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BUSINESS GROWTH HACK: ABSORB YOUR CLIENTS’ STRESS! TIPS ON BEING A GOOD TEAM LEADER

HOW TO GET THE BIGGEST RECHARGE OUT OF YOUR LUNCH HOUR COVER STORY

STEFANIE CAMPBELL

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.

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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.

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CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

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SET GOALS

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

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

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

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COLLEEN RHYNDERS For as far back as Colleen Rhynders can remember, she’s been in love with real estate. Her journey into this industry started when she worked for a real estate attorney. “I was so interested in the field,” she explains. So when she moved from New York to North Carolina, she decided to earn her license and become an agent. By 2004, she was working as a full-time REALTOR® and she hasn’t looked back since.

Personable, empathetic and determined, Colleen quickly became a top agent in the greater Johnston County region of North Carolina. Her natural talent for this business led to her owning and operating a successful brokerage firm, focusing on property management.

It was later sold to a larger company, where Colleen served as regional manager for a few years.

Today she leads Rhynders Realty Group, Inc., at EXP Realty. The team consists of herself and her daughters, including Krista Rhynders, Kellianne Rhynders, and Kasey Rhynders. Colleen also serves as Managing Broker for North Carolina and Virginia at EXP Realty, overseeing more than 300 agents. The company sought out Colleen, recognizing her expertise in the industry.

Loving both the corporate and client-facing sides of real estate, she has hit her stride.

“All of my clients become my friends,” she explains.

“I treat everyone like I would want to be treated, and I focus on building relationships.” Serving buyers and sellers in the Triangle region, as well as southern Virginia, Rhynders Realty Group is determined to exceed expectations. Colleen works diligently to achieve her clients goals, doing whatever it takes to meet their needs. For her buyers, she listens carefully to

what they are looking for and develops a plan to get them there. Utilizing her negotiation skills, she is able to form competitive offers while still obtaining the best deal possible. When working with sellers, she makes sure their listings are present on multiple platforms.

She posts on Facebook and the MLS, and also has a chat feature on her site where potential buyers can ask questions. Completing around $10 million in production for 2021, it’s clear she’s delivering exceptional service to each buyer and seller.

Colleen often becomes her clients’ REALTOR® for life, with many returning to her for decades after their initial transaction. One buyer said, “Colleen is amazing! Her knowledge of the area is such an asset when looking for just the right home. She has helped my family with the purchase of two homes over the last 15 years and we have always been happy that we chose Colleen!”

Another said, “Colleen dedicates herself to ensure all aspects of your family’s needs are understood and met.”

Active in her community, Colleen is always looking for ways to give back. She served as the vice president for the Johnston County Board for Habitat for Humanity.

Colleen is also part of the local Chamber of Commerce and volunteers whenever possible. During her free time, she’s relaxing on Lake Gaston with her family, including her six children and nine grandchildren.

Looking ahead, she has her sights set on expanding the team. “We will grow in a manageable way,” Colleen explains. “I plan to just keep working and putting my nose to the grindstone. And I will continue enjoying every step of the journey.”

For more about Colleen Rhynders, please call 919-333-4265 or email colleen.rhynders@exprealty.com

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New Leaf Home Inspections is proud to congratulate

Colleen Rhynders

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

Blaine Wallace | NC Licensed Home Inspector | Owner InterNACHI & AHIT Certified Professional Inspector 336.262.0778 | Blaine@newleafinspections.com newleafinspections.com www.

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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 10

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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STEFANIE CAMPBELL Top Agent Magazine

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STEFANIE CAMPBELL Stefanie does more than just selling her clients a home, she provides a wealth of knowledge by sharing her expertise in all facets including design, development, and profitability.

Stefanie honed her marketing and advertising skills while working at a family agency specializing in food advertising. When she decided it was time for a career change, Stefanie’s sister-in-law suggested she try being 12

her own boss by exploring real estate.

She took her practical marketing experience, having done account management and brand management, left her job in 2015 and hit the ground running as a licensed real estate agent.

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Now, Stefanie is a co-leader with her sister-in-law, Kaylin, running a team of twelve agents—The Gold Group of @properties. Stefanie and her family reside in Frankfort and the team has agents throughout Chicago and the Top Agent Magazine

Chicagoland suburbs. Stefanie has a loyal client base which she has built up over the years. Clients who purchased condos near work years ago are now coming back to Stefanie to help them find homes for their next phase of their 13

lives. Her clients not only come back because of her skillset, but because she has her clients’ best interests top of mind. Stefanie does more than just selling her clients a home, she provides a wealth of knowledge by sharing her expertise in all facets including design, development, and profitability. Her commitment to her clients is unparalleled and in a fast-paced market, Stefanie makes time for her clients to be a top priority.

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Organic communication is one of Stefanie’s key attributes. Her gut instincts work best for her, whether it is driving by a client’s neighborhood and giving them a call to check in or thinking of them during her day to day. Her approach is direct, and genuine. She feels her clients appreciate her sincerity.

Trusting her instincts has brought Stefanie to over $28 million in 2021

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transactions, while the team sold over $70 million. Stefanie believes in hard work and in real estate you may be your own boss, but she is always there to work for her clients.

In addition to spending quality time with her growing family, Stefanie is a constant fixture in the Frankfort community. From the Chamber of Commerce Events Committee to the Prestwick Country Club Membership Committee and Ladies Social Club, Stefanie gets involved in supporting small businesses, women-owned businesses and creating network connections when she sees people who can Top Agent Magazine

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benefit from each other. You can even find her working a yearly holiday food drive, gathering over 500 bags of donated food from the nearest subdivisions for the local food pantry. Stefanie manages a full calendar of work, family, and friends.

She owes a lot of where she is to the love and support of sister-in-law, Kaylin, and is grateful to have her as a business partner. Together, they will continue to grow The Gold Group, and are excited to expand into new markets in 2022.

For more about Stefanie Campbell and her team, please call 815-997-0177, email Stefanie@atproperties.com or visit stefaniecampbell.com 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 18

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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DERRIN PHOENIX Top Agent Magazine

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DERRIN PHOENIX

All REALTORS® know the area in which they work, of course. They know the best neighborhoods … but do they know the best neighborhoods that nobody else knows?

They know the good school districts … but do they know the premier districts for what a family needs? They know the hot and trendy restaurants … but do they know the little hole-in-the-wall places with the best food? Derrin Phoenix doesn’t just ‘know’ the Greenwood and Indianapolis, Indiana areas. She is immersed in it.

“I’ve lived my entire life in the Indianapolis and Greenwood areas,” said Derrin, an agent with Carpenter REALTORS® based out of Greenwood, Indiana. “I married my high school sweetheart and we are now 42 years old with two boys, Cameron and Connor, who are 14 and 11. We decided to stay and raise our family here and I’m glad we did.”

typically like an HOA neighborhood as well,” Derrin said, adding that she steers many clients to what she calls a “hidden gem of a neighborhood. It can be a bit away from my office but I’ll go anywhere for my clients. If they love the property then I have done my job and if they don’t then I will continue to show them properties until they find their dream home. It’s all about my clients.” Derrin not only works hard for her clients she also works hard to earn her awards and recognition. Derrin is a Dave Ramsey ELP, and has earned the Above and Beyond Award 2021, Sales Associate of 1st, 2nd and 3rd Quarter for 2021, Nine Million Dollar Sales Club for 2021, Top Sales Associate 2021, Five Star Real Estate Professional Award winner for 2022 and Sales Associate of 1st Quarter for 2022.

So are her clients. Derrin is a solo agent with Carpenter Realtors and is celebrating her 14th year in the real estate business. She said it was something she always wanted to do, especially since it was a career that afforded her the ability to work from home when she needed to be with her boys. She has an innate feel for the area that only a native would have, and she understands her clients’ needs.

“My clients are looking at schools and price points, mostly.

They want a good school district, and here in the Greenwood area the average price point is around $250,000 to $300,000 so it’s very affordable. Most of my clients 20

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With a repeat and referral base of more than 75 percent of her clients, Derrin often runs into those she has collaborated with quite often. She’ll see them in stores, around town, or at two of her favorite restaurants, Tried & True as well as Johnson’s BBQ. That’s inevitable given the relationships she forms. A recent client wrote, “As a first time homebuyer in today’s market I was very nervous and didn’t know if there was a house that I could realistically afford. Derrin listened to what I wanted in a home and worked with my mortgage company to find the perfect home for me. She was with me every step of the way, explaining each step of the home buying process.

Thanks to Derrin, I am the owner of a home that is perfect for me! I highly recommend Derrin Phoenix!”

“I am very open and honest. I don’t sugarcoat things.

The good thing about what I do is, that people love when I come in and I say this is where we’re at, this is what I recommend and I don’t skip over the ugly,” Derrin said with a laugh. “I am very up front and honest with my clients. I keep in touch with them after the closing. I call, text, email few times a year, and just touch base with them to ask them how things are going and if they need anything. Many of my clients become great friends.”

Derrin averages about 35 transactions a year, so clearly her clients are thrilled. Derrin said she and her husband formed a love for real estate when they bought their first home in 2009 and since then she has been helping her clients enjoy and have a memorable time purchasing and selling their homes. It was Derrin’s idea to try her hand at real estate, especially for the flexibility, and now she can juggle the kids’ activities, sports, and take them camping. And she has definite, but modest, goals for the future.

“I would like to get a couple more certificates, for example a staging certificate and get more involved with luxury homes and commercial land sales. Those would be my main goals, plus more education;, it never hurts to educate yourself,” she said.

“Whether I am working with first-time home buyers or experienced sellers, I continually dedicate my expertise and market knowledge to my clients. While the process at times can be stressful, I love getting to know my clients and meeting their needs to ensure a smooth, stress-free transition. I just want to be able to keep giving my clients a memorable experience because that’s what buying and selling a home, really is. It’s memorable.”

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Contact Derrin Phoenix at 317-727-8852 or email dphoenix@callcarpenter.com Copyright Top Agent Magazine 21

How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 22

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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ENRIQUE ALZATE With a true passion for helping his clients and his community, Enrique Alzate has made a name for himself in his local market by going above and beyond to offer guidance both related and unrelated to real estate.

Before emigrating to the US, Enrique was a director at one of the biggest banks in Colombia, and his background in finance means he has the unique skills to help clients untangle the most complex issues when it comes to financing real estate. Since earning his license in 2014, Enrique has established himself as a trusted guide to real estate issues in the Hispanic community and beyond.

Serving the Charlotte, North Carolina market, Enrique is one of the top agents in the Carolinas. He is widely known from the radio program he hosts on one of the biggest Latin radio stations in the area, and people frequently stop him on the street or at the grocery store to thank him for his advice. “Through my radio program, I started educating Hispanic people on important issues such as political asylum and visas,” Enrique explains.

“I did this because I saw too many agents who were not doing the right thing, especially for the Hispanic community, and I wanted to help.” Since his start, Enrique has become #2 in Charlotte, #24 in the Southeast and #84 nationwide. “…So I think we’re doing something right!” Enrique says.

Enrique works with a small administrative team that includes a closing coordinator and an assistant, as well as his wife Juliette Celin, who is also an agent. She handles marketing and social media so that Enrique can spend more time doing what he does best: working

directly with his clients. “The big difference with Alzate Realty is that, unlike the majority of agents who only focus on real estate, I focus on the finance aspect as well. I work on that with my clients from the very beginning when they are getting preapproved, and I am very involved in every step of the process.”

Giving back to his community is a priority for Enrique, and he partners with some of the local churches to sponsor outreach events throughout the year. “I really love getting involved in any kind of community service. It’s something I’m always proud of,” Enrique says.

When he is not working or giving back, Enrique loves to spend time with his family, who are also his most important supporters— his wife, his 22-year-old daughter Carolina Alzate who is in her last year at UNC in Chapel Hill, and his 14-year-old son Santiago Alzate, who is a competitive swimmer and State Champion. “We love to travel to attend his swim meets and hope maybe one day he can be Olímpico!” Enrique says.

As for what the future holds, Enrique believes the next step will be to open his own firm and grow a team of like-minded professionals who share his dedication to service. “My goal is to become one of the biggest real estate companies that work with different cultures, and keep working for my community,” Enrique says. “I’m going to keep doing my best for them. I’m very passionate about serving all sorts of different people, not just the Hispanic community, and helping them solve their problems.” It’s this attitude of cheerful service that allows Enrique Alzate to continue helping clients achieve their real estate goals.

For more about Enrique Alzate, please call (980)322 3272, email enriquerealty@gmail.com, or visit AlzateRealty.com www.

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BEV BLUME Being trusted and knowledgeable in homebuilding and real estate for 30 years has made agent Bev Blume something of a household name in the Portland, Oregon metro area. Bev worked as a homebuilder for 15 years prior to the recession around 2006-2008. During this time when other agents were leaving the market, Bev saw an opportunity to launch and grow her own business and decided to pursue a career in real estate and earned her license in 2007.

In the 15 years since, Bev has become the owner of a Keller Williams franchise and built a tight-knit team including her own adult sons and other close friends.

Today, Bev’s team closes an average of 100 transactions annually with sales volume near $40 million.

Bev’s team serves a large geographic area around Portland stretching from Southwest Washington to near Salem. She describes the area where she lives in East County as the “Gateway to the Gorge”. With a quieter feel and lower home prices, this area offers access to natural beauty and outdoor recreation from skiing or hiking on Mt. Hood to wineries and craft breweries, to beautiful golf courses and all the wonders of the Columbia River. The Beaverton area west of the Willamette River is characterized by a faster pace and home to corporate headquarters like Intel and Nike. Bev’s team also serves the Happy Valley area which is undergoing a resurgence in progressive development and expansion.

Bev is a firm believer in the value of open houses. She likes to get as many people in to view a new listing as possible and treats a new listing like a celebration, showing the same love and pride as her clients feel for their home. Recently, her team has tried out a new strategy of launching listings on Wednesdays and hosting Twilight Open Houses on Thursdays, giving the neighbors and anxious buyers an opportunity for a sneak peek and a chance to meet potential new owners.

With more than 70% of her business coming from repeats and referrals, Bev feels it’s her honesty and experience 26

that keep clients coming back. Her years of construction experience set her apart and she’s able to serve as a “connector” for her clients, drawing on a strong network of local contractors, builders and other professionals. Bev’s love of serving others and her promise to treat her clients’ money as she would her own are key to her success.

Her clients feel cared for and put their trust in Bev’s advice and expertise. She’s also committed to working fairly with other agents, achieving an end result in which everyone wins.

When she’s not working, Bev loves to travel. Mexico is her favorite destination; she tries to visit a couple times each year. She also treats her family to a month in Europe every few years or so although a grandchild on the way may mean shifting the next family trip to Disneyland. Bev and her husband also love to take road trips each Labor Day to explore the US. Bev gives back to her community through Keller Williams notable philanthropic efforts. The annual Red Day in May is a time for her team to get out and volunteer in the community.

Past efforts have involved working at the local food bank, landscaping at area schools, helping seniors with yard work and home repairs and giving an area thrift store a boost in staffing and sales.

To learn more about Bev, call 503-482-8005, email BevBlume@kw.com or visit her website: blumerealtygroup.com www.

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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 28

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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RACHEL BRADBURY Rachel Bradbury always had an interest in real estate, but the discipline she originally chose didn’t exactly interest her. It was in 2010 when Rachel started with an appraisal management company, first in processing and then in quality control. After three years, she tried another appraisal company hoping a change in scenery would help.

But, four-and-a-half-years after that, she felt she hit a ceiling. Rachel confided in her husband that she was unhappy with being at a desk instead of out in the field. But sometimes, the biggest confession is telling yourself first.

“I just felt like I could be a better help to people by actually working with buyers and sellers instead of just passing reports along. So, I went and got my license in 2018,” said Rachel, now a solo agent with Century 21 Sheetz covering Indianapolis, Indiana, and the surrounding counties. “I think my clients now see that I really care, and I put the effort in to guide each person properly. Everyone is different. You can’t handle all clients the same and they see I put a personal effort into whatever they’re trying to do. I think they truly see that I care, and I am invested in what they want to do.”

It has turned out to be a fortuitous life decision. Rachel has already done $3.2 million in volume in 2022, and the year isn’t even half over yet. With the backing of Century 21’s powerhouse marketing, combined with her personal touch – phone calls, texts, postcards, birthday cards, holiday cards, client appreciation events, social media, and more – Rachel has already built a sturdy base with a 50 percent referral rate. And we haven’t even touched on her community service and her extensive volunteerism, including fundraising for senior citizens in Johnson County as well as sponsoring numerous activities at her kids’ schools, including the football and basketball programs.

When Rachel isn’t working the phones and the internet looking for the perfect home for her clients, she loves to hike with her husband and two dogs – Red and Top Agent Magazine

Princess. She also loves to read and, with empty nest syndrome looming after her youngest child just graduated high school, Rachel and her husband are relishing – pardon the pun – the chance to indulge in their passion for being foodies and to start traveling again. But being out in the field, as she called it, will always remain a passion.

“I know it sounds cliché, but I truly like helping people and feel like I’ve an impact or impression on them,” Rachel said. “I never thought, ‘Oh, I’m going to be a doctor or lawyer,’ but this is my way of helping people get a home and live the American Dream. I honestly believe everyone deserves to own their own home, whether their budget is less than $100,000 or if it’s upward of half a million to $1 million. I just want to help.”

To contact Rachel Bradbury, call her office phone at 317-881-2100 her mobile at 317-701-5552, email rbradbury@c21sheetz.com or visit rbradbury.agent.c21scheetz.com www.

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BETSY BROWN Betsy Brown of Bel Air, Maryland, combines geographic flexibility, stellar interpersonal skills, and an unmatched dedication to word-of-mouth excellence to sustain her blossoming real estate career. “Reputation is everything in this business, and we want people to always speak highly of us. My business partner Bill owns the creamery in Jarrettsville, and me I have five children – between the two of us, we’re probably connected to the entire state by now!”

Prior to entering real estate, Betsy served in the sales industry for twenty years. She started with local Maryland publications Auto Mart and Autotrader, and later transitioned to a Pennsylvania-based company in Lancaster and Mt. Joy to launch a magazine in the automotive advertising industry. “I had always wanted to be in the real estate field, but my youngest two daughters were just so young, and my husband Derek was working sixty hours a week. I told myself, ‘Before I’m fifty, I will make this dream a reality.’ By the time I was forty-eight, I was working in both fields, but after three months I realized that was unsustainable – so I jumped right in and made the switch two years early!” Her prior career honed an innate knack for salesmanship, and cemented the communication skills that Betsy builds on each and every day.

Today, in 2022, Betsy is co-leader of the Stevenson Brown Home Group of Long & Foster Bel Air. She serves Harford, Baltimore County and surrounding areas, and has recently obtained her licensure for the state of Pennsylvania. In 2021, Betsy totaled just under $10 million in volume, and at the halfway mark of the current year, is on track to clear $12 million. “I don’t do well with this – not good when it comes to bragging about myself – but I think my biggest strength in this market are my offers and communication skills. I’ll call an agent before I even send an offer over. Build a 30

rapport with them, ask a lot of questions about the seller’s needs and wants. I’d say around ninety percent of my offers get accepted.”

Her around-the-clock availability makes Betsy a trusted and reliable advisor, and this approach has brought her as much joy as it has success: “I love interacting with all the different people, helping clients move from one point in their life to the next chapter, and making that process as seamless as possible for them.

I’m very thorough with every aspect of the transaction, and I make sure they understand everything each and every step of the way.” Long after satisfied parties have left the closing table, Betsy routinely keeps in touch with her clients making phone calls and sending text messages to stay involved, and regularly connects clients with her never-ending list of vendors and contractors.

With her newly acquired Pennsylvania licensure, the Stevenson Brown Home Group is aiming to grow and expand in the near future. “One day, I’d like to start my own staging company; but for now, we need agents who are eager and hungry! Bill and I have our systems figured out as a partnership, and we’ve got a lot to offer to other agents, and the industry as a whole.”

Contact Betsy Brown at 443-243-1008 email Betsy.Brown@longandfoster.com, or visit realtor.com/realestateagents/5aff78b9ac003200162642cb

www.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 32

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EILEEN CLARK Passionate about helping others and making a difference in the real estate world, Eileen Clark has seen her business quickly grow. She entered the industry after staying in touch with a real estate agent who helped her rent and buy a house. “He was telling me about how great the market is here in Glens Falls, and how it would be a great opportunity to buy the home we were renting,” Eileen explains. Once she purchased it, she realized she had a profound interest in the field and wanted to pursue it. She earned her license and began working as an agent while still keeping her job as a pharmacy technician. Today she’s been a REALTOR® for four years, and serves the Adirondack region of New York. Working with Selling ADK, Eileen goes above and beyond to meet her clients’ needs and reach their real estate goals.

Her referral and repeat business has grown exponentially over the years, as buyers and sellers are impressed by her talent and dedication. “I pay close attention to the details,” she explains. “I remain by their side through the entire process.” From the very beginning of the journey, Eileen establishes a close relationship with her clients. She takes the time to understand what they are looking for, developing a plan to find the home of their dreams or sell their property for top dollar.

Eileen is patient at every step, never pressuring them to make decisions. When it’s time to submit an offer, she ensures they’re staying competitive while remaining in their budget. Her positive attitude and communication skills create an enjoyable transaction, one that her clients fondly look back on for years to come.

One buyer raved, “Eileen helped me find my forever home. She was so sweet and amazing. She was always on top of everything that needed to be taken care of, and was really quick to get back to me when I needed info or things handled. I would recommend anyone Top Agent Magazine

looking for a house to give Eileen a call. She goes above and beyond for her clients. Thank you so much Eileen for everything you did to help make this experience as easy and non-stressful as possible. You are the best and I would give you 10 stars instead of 5 if I could!”

When Eileen isn’t working, she’s enjoying life with her family, including her husband, Todd, and their 4 children and 4 grandchildren. She also loves spending time with her pets, including her 15-year-old dog, her cat and her bearded dragon. She loves to garden, kayak and hike, taking advantage of the beautiful waterfalls, trails and waterways of the Adirondack Mountains.

Looking ahead, Eileen plans to transition full-time into real estate and help more people looking to buy or sell.

“I just love this business and everything it has to offer.

It’s a joy to assist my clients. I love being involved in the whole process from start to finish and how especially first time home buyers are my most favorite!

They are so excited and thankful. It makes me feel great to be involved in their first home buying experience.”

For more about Eileen Clark, please call 518-683-8071 or email eileen@sellingadk.com 33 Copyright Top Agent Magazine

HEATHER COMSTOCK, CUMMINGS & CO. REALTORS Real estate was always inspiring to Heather Comstock.

Her grandfather worked as a broker, and she spent hours in his office looking at photos of homes. “I even made myself a real estate license when I was eight years old,” she explains. After going to college and majoring in English, Heather decided to become an agent, thinking she would try it out until she decided what to do next. But as time went on, Heather fell more in love with this path and made it her fulltime career. “I just stayed in real estate,” Heather says. “I love it and I am so happy I found it.” Over two decades later, she is thriving and has become one of the top producing agents in the greater Baltimore area. She is largely referral-based, as she provides the highest level of service, going above and beyond to meet her clients’ needs. Making relationship building her top priority, those who work with Heather trust her wholeheartedly.

“I aim to nurture my client relationships,” she says. “I do a lot of outreach, sending them handwritten notes and dropping off small gifts throughout the month.”

She also hosts client events and makes sure they feel appreciated. “I think that’s been a huge key to my success – I am very customer service oriented.” During the transaction, Heather becomes close to her buyers and sellers, helping them maneuver through what can be a complicated process. Eliminating stress along the way, she makes the journey enjoyable and gives them the space and knowledge to make decisions. When assisting buyers, Heather gets to know them and what they’re looking for, then develops a plan to achieve their goals.

At the same time, she helps sellers attain the highest possible price for their property by spreading the word far and wide. “I use Facebook to market my listings, and also rely on word of mouth,” she explains. With her vast network of colleagues and clients, she finds the perfect buyer for every home.

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Clients praise her for her ability to make the experience seamless. One recently said, “Heather was amazing!

We moved to Maine and unfortunately had not sold our house before the move. She was able to overcome some issues we had with the house and provided excellent service. To be out of state and have the stress of trying to sell a house was all put to bed with the help of Heather. Her communication with us was great and really made us feel like a priority to get our house sold.

I would definitely recommend Heather to anyone. She was referred to us by some friends in Baltimore and she did not disappoint. Thank you again Heather for being a top notch REALTOR®!”

Community is important to Heather, so she stays involved with various groups and non-profit organizations. She frequently works with people in recovery, having recently achieved eight years of sobriety. Heather is also passionate about animal rescue. When she has free time, she loves going to her shoreside cottage and doing renovation projects.

While many people plan to retire at some point, Heather doesn’t see that happening for herself. She loves her job so much that it doesn’t feel like work. “I might some day do it to a lesser degree, but I can’t say that I will ever stop,” she explains. “Seeing my clients happy and knowing I did a great job for them is what makes it so worthwhile.”

For more about Heather Comstock, call cell 443-928-9613, office 410-832-0033 or email hcomstockrealtor@gmail.com Top Agent Agent Magazine Magazine Copyright Top

How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

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Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion36

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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COLLEEN CROWLEY Helping clients remove the stress from buying and selling real estate, Colleen Crowley has solidified her status as a top agent in central Massachusetts. Having previously worked in marketing in the tech industry, in 2003 Colleen decided to become an admin for a real estate team. This was where her passion for homes was discovered, and she earned her license. Colleen knew real estate was her true calling and quickly began growing her business to great heights.

Today she is largely referral-based, as past clients love to tell their friends and family about her work. By putting her clients’ needs first, she exceeds expectations, creates a smooth journey and forms lasting relationships.

“They know I am always looking out for them,” Colleen explains. “I try to do the right thing at all times. And I’m very good at keeping in touch.” Throughout a transaction, Colleen updates her buyers and sellers at every chance, wanting to keep each person in the loop. Having lived in the region for many years, she is well-equipped to advise her buyers on which communities meet their needs. She also takes the time to listen to their thoughts and opinions, using that knowledge to find them the perfect home. Once it’s found, she utilizes her negotiation skills to get them the best deal possible while also ensuring they remain competitive. Colleen’s sellers receive the same attentive support, as she goes above and beyond to draw in potential buyers. “In addition to using the MLS to market properties, I use professional photographs, floor plans, videos and social media to promote properties,” she explains. Taking an individualized approach to each property, Colleen will seek out specific websites that target the audience she’s looking to attract.

“If it’s an antique property, I’ll look for antique sites and place ads there as well.”

Colleen provides the highest level of service to each client she serves. This results in dozens of five-star reviews, including one that says, “I cannot say enough about Top Agent Magazine

Colleen. We sold and bought a house in MA during the pandemic while living across the country. She was (is) phenomenal! She always makes you feel like you are her only client, stays calm in any situation and gets to know you and your family to help you make the best decisions. We bought our dream home with her sight unseen! Since she got to know our needs, likes and dislikes, she found this house and made an appointment before we even asked to see it, and of course she was correct.

We made an offer that day! That’s how good she is!”

During Colleen’s free time, she can be found staying active in her community through the local REALTORS® Association, where she serves on the Grievances Committee and the Government Affairs Committee. She is also looking forward to completing her fourth year as president of the Northboro Lions Club. If she’s not working or giving back, she is relaxing with her family and friends as well as her 2 dogs.

Growth is in Colleen’s future, as she has her sights set on expanding her business. “What I love most about my career is the people I get to meet. I have this amazing group of clients who have also become my circle of friends, and it’s so wonderful to be a part of their lives.”

For more about Colleen Crowley, please call 774-275-0720 or email colleenc@lamacchiarealty.com 37 Copyright Top Agent Magazine

HILARY DUNLAVEY Thinking about making a real estate Hilary is part of a team with Comtransaction? Hilary Dunlavey is at pass covering the Greater Boston your service. “Dedication. Experarea, including Brookline, Medford, tise. White-glove service.” That’s South Boston, Quincy, the North her motto. You haven’t experienced Shore, and other parts of the famous, true service until you’ve met and fabled city. Licensed in both Mascollaborated with Hilary Dunlavey, sachusetts and neighboring Rhode ® a REALTOR with Compass in Island, she recently earned The InstiBoston. Hilary became a real estate tute for Luxury Home Marketing’s agent after 25 years in the hospitalCertified Luxury Home Marketing ity industry, and after working for a Specialist™ (CLHMS) designation.

Hilary completed 20 transactions last global hotel company for 19 years, year totaling $15 million in volume the idea of service – personal, eleand already has $9.5 million in sold vated service – became part of her or pending transactions this year, DNA. When another firm bought her putting her on pace to surpass last hotel’s parent company in 2018, HilPhoto by Lauren Hendy, year’s volume. ary felt the timing was right to make Owner, Lauren Grace Photography the move into real estate. Now, she takes the invaluable people skills she learned through “I’ll sit down with clients looking to sell their home, do her years in hospitality and applies them to her real a presentation with them, and go through everything from how to price their home in a way that will create estate business. a buzz, to what items I’ll bring in to stage their home “My hospitality background groomed me to give the for pictures,” she said. “I personally walk through the highest level of service. I’m your trusted adviser, home, make sure it’s clean, do digital ads and then it’s exceptional negotiator, savvy home-stager, skilled all over my social media and websites. Together with house-hunter, and neighborhood expert. I’m even a my reputable referral network of lenders, contractors, pet-sitter!” Hilary said with a laugh, recalling the time and home improvement resources, I am able to offer she looked after a potential buyer’s dog during an my clients a full-service package from start to finish.” open house. “I offer white-glove service. I’m always putting my client first and anticipating what they need After only four years in the business, Hilary said she to make their experience as smooth a transaction and just wants to enjoy and continue with her amazing transition as possible. Many of my clients are up- success. “My success is based almost exclusively sizing; selling one home while buying another. It’s a on positive referrals and I am so grateful for that!” lot of coordination. So, it’s really about the service. she said. “The service and dedication I offer is truly It’s not transactional for me, it’s the relationships unparalleled and it’s because of this that I’m where I am today.”

I’m building.”

Reach Hilary Dunlavey on her mobile phone at 617.646.9334 or through her website hilarydunlaveyhomes.com. Hilary’s primary social media outlets are Facebook at facebook.com/hilarydunlaveyhomes and Instagram at instagram.com/hilarydunlaveyhomes www.

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

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

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

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

First, think about a client’s everyday experience.

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

Where might your client swing by for coffee?

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

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

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 40

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

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

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

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

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

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JANE GOULDER After watching her father thrive as a real estate agent, Jane Goulder eventually decided to follow in his footsteps.

“I was working in another path that I wasn’t in love with, and he recommended I get my license,” she explains.

“It has proven to be an outstanding fit.”

Serving the greater Denver area, Jane has established herself as a top agent, providing superior service to each and every client she assists. Part of a three member partnership called Rankin, Goulder & Kissinger, their vast experience and skills have helped buyers and sellers across the region accomplish their goals. Jane’s expertise and passion for Colorado means she is able to guide them effectively through the transaction, knowing the benefits of each neighborhood and introducing them to everything the state has to offer.

By making their experience seamless and stress-free, Jane impresses every client.

One recently said, “It was an absolute pleasure being able to work with Jane on selling/finding our next home. She immediately was able to get a sense of what we were looking for in our next home, and made sure we had the tools to get it. She gave great advice, but always made sure we were comfortable with what decisions we were making. This is not an easy market to be a buyer in, but we were confident that we would be able to find something that met our wants/needs when shopping for houses with her. The selling experience was also amazing, and she was able to get us an offer that allowed us the ability to buy our next home comfortably. Our house was only on the market for a single weekend and we had multiple above asking offers.”

“We have 300 days of sunshine a year,” Jane explains.

“We have amazing mountains, beautiful summers that include outdoor concerts and festivals, and there’s no better place to ski in the winter.” The quality of life in Colorado is unmatched, as is the culture and welcoming feeling that its residents project. “There’s a real openness and collaboration with our community here,” Jane says. “After 20+ years here, I feel like I have the best recommendation for everything, no matter what someone is looking for.” With the vast majority of Jane’s business consisting of referrals, it’s clear people are recommending her, too. She aims to deliver a high level of service and support, focusing on building lasting relationships. “It’s really not just about one transaction,” Jane explains. “It’s about creating friendships. Even after the deal is over, we stay in touch and grab dinner or drinks.” Jane wants her clients to know that real estate is a service industry, and her job is not just to help people buy and sell homes, but to be a support system for them.

Community involvement is important to Jane, so she makes sure to give back throughout the year. She is involved with her daughter’s daycare, supports the Levitt Pavilion where dozens of free concerts are held each year, and donates funds and goods to charitable organizations. She purchases client gifts from local small businesses, and the team provides recommendations and gift cards to local restaurants. “My husband and I are also involved in giving to nearby schools and charities focused on mental health awareness.” During her free time, she’s gardening, cooking, traveling, and relaxing with family.

With business booming, Jane plans to reach incredible heights in the coming years. She is eager to see where this path leads, and is loving every minute of her career.

“I enjoy helping and connecting with people on a level that’s bigger than just a transaction. It makes me so happy to serve the community and be a resource for them.”

For more information about Jane Goulder, please call 720-985-7745 or email jane@janegoulder.com Top Agent Magazine

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ERIC GRAUBERGER Eric Grauberger is an integrity-driven and seasoned real estate agent serving the Greater Denver area. Eric has been recognized annually by the Denver Board of Realtors® as being in the top 10% of all metro area Realtors. His business mantra, ”Do your best and success follows” serves as a fitting totem for his longstanding real estate approach. He has been serving Coloradans for over three decades, with a track record of over $200 million in closed real estate transactions. Clients are drawn to his honest nature and lighthearted approach to the real estate process.

Eric says that he had an affinity for homes from a young age. He shares how as a child he “enjoyed exploring new homes, often studying blueprints and creating his own models.” He joined the corporate immediately after college, selling medical x-ray equipment for Dupont Company. Eric yearned for a more fulfilling career path, one on which he could build a legacy. This led him to earn his real estate license in 1990. He says, “I never looked back.”

A fifth-generation Coloradoan, Eric is confident in his knowledge of the surrounding area. Having lived in Washington Park, Park Hill, and now Hilltop, he understands the complexities of the ever-evolving urban market. Eric is an Associate Broker at Compass and is currently creating his own network of agents. He serves the “entire front range of Denver,” spanning from the Denver metro area, Castle Rock, Westminster, Golden, to Aurora. He notes how the majority of his clientele is concentrated in central Denver.

Eric’s current business is comprised of an astounding 95% repeat and referral clients. He works with friends, multiple generations of families, first-time homebuyers, as well as clients who sell every few years. When asked what keeps clients coming back, he says, “I’m honest and forthright.” He continues, “I keep clients for life because they know that I have their best interests 42

at heart.” Eric enjoys an organic, personal connection with his client network and prefers to stay in touch through phone calls or “a coffee, cocktail, or dinner.”

Eric markets current listings through his CRM, as well as in local publications and magazines. He shares how a recent Cherry Hills property was featured in the Wall Street Journal. His current annual volume is $15,703,000, with 5 current listings.

When asked what keeps him working in the industry, Eric says, “It’s the interaction with people. I enjoy being a part of their lives and helping them with the most important decisions during their life.” He enjoys working with multiple generations of families, often helping clients’ children buy their first homes.

Eric’s lifelong love for Colorado is embodied in his community service. He has sat on the board of directors for Habitat for Humanity, the Denver Board of Realtors, and the Lundy Foundation. He personally cooks and delivers meals for Project Angel Heart, which distributes meals to people living with severe illnesses. Outside of work, Eric enjoys remodeling homes, spending time at the golf range, and traveling. Regarding his plans for the future, he says, “I don’t see retirement happening. I want to keep at the pace I’m at, and continue doing what I’m doing.”

Contact Eric at 303.668.3742, email grauberger.eric@gmail.com, or visit compass.com/agents/eric-grauberger www.

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

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

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

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

Think about those questions that you’ve had to

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

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

Evergreen Content

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

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

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

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

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

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

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Stay Local

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

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

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

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

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ELLIS GROSSMAN Ellis Grossman is a multifaceted, business-minded real estate professional serving the Greater Charleston area. His versatile background spans entrepreneurship, customer service, and the restaurant industry. Ellis’s passion for building longterm client relationships and dedication to providing the highest-rated service in the community make him a valuable asset to anyone looking to buy or sell.

A Charleston-native, Ellis shares how he launched his real estate career nearly seven years ago. Prior to this shift, he worked in the food service industry. His audacious career trajectory led him from a Traveling General Manager with Taco Bell to eventually becoming a Vice President of Bojangles. Ellis also served as Chairman of the Board at the Culinary Institute of Charleston, while teaching culinary classes.

Eventually, inspired by his passion for healthy food, Ellis started Black Bean Co., a farm-to-table initiative providing local restaurants with fresh ingredients. He operated this business while managing five restaurants and farming 35 acres of land, from which he sourced his harvest.

Amidst his restaurant industry success, Ellis realized, “Customer service was my true passion.” His strong work ethic seamlessly translated over into the rigorous schedule of a budding real estate agent. Ellis shares how his career motivation includes “changing the way people view realtors.” He currently serves as a team leader at Carolina One, a high-energy, professional group dedicated to serving clients across the Greater Charleston Area. In addition to this, Ellis is the founder and partner of a transaction management company.

When asked what he likes about the field, Ellis says, “It’s all about creating the perfect process.” He approaches buying and selling with a client-first mentality, prioritizing

a clear-cut consultation strategy process.

Ellis’s transparent communication and unwavering patience, coupled with a natural affinity for customer service, allow him to continually deliver exemplary client experiences. He notes that his team’s strategy is to, “Create a vanilla process and then flavor it according to each individual client’s needs.” They go above and beyond traditional real estate offerings. Whether it is cross-country movers or the emergency HVAC guy, the team is attentive to client needs and strives to support every facet of home ownership.

Ellis notes how 70% of his personal business is repeat and referral clients, retaining 96% of his original clientele. His team has closed 65 units so far this year, and his transaction management team reported 1,350 transactions in 2021. Ellis says, “I truly enjoy the process and sharing/creating the 10+ experience for all involved.”

Charleston is Ellis’s primary real estate focus. A lifelong resident of the city, Ellis is keenly aware of the versatile offerings within the area. From white sandy beaches to a quaint historic downtown to thriving farmland, Charleston has a lot to offer its residents. Additionally, the city’s thriving foodie scene bodes well for Ellis’s culinary expertise, and he never shies away from offering a recommendation.

Outside of work, Ellis and his team regularly support Habitat for Humanity and serve the local military population. Ellis still enjoys farming and is currently a partner on an 18-acre plot of land. He can often be found fishing, spending time with friends, or trying out new restaurants around Charleston. His long-term professional goals include growing and learning as much as possible. He intends to steadily expand his team while continuing to double their annual volume.

For more information about Ellis Grossman, call 843-998-2515 or email ellis.grossman@carolinaoneplus.com Top Agent Magazine

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MICHAEL HALL Michael Hall was teaching at the college level when he received some grandfatherly advice suggesting he get his real estate license and begin to invest in real estate.

Since his grandfather was the smartest person he ever knew, Michael did not hesitate to make this career change. After 27 years, he still finds real estate to be the perfect fit, with each year better than the one before.

He also enjoys working with his team to synergize each other’s business.

While selling throughout Chicagoland, his primary area of expertise is the north side of Chicago, including Lincoln Park, Lakeview, Bucktown, Wicker Park, Ukrainian Village, Logan Square, Ravenswood, Lincoln Square, Uptown, Andersonville and Edgewater. 65% of his business is comprised of repeat clients and referrals, which he attributes in part to his start in small-town life. “I grew up in a very small town and learned to be straight forward with everyone I knew. My clients like that I give them a no-small-talk, honest assessment when seeking advice on what for many is the largest financial investment of their life. People don’t appreciate a flowery sales pitch. They just want the hard facts and complete honesty so they can make the best decisions they can.” He also makes sure to look for ways to go above and beyond what the job entails, whether walking someone’s dog after a showing or having their home professionally cleaned for them. He provides honesty and support beyond his client’s expectations.

He utilizes a sophisticated client management system that allows him to keep tabs on his customer base of around 2000 people. The database allows him to provide useful information based on client’s needs, neighborhood and property type, to those who would be the most interested.

He uses this client management system, as well as social media to stay in touch with clients and tries to reach out

throughout the year in more personal ways as well. The combination of technology and personal touch serves him and his clients well.

Great marketing starts with great photos taken by an amazing photographer.

Before each property photoshoot, he helps clients stage their home to show it to its best advantage and is always looking for ways to increase his client’s profits as well.

Using a five-to-ten-day pre-marketing period to build up the buzz around each property, by the time the home’s listing goes live there are already multiple people interested in viewing the property. Once the home’s listing launches, it goes to over 100 websites, to all forms of social media, to Michael’s private database and to thousands of fellow real estate brokers. All told, typically 4000 to 7000 people learn about the property even before it is fully launched in the Multiple Listing System. This is a big part of why his sales volume last year was just under $50 million.

Michael and his group are involved in the community as well with donations and their time. With every client review he makes a donation to the PAWS shelter for dogs and cats, or to HOW, Housing Opportunities for Women who find themselves homeless, or any other charity that is close to his client’s hearts. Through their organization, his team also works with Habitat for Humanity to help build homes for those who need them.

His plans for the future take into account that every year in real estate is different than the one before so he constantly adjusts his business plan. He makes sure that he and his team are successful with sales but also have free time to prioritize living their lives well. “The reason we are working is that we want to have a life. I want us all working to live, not living to work.”

To find out more about Michael Hall: Phone: 773-398-4359; Email: Michael.hall@bairdwarner.com; Website: michaelhallgroup.com www.

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How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contact’s attention. Let them know they are welcome and that you appreciate their interest.

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2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated.

Schedule emails to go to each client that celebrate their purchase anniversary or birthday.

Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

4.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

5.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention.

You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

6.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner.

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KARI HEIDL-TESKE These days, a home can sell as soon as it hits the market. Buyers in tight markets like Columbus, Ohio, are looking for an agent who will drop what she’s doing at any time to move a deal along. Enter Kari Heidl-Teske, a real go-getter. For Kari, the time to take your phone call is now. The right time to order a home inspection is now. “I feel like in real estate, people really would want that type of person on their side working for them,” she says, “because houses are gone the same day that they’re being listed today. So, I really think my drive for real estate and the love of the game really sets me apart from others.”

Kari’s entire adult life has led to her serving Columbus as a premier agent. At 21, she recalls, she would watch house flipping shows on cable and then call people who had listed homes to see if she could reach favorable deals on distressed properties like the pros on TV. Those strategies didn’t work until later – armed with market knowledge and a real estate license – she became one of the pros. Kari earned her real estate license then but let it lapse as she worked two jobs and raised a toddler. She kept her ties to real estate by rehabbing rentals until the kids were older and she could dedicate her full time to home sales. She and commercial builder husband Brian feel lucky to have met another as driven to success. Seven years after regaining her license, Kari now moves 30 homes a year as a solo agent.

Friends and family have fueled the organic growth of Kari’s real estate career, so she takes personal care with every customer. Nearly 85 percent of her business comes from within her sphere of influence. Repeat business is emerging as some of her first customers are starting to return to upgrade their homes. Keeping a tight-knit network makes staying in touch with past clients not only natural but also quite enjoyable. “A lot of

them are friends, family, friends of friends, so I’m constantly seeing them,” says the agent who grew up in nearby Westerville. “I love going to lunch with friends. So I’ll see them during happy hours.” Kari foregoes automated birthday reminders and such that other agents may send. “I’m not a huge person on sending out birthday cards and stuff like that. I just stay in touch with my clients in other ways, more personal, one-on-one.”

Kari does send out a monthly newsletter to her network. It fits within her marketing mix. She markets her listings on Facebook and other social media, including paid ads. In areas where she wants her brand more prominent, she also sends a mailer to residents in the neighborhood.

Outdoor life calls to Kari when she is not working.

Equipped with a map of trails around Columbus, she and Brian hike and bike throughout the region. The couple enjoys spending time with their four sons, including vacations, soccer and baseball games, and cookouts. Kari still finds time to volunteer for Meals on Wheels. A former stylist, she also volunteers half a day monthly to cut hair for senior citizens on a fixed income.

A bright horizon is manifesting for Kari. She recently has delved into commercial real estate, where she is spending time and effort training to get a foothold while continuing to relish the no-two-deals-are-the-same activity of residential sales. She has begun laying the groundwork for the kids, who already assist mom and dad with staging rehabbed properties, in case they decide to follow their parents into real estate. Meanwhile, Kari continues investing in rehabs and new construction rentals. “I can’t pass up a good deal,” she says. “I love networking, meeting new people, and I just love learning. So, I plan to continue doing all those things.”

To learn more about Kari Heidl, call 614.560.6353, email realtorkariheidl@gmail.com or visit www.kariheidl.com Top Agent Magazine

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ZACH HOLT Where many see vacant land, Zach Holt sees opportunity and a true niche in the real estate industry. A sales representative for a manufacturing firm for 12 years, Zach was looking to change careers with two key provisos. One was a salary that was commensurate with his experience, which is not a surprise. But the new career also had to connect him to his love of the outdoors. Now, working for Whitetail Properties in southern Indiana, Zach is one of the premier agents – if not the premier agent – for selling farms, country homes, and recreational acreage.

“The biggest thing is, I am not a regular REALTOR®. I’m mainly selling hunting properties. The company started 100 percent focused on providing high quality real estate services to hunters. Before Whitetail Properties came along these properties were being represented by the local residential real estate agents. They wouldn’t take the right pictures and when they walked the land they had no idea what a hunting buyer was looking for. My owner knew he could do a better job,” Zach said. “Because there were so few real estate agents in that space, we quickly became more than that. Now it’s vacation homes, lakefront, anything that’s rural and that’s really centered on appreciating nature. It always comes back to an appreciation for the outdoors.”

Zach works with very specific buyers. As he likes to put it, no one really has to have their own deer hunting property. It is the very definition of a true discretionary luxury purchase so individuals are usually high net worth. Buyers are heavily screened; but those working with Zach expect the same sort of screening in reverse. They expect him to know every single nuance of the property and the deer on the property. And he does.

“If it’s a hardcore hunter and I know he’s going to be very specific, I know I need to know what the deer are doing and how the deer are related to this property. Deer will have a home range of 50-80 acres. What guys are trying to do are to get a property to have all the elements that the

deer needs to survive on one property,” Zach said. “If you have everything they need to survive, you can start to have some control and hopefully keep them alive until age five or six.

They’re smart, they’re cagey. It’s hard to manipulate a property. You need a property set up with all the elements.”

In his first year as a REALTOR®, Zach said he had 13 transactions and made as little money as he made when he was 16 years old. Now he is the leading authority on acreage and land purchases in only his third year as a fulltime REALTOR®, covering a wide swath of 18 counties from the Illinois border to the west to the Ohio border to the east. Last year he had 78 closings and $17 million in volume.

“Around here, my biggest area of opportunity to draw a contrast between other land agents and myself,” said Zach, who uses traditional methods of marketing but also gets a two-minute listing on a national cable television channel as well as a quarterly magazine that caters to the top 250 landowners in 36 states. “The biggest thing is, I understand what I’m selling. It requires its own unique set of skills and knowledge.”

Zach has settled in nicely to his new career, evolving, he said, to the thrill and satisfaction of helping people – especially elderly owners of large lots and parcels of land who just can’t care for it anymore. He is committed to helping them transition into their next phase of life.

“Sometimes the house becomes too much, the yard too much, there’s always so much to do to maintain it. From the first meeting you can see their stress and anxiety. But to walk them through the entire process and watch the stress melt away and see that they got this, that has been the most rewarding aspect,” Zach said. “So, the future would be to build out a team and dominate the land business in southern Indiana. I want to be the recognizable choice for anyone looking to buy or sale hunting, farm, ranch, and timberland in Southern Indiana.”

Zach Holt can be reached via email at zach.holt@whitetailproperties.com or by phone at 812-887-2954. Read more at ZachSellsLand.com www.

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

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1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

3.Create a goal-oriented reward system Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward 52

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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HELEN HOWARD There was no way that Helen, a teacher of 3 years, had it in her mind that she would end up in real estate. A friend of hers was taking real estate classes and asked her to help out with some of the math aspects. When her friend suggested she take the classes herself, the answer was “Nope, it’s not for me.” It’s pretty clear if you’re reading this where it all ended up. She landed her license, but didn’t really kick into high gear until a few years ago.

After working the Piedmont Triad in North Carolina on a team for about three years then becoming a solo agent, Helen is starting to see about 15% of her business come back to her as satisfied repeat clients. Another 20% come to her as referrals of friends and families after people get a chance to deal with her real estate style, which is still largely acting as a teacher. Helen was looking at the job as a sales job and it didn’t quite work for her. Then a colleague pointed out you don’t have to sell anything at all. You just have to teach people about how to buy and sell properties. That’s when it all came together, allowing her to keep her passion for teaching to become her real estate style.

way, it isn’t lost in conversation and the client can always look to see just what’s happening. Her teacher approach isn’t the only thing that sets Helen apart from most other agents. There will be brownies for clients for Fourth of July, and pies in November. Other client contacts range from simple postcards to the more original Goats & Wine event for a fun time on one of the local farms.

Helen’s clients (or maybe they’re students) total around 25-30 transactions a year. It makes her heart happy to see her neighbor get a Just Listed postcard and have their best friend move in a few blocks away.

It shows that everything she’s doing works when she’s educating people on how to approach the largest transaction of their lives. She is there every step of the way to make sure everyone is comfortable, and loves when her clients get actively involved in taking her advice and working with her in market research. That caring nature extends to her charitable contributions, from animal rescues to feeding those in need. Next, Helen will be setting her eyes on the possibility of becoming a coach for her Keller Williams office, but only after taking her two-year-old daughter to Mexico for vacation.

There’s a lot in the region that draws people in, and Helen is more than happy to teach them further details.

While the colleges and universities bring clients looking for housing, she seals the deal with framed presentations at each showing and open house, showing local eateries, places of interest and events. It’s just her teaching nature showing through, having answers read before the questions are even asked. There will always be an open house, whether a property is listed for a day or a month.

Each client is guided on their real estate journey by her transaction Roadmap, with weekly email updates indicating exactly what’s going on and what’s next. This Top Agent Magazine

For more info, call (336)392-5869 and email helenhoward@kw.com 53 Copyright Top Agent Magazine

JAN LAMBERT Genuinely passionate about helping others, Jan Lambert has become a top agent in the greater Chattanooga area.

Licensed in Tennessee and Georgia, she is able to serve a wide variety of clients.

She entered this field over a decade ago after being inspired by selling two homes as ‘for sale by owner.’ Jan realized her passion for this industry, loving its daily variety and limitless growth opportunities. Once she earned her license, she got to work straight away, quickly becoming a prominent figure in the local real estate community. At this point in her career, the vast majority of her business consists of repeat clients and referrals, as she continually puts their needs first.

Understanding the importance of each transaction, Jan offers unparalleled guidance throughout, making sure her buyers and sellers are heard and all questions are answered.

“I’m very detail-oriented,” Jan explains. “So I actually give people more than enough information. I make sure they understand everything about a contract.”

When assisting her buyers, she takes the time to fully comprehend what they are looking for, and proceeds to develop a plan to get them towards their goals. Jan shows them properties that match their must-have list, and once they decide to submit an offer, she ensures it’s competitive while still obtaining the best deal possible. Jan’s sellers receive the highest offers in the shortest amount of time, as she implements strategic marketing techniques to capture potential buyers’ attention. “I have a program set so when I have a listing, it’s sent out to my list of 5,000+ contacts,” she explains. All of Jan’s properties are also posted on the top real estate websites, like Zillow and Realtor.com.

Having recently been named as one of the top 300

agents in the MLS out of over 2,700, it’s clear she’s on the right track.

After working together, clients spread the word about Jan’s work. One recent buyer said, “Jan is an amazing agent! Heaven forbid I go through this process anytime soon but she is the first and only agent I would call! Responds quickly and is always on the lookout for her client. It’s not hard to find a house for sale in the day and age of apps like Zillow. It’s all of the hoops that you have to jump through to get to closing that is so difficult and she led us through every hoop with ease. Five stars aren’t enough!” A seller wrote, “Working with Jan is like working with an old friend - she is warm, personable and yet so professional and thorough in her work. She is detail-oriented, and communicates every step of the way. Helps that she is an avid texter and emailer! As a working person, this has kept me informed without taking much of my time.”

Firmly rooted in her community, Jan loves to stay involved. She volunteers for Friends of the Festival including Riverbend and The Four Bridges Art’s Festival, serves on the Georgia REALTORS®, 2022 Georgia Forms Committee and the Tennessee REALTORS® Professional Standards/Grievance Committee. She is also a Tennessee Notary Public. Jan is on the Women’s Council of REALTOR® and has been appointed to serve on the Nominations Committee. During her free time, she loves to go to the beach, sail, travel, swim, and loves to hangout with friends and her grandsons.

Retirement is not on Jan’s horizon any time soon, as she can’t picture herself leaving her dream career.

“I will never retire, I like this too much! It is such a rewarding field to be a part of.”

For more information about Jan Lambert, please call 423-544-4005 or email realtorjanlambert@gmail.com 54

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

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

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

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

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

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

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

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

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

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

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

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ERIN LONG By perfecting a tried-and-true blend of interpersonal networking and extensive industry knowledge, Erin Long of Mooresvile, Indiana, has built an enterprise that is currently in its eleventh (and by far most successful) year in the real estate industry. “I’ve always tried to focus on quality over quantity. I’ve been doing this for eleven years as a single mother, and I’m finally reaping the past decade of doing all of the little, important things – people don’t care what you know until they know that you care, you know? There’s no other way to explain it.”

This client centered approach has helped her establish a business that is over ninety-five percent repeat and referral clients, and her success working with Keller Williams Indy Metro South has recently manifested in a new management position in Monrovia.

Originally, Erin began as an insurance adjuster, but her desire to help people pulled her to real estate: “I’m a people person. I love being around others, so I kind of took a leap of faith, quit my full time job, got my license, and took off with it.” Her passion was ignited the first time she helped someone buy their first home, and she has found that the frequent opportunities for joy, both with her clients and her extended community, have sustained her career more than anything. “I just love helping people – especially first time home buyers – and being involved in the community. I’m very involved with the Mooresville Little League, especially with my son about to enter his freshman year in high school, and hopefully play football! He’s also in the Junior National Honors Society, so we do a lot of food drives and community events.” Erin is grateful that her career change has given her the opportunity to meet, and help, her clients and neighbors.

The upcoming transition to Monrovia will give Erin the opportunity to extend that helping hand to new, up-and-coming agents. “I took that management position because I like mentoring. We do a lot of training Top Agent Magazine

programs – teaching them how to do cold calls, or running seminars – it’s taken me a long time to learn what I know, and I’m eager to share it and watch other people grow. And teaching makes you better at what you do! You never stop learning in this job – that’s one of the things I love most.” She currently works with one additional agent, Hannah, who she brought onto her team in January, and she is scheduled to add another member as soon as they finish their licensing program. Erin’s ultimate goal is to train a team of five to ten agents who can benefit from her extensive knowledge, professional network, and marketing expertise.

When she’s not busying herself learning or managing within her industry, Erin goes to great lengths to keep in touch with her past clients – work that is as enjoyable as it is beneficial: “Most of my past clients I’m actually friends with. I go to so many birthday parties, anniversary parties, and housewarming parties. I’m very involved in their lives.” If she’s not growing her business network, then you’ll likely find her growing elsewhere: “gardening, hiking, traveling, walking the dog … anything to get outside!”

Contact Erin at 317-750-4181, visit her website elong.kw.com, or email erinlong@kw.com http://

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ANTHONY MCCRAY Top Agent Anthony McCray has always been interested in real estate. After working in the bail bond business in Las Vegas from 2012 to 2015, he tried real estate in 2016, and in his first year, he closed 12 deals. From then on, he knew this niche for him. As a solo agent with Century21 Americana, he works extremely hard but loves being able to do it all himself. Familiar with all areas of Las Vegas and Henderson, Nevada; Anthony refers to himself as “Mr. Las Vegas”. The Red Rock Canyon area is located just a few miles west of Las Vegas and has become a prime area for buyers and investors. The biggest draw is home ownership because people have realized the importance and value of home ownership over any other investment class.

As a Veteran, Anthony understands the challenges that come with relocating. He specializes in helping military families transition smoothly into their new homes.

Repeat buyer and client referrals have always been a big part of Anthony’s business. They account for approximately 40% of his total business. That’s why he always makes sure to stay in touch with his clients, even after the deal is done. He likes to touch base with them on their birthdays and anniversaries, just to let them know he’s thinking of them. When it comes to marketing, cold calling has always worked best for Anthony. He focuses more on home buyers rather than sellers, and he loves getting on the phone and pre-qualifying interested clients. Last year, he closed on 34 transactions with a total sales volume of $15M. Anthony loves nothing more than interacting with people. “I’m a people person,” he says. “I’m naturally gifted that way as far as talking to people and making them feel comfortable.” Having come a long way himself, Anthony is always looking for an opportunity to give back. He regularly donates used clothing to the homeless. “Giving back is very important,” he says. “Here in Las Vegas, we have a lot of homeless. At least once a week I’m giving out clothes.” It’s this kind of caring 58

attitude that makes Anthony such a beloved member of the real estate community.

Every day, Anthony gets up early and goes to work with a purpose. He knows that by putting in the hard work now, he can provide a better future for himself and his family. It’s this dedication that has made him successful in real estate, and it’s something he looks for in potential agents to join his team. He wants people who are driven and ready to work hard because that’s the kind of person he is. He is always thinking about ways to improve his business, even when he’s supposed to be relaxing on vacation. Speaking of vacations, Anthony is long overdue and plans on spending a few days in Florida to attend his son’s wedding in August.

If you’re thinking about getting into real estate, you might be wondering what it takes to be successful.

According to Anthony, the most important thing for new agents is to listen to their brokers and get on the phones.

“You have to be able to convert and set appointments over the phone,” he says. Of course, it’s not just about making calls – you also need to be able to close deals. If you’re willing to put in the hard work, there’s no reason why you can’t be successful in real estate. Listen to your broker, make those calls, and find that listing!

To learn more about Anthony McCray please call (702) 355-9266 or email amccray17@outlook.com Top Agent Magazine

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

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

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

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

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

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

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

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

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

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

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

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ASHLEY MOORE Ashley Moore is an ambitious real estate agent serving the Greater Columbus area.

With only a year and a half in the industry, Ashley has already reported over five million in annual volume and is on track to double her sales in her second year.

Her unprecedented referral rates are a testament to her sound knowledge of the local community and genuine care for each client.

Ashley shares how she first become interested in real estate through her contacts in the home renovation sphere. She says that she always enjoyed researching homes and was immediately drawn to the idea of becoming an agent. Today, Ashley is entering her second year, and as a solo real estate agent; she earned her licensure in 2019 and has been working with clients across central Ohio ever since.

Ashley notes how she predominately serves the Central Ohio area. Her expertise spans where she was born and raised. At just a year and a half in the industry, Ashley already reports up to 65% of her clientele as repeat and referral business. When asked what keeps people coming back, she says, “I put my whole effort into it.”

She practices a strong work ethic and strives to establish true rapport within the community. Ashley shares how her primary goal is to keep her clients happy, “I do it with a smile.” Her lighthearted disposition creates a comfortable dynamic between her and her clients and smooths the often arduous process of buying and selling. Ashley shares that she stays in close contact with all of her clients and that they never hesitate to reach out with anything they need.

Current properties can be found on Ashley’s personal Facebook page, as well as under her Re/max Revealty profile. In 2021, she reported over five million in sales volume and is expected to double this average within the year. Ashley shares, “I love knowing my clients are excited and happy.” She continues, “I enjoy creating something new for them.” Her positive outlook Top Agent Magazine

precedes her, as her self-proclaimed goal is to, “Bring happiness every day to at least one person.”

Having grown up in central Ohio, Ashley is a pillar in her community. She is heavily involved in local events and political affairs. She is active on the activities council, seeking to revive the area’s recreational offerings for families and children. Ashley is involved in a committee that is pursuing a grant for the county to create more walking trails. Her committee keeps Buckeye Lake, a Tri-county hotspot, clean and maintained. She says, “There is always some kind of fun event happening at the lake.” Her extensive community influence includes volunteering at fundraisers and donating to local causes.

Outside of work, Ashley is regularly involved in her children’s events. She shares how they participate in numerous outdoor activities together, “We stay pretty busy with camping, kayaking, and riding bikes.” Her future plans include opening her own office space to build visibility within her community. She shares how she hopes to be even more accessible to her clients and looks forward to people stopping by her office space, or giving her a call.

Contact Ashley at 614-270-2343. email ashmoorerealtor@gmail.com or ashley.moore1@remax.net

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ROXANNE O'KEEFE Roxanne O’Keefe, of Kelowna, British Columbia, has enjoyed tremendous success in the real estate industry since joining Vantage West Realty. “They just had so much to offer newer agents: lead generation, and training, and everything I needed to succeed. I like to learn first and observe – I’m not a ‘fake it til you make it’ kind of person. It was perfect for me and my personality, and now I’m one of the top agents at the office.” Roxanne’s authenticity is paired with a flexible, humanistic approach that hand-tailors memorable experiences for every client.

Today, celebrating her fifth year as a licensed REALTOR®, Roxanne boasts a business that relies on client education and flexibility to ensure everyone walks away from the closing table satisfied. “I look out for the client’s best interests, and consult them on what’s right for them – real estate is not ‘one-size-fits-all,’ and it really depends on what they’re trying to accomplish. I make sure I sit down with them, understand their goals, and collaborate every step of the way. When my clients learn from me, they see me as a consultant, and not a salesperson.” While constant education and communication can be time consuming and energy intensive, Roxanne attributes her foundation of repeat and referral customers to this precise practice.

Roxanne is grateful that Vantage West Realty offers a wide array of services that aid her in this flexible approach, and she celebrates her brokerage’s ability to accommodate everyone in the Okanagan. They are currently offering a Buy Before You Sell program, which helps clients approach their new homes as a cash buyer; a Fix Your Home program, helping sellers make renovations to their houses to maximize profits; an Instant Offer program, to help buyers make a

move on an opportunity where they need the cash quickly; the Sell & Stay offer, which allows clients to remain as a tenant so they can access their equity without having to leave the home they love; the Guaranteed Sale, where Vantage West offers to purchase the home if a specific price or deadline is not met; and lastly, the Day-By-Day Listing, which leverages Vantage West’s award-winning marketing plan exposing listings to hundreds of potential buyers, and offers an easy exit guarantee. Most importantly, Vantage West Realty dedicates advertising resources ahead of MLS listings with their “Coming Soon” campaign to generate interest and traffic before the house is even listed.

In addition to flexible client options, Vantage West also supports Roxanne by cultivating an attitude of collectivism. “I’m a solo agent, but we have a team atmosphere – it’s not the typical team you would classify in real estate, it’s more for training and support.” Now that she has cemented herself in the industry, Roxanne has recently hired a new agent to train and mentor. “He has been with me the past couple of months, and he is going to be a huge success!”

Roxanne is looking forward to growing her enterprise, particularly because she and her husband recently decided to start their own family together! “I’m excited to have a teammate. It will help me to provide that awesome service to my clients, and having the additional support will definitely help me stay consistent while I’m dedicating time to my family.” This spirit of teamwork fills Roxanne with optimism, and she looks forward to the endless opportunities to become more fully entrenched in the business and community that she loves.

To learn more about Roxanne O’Keefe, visit vantagewestrealty.com, email roxanne@vantagewestrealty.com, or call 250-717-3133 (Office) 250-863-8839 (Cell) 62

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

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

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 63

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

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

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

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

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 64

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

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

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

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

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HANNAH POE Real estate has been part of Hannah Poe’s life since she was a child. She grew up watching her brother’s father work as a broker, and saw everything that went into it. “I knew it could be stressful, so at first I stayed away from it as a career path,” Hannah explains.

“But then I decided to take the leap, and I’ve enjoyed every minute of it.” Her career has truly taken off.

Serving the greater Corpus Christi area, she develops lasting relationships with those she serves and always puts their needs first. By staying honest throughout the transaction, she earns their trust and makes the process enjoyable for all involved.

“I am upfront at all times,” she explains. “I don’t try to hide fees or list homes for the wrong price. I stick to what I know and stay down to Earth. Being personable and honest is what will get you through the business side.” Hannah wants everyone to feel comfortable and confident in approaching her. She’s always happy to answer questions, and loves providing guidance at every step. For her buyers, she gets to know what they are looking for and sets a plan to achieve their goals.

Hannah doesn’t pressure them to make a decision, only providing them with sound advice and information so they can come to a conclusion on their own. Sellers who work with Hannah receive the same patience, as well as exceptional marketing to spread the word far and wide about their listings. With a strong network of potential buyers, Hannah is able to obtain the highest offers in the shortest amount of time.

Committed to helping her clients through every obstacle, she has developed a reputation for excellent customer service. One recent seller said, “I highly highly recommend Hannah Poe as your agent! Not only is she hilarious, but she is also absolutely amazing at what she does and sold our house so very quickly! And was there for us every single step of the way. Selling our very first home was a breeze with Hannah as our agent! Let me Top Agent Magazine

also mention how thoughtful she is with giving us an outstanding housewarming gift for our newly built home! Wish we could give her more than 5 stars!”

When Hannah isn’t working, she’s giving back to the community. She was recently nominated for the Hometown Hero of the Year Award for Portland. Hannah also played a role in turning the Old Town district into an entertainment area to attract new businesses. “I was part of a committee to push back against unwanted taxes within the county for an unplanned Hospital District, and I support our local animal shelters,” she explains. Every month, she makes it a goal to pay it forward in some way, whether it’s donating to a food bank or providing a meal to first responders. During her free time, she’s doing genetic research as a professional genealogist, helping people find family members.

The future looks bright for Hannah, as she has many plans in the works. She will become certified for land and ranch sales and earn more designations that will help her better serve her clients. “I love connecting with people and hearing their stories. It’s so much fun.”

For more about Hannah Poe, please call 936-537-0594 or email hpoerealtor@gmail.com 65 Copyright Top Agent Magazine

5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 66

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

Top Agent Magazine

Top Agent Magazine

AARON WILSON In work and life, Aaron Wilson approaches everyone with a high level of kindness and respect. “I consider myself a city guy with a country heart,” he explains. “I always try to spread light and love.” Aaron’s warm personality is apparent from the first moment he speaks. Eager to help people and build lasting relationships, he makes it his goal to bring joy to others. It was only natural for him to enter the real estate business and become an agent. Growing up near the Kentucky/Tennessee border, he made the move to Charleston, South Carolina and quickly earned his license. He joined Matt O’Neill Real Estate, falling in love with the industry and his new city. “It has been a real blessing. I couldn’t be more grateful,” he says. The brokerage is one of the top producing offices in Charleston, and was recently voted the number one luxury brokerage by Wall Street Journal.

Consisting of 50-60 full-time agents, as well as support staff, Aaron is surrounded by like-minded individuals who only want what’s best for their clients.

“I eat, sleep and breathe real estate,” Aaron says. “I love what I do.” His high level of commitment produces astounding results for his buyers and sellers, as he is truly dedicated to getting them what they want. Throughout the transaction, he’s attentive, empathetic, and detail-oriented, tending to every aspect of the process. Aaron gets to know his clients on a deep level, understanding their lifestyle and background so he can produce a stress-free journey. Communication is the cornerstone of his business. He provides updates at each step and prepares his buyers and sellers for what comes next. Those who work with Aaron never feel confused about their decisions, as he provides them with all the knowledge and tools they need to make educated choices. “I am just constantly trying to be the absolute best person I can be for each one of my clients,” he says. “I am always available, and communicate clearly and honestly.”

Word spreads fast about his work, with clients leaving five-star reviews about their time together. One recently Top Agent Magazine

said, “Aaron is a great REALTOR® and person! He helped us get a brand new home that is in a great neighborhood and was under market value! He is very responsive and made our visit to Charleston a huge success. The home buying process with him was easy and we really appreciated how Aaron went to bat for us with the sellers. We highly recommend Aaron as an agent for anyone, but especially for out of state buyers like ourselves. He is a great host to the city of Charleston and gave fantastic suggestions. Wish him continued success.”

Giving back to the community is important to Aaron. He is involved with the Make a Wish Foundation through his mentor/boss, Matt O’Neill, who sits on the board of the organization. When he has free time, he’s going to the gym, relaxing on the beach or exploring new restaurants around town.

As time goes on, Aaron hopes to continue growing and providing the same exceptional service to everyone he encounters. “The fact that I get to wake up every day and do what I love doing is so amazing. It truly does not feel like work.”

For more information about Aaron Wilson, please call 843-324-6976 or email awilson@mattoneillteam.com 67 Copyright Top Agent Magazine

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