talk to. Tabor explains: “When buying or selling a home the process can often be challenging and a bit overwhelming. I focus on taking the pressure off my clients, so they can make clear and concise decisions throughout the process. Ultimately, a ‘successful sale’ is my main goal and I utilize my expertise to make that happen.”

Tabor is in the Top 1% of agents by volume in North Texas. In 2020 he was featured as a Rising Star Real Estate Agent in the June issue of Texas Monthly for the exceptional customer service he provides, an honor extended to only a small percentage of the professionals working in the Dallas-Fort Worth Metroplex.

His clients consistently praise his deep knowledge of the market and the lengths Tabor will go to help them achieve their dream. As one put it, “Tabor truly cares about getting the best deal for his clients. His attention to detail and listening to what a client wants/needs in a home or selling a home is top notch.”

home-selling process. That includes the initial in-home consultation, market analysis, pricing suggestions, staging advice, professional photos, listing the home in the MLS and hundreds of websites, high-end yard sign, lockbox, app to manage showings, negotiations, multiple offer situations, inspections, appraisals, and closing.

When not working, Tabor gives some of his time back to the community, volunteering with organizations like the Boys and Girls Club of America, Meals on Wheels, and other various local benefits throughout the year.

Leisure time is spent with his family.

Going forward, Tabor intends to be the #1 choice when buying or selling a home and help clients navigate the complex North Texas real estate market!

Tabor understands the needs of his clients very well, and the practices that set him apart are studied. “Taking a hands-on approach is very important. My business is about making sure my clients achieve their goals and provide the exceptional realty experience they expect.

It always comes back to the relationship I’m building with them and the expertise to help them solve the problems that might arise during the transaction.”

Nor does Tabor forget about his clients after the deal is done. He stays in touch with them through phone calls or texts or social media, checking up on them occasionally to see if there’s anything he can do for them.

For his sellers, Tabor offers an exceptional listing experience guiding homeowners through the entire 72

Contact Tabor at 903-316-6779 or email Tabor@Hometiva.com Top Agent Agent Magazine Magazine Copyright Top

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

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

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

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

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

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

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

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

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

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

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

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JAMES D'ASTICE Known for his professionalism and approachable demeanor, James D’Astice has been helping buyers and sellers reach their real estate dreams for the past 12 years. As the founder and team leader of Moda Group at Compass, James is committed to offering outstanding service and seamless transactions to all clients. Together with his team of nine he serves clients throughout the Greater Chicago area.

Coming from a background in the hospitality industry, James understands the importance of placing client needs at the forefront of every transaction. “We have a relationship-based model on our team. We genuinely care about people and we enjoy nurturing those relationships and continuing to stay in touch with them,” he explains. To show their clients appreciation, Moda often sends out meaningful gifts to past clients. “It doesn’t have to be anything big.

Our intention is to be thoughtful. Since it’s gardening season right now we’re sending out tomato seeds along with a recipe for a fresh tomato salsa from one of our chef clients. We love showcasing and promoting the business owners we work with and helping to connect them with our community.”

Another strategy for success that James abides by is heavy online marketing, which includes photography with interactive 3D tours as well as cinematic videos with drone footage of the neighborhood. “Given what’s happened in the last year people are a little hesitant to go into someone else’s home unless it really checks the boxes for them. They want to get a good sense of it online before they commit to seeing it. That’s why we’ve made a commitment to provide them with as much content as possible, so if they do decide to come and see the property it’s more like a second showing.”

The Moda Group has completed 55 transactions and just over $25,0000,000 in sales volume last year. This Top Agent Magazine

year, they’re on pace to more than double their sales from last year. But it’s not the numbers that continue to propel James to work hard and continue to give clients his best, it’s the lives he gets to touch. “What’s most important to me is that I’m making an impact on people’s lives. It’s very gratifying to be able to do that and make a comfortable living.”

In addition to being a “team dad” in his words, he is a devoted father of his little girl Stella. “She has stolen my heart. When she was born, I felt like I met my best friend,” he says of his daughter. He also loves traveling the world with his wife Agnes and plans on sharing this love with Stella starting with her first trip to Agnes’s native country of Poland later this summer.

Going forward, James plans to continue to evolve the team and his leadership role. “I want to keep growing the team and provide them with the best opportunities.

My goal is to focus on their growth and ensure they can thrive and have successful careers.”

To learn more about James D’Astice email james@modagrp.com, visit modagrp.com, or call (773) 425–0706 www.

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CAROL GUTTER gets 60% of her business from referrals – clients love her consistently friendly demeanor and her relentless drive to serve.

One pillar of Carol’s client service is her excellent communication. Not only does Carol listen to clients’ needs from the onset of their relationship in order to develop a plan to accomplish their unique goals – she also has great follow-up, and finds great success in her ability to respond quickly to emails and calls from clients who need guidance. Even in her personal life, Carol habitually puts the needs of others above her own, and is someone you want on your side when navigating the complex twists and turns of real estate.

After working with a pharmaceutical company for many years, Carol Gutter got tired of the corporate life and being on the road all the time. She elected to change the quality of her life and begin a new career.

She got licensed as a Realtor 24 years ago, and has found continued success in the industry throughout her career. With such a wealth of experience in real estate, along with other facets of America’s workforce, Carol is uniquely suited to tackle a broad range of obstacles that might arise during a real estate transaction, and her service-oriented mentality has led her to find popularity as an agent within her community as well.

Focused on Breckenridge, Colorado, Carol works with six other brokers in a boutique real estate company that aims to bring hands-on, personalized service to current and potential residents of the area. Carol herself takes a client-centric approach to her business, opting to care more about the people she helps than her own bottom line. “I learned a lot about how to help people from working in corporate America, and I’ve applied those skills to the way I interact with people as a Realtor,” Carol says. “My clients appreciate the level of service that I provide for them, and I remain friends with many of them long after the transaction is closed.” Carol 76

As a long-time resident of Breckenridge, Carol has extensive experience with local market trends and is intimately familiar with the area in general. She is an excellent source of information and advice for people coming to the area for a fresh start, as well as people looking to sell their home at the best possible time.

Carol closes $20 million in total volume each year and hopes to continue on her current trajectory in the years to come.

In her free time, Carol loves to take advantage of the plethora of outdoor experiences that Colorado has to offer, including skiing, hiking, biking, paddle boarding, and snowshoeing. Her main goal for her business moving forward is to maintain the standard of quality in her service for her current clients while bringing her business to new clients as she sees fit. Carol loves meeting new people, and hopes to help more and more folks move into the area as the years go by. If you’re looking for a genuinely helpful, friendly real estate agent in Breckenridge, look no further than Carol Gutter!

For more information about Carol Gutter, please call (970) 390-7133, email Carol@RealEstateoftheSummit.com or visit RealEstateoftheSummit.com www.

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A Step-by-Step Guide to

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

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

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

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

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 78

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

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

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

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NEIL HAUGER Neil Hauger began his real estate career as an investor in the 1990s. “I was introduced to the idea of buying rental properties after I bought my first home,” Neil recalls. After house hacking two homes and buying 5 rental properties, Neil decided to change careers, leaving his 25 year career in the medical device industry and transitioning to real estate full-time. Neil has made a name for himself as a Land Specialist Real Estate Agent selling land for such diverse uses as recreational hunting, farming, timber and minerals. For the past 6 years, Neil has excelled at helping his clients achieve their real estate goals.

Neil works as a Land Specialist with the nation’s leading land broker Whitetail Properties Real Estate headquartered in Pittsfield Illinois. Neil serves the Driftless Area of Western Wisconsin, including Polk, St. Croix, Pierce, Pepin, Buffalo, Trempealeau, and Dunn counties. “As far as land sales go, our company is the leading Land Broker in the nation,” he explains, “and for my clients and social media followers, I’m their personal Land Specialist. For my clients this is a high-trust purchase.”

Neil’s deep knowledge of the area and land management inspires trust and confidence in his clients. “I live hunting, the outdoors, and land management. I also own my own farm, so my clients trust my opinion”.

Often, they’ll ask me, would you buy this property?

And I will tell them the truth. I’ll say, “I like it for these reasons, and these are the areas I don’t like, but here’s the opportunity to make this property attractive, make it more valuable, and gain equity.” There’s a lot of trust in transactions such as these as it’s a large discretionary income purchase.

When it comes to marketing his listings, Neil uses a comprehensive approach tailored to the individual property. He uses state-of-the-art mapping software to create maps of each property showing water features, topography, entrance and exit points, roads, wetlands, and other features. Once a property is listed, Neil advertises it extensively. His listings are featured in AMERICAN LAND Magazine, as well as a statewide newspaper, Wisconsin Outdoor News.

Neil’s listings often sell through affiliate sites such as the Land.com family of websites, including LandWatch. “Many more sell through Facebook or Instagram before they ever hit the MLS.” Neil is a member of the Quality Deer Management Association (QMDA). Through that organization, he is a Certified Land Specialist, Level 1 and Level 2. He is a licensed Drone Pilot and about to sit for the exam for his certification with Realtors Land Institute and prestigious group recognized as the nation’s best Land Specialists. He is also involved in his local QDMA co-op, and attends local and state level trade shows.

Neil’s team is comprised of his wife Denise who is the office manager, Nick Pronold his buyer agent and a Licensed Appraiser, and Josh Otwell his Marketing Assistant. Neil also produces a weekly YouTube vlog called “The American Land Man” where he teaches how to “Buy, Manage and Sell American Land.” “I continuously focus on expanding my brand in the most efficient way possible and that is Social Media.” Above all, Neil wants to continue bringing his clients the excellent service they value. “This is a very relationshipdriven business,” Neil says, “and I enjoy getting to know my clients, earning their trust, and helping them with their real estate needs.”

To find out more about Neil Hauger, call 612-619-7062, email neil.hauger@whitetailproperties.com, visit whitetailproperties.com/agents/neil-hauger, or youtube.com/neilhaugerlandspecialist www.

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KATHY HELBIG Kathy Helbig has the passion, professional education, and years of dedication to the real estate industry to provide every client with the best experience. Not only is Kathy committed to serving her clients, she is also passionate about training fellow real estate agents and raising the bar of professional expectations within the industry. “My goal is to give agents the best training possible, so they can deliver the best experience possible to the client,” Kathy says.

When Kathy first entered the real estate business, she thought she would be a part-time agent. “I caught the bug,” Kathy says. “Real estate was the perfect fit for me.” In her first year, she became Rookie of the Year at her brokerage.

Over the years, Kathy has earned numerous awards for her success, and her teams have repeatedly been ranked in the Top Ten for sales in the St. Louis area. Now with twenty-four years of experience, Kathy is well-poised to serve clients no matter their circumstances, and to guide them through any real estate situation with care and skill.

After building and managing successful teams with Keller Williams, Kathy broke out on her own, founding an independent brokerage, Experience Realty Partners, in Chesterfield, Missouri. There, she managed thirty plus agents. Under her leadership, her business flourished; Kathy and her team completed $100 million in production last year. Recently, Kathy merged with eXp Realty, bringing exciting opportunities for expansion that will take her skills and vision to the national level.

With her fierce dedication to her clients, it is no surprise that Kathy’s clients seek her services time and again, and refer her regularly to family and friends. “I always set out to provide high levels of service,” Kathy says. “We are a high-touch team. I emphasize education, both with my clients and with my agents. I’m also committed to learning new things. I travel all over the world to bring back real estate ideas and strategies and to stay ahead of the curve.

It’s important to me to be at the forefront of technology and marketing in the area.” Committed to finding ways to better serve her clients, Kathy is a Certified Divorce Real 80

Estate Expert (CDRE®), the only agent in her area with this prestigious designation.

Kathy and her team provide individualized service that emphasizes connection. To market her clients’ listings, Kathy leverages technology and innovative strategies, including artificial intelligence software that keeps in touch with buyer leads for constant follow-up. “Clients who shop online are looking for immediate information,” Kathy says. “We make sure to provide that so our clients receive the most competitive offers possible.”

Kathy loves to help people, and she is grateful for the role she plays in her clients’ lives. “I love being part of someone’s biggest decision,” Kathy says, “a decision that revolves around emotions, family, history, and their future. I want to be part of a really positive experience, and to help clients build great memories.”

Kathy and her team are dedicated philanthropists, nominating different charities to support regularly. When Kathy is not working to help her clients, she loves boating and hosting friends and family at their vacation home in the Lake of the Ozarks.

With the new merger with eXp Realty, Kathy is ready to take her vision for her business to the next level. “This merger will allow us to expand our training to other teams across the United States,” Kathy says. “For the future, I hope to change more people’s lives through real estate.”

To find out more about Kathy Helbig, please call 636-385-5095, visit experience-re.com/team/kathy or email kathy@khgexperience.com https://

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Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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APRIL HUNT Trustworthiness is an essential quality in the real estate business, and it can sometimes take Realtors® years to build that reputation. April Hunt had it from day one.

“My husband is a pastor, so people knew what I stood for as an individual out of the gate. They know up front that I’m going to be thinking about how I can take care of them rather than thinking just about making money.”

April began her career at the invitation of a couple who attended her church, and who were brokers and owners of JP and Associates Real Estate for Alabama. “I had been working as a teacher before we moved to Fairhope, but real estate was something I’d considered years before. My friend thought I would be great at it, so I decided to give it a try. I gave myself one year to prove I could do it well.”

To say that endeavor was a success would be an understatement. As an agent with JPAR Coast and County, she closed $5 million in sales in just her first year, with an incredible 70 percent of that business coming through referrals, an achievement that takes many Realtors® years to attain. She doubled her volume the following year, and has now built her referral rate to 100 percent, closing between 40 and 50 transactions a year. “Basically, I view my work as another kind of ministry. People need someone who’s honest and knowledgeable about the market, and I love being able to provide that, to take care of them personally. I’ve very passionate about this business, from the networking with local vendors, to meeting new people, to helping clients achieve their dreams.

It’s all very satisfying!”

It’s also a mission that requires a lot of hard work and flexibility, something that April is quick to point out.

“Some agents will have success doing things a certain way, and so they’ll cling to that no matter what. But this industry changes so quickly and it’s important to adapt your strategy to the needs of the particular Top Agent Magazine

market if you want to continue serving your clients well. This job is about constant reevaluation of what you’re doing.”

As a leader in her church, April is very active in support of her community, including the ministries of Celebration Church. She also volunteers with the booster club for her children’s high school. Family, work and community service don’t leave April much time for hobbies, and most of her leisure is spent with her family. “Our children are all in high school and all play competitive sports, so we’re often chasing whatever they’re doing right now.

The thing I enjoy most for myself is decorating my home, making it warm and cozy, and I like to dabble with watercolor paint.”

Going forward, April has begun building a team to help her keep up with the growth of her business.

“I realized that I was going to need help in order to keep offering the same high-quality service to all of my clients. So I’ve just hired a showing partner, someone I mentored and who shares my values and I’ve also hired a full-time assistant who is planning to get her own license soon.”

To contact April Hunt, please call 318-773-8606 or email Aprilhunthomes@gmail.com 83

JACOB KILGORE For Jacob Kilgore, real estate runs in the family. Coming of age, he had an opportunity to learn his trade from his parents, gaining an insider’s understanding of the real estate industry and building a robust expertise from the ground up. Inspired, he would earn his license in 2015, and sure enough, he’s been going strong ever since.

Today, Jacob is a Qualifying Broker for Joseph Carter Realty, where he oversees a team of eighteen to assist clients throughout Smith Lake and the surrounding counties. Having founded a boutique workflow around high standards of integrity and compassion, he has cultivated a process to meet the needs of any client – from first time home buyers to seasoned investors.

When listing a home, Jacob leans on his tireless work ethic to maximize each client’s value in the marketplace. After helping his sellers fully prepare their property, he shares it over a series of targeted digital and social media campaigns, as well as a blend of MLS networks. Never settling, he removes all stress from the transaction while advocating tirelessly on his clients’ behalf. But through it all, he is there for them, helping them navigate the process and shedding light on any questions they may have. “I always answer my phone,” he says. “In this industry, customer service matters most. As such, I’m ready and willing to help anyone at any given time.”

Elsewhere, Jacob is just as hands-on with his buyers, utilizing his extensive professional background and in-depth knowledge of the local market to guide them to the right home for their best interests. Alongside the elite members of his team, he takes the time to educate his clients, affording them the openness and transparency needed to make sound decisions on their future home investments. But for him, the transaction lasts long after closing, as he prefers to remain in touch with his clients well into the future to ensure they are thriving in their new homes.

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Through the years, Jacob has earned a fantastic reputation throughout Alabama, with the vast majority of his volume coming from repeat clients and referrals.

While averaging nearly sixty transactions per year, he still remains focused on the tightly held values that have anchored his accomplished career from day one. “At the end of the day, I love meeting new people and helping them. I embrace the challenge of finding someone a home in this market; for me, there’s nothing more satisfying.”

Outside his career, Jacob is deeply involved in his professional community. Currently, he serves as a member of the MLS Board, and when he’s not with clients or giving back, he can be found spending quality time at home with his family. But he also has strong ambitions for the future of his business. In the months ahead, Jacob intends on growing his team to meet the demands of his ever changing marketplace.

Most importantly, though, he is excited for the new opportunities that lie ahead in his beloved hometown.

“We’re all pushing ourselves to do more and do better,” he says. “I can’t wait to see where this goes.

As long as we continue working hard for our clients, the sky’s the limit.”

To learn more about Jacob Kilgore, please call (205) 522-1346, email jacobkilgore205@gmail.com or visit josephcarterrealty.com www.

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

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THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

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REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 86

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

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GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

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PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

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THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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YUREG LABRADOR Yureg Labrador Medina was a highly successful real estate Broker in Venezuela, and now owns and manages, along with her husband, Rafael Bordones, a group at Keller Williams Realty in the United States.

With a strong commitment to her clients and a passion for what she does, Yureg and Rafael have built a thriving business. At Keller Williams Realty International Lifestyles, Yureg serves Miami-Dade and Broward Counties in Florida. A native Spanish speaker, Yureg is well-poised to help a wide range of clients, and to serve the diverse population of southern Florida.

help them get what they need. We have a strong vision for our clients, and for ourselves.”

To market her listings, Yureg implements a twenty-point marketing plan that she can adapt and individualize based on her clients’ properties. “We can target the plan for all types of markets,” Yureg says. With an emphasis on social media and digital marketing, Yureg and her team know how to make every client’s property look its best, as well as how to appeal to diverse buyers far and wide. Yureg’s careful and strategic approach is working: last year, she completed over thirty-five transactions.

As the head of her own team, the BL Global Group, Yureg offers her clients a versatile skill-set and an international perspective. With six years of real estate experience, Yureg has the knowledge, skill, and drive to help her clients achieve their goals.

Yureg has a professional background as an architect and project manager, and the skills she gleaned from those careers enable her to provide her clients much more than the average Realtor. Her passion for the real estate business comes not only from her love for helping others, but also from her interest in home design and renovations.

For Yureg, real estate is a passion. “My passion is helping people realize their dreams,” Yureg says. “I have life-long relationships with my clients. For me, it is not about the money or the number of transactions. I do what I do for my clients.”

Enterprising, dedicated, and disciplined, Yureg loves forming lasting relationships with her clients. Her personable and detail-oriented approach has led her to build a business that is 80% referral-based, a testament to Yureg’s ability to connect with her clients, and to listen to and serve their needs. “I think what keeps my clients coming back and referring me to their friends and family is the service I provide,” Yureg says. “My team knows exactly what the clients need and how to

Yureg has exciting plans for the future. “We want to expand and grow our team,” Yureg says. “We want to help as many people as we can, so we have plans to grow out into other parts of Florida and beyond.” Yureg attributes her wonderful success to her work ethic and her values-driven approach. “The most important thing in this career is to be focused, have perseverance, and to stick to it,” Yureg says. “Always keep learning and pushing yourself to provide better value for your clients.”

Yureg is active in serving the community through Keller Williams, which organizes days of service and fundraising events throughout the year. When she is not busy helping clients, Yureg loves to spend time with her family, to play sports, and to be outside in the natural world.

To find out more about Yureg Labrador, please call 954-376-2270 or email at yureg@blglobalgroup.com Top Agent Magazine

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LORIE LEMLEY Top Agent Lorie Lemley – of RE/MAX Elite in Bryant, in central Arkansas – may be relatively new to the real estate industry, but she has already built a stellar reputation as a trusted, honest and deeply knowledgeable Realtor. Recognized by RE/MAX as their top new agent in the entire state, Lorie is a hardworking and personable professional who truly cares about the wellbeing of her many grateful clients.

Lorie began her journey in the world of real estate in 2019, following a career in the medical field where she worked with coding, billing and insurance. “I always wanted to do real estate,” recalls Lorie, “but I wanted to wait until my son was older so I wouldn’t miss picking him up from school/daycare, nor any ball practices or school events when he was younger, and until I could devote the time to my clients that they need.”

Lorie – who still owns a local heating and air company with her husband – found success almost immediately, much of that owed to her deep ties to the community and a vast network of local contacts not to mention her exceptional work ethic. Currently, almost the entirety of Lorie’s considerable business is based upon repeat clients, referrals and positive word-of-mouth, a significant achievement by any measure.

“I think that has to do with the fact that I am very hands-on with my clients,” says Lorie, when asked how she has managed to generate such impressive levels of trust and loyalty amongst those she works with. “I give 110% to my clients. I work seven days a week, and they know they can even call me at midnight if they need me. I feel like my job is to make the buying or selling process as enjoyable and

stress-free for them as possible.” This philosophy has resulted in numerous recognitions, including the Award of Excellence from SCARA and membership in the RE/MAX 100% Club.

There are many other reasons behind Lorie’s quick ascent in the real estate business, and chief among them would be her expert negotiation skills and her intelligent and comprehensive approach to marketing her listings. This includes deft utilization of multiple social media platforms as just one of many methods to gain maximum exposure for her listings, all of which combined translate into fast sales for top dollar, not to mention happy clients.

During those rare times she’s not working to help her clients achieve their real estate goals, Lorie enjoys nothing more than spending time with her family and shopping. She has also recently begun hitting the links, in anticipation of playing in a golf tournament with one of her lenders, which will raise money for the Boys and Girls Club. She and her husband are also members of both the Bryant and nearby Benton Chambers of Commerce.

Lorie’s plans for the future of her business include continued growth, but above all remains her overarching objective: to continue providing her clients with the unparalleled customer service that has become synonymous with her name.

“I don’t think about my paycheck at all when working with clients,” says Lorie, her sincerity evident. “I know that if I make them happy and do a great job, they’ll come back to me and also refer others. It’s really all about doing right by them.”

For more information about Lorie Lemley, call 501-590-8569 or email ListWithLorie@Gmail.com

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back.

Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve.

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1

Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves.

If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

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Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day.

Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

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Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision.

If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic.

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 90

you’re back in a rational state of mind and take it from there.

4

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success.

In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

5

Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed.

People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t?

They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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MICHELLE MALDONADO For Michelle Maldonado, entering the real estate industry was a serendipitous event.

With a biology degree, she was working for a chemical distribution company as a territory manager. On the side, she took modeling gigs, and was hired one day for a photoshoot at a high rise condominium. “It was for their brochure, and I was talking to the developer during the shoot, and we discussed what I did for a living,” she says. “He said he wanted to hire someone to run his sales and marketing department, and ideally wanted someone outside of the industry.” After discussing it more and learning about his vision, Michelle was hooked. He then sent her to an employment agency that customized a test for him. “It was extremely math intensive, and I was really challenged,” Michelle says.

Scoring a 96 out of 100, she was hired immediately.

After getting licensed and helping him with his project, Michelle took the money she made from that experience to open her own business as an agent.

“I took a big risk and put everything into my marketing, but it worked out,” she says. Although she worked as a solo agent for much of her career, she started a team four years ago which consists of one property manager as well as one agent named Amanda Gleaton, who provides Michelle with transactional support. Together they serve Greater Nashville with a focus in Davidson and Williamson counties, with the vast majority of their business consisting of repeat clients and referrals. By providing superior customer service and guidance at all times, Michelle has been able to reach great heights.

“I really zero in on what a client wants, and I even pay attention to what they aren’t saying,” Michelle says. “I think sometimes people don’t know how to voice what it is they are looking for, so I will read between the lines and relay back to them what I think they are looking for so they can correct me if I’m getting it wrong.”

Personalized communication is the cornerstone of her work, as she wants to make the experience as stress free as possible.

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Michelle also goes above and beyond when it comes to advertising her listings, offering professional photography and social media promotion for all properties.

“We make a customized plan and hone in on who will be attracted to the home, and determine how we can best reach those people,” she explains. “We dial in as much as we need to and do whatever it takes to get the word out.” Averaging about 40 transactions each year, with a selling price range from $400,000 to millions of dollars, Michelle’s team is well-equipped to handle any and all types of properties.

When Michelle isn’t working, she’s staying active in her community through West National Dream Center, which is a locally run nonprofit that acts as a safe haven for those in need. “I’m involved with the food distribution, so we will pick up food from stores and distribute it.”

Michelle also gives back to an organization called Daystar, which provides counseling and group therapy to children.

As Michelle looks ahead, she wants to continue growing while maintaining the same service. “I will make sure my client relationships are still my top priority.”

Wherever her path leads, Michelle’s plan is to keep doing what she’s doing. “I want to do this for as long as I can, I absolutely love what I do.”

For more information about Michelle Maldonado, please call 615-260-4423 or email michelle.maldonado@compass.com 91 Copyright Top Agent Magazine

JAYSON MELLOTT Jayson Mellott began his trajectory toward a real estate career early on, while working for his grandfather’s construction company. “During breaks from middle school and high school, I’d go along to the job site and work on the house, doing everything from general contracting to minor jobs,” Jayson recalls. “That’s how I got interested in housing.”

Jayson started his first business, what he calls a “candy distribution company,” in high school at age 16. “I’ve always had a knack for sales,” Jayson says. “It brings me so much joy. My father was an insurance salesman in the evenings, and by day he worked construction with my grandfather and uncle. I followed him in his work ethic, and I learned that if you want to make a living, you’ve got to work for it.” Prior to real estate, Jayson worked as a sales rep for Frito-Lay for 10 years, as well as in retail management for stores of all types, from grocery to convenience to high-end art supplies.

Jayson serves Carlisle, PA and the surrounding area.

Over 75% of his business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “In my first meeting with new clients, I always give them a welcome packet that includes the prior year’s reviews from all my clients,” Jayson explains. “It’s my way of saying, ‘Here’s what my clients are saying about me.’ They’re great reviews, and they show that people working through the process with me have a good time. We try to make it as easy as possible, and have some fun along the way. It’s an enjoyable experience for them, and that’s why I get calls from friends and relatives saying, ‘Hey, I want to do that too!’”

His work ethic and dedication to his clients set Jayson apart. “I always answer my phone and respond to my texts,” Jayson says. “I’m working from sun-up to 92 92

sundown, except for Sunday when I go to church – that’s ‘me time.’ Other than that, I’m available all the time for my clients.”

Community involvement is important to Jayson, and he serves on the Newville Borough Planning Commission. When he is not working or giving back, he enjoys spending time with his wife and kids.

In the future, Jayson says, “I want to keep doing what I’m doing and help as many people as I can, whether they’re buying or selling, whatever their plans are.

I love real estate, and I love selling houses. It started as a hobby, and to me, it’s a full-time hobby now. That’s what I love to do.”

Jayson’s dedication to his clients comes through in everything he does. “The thing I love most is the feeling of having an offer accepted and being able to call my client and say, ‘You got your house. Congratulations. You beat out five other offers for it,’” Jayson says. “Hearing their joy on the other end of that phone is what keeps me coming back day after day.”

To find out more about Jayson Mellott, please call 717-448-5267, email Jaysonmellott@yahoo.com, or visit jaysonmellottrealtor.com www.

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 93

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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JIM & CHRISTINA MORENO Jim and Christina Moreno, owners of The Moreno Group Real Estate Professionals, cater to buyers and sellers throughout the Kansas City Metro area. Known for their professionalism, integrity, and knowledge of the market, they expertly guide clients to the closing table and help them accomplish their real estate goals.

Jim joined Christina in business after retiring from being an Army officer.

“Christina had a breakout year in 2016 and I realized that it would be beneficial for us to work together. We started a team under Keller Williams and eventually transitioned into having our own brokerage,” Jim explains. The Moreno Group has ten agents, and one transaction coordinator, who have been vital in helping the business flourish.

“We have really grown over the last five years, even just in terms of production. We did $25 million in sales last year, and we’re on pace to double that this year.”

With a large portion of their clientele being military families and retirees, it’s important for Christina and Jim to provide them with an unparalleled level of care.

“We give very personalized service. I am a listing specialist and I mainly work with sellers, while Jim is a broker and specializes in working with buyers.

We believe that you need to be an expert in one area, and that’s what our agents are as well. They start out as buyer’s agents and then they decide what to focus on based on their skills,” Christina says, and adds, “Another reason why folks like working with us is that we have, what I would call, a higher level of integrity.

We work with honesty and ethics and hold our agents to the same high standards.”

In order to market their listings, Jim and Christina utilize different avenues, including social media. “We like to use social media because we don’t only want to market to people actively looking for homes—we want to target the off-market buyers as well. Buying Top Agent Magazine

a home is an emotional decision, so we like to post on social media platforms hoping that maybe someone who isn’t in the market, sees it and gives us a call. We also do reverse prospecting, so when we have homes that are coming up on the market, we check our database for clients that have been looking for something similar and let them know that an opportunity has come up.”

Outside of work the pair are involved in their community, providing donations to the local Humane Society and sponsoring families during Christmas. They have also donated to the Fisher House Foundation which provides housing for the families of veterans while they get medical treatment. In their spare time, Jim and Christina like to catch up with their six children and travel when possible.

Going forward they plan to continue growing their business slowly and deliberately. “Our main priority is maintaining our core values and serving our clients at a high level.”

To learn more about Jim & Christina Moreno please call (913) 489-7012, email jim.themorenogroupkc@gmail.com, visit themorenogroupkc.com or facebook.com/themorenogroupkc www.

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TOM NORTH Top Agent Tom North – Broker/Owner of North Properties in San Diego, California – is a hardworking, honest and intelligent real estate professional who is truly committed to providing his many grateful clients with the very best customer service available in beautiful San Diego County. Tom’s focus on making certain his clients achieve their real estate goals has translated into a thriving business – he personally sold over one hundred properties in 2020 alone – and a stellar reputation as a trusted real estate advocate for both buyers and sellers alike.

A native of San Diego, Tom began his real estate journey in 2005, following a lengthy stint as a bartender (something he still does occasionally at the bar he currently owns). “A friend of mine,” he recalls, “who was also a customer, really inspired me to make the move to real estate. I was also in the process of buying a home, and I knew that I could save the commission if I did the sale myself. So, that’s how it all started.”

Since then, Tom has achieved remarkable success in the real estate business, and his name has become synonymous with excellence in customer service.

Currently overseeing a team of equally dedicated and committed agents, Tom can boast that a significant portion of his business is based upon repeat and referral clients, a true testament to his client-first business philosophy. When asked how he has managed to inspire such impressive levels of trust and loyalty amongst those he works with, Tom points first to the solid, long-lasting relationships he forms with his clients, relationships that far transcend the closing table.

Another factor in Tom’s remarkable success story would be his comprehensive, customized nd leaveno-stone unturned approach to marketing his many listings. Professional photography, circle prospecting around the property, and deft utilization of social media platforms to gain maximum exposure are just a few 96 96

of the strategies he employs. “We use a mix of both old school and new school methods,” explains Tom. Perhaps the most compelling evidence of Tom’s exceptionality would be his five-star overall rating on Zillow.com, on which site he is a Premier Agent, comprised of scores of glowing testimonials, including this one: “Tom is a great fellow to work with; we had a pleasant experience working with him and his team to find our house. If you are looking for a knowledgeable, experienced, accommodative and easy to work with agent, Tom and his team is the right choice. I therefore highly recommend him as a real estate agent.”

Tom is also an avid philanthropist who gives back to his community in a variety of ways, most notably through Meals on Wheels, on whose Board of Trustees he sat for a full seven-year term, and for which he hosts frequent fundraisers at his bar, the Northside Tavern.

Tom’s plans for the future of his business include continued growth, and to eventually be able to delegate his sales to his roster of agents so he can work from anywhere, and when he wants to. Above all, however, remains his constant, unwavering objective: to provide the very best customer service available in Southern California.

For more information about Tom North, please call 619-778-5198 or email Tom@NorthProps.com Copyright Top Agent Magazine

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

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

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

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

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

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

THINK ABOUT THE BIG PICTURE

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

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

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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

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

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NYCOLE PERAZA-LAFAVE With a love for helping others and a talent for business, Nycole Peraza-LaFave has achieved great heights in her career as a real estate agent. She got her start after taking an early retirement from Hewlett Packard. “One of my friends that I went to junior high and high school with was selling real estate, so I decided to give it a try,” she says. Twenty one years later, Nycole’s business is booming, with 100% of her clients deriving from word of mouth referrals. By providing superior service and guidance throughout the transaction, Nycole has developed a solid reputation in northern Oregon and southern Washington. She was recently named one of the top five nominees for Best of Clark County 2020 and 2021.

personalized website. “It’s then advertised in over 200 different publications, nationally and internationally, with language translations when needed,” she says. Each listing also includes professional photography, drone videos, and 3D matterport tours. Closing an average of 25 to 50 transactions each year, it’s clear she’s doing everything right.

When Nycole isn’t working, she’s staying active in the community through a group she started called Real Housewives of Clark County. “We give back to girls’ foster homes,” Nycole says. “I really rallied to get my clients and peers to raise as much money as possible so we could help foster children have an amazing Christmas.”

“I think it’s my willingness to go above and beyond, to go that extra mile, that’s what sets me apart in this industry,” she says. Nycole isn’t afraid to do everything possible to help a transaction go smoothly, including hopping on a plane last minute for clients to sign paperwork. “I was the listing agent and the buyers for the home were not represented by me, but two weeks ago they were stuck in Tennessee due to snow. My clients absolutely had to close, so I just jumped on a plane and picked up the signed documents from them, then I flew back and we closed on time.” Another way Nycole exceeds expectations is by showing appreciation for her clients and their referrals. Every year she gifts expensive and fully decorated Christmas trees to each client that closed on a transaction in the preceding 12 months, as well as anyone who referred those clients to her. “They’re flocked in any color they want, in whatever size they want, and they are delivered and fully set up in their home,” Nycole says.

“We also have a live band and a hot chocolate bar. I’m now known as the ‘Christmas Tree Agent.’”

Looking ahead, Nycole plans to continue serving her community and her clients. She loves providing hands-on service to each person she works with, so no matter how much she grows, she will always be the main point of contact for her clients. “It’s so fun to get creative and find new ways to get my clients towards their goals. Thinking outside the box is my favorite part about what I do.”

Nycole carries this same determination to her marketing efforts, with each property having its own

For more information about Nycole Peraza-LaFave, call 360-521-6000 or email nycolelafave@gmail.com www.realtor.ca/agent/1671979/stacey-campbell-15-scurfield-boulevard-winnipeg-manitoba-r3y1g3

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DEBORAH PIERCE After working for a national non-profit organization for many years, Deborah Pierce decided to make a transition in her life and start working as a Realtor.

She got her license seven years ago and immediately got to work learning the ropes and expanding her sphere.

With a background in real estate investing, Deborah had a smooth beginning to her career in Lafayette, Louisiana, and her business has only grown since then. She now leads a large real estate team who provide excellent service to a wide variety of clients in the area.

listings. They perform extensive staging to ensure the presentation of each home is immaculate, and professional photography makes every listing look pristine. “We are very proud of the fact that 99% of our listings over the last 12 months have gone above asking price. We really work hard to get each home looking the best it can be before listing, even in this seller’s market,” Deborah says.

Through client appreciation events and email campaigns, Deborah and her team stay in touch with clients long after the transaction is closed.

The consistency in their approach has brought them a lot of success, as they have bigger production numbers than most of the brokerages in their area.

Deborah’s team closed $55M worth of total sales volume in 2020 and is on track for $75M in 2021, and Deborah is hoping to see those numbers continue to rise well into the future.

When it comes to client interaction, Deborah’s team goes above and beyond to provide an exceptional experience for everyone they work with. As a group of industry professionals, they understand the importance of communication and education, and take time to get to know their clients and their needs while preparing them sufficiently for the transaction process. “We treat our clients like family and we are with them every step of the way, explaining what’s happening and answering any questions they may have,” Deborah says. “The most important thing to us is that our clients make the best possible decision for their families, and we want to do everything we can to put them in a position to do just that.”

The client experience Deborah’s team offers is second to none, and they truly want to help their clients succeed.

In her free time, Deborah loves spending time with her husband and six children, most of whom are now grown and out of the house. Most of the members of her team have children in middle school and/or high school, they are generally heavily involved with their places of worship and their kids’ schools. For the future of her business, Deborah hopes to continue to grow her revenue while allowing the members of her team to find growth in their own individual business and personal lives. To meet this goal, Deborah is hoping to expand to five locations in Louisiana besides Lafayette in order to bring her business to as many folks in the area as possible!

Deborah’s team takes pride in their marketing strategy, and uses the tools at their disposal to get the most competitive prices possible for each of their

Contact Deborah at (337) 735-9300, email deb@theredstarteam.com, or visit her team’s website at theredstarteam.com for more information www.

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 102

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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JOE ROSEN Whether developing, buying, or selling, Joe Rosen has been working in real estate for most of his life. A carpenter by trade, he started in construction.

“At a very early age,” Joe recalls, “I started buying and selling property, both residential and commercial, and eventually did some developing as well.” Joe became a licensed agent in 2010 and the rest is history.

Joe serves the Coeur d’Alene and surrounding areas, handling a variety of real estate types.

“Residential, commercial, vacant land, waterfront, I do it all,” Joe says. The majority of his business comes from repeat clients and referrals, an impressive feat that speaks to the trust and confidence he inspires in the people he serves.

“That’s the beautiful thing about being in business this long,” Joe reflects. “I’m a local from Coeur d’Alene; I was born here and my family has been here since 1947. So I know a lot of people, but that really doesn’t make any difference if you’re a Realtor®. I know most all the movers and shakers in the area, but 90% of my business has come from the pounding of pavement I did in my first several years.”

Joe’s years of diverse experience truly sets him apart.

“With my construction background,” he explains, “I can really assist my clients by being able to look at the smaller things in a home that may need to be addressed. I think clients really appreciate the experience that I have.”

When it comes to marketing his listings, Joe attributes his success in part to the wealth of resources

available through Keller Williams.

“Especially with the new ‘Coming Soon’ listings, once I get the word out to the agents in our office, I can sometimes get the property under contract even before it hits the market for the general public.”

Towards the top of the list of things that are important to Joe is community involvement. “My entire life, I have always done a ton of volunteer work,” he says. “I believe that you give back to the community that supports you.” Historically, he’s been heavily involved with the North Idaho Building Contractors Association in Coeur d’Alene, of which his brokerage is still a member. Joe also contributes to Children’s Village and is passionate about CASA (Court Appointed Special Advocates), which advocates for the best interests of children, just to name a few.

When not working or giving back, Joe is an avid scuba diver with over 1,000 warm-water dives under his belt. Having traveled all around the globe, he has dived most of the top 10 dive sites in the world.

Joe also enjoys playing golf with his friends and industry partners.

In the future, Joe plans to continue providing overthe-top service to his clients. “I go above and beyond for all of my clients and friends, which sets me apart from a lot of people,” Joe says. “I really enjoy working with buyers and I have many testimonials from satisfied clients. My experience is a great asset, and I love assisting people with their real estate needs.”

For more about Joe Rosen, you can contact him by cell at 208-660-2515, or by email at soldincda@gmail.com. You can find him online at joerosen.yourkwagent.com https://

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NICOLE WARD Nicole Ward began her real estate career after serving in the Air Force and graduating from Notre Dame College. She got her license in early 2016 and worked as a solo agent until the end of 2020, when her husband Dan Ward joined her full-time. “My degree is in psychology, so I really wanted to work in a career where I could be helping people,” Nicole says. For the past five years, Nicole has done just that, helping clients achieve their real estate goals.

With The Key Group Ohio at eXp Realty, Nicole and Dan serve northeast Ohio, including Akron, Canton, and Cleveland. About 80% of Nicole’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “I stay in touch with all my past clients, and often we become friends,” Nicole says. “They know that I care about them and that I’m genuine in my friendship with them.”

Nicole keeps in touch with past clients via social media, phone calls, emails, and cards. She also holds client appreciation events every year. “It’s never just a movie,” Nicole says. “We talk, play cornhole, and hang out.”

When it comes to marketing her listings, Nicole uses a variety of methods to ensure maximum exposure, from social media and paid advertising on Facebook to paper mailers and personal outreach. “When I list houses, I like to call the

neighborhood where I’m listing to let everyone know the listing is coming soon and to introduce myself,” Nicole explains. “Also with open houses, I call to invite the neighbors.”

The results speak for themselves: Nicole’s sales volume continues to grow every year. Last year, Nicole did about $6 million in volume, with about 35 transactions.

Community involvement is important to Nicole, and she is part of the Women’s Council of Realtors®. She also co-runs a program out of the general Akron area for other Realtors® called The Real Deal, which offers “out-of-the-box” training that covers the topics newer Realtors® really want to learn about, such as social media and recent developments in the industry. When she is not working or giving back, Nicole loves camping, four-wheeling, and traveling.

In the future, Nicole plans to continue growing her business while maintaining the personal service her clients value. “I want to keep my business relationship-based and family-focused,” Nicole says. Above all, she wants to continue helping her clients get to where the want to be. “The best part of my job is being able to hand those keys over and know that I made a difference in somebody’s life. Getting them closed on a home and being able to be part of that process is very rewarding.”

To find out more about Nicole Ward, please call 330-807-1303, email Nicole@TheKeyGroupOhio.com, or visit thekeygroupohio.com www.

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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RANDY YOUNG Top Agent Randy Young – of Keller Williams Raleigh in Raleigh, North Carolina – is a hardworking, honest and incredibly reliable Realtor who has built a thriving business on a foundation of honesty, integrity and a true concern for the wellbeing of his many clients. As a Raleigh native, Randy prides himself on his deep connections to his community, and he strives to go above and beyond for every one of his grateful buyers and sellers.

“As a local Real Estate professional,” says Randy, “I pride myself in understanding this fast-paced market and have the connections to help with almost any needs outside the real estate business in an effort to get my clients the result they are planning on.”

Randy began his successful journey in the world of real estate while he was still working in the insurance industry. “I had to underwrite new and existing homes to get a rate,” he recalls. “And I realized that I knew so much about this community that I might as well get my real estate license and supplement my income. I did that in June of 2017, but I straddled both the insurance and real estate worlds before finally going all in on real estate until January of 2019.”

Currently, Randy is part of a prestigious team comprised of thirty-three equally dedicated agents, and he can boast that a significant portion of his considerable overall business is based upon repeat clients, referrals and positive word-of-mouth. “It’s one hundred percent all about service and personality,” says Randy, when asked how he has managed to inspire so much trust and loyalty amongst those he works with. “By that I mean that I take my business and this industry very, very seriously, but I also want to make certain that people understand that I don’t take myself too seriously in terms of thinking that I know more or that I’m above anyone, because in theory, this is the largest purchase that people make in their lives.”

Randy deeply values the long-lasting relationships he forms with his clients, and he works hard to maintain Top Agent Magazine

contact with them even long after the closing table. “I reach out to them however I need to, whether it’s a phone call, a text, email or a shout out on social media. I’m always there for them if they need me.”

There are many other factors that come into play when assessing Randy’s impressive success story, and chief among them would be his expert negotiation skills and his comprehensive, intelligent approach to marketing his many listings. Combined, these translate into fast sales for top dollar, not to mention happy – and returning and referring – customers.

When he’s not working, which is rare, Randy enjoys nothing more than spending time with family and friends, playing tennis and eating pizza. He is also deeply tied into his community, and he has spent the last eight years as an elected member of his town council.

Randy’s plans for the future of his business include continued growth, and eventually, expansion to Key West, Florida, where he hopes to retire someday. Above all, however, remains his overarching objective: to continue providing his many clients with the unparalleled customer service that has become synonymous with his name.

For more information about Randy Young, call 919-805-1150 or email Randy@220Agents.com Copyright Top Agent Magazine 107 107

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