NATIONWIDE & INTERNATIONAL 8-9-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

HOW SOFT MONEY LOANS ARE THE FUTURE OF LENDING

EVERY PLAYER IS VALUABLE:

HOW TO BOOST YOUR TEAM’S MORALE

SUCCESS–

THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

COVER STORY

RANDY DYCK

JEWEL ADDISON TAMARA BAKIR BRENDA BEERTHUIS KASSIDY BENSON SASCHA CHATMAN YOUSEFF CHMAIT COREY CLARK WENDY DYES HALEY EPPS RACHEL FOY SAMANTHA GRIMES LIZ HOLLIDAY MATT KAMMEIER MELISSA KAUFMAN MICHAEL KAUFMAN JERRY KAYSER JESSICA KORTBEIN LOGAN KRAUSE CYNDI MERRITT DEBBIE MONTGOMERY JANET MOORE WIL OLGUIN YVETTE PEREZ JOHN SALIDAS RON SALTER BOBBIE SCHMITT AILEEN STAPLETON LUCY TUCKER LUKAS VANAGAITIS DANNY WEAVER TRACY WENGER KRISTY & DAVE WENDT

NATIONWIDE & INTERNATIONAL EDITION

LUCY TUCKERTRACY WENGER DEBBIE MONTGOMERY “I believe that there is a solution to every

in classrooms and eventually running for

What could be better than having a Realtor When it comes to her listings, Tracy is a e Montgomery began her real Community involvement is important problem and4in win-win situations,” says for six years 12 Try school board. She served with 30 years at your side? master at knowing where 8 of experience 16 there 21 to find her buyers. 29 career when her Lucy oldestTucker, child a top REALTOR® with to Debbie, and she likesand to give back. acted as the chairperson“We for market two. Sheon social media and use all someone who brings the collective wisdom etting ready to go Keller to college.

“I Realty in Maine. “My dad She has been active currently with theserves St. on the executive board of Williams. of four generations to the table. Tracy of the resources you’d expect. But we ought and sold twowas other homesand I’m a life-long Vincent de Paul homeless shelter, and a teacher, learner.

Maine Behavioral Healthcare.also Lucy also our has listings as needed. We had Wenger got her license in 1991, following boost “At the end of the day, this is a “It’s not so much about lead generation as it is about lead ® I enjoy my footsteps clients. I ofwas the Junior o deciding to go into real being estate,a resource for for history a time,of working with their grandfather, in-house Realtor in the her great her a long a property with a Mediterranean style that people and all people had exposure,” Matt says.

“The better relationship that I can being their first choice.

Theybusiness, call me helping League, an organization of women which previously e experience wasn’tlike wonderful,” grandfather, and her mother.people She haswho many didn’t appeal to people locally, but we sold when they need a about contractor, atrust. seeks to invest time, money, and the resources careother is They want to create with somebody, better our trust is. They know e recalls. “I always thought, it a roofer, been homeless find housing.

When she relatives in the industry as well. “We it by marketing it internationally.” painter, a gardener. I love to deepen that into local communities. Through the Junior t have to be like this.

I knew it isa not working or giving back, Debbie joke that you need real estate license to be know that going to work me.

They know how hard I work.

It’s more about creating ® you’re relationship. I am their REALTOR for League of Portland, she helped establish many TRACY WENGER RANDY DYCK CLARK LUCY TUCKER DEBBIE MONTGOMERY loves spending time with her family, be better andMATT be a more pleasant KAMMEIER in this family,” Tracy laughs.

She stays in touch with all real of COREY herestate clients, life, and we always have that conversation facilities, andtransitioning organizations into your tail off to get them into the foundations, a relationship then their needs. through ence.” especially her new granddaughter. which support children and teens when we get started.” in hersocial area. media or through personal

MATT KAMMEIER

COREY CLARK

bestShehouse the bestof price and are you“Like treating clients earned aatBachelor’s Fine Arts from You have to ask yourself: notes and cards. you’dyour do with any like RANDY Additionally, Lucy donates time, money, and

41 35 53 59 47 wants theindustry whileUniversity serving atoreal person?

Or are you treating them like a sale get Commonwealth in skills Richmond, friend, which isBoy what we become.

My past clients sendto 65 DYCK Lucyout, first she got says, startedfor in Virginia the indeal Debbie Debbie was starting “The In best the future, says she tocontinue various food pantries, the Scouts,

planning a different kind level,” of path, but decided get her their of children mePortland when they are ready to purchase a after spending time doing sales andhighest Portland Museum Art, andtothe I worked with at2007 the time said, ‘Debbie, her clients the same greattheto service and them atbringing the says new business?” as something to fall back always on. That was all ittotook. home Lucy themselves.

There’s for insurance as license well as working Symphony Orchestra. says, “We’re all a saying that goes, ‘“People kind of salary are marketing you looking to make?’ keep improving.

“I’m trying better Matt Kammeier, a topwith agent with in banking management.

After amyself,” few years atI home in this together.

It takes a village. is sowhat important be until they know that you “I realized thatshe enjoyed people don’t Itcare you to know, says. “Ihelping would like toreach do atheir better n’s tuition was going to be $30,000 a year, Keller Williams inmake Missouri.

“Iyour community.”

Outside ofcare.’ realMy estate, Matt is deeply involved in his comthe youngest of her three sons, Lucy decided their to a a part of goals and improve lives.” friends know I care.” ld him that. He chuckled and said, ‘I think job at communicating and following up with past change. “I love people and connecting with them and have built my business on ifhard munity.

He works with Keller Williams in various initiatives n make that happen,’” clients, reaching out to see there’s anything I can gettingDebbie to knowremembers. their stories, I love problem Looking to the future, Lucy isThat excitedcaring to growextends her business These days she’s asolving, Realtorand for AveryHess, serving clients to her broader community. open communication.

Aside from my marketincluding blood drives, park are clean-ups, painting buildings, do for them.” on made itwork all theand way through school, and I love houses,” Lucy says. “My husbandCounty, thought IVirginia. should She’s to better support her local area.

Shedone and her husband in Loudoun a NVAR Lifetime She’s a drive every year for the Congregational RON SALTER BOBBIE SCHMITT LUKAS VANAGAITIS WIL OLGUIN MERRITT ll here.” The isconsider history, andestate.

Debbie just JERRY KAYSER real ICYNDI did, and, I have to say, I’ve never in the early stages of establishing a foundation to support ingrest plan and advertising techniques, there’s really nothing and other community projects.

He is also an active member Top Producer, closing between 25 and 30 transactions Community Action Project. While working at RE/MAX back. It’s been a great fit Above for me.” all, Debbie loves young peoplepeople. between “My the ages of fourteen and twentyher 18thspecial year in looked real estate.

Throughout helping a year for a sales volume of anywhere between 7 and she donated a percentage of her sales every year to the about what I do.

I focus on building trust and relaof tohis local church and often gives his time and money to CYNDI MERRITT eight. hope assist youth to develop and discover favorite part Her of real estate isThey thatreferral every day is ars, she has excelled in helping her clients CONTENTS 10 million dollars. repeat client and rate Children’s Miracle Network.

She was a Brownie Troop tionships.

I work as hard as I can communicating as much those in need of a helping hand.

Based out of Portland, the majority of Lucy’s business their purpose through engagement and enlightenment. e their real estate goals. she says.

“I get atobitmeet people is 90 different,” percent.

Tracy more thenew teacher forthrough severalfor years, and sponsored Little League for lies inand southern Maine.every However, she isperson happyhasto go athan “We wantoftheir inner light leader to shine all the as6) possible treating single like friend. on a daily basis.

I love the different personalities in her, which is surely one of the reasons clients keep 10. She alsothis, volunteered at Loudoun Therapeutic HOW SOFT MONEY LOANS 44) SUCCESS–THESE 7 87) BLOG TOPICSRiding FOR wherever her clients want to be within the state. She is world to see,” she says.HABITS To help achieve each EASY of her and getting to know people.

I really love what I Keller Williams Advantage Real Estate, People trust people who are organic and real.

They don’t Matt doesn’t stop at the local level, however.

He coming back.

“I don’t see myself as a salesperson,” she for several years. one half of The Odd Couple with her business partner, sons has earned a real estate license within the past year.

ARE THE FUTURE OF LENDING ARE THE REAL SECRET TO YOUR REAL ESTATE BLOGsponsors do, split and I athink that shows when I gettopeople in front e serves the Dayton market, far the south explains.

“I’mresources consultant, there to educate onofinaaboard Goodrich, two agents while Lucy hopes bring them and make and them has a partparticipated in mission trips want toTami feel sold.”as and a child Guatemala SUCCESS STEPS TO HOW TObuilt ANSWER the lists. process so explains, they can make good decisions: Going forward,91) Tracy’s already a businessTHE she’s cinnati and 10) as far5maintaining north as Tipp City.

Her customer.

My best practice That is theirACHIEVE own client Lucy “We of is thegood teamservice. in thefinding coming months. to Brazil.

He is looking forward to planning another trip in aAS property that’s the right fit they’re a buyer, getting proud of. “I may never retire! ButQUESTION: if and when I do, I’ll ourselves The Odd Couple because we the same always myhave goal.” ss is 100% referral-based, an impressive feat LONGcallTERM SUCCESS 50) 1 ifBILLION-PLUS REASONS INEVITABLE WHY first gotandstarted in very the business when he the near future. thedifferent best market rate if they’re a seller.” probably sell it. Or turn it over to another generation.” morals values but personalities.

We managed eaks to theMatt trust and confidence she inspires.

A REAL ESTATE AGENT WHY YOU SHOULD BE ACTIVE SHOULD I CHOOSE YOU? together to brainstorm, improve process, his aunt’s rental properties thetheLake of and the Ozarks. lients appreciate thatwork I provide good, constant near ON FACEBOOK Forour about Debbie create a great real estate experience for clients.”

TracyTHE amore real fascination for the Montgomery another 14) STARTING A TEAM SOCIAL MEDIAgrowing unication,”“IDebbie explains.

“I keep them wasIStwenty-one years old brings andand figuring outMontgomery what industry, I Looking to the future,95) MattMAKE is excited to continue The Debbie Team, consequence of her heritage.

“I manage an office, and RIGHT SOLUTION FOR YOUR 56) 5 TIPS TO MAKE NEW HIRES MARKETING YOUR d, whetherwanted it’s faceBoth to orwith through toface do myphone life,” hea whole explains. a few his from business to better help his community as aCALLING trusted source Lucy and Tami’s clients appreciate their focus tocontracts I have box ofWithin old and listings please call 937-307-1362, ’m also an aggressive but kind negotiator.”

BUSINESS? A LONG-LASTING SUCCESS CARD detail and dedication to adding value. Lucy constructs her

JERRY KAYSER

RON SALTER

the 40s 50s that I bring in to show my agents. months, Matt realized that heand was onto something. for realIt estate. “I’m getting to the point where I slowly need email debbiemontgomery@kw.com, business entirely around repeat referral and developed. I understand showsand you how clients, this area 18) RECONSIDER REFERRAL62) BUSINESS GROWTH HACK:a few new 99)additions EVERY PLAYER IS my team,” He soon transitioned to working as a transaction coordinator to start adding and growing thedebbiemontgomeryteam.com she has paid for a lead. “It’sorallvisit about the service it comes to marketing hernever listings, Debbie the FOR qualities of specific kinds of properties—horse ONLY WHEN PLANNING THE ABSORB YOUR CLIENTS’ STRESS! VALUABLE: HOW TO BOOST and attention they get when we’re working together,” a varied with approach to ensure maximum a local team in orderproperties, to learnor the fundamentals of or he says. houses intended for flipping rent.

My “My goal is to help and serve more people. Being a Lucy says.promotion on all FUTURE YOUR TEAM’S MORALE ure. This includes extensive the industry. He earned his license in 2015 and says, “ITHROW oneinmore man show,Lucy I can only be stretched so thin. I’m ready to 68) HOW A CLIENT Dad was a builder, and growing upTO I was my Toeither learn about Tucker, media, as well as on her own website and real estate office or on the job siteEVENT with him. call 207-239-1336, email lucytucker@kw.com, 27)had 3Outside MENTAL TRICKS THAT WILL APPRECIATION NO ONE have a lotofofwork, people inaMom’s my that have mentored me incorporate someone who my dedication to my cliLucy is true life community builder.

She 103)shares 4 WAYS MENTORING er websites on which she advertises through Sosons’ I understand the construction process which yoursouthernmainemove.com or visittoo, was deeply involved in her schools, volunteering TAKE YOUR BUSINESS TO THE WILL FORGET my success to. The ents, my business, and community.”

Contact Tracy at 703-615-2334 UP-AND-COMING EMPLOYEES Williams.at a young age and who I iscontribute beneficial to investors looking to flip. All of this is NEXT LEVEL or email Tracy@TracyWenger.com trajectory has been phenomenal.

The rest is76) history.” second nature for me.”

MAKES YOU A BETTER AGENT 5 SOCIAL MEDIA MISTAKES Copyright Top Agent Magazine Copyright Top Agent Magazine 32) WELCOME HOME: REAL ESTATE AGENTS MUST 107) UNCOMMON CONTACT: Now, workingWITH solo, RELOCATORS Matt operates IN out ofAVOID St. Louis. He WORKING Copyright Top Agent Magazine CONNECTING WITH CLIENTELE specializes in rural areas, helping his buyers79) take5advantage TRANSITION SURE-FIRE WAYS TO THROUGH SOCIAL MEDIA of38) government USDASMART loans. While Matt loves city REFERRALS of EMBRACING HOMES: GET the MORE 111) WHY DELEGATING IS St.DOES Louis,NEW his heart truly lies in his hometown of St. Charles TECHNOLOGY REALLY 83) 6 THINGS ALL SUCCESSFUL THE KEY TO LONG-LASTING County and the Lincoln/Warren He grew up INCREASE HOME VALUE? County area.

NEGOTIATORS DO SUCCESS in these areas and knows them well which helps him to understand the market. “That’s my sweet spot,” he says.

BOBBIE SCHMITTLUK VANA

http://

www.

Phone 310-734-1440 | Fax 310-734-1440

Matt has built his business entirely on repeat and referral mag@topagentmagazine.com | www.topagentmagazine.com business. He says that it’s rare he works with someone he No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by doesn’t know or know of. Considering he closed on forFeature Publications GA, Inc. Although precautions are taken to ensure the accuracyTo of learn published materials, Top Agent Magazine cannot be held more about Matt Kammeier, ty-one units as expressed a solo agent andsupplied is on track outdoTo subscribe or change responsible in for2020 opinions or facts by its to authors. address, send inquiry to mag@topagentmagazine.com. call his office at 636-229-8704, his cell phone at thatPublished numberin in the2021, U.S. that’s no small feat. Matt credits his 636-751-0630, email mkammeier@kw.com, clients’ loyalty with his work ethic and genuine wish to or visit kammeierrealtygroup.com build a relationship.

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Copyright Top Agent Magazine

AILEEN STAPLETON

DANNY JEWEL ADDISON RACHEL FOYWEAVER

Addison believes in providing She runs quarterly clothing drives To market “I really like helping people,”Jewel says Rachel and every client with a first-class experience leverages s 74 78 72 81 Foy, describing her favorite part of working raisers to support the homeless, and a po by listening to their needs and being open forms, ensu as the top broker at Hillman Homes in of each of her sales is donated to va with her guidance. “Finding a local charities. by paying to Massachusetts. “We all start and and honest end our Realtor is an incredibly important process,” across maj day at home, and I like being the person Jewel says, “it really is about fit and who knowledge who helps my clients find their safe place. I If she isn’t in her office, you can find R will best serve your needs and the needs of strategy is really enjoy the relationship aspect—getting hitting the ski slopes in the winter or o your family. I am very open about what I year, Jewe to know people, their lives, theiroffer stories, andevery client relationship can way to the ocean in the summer. so that sales,She and ea JEWEL ADDISON AILEENgetting STAPLETON SAMANTHA GRIMES DANNY WEAVER RACHEL FOY to help them through their transaction staying active and getting outside to successful.”

Passionate and dedicated, an even enjo big SASCHA CHATMAN TAMARA BAKIR KASSIDYbeBENSON successfully.” that New England has to offer.

An avid Jewel loves her work, which is full of Rachel see asdepending much ofJewe the high he doe Living Room Estate, remodeled of houses, both my wants forms the After core Real of my marketing.

I Youseff ury-property working as aWhen hospital administrator hit $20-25M into2020 onw variety. love agraduated newa number challenge and When ve always done my wholeWhen lifeshesitestarted tries to build“IChmait small communities ofeler, past, 89 82 Rachel always knew that real can.

“When I can stamp my 85 86 90 showcase listings my three market areas,she Bakir. An Kassidy Benson wanted to in emphasize how school, heliked decided to pursue asays. career with own and investment properties, and sogo. learning new Jewel “No day as she she ispassp com for many years, Sascha Chatman gotthings,” things Along with his team ofm around homes,” says Brenda present, and clients.

She holds She her firstestate twenty-three, leastHe once each year,can that’s great me!”community. she says. which drawsestate. me many leads. publish tate industry, athome this jobathis ispotential ever the space we inhabit impacts our quality canthe helpsame.” buyers imagine what a space burned outbought onI also thein health care industry, Sascha hopes to for continue increasin real at mother’s behest. amazin and she had a less-than-ideal first-time homebuyer two newsletters a month.

The first is called here she was top agent with RE/MAX client events throughout the Greater Fairbanks Bo of life. “It’s not a coincidence that people become and pricefor out18 the cost tolevel achieve and wanted to findworked an avenue to better management of production as he moves in appreciation property and forw mo LosSettled Angeles Luxury Living, where I focus her landlord, joyfully in scenic andAfter vibrant North Carolina, by It’s theexperience, transaction itself.

The experience. years inthem. the corporate world Looking to the future, excited to contin With sixteen years ofalso Jewel specializes with ismany charitable ca who love their home also love inviting that.about Ithe know which contractors help people andspending enrich hison community.

Henever and hetois Rachel confident that his marketing chigan.

“I love getting to see the year, including springtime flower months a matters receptionist six, r Aileen Stapleton, has beenevery helpingmonth, her for over bond as is what to me, and the I develop a different part of LA talking and join his and completing herclients MBA in entrepreneurship, totrust provide her level clients with an individualized experi inand Residential real Rachel estate in for Fairbanks, Alaska, where business and attract herbuild comm people over to share it.

We’re social, and recommend.” discovered real estate through a mentor, of client service will mor two decades gracefully navigate the tricky real estate“I with my clients allows me toIcontinue to buildadopted my oy and fest. also have what call my about the hottest restaurants, or the best places . “I did it as happiness, whether before he got a job in sales and got his get the has built thriving business Summit does like takeon. decided to make astudy change.

“I she realized that Iawanted toto “The business I Realty run feelswhen very much atim fa important to and have enough space—and and began market trends and more customers as she the years go business.

The lasts long after a at property market reach their goals.

An to Irish immigrant, she rebrand his as relationship he wanted retire.

Over the course ofit’sher career, Samantha has to kind work of out—things like that.

The second is business, lains. “I was islicense sold and closed.

Inestate,” with Giselle, typically our started her journey in Laguna Beach, CA, and evenGroup.

Jewel was afact, topShe sales agent foracross the Team taking her cam Realtor’s in Sydney, Australia. ownlearn my own business and help people with real business.

Our#1regteam isinveryoutdoors, close knit and Yousef suppor the right space—to nurture the She markets her listings all of the gblisher. or selling.

I like getting clients,” Brenda says. reaches out how to negotiate contracts.

Very become a go-to name in Eastern estate, Vertical, where I feature development But tuallyShore made herreal way to North new Carolina.

As partjob of the friends become our clients and our clients becomesolo, Alaska from 2009-2016. she works helping to disconnect and unwind because I can identify problems befo “Every I have had has been a stepping stone she says.

“IInternational thought IRealty could make apeople bigger difference inNow, Rachel explains.

Hillman Homes prides itself on lifestyle weHodge love.” social media platforms and herof local MLS, In his free time, Sascha loves to spend SASCHA CHATMAN quickly, Sascha grew tonever love the idea ofclient He looked back, and now, with his carb TAMARA BAKIR BRENDA BEERTHUIS KASSIDY BENSON YOUSEFF CHMAIT & Kittrell famiour friends.” e estate, or the that they want. ularly to who purchased one her Currently, base derives entirely with over twenty years’ experience and properties in buying mySotheby’s international markets.

I’mSamantha’s al so Iprice local and incoming families find their forever home, MICHAEL KAUFMAN terms of the process.” a boutique real estate brokerage, and Rachel do towards me being a real estate agent,” Danny property and assist them in preparing highlighting the unique features of each with his family, who has heavily supp working as a real estate agent, and before ly in North Carolina, she serves clients throughout the under LIZ HOLLIDAY ten years his belt, it’s abundantly produc MELISSA KAUFMAN a contributor for Inman, and Ifrom also have a as Aileen nity. ended selling homes in the A area. referrals. lcareer to I be able to negotiate and even when they were represented well as helping ofwant the military relocate to she Having built aguarante flouris has found hermembers otherthrough amazing business halfso Triangle region—Chapel Hill, Durham, and listings, Raleigh.

Colorado native, Kassidy graduated to get big that can no longer property professional photos and his business from the beginning.

H they get maximum value,” Dann Weaver explains, while discussing his career. long, he got licensed as a Realtor in Fort insellbeen working in the realcolumn business relationship not stop once in World Property does Journal called cidedhas to clear that is in a together field that suits transac Giselle Feiger, they have formed a purchase pps the people ininYouseff her community.

“Ilaw love guiding every part ofy Graduating from school in 1985, the area.

An Alaska native, Jewel offers her clients an reputation, Jewel is excit Lizfrom Holliday is a creative and caring real aand home will be the biggest theybenefits After working for years as atraveling Special Melissa’s team advertises their listings the University of Colorado in Boulder videography.

Kassidy stays in touch with For the past nineteen years, Rachel has definitely made fantastic customer service. also a long-time coach of various ut for their best interests.” by a different agent.

“Years down the road, Worth, TX. Sascha is now going into his skill set also his buyers, as After working as a sales representative in marclosed onHeels.” the dynamic duo. “We incredibly in sync with “Iwe’ve loved real from the get-gohim, and I im“High Rises inestate Highright go into real 98 93 94home.”

97 101She has as his success inare his career has ondrone trac always there Michael started working a each real dustry for 26 years, itbefore didn’t my clients through this challenging process on-the-ground knowledge and aaIwith passion for the area she holds. plans to c teacher, Melissa Kaufman heavily, using professional video, Born and raised in area, has been Samantha was but working asmoving a mediately paralegal when the estate professional who specializes in ever make.

If can asdetermine easy as to Denver in Education 2011, where she began athen clients through text and emails, or stops by ifit she’s in a the difference for her clients.

Operating out of her in sports teams in potential his community, inclu other and bring ahome lotoffice toSamantha the table as team.

I make focus hit ground running,” she explains her fifth year, and the continued growth ofthe his them issues in for ten years, owning a repair business, st of my when they’re ready to upsize or downsize that Michael estate syndication company in Lincoln serves.

“Fairbanks really is a special, friendly place,” back to the community decided to get licensed as a Realtor in photography, staging, and virtual tours steadily grown, and he shows no sign of is a Rei primarily on the negotiation and visionary elements beginnings as an agent, and adds that she won Rookie t there. She comes aTamara realcareer estate and watching them accomplish one of the helping residential buyers and sellers in possible so that they can just worry about vested in the real estate community most of her arrival of from her second child signaled a moment in social workNewton, before hiring on with a marketing their neighborhood toher see what they’ve been working basketball, football and volleyball; she services anything within an hour from “I love what I do,” Rachel says.

“The purpose beh career has been impressive to say the least. enjoys sharing what she knows with other are interested in, while also estimatin he eventually decided to get his real estate license. dedathat involvement is important toPark, reliable, andI and hepicking quickly realized his passion and Giselle is“and terrific with analysis and contracts soto spaces ofCommunity The Year in her first year, forand all of Orange Coun- a 2017, started working in real estate make their listings look pristine.

They Jewel says, so is Alaska.

I love open and very happy with where en full-time real estate agent from listing they got from me, I’ve had her mother was a Realtor and her greatest feats in their life.

It’s so rewarding,” Boise, Idaho.

With her background in the out which kitchen they like, then slowing down. his abi firm to consult with clients about brand management on.

“Once a year I’ll also send them a CMA update on life, accounting for awelarge sphere ofand influence andsure forthea last career Asof an owner of multiple ofcustomers people inarethe community know office. also licensed in2019, New together Hampshire and ispowerful ready is totheir happy.

I always hope Sascha $5.8M in $10.3M in nine years, year change. members thety,Wendy, real estate community, hosting webinars are very great atmake winning Southern California. was a“I accomplishrepairs.

Whether atofamily was working with aStark lot ofclients agents f.

I took and sheShe’s is“Itclosed active with organizations in his review for in helping buying and full-time ahuge year later.

Her market listings onselling various social thecareer landscape here, and itwith isand wonderful to help those both andhe’s excited keep andbeen social media.

When visiting aactive Denver Realtor® to their appreciation.” service industry, offers exceptional IBob feel accomplished.” ents before her, and Haley has Haley says.

She ishome’s aAs creative problem solver as“We’re “Coach Sascha”.

Sascha isI’malso heavily invo bids for our clients,” shereach says, adding, in a and ment forLiz me,tobecause I an didn’t have the typical sphere go wherever her clients need toselling be. the Broker/ come back, they usually do.

I am proud to sa rkish billionaire who was on various topics.

She’s also member of 2020, and is on track to close between $20M and $25M ut she started in the industry those clients call and out to me.” for itse a long list of contacts with whom she can partner rentals, and already buying and selling properties, property or supporting a buyer in their clients, and for about a year Hill at Bob Hill his business property.

Shortly after, Michael ting and that include Brothers Big of hot andme Summit Counties, Ohio has been nothmedia platforms, as Homesnap, andthe websites longtime residents and newcomers who discovering well as all terrificfi or family network toBig help get started.

I just Sisters loved very market at the moment andbusiness because of are our recruit her as a client, Kassidy became fascinated with customer care, and tailors her approach spec luxury homes.

That AREAA. When she’s not working, she likes traveling with his church, with whom he volunteers for va this year, and he shows no sign of slowing down.

Owner of Hillman Homes, Rachel mentors a team of is 95% referral based.

I always put the cl ed by the sales transactions of homes who feels genuine compassion for her cliLike any good Realtor, Youseff places a particularly to get the best deal for her clients.

As a lifelong it wasn’t hard to see the potential in becoming a satisfied cust decided to follow that passion and at.

She originally worked as a contractor, ing short of remarkable, as she has not only like Zillow and Realtor.com, so that they he provides guidance throughout the Realty was encouraging me to become an agent,” the business Tennessee, so much and I enjoyed developing con- therelational priorities, we can still frequently find clients ability, Middle Habitat for Humanity, area for the first time.” this profession.” the opportunities that kind of job offered, especially as Kassidy’s vision takes in the bigger picture as well. ed upon her by such an and keeping her body healthy.

“I’m a fitness freak, so I local organizations and hosts homebuyer webi to give each client the right solution.

Born and raised in Boise, Liz is deeply eleven agents while maintaining her own client list. needs first.” of life.

She got her start working nections ents, that opportunity meet and help off-market deals.” this to go above and relationships with people and offthere’s it and went local, noheights one to help homebuyers licensed agent. high on his It’scustomer service, and works In his are free Yo built her own career toemphasis great over can reach ano wide audience. the quality of began brokering inwillingness his hometown of ensuring questions lefttime, unansw Danny says.

“Initially Ibetter kept refusing, because theher best CASA Appointed Special Advocates wn business where shemother, painted, staged Outside of real estate and the extra mile for her reputation in the industry, love which do four days a values. week, along with aSoulCycle, way to pursue herI(Court own particular “Denver desperate forin more housing, and I think webecome and beyond toisgoing fulfill clientlargely expectations that has earned from there, like aThe meteoric rise.”

Her enthusiasm and rapid growth in Sascha’s business can be Recently, Sascha has involved herPark local community.

She is a increasingly interest a few short years, but also established hermercial real estate with her so many people is what inspires the quality YVETTE PEREZ Chicago.

From Highland to Hyde find the dream home that’s right for them.

With her work ethic, her personable approach, and her incredibly hard to ensure that everyone who works playing games with h I didn’t think I would be good enough.

But one ndJESSICA ever for children inhas Nashville), the Brooks MELISSA KAUFMAN WENDY DYES EPPS LIZ HOLLIDAY Aileen a formidable reputation in the business.

“I loveto personable approach resulted in theand majority of MICHAEL KAUFMAN geles in 2019 as where she Pilates and striving yoga.

I also just took up tennis.” actually have an incredible opportunity repurpose attributed to his business knowledge and tech savvy, recruiting agents, andtime, has taken tolikes coaching, trai KORTBEIN Always toHALEY make her regular volunteer, donates to that Rachel’s business is constructed around repeat and nd acted aon color consultant.

After clients, Brenda lives on aclient lake and very much enjoys LOGAN KRAUSE self asclients anand inspiring leader ofexceeding her ownof team.

In hercauses free Melissa spending Park, Michael strives to make sure his JOHN SALIDAS started focusing residential propand intensiveness her client service.

More than j transparency, it is no surprise that Jewel’s repeat and expectations and giving them a full her business coming from repeat referral sources.

“I figured it was a great fit to jump into the market day I decided to finally pursue it.”

It turned out to Danny also goes above and beyo with him has anfour exceptional experience.

Hetime maintains For the future, hewife, hop helping Home inatestate, Lebanon, aPerez transitional home list in luxury high rises “I’m a matchmaker heart,” Kassidy laughs.

“Our awith lot of under-utilized by building which hesays, has to estate great effect. and inspiring the current and prospective a Prior toofreal Yvette built knowledge ofaccessory the local market, she referral clients.

She only works buyers ataprioritize aspace feel taken care and important, Liz help women and children, and works with “Iapplied love being areal Team Leader and on other her five acres with her “I always focus on the She person and doing what is and right spectrum of to service.

This is huge part of someone’s customers are well taken care of, and he provides Michael finds it essential referral rate is 80%.

“I great communication and with encouragement from her lake life.

She her family own a pontoon boat and teen years ago.

She now works for “I know this place like the back of my hand,” she since we were pretty heavily invested already,” post-construction.

“I’m Going forward, Tamara wants to continue to grow her comes to marketing, with a creative be one of the best decisions he’s ever made, with goals. for women and children.

When she is areer you name it and Itime do it.” aaand consistent line of communication with all of his in theguiding Inner West ofse atan Living Room isSascha ‘Pairing people with the right ng medically retired from goes the motto He isin energetic, looks for opportunities dwelling units.

Adding thatspending density toteam the city would When decisions and them to the Asales, lifelong resident of Lombard, John accomplished career but she carefully guides them tobusy the right home has devoted lot of time to learning cutting edge on his to aspire to the level of for real estate influencing other agents in anot way that will Ashley, and her three children, Kendall, so that she can make sure each has her undivided above and beyond to assist them the local food bank.

When she’s not references for maintenance and legal work given his In her free time, Haley loves You mightworking sayReece Janet business, Moore was raised in the client appreciation meetups—all to ensure experience his clients throughout the process,” Jewel says.

“Iwe let my clients of the Samantha word, especially ininto Los Angeles and Miami.

“I’m ytant.

Epps Team at Nichols inplunge 109 110 113 says.

“I love moving people to our area.

To me, remembers.

106 his photography.

“I try to tell a story Danny becoming a prominent agent in Anderson, r,seto Brenda decided to take the a couple of jet skis.

She enjoys spending time with working or giving back, Wendy enjoys 102 105 spinal injuries, Logan Krause to accomplish goals for himself and his place for a prosperous life.’

Every house is different, create a more robust urban environment.

I get excited entere was always looking for an opportunity for their best interests.

Moreover, she for their best interests.

Moreover, Salidas came of age in the real estate real estate technology, and he uses it to generate bulk that he consistently exhibits.

Sascha hopes to ex clients, both past and present, and takes the time to a side business reno help them grow their business.”

Melissa has always had Milo and Bingham.

She is a frequent volunteer for attention.

She credits her clients’ loyalty to her attenbackground education inor law.

Michael has earned in anyforward situation.

She herself on time with clients giving time, withknow her husband and her only daughters.

I’m paying attention, and that back I am there fora shemore as a “personal con realand estate business.

Coming of ageto in Newprides her buyers are not satisfied, buther also Angeles, Miami.

My she looking building aspending couple ofto projects in those County, Kansas, where has built live in one of the best places to raise a family, and listing,” he says.

“I will walk the cl Oconee and Pickens County.

The majority of his nnessee gardening, time on the lake, and get licensed as a Realtor® when clients throughout the day.

“I take the spoke to her entrepreneurial spirit personalizes her workflow tohigh their direct just likethat people, and I love getting know someone, about that!” indus rced, Community involvement is important his acute negotiation skills to put a passion for real estate, enjoys learning and teaching and partner with a local Breast Cancer Awareness business.

Not only was his aunt a top leads and develop efficient real estate systems whereby his business outside of the Dallas-Fort Worth area reputation as a go-to agent in Chicago due to his EALTOR®. family and friends here.

She and her fiancé are the tion to detail and service-oriented attitude.

“I’m there get to know his clients in order to provide insight that caliber of prese her transparent communication clients andthem enjoys surrounded by family.

“Working in realextra mile for his clients every being step of the way.”

Jewel herself on She enjoys hiking, biking, and going ers looking to invest in cities with my clients, and selling thewith developments.”

York City, sheinhad an opportunity toseeing cultivate thriving on the beachfront.

“Ionprides would rather while giving her the ability to support needs of her clients from start to finish, tion as an experienced agent who ome.

He was drawn the by the leadership that I learned and I apply it to understanding their story and the kind of life they knew about the housing market, and gets a great deal of percharity, and thoroughly enjoys giving back to her ntwood, live music in Nashville. the property with photos, starting at clientele now derive from repeats and referrals, toend go out and have fun.

We’re close to find Chesapeake Today, Samantharemaining is toanJessica, Associate Broker and forefront of future, each transactio producer inher the the city of Chicago and showed get a individuals and from she has volunteered is able toafter streamline buying and selling process Houston and Texarkana in thereferences near and toth wealth of experience outgoing personality. beginning to and even after the transaction isand of service a her resource forhe even closing.

“Itwo estate makes itin to time to break away, her expertise when ithard comes to the nitty-gritty of atthe to their specific situation and needs.

“When Ithejust desirable toand buyers, althy her in LA spirit She’sthrough also been appointed athem board member onpertains Castle proud owners of Great Danes.

She laughs, saying, vacations to the beach Florida.

She entrepreneurial parents, show a buyer twenty or thirty houses than her family.

Inspired, she decided to often becoming close friends with them ctive lifestyle, and he stayed for my career as a Realtor®,” Logan says.

“I sonal fulfillment out of helping people navigate one of community.

Melissa has built her team on the founwant to live, then finding a house that’s a perfect fit Kassidy supports a greener Denver, planting a tree for lifelon at care of each of her clients. dgwoodthen the front door, and so on.”

This which demonstrates his ability to give each buyer for clients. his personalized brand of real estate service to as him the ropes, but hisbecause uncle was also a an d sector. sell They accounting services to Ladder Up Financial Bay and aher short drive from Maryland’s beaches or in the co-owner of Chesapeake Reala throughout Estate Associates, completed,” she says.

For sellers, Rachel provides standard, he passiona routinelym contract process.

“I have integral knowledge of chance the is educate them the process, and I fund, really it’s always so constant.

But consult memanaged Tower Capital, New York multifamily real estate meet with clients, Iand give them time and space to make particularly is a huge proponent of community engagement, and who owned and properties around have them rush to a purchase,” she says. switch tracks and earn her real estate along the way. the biggest transactions of their lives. dation of helping people, and they love helping their d opportunities to interact with take care of my clients at all costs, I e brush and started doing real estate full “They’re like two indoor horses!

They’re the rock for them.” peopl every home she sells.

She also works with The Park people in Texas as possible!

Over the years, John has earned prominent investor in the area.

Through , Lebanon, and Mount In the future, Wendy says, “I’m working with investors in his listings selling quickly and fo and seller a great experience. cided Liberation TAP Assistant Program), the mountains.”

LLC, inpricing Chester, Maryland, one ofa(Tax the area’s and As awe Chicago native and someone who been in out of the country, true concierge service including Notary services.

She business,” Jewel says.

“I know it all works, from w developments, where she advises on raising capital fromyears Middle Eastern enjoy being there for them.

There’s been so many that do, my fiancé andsuch Ihow really like toisgo camping license, and inSascha thepersonally thirty since, clients and building relationships withthe them – and “The decisions, and I don’t rush the process,” Youseff says. a Realtor in the Inne town, and alongside them, she recognized “Throughout the transaction, I’m here to Haley’s primary goals as a Realtor is to build raises money for local organizations as iety of people on a daily basis. take action whenever possible to get things a People, a nonprofit organization focused on raising knows the importance of marketing, and uses reputation, with vast major them, John grew up with an insider’s endy’s business comes and developing land in and around Middle Tennessee in without needing any additional adver gasays. her which provides free taxstars services toholidays. the clientsToforfind magazines suc the real estate business for decades, Michael “I hitagent-owned theof ground running and have on the lake, for sure.” deep knowledge the HNW investors. to inspections, to escrow.

I provide lots ofknows value explains, not only there toloans, take care of the process first companies.

Samantha became out more times where helped myseen clients even on and backpacking.” sheIand has truly it“I’m all, building an Through the years, this Melissa has made awant name forprovide herself asahis aof Realtor who biggest thing about usI iscompassionate we try to make people’s welationships works in Helena, Montana with done for them and further the progress others As owner a broker at Living Room, Kassidy’s money to plant more trees in Denver’s parks and urthe importance of homeownership.

Later voice of reason and help them find with each of her clients, in order the Gold Key Project, Fellowship Christian Athletes, “I to maximize the transaction and make sure extra mile to get valu his mastery of real estate technology in advertising volume coming from repeat glimpse into the industry, attending open “It’s not just about selling the city like the back of his hand.

He is intimately at and referral clients, the coming year.

We are in a housing shortage, and we’re One way he stands out in this industry is by to my clients.

I’m not just selling or helping you buy a mar- since. underprivileged on Chicago’s West Side. but alsotakes the property.” cac Samantha’s paralegal background gives her a spends aand founding owner her former broker proI’m accessible to Ithem pretty much 24/7.

I’ve had Whenever Iwhen look back, international around her outlook has earned Yvettesays. a DAVE fantastic aas personal andcampaign hands-on approach to working dreams ashe reality,” Melissa For WENDT the please future,succe she YVETTE PEREZ JOHN SALIDAS KRISTY & 6ever agents, over thechallenging course of of base the transaction.”

Logan loves getting had great success inask that mission, matching clients all ban communities.

When not working, lots on,through she would apply her background inclient the perfect home forso their needs.”

JANET MOORE campaign well.

His is heavy on videos, JESSICA LOGAN KRAUSE them theKORTBEIN process of home and her local church, the Legacy Christian Church.

Haley referrals.

But through everya houses and observing contract negotiations put everything I can into it, my client can get the than Youseff Chmait says.

“If someone needs familiar with market trends and the quality of home.

When you go into the contract is where the real he trust and confidence working on creating more housing for people moving email jewelad says, Jessica also belongs to the Lake Geneva When working with his clients, Danny providing unparalleled advice and guidance. strong standards oftheir openness reputation the Florida built-in understanding ofLiz real estate’s backend posed thatsooner?” his learned top-producing agents take area over andclients. clients call me atpersonal midnight because basement year isis focused on starting a throughout small team to with She takes timeofThis to pinpoint her clients’ hopes continue growing her team, and potentially ars inproperty the he’s things and he’s used that drive to busy, over theauthoring Denver Metro with their dream homes. time loving her two Cavalier King Charles spaniels. didn’t Iprovides do this Looking to the future, Brenda excited toistotransparent continue the use of BombBomb video messages, management while an including of taking abusiness, project from electrician, orthe aHe loan, I kv neighborhoods in the area,helpful, and when remains focused on trusted updone, close.

Inspired by this background, he ip.

She personalized, hands-on service, and her team also hold clothing drives for Mission South work happens.” jeweladd orof visit maximum value out ofagents it.” a white-glove service into Nashville.”

When she working hard for her clients, Rachel gives lion, Chamber of Commerce, asisn’t well as MRED of them as ato ‘transaction.’ unde “My background in home repair iswhich really and integrity. beachfront, with the vast majority specific needs, then comes up with a detailed plan to branch out into other parts of Ohio! was filling with water due to a broken sprinkler help other build successful careers, and ccessfully apply the skills he’s find success in real estate.

Logan closed decid In 2020 she closed 58 transactions for $12 million in She also enjoys entertaining and getting outdoors. are intended to educate prospective clients and people ut warns that the job isn’t and if I don’t know the an giving that information to his clients.

The knowledge For more about Rachel Foy and Hillman Homes have anchored his success in the would pursue his own real estate license at accomplished, eighteen-year career inthe real Outside her career, Janet is deeply involved insight informed by decades in the industry, Side, a local ministry that provides for the homeless. growing her business and taking advantage of all back to her community through both time and money.

She with clients through g the hermy and LARA, Lakes Area Realtors® her volume coming from repeat clients accomplish those goals in an efficient manner.

“We use head, and they needed contractors over$18 there to inabout further grow her while business.

“Right now, I’m focusedwho to ask to find out.” military toYou be have an efficient anofimpressive million total volume Kristy sales, with nearly 100 percent that business coming siness is tough. generally interested in learning real estate, that Michael brings to the table is second-to-none, call 617-930-5665, email rachel@hillmanfoy.co “You have to look out for your 21 and launch his career as an agent.

“Ever estate,intheir seven of lives which were spent working inon her community, assistance sts involved clients’ long after the transacHaley also works with the Unconventional Womens serves on the board for the Newton/Needham Today, Yvette is adds, an Agentpreneur atto to and referrals. an individualized process this is tailored to each clientlending rpride it’s getting home Above all, she looks forward to provide Association.

When she not working or When comes toSascha’s advertising, Youseff puts aequipped lottoto of are she took the Servicing real estate has offer. isChamber currently in the process help them,” she says, and “Icontinuing givecome my clients developing systems and manuals Dave and provide excellent service toplunge. his clients. in 2020, andis he’s looking toback push number from repeat clients and referrals.

“People toitthat Going forward, Kassidy totraining her business to train you haveglad to be resilient. and as aI even veteran Realtor, he isallow uniquely simultaneously folks toShe hillmanfoy.com or visit matter what,” he says. “This business rea since Iintroducing was in middle school, knew Ibrand. waswants going to Avanti Realty, where she serves clients we meet with,” Melissa says.

“This way the transaction directly in thethem Florida housing market. nonprofit organizations like Celebrate as well as the board of the Newton Boys and Girls Club. ompleted.

“I really care about my clients having Business Network, a non-profit faith at work ministry vendors, helping great service for her clients.

“I love being able to help tate goals. giving back, Jessica enjoys spending time at the lake effort into bringing out the true potential of each the best level of service from beginning to end and team members so they have a smooth transition and the ground running, and now ha further in the coming years. stency, and continuing to me because they know I’m passionate about this work. grow organically, bringing on a new agent every year to solve anypeople number of Iproblems that might arise them lm and surrounding counties, Brenda has of earning her associate broker’s license and other “Our particular class of marketing makes feel In his free time, Michae down to pointing in the right direction go into real estate,” he says.

“Even back then, loved will go smoothly for every single client, regardless of the throughout towns and cities from Brickel With her volume maintaining its steady Birthdays or theupChildren’s Cancer Society. have the right options, my clients get moving fulfill their dreams,” she says, xperience, and Icares dowith everything in meet my toand designed toain foster good business practices within the staging her husband Jaypower and children. then even after closing.

I always check on them can hit the ground running.” t’s important to approach together serving clients in the Kan re, Logan really about people and You’ll agents who don’t even own house.

I’ve as needed to keep with her volume. of his homes.

He uses professional and when navigating a real estate transaction. like they’re familiar with the business, even if we’ve sports teams with histhe so of need andyears, having their back throughout everything about the industry, from dressing professioncircumstances.”

People love this approach – Melissa’s to finding Hollywood, including Surfside, Bal through the she attributes ness up with repeat and referral clients. designations.

Brenda says, “I want to growth be orthe go-to Today, Janet is abest Global Real Estate for Sotheby’s and her husband, ahis culinary also enjoy volunCopyright Top Agent Maga or to door, and “whether theto perfect home forShe them, or allowbroker inmaking hey accomplish their goals successfully,” Haley community.

If you’re looking for an agent inchef, Kansas area toof Missouri. a total ynsed advocates for the interests ofit’s his Advisor Inand his free time, Logan loves hanging with every few months just make sure that everything never physically met before.

Clients aher really good Bear Kaufman w upgrades to out the home to its best and team gets over half of their from referrals, and Harbour Sunny Isles.

In she has business navigated success to itthislook energetic approach service andWithRealty, allyher tocareer, going to showings andget meeting newmake people.”

International Realty, where she assists clients throughout teering for the annual Cattle Ball, which raises cess as possible.” ing them to be able sell their home.

No matter what loyalty with her tosays, listen person in my deir raised inmeets Lake In thewillingness future, Jessica “I want to keep growing team, they aresays. entirely referral-b ley goes above and beyond for her clients to Missouri offers top-notch service to ainBaron’s diverse range hen he first with a client, takes time two kids and hiswhat wife, who is industry.” still active duty inwas the ishe still going okay.

I to think too many agents think of idea of we’re all about before they step the friend from Law School Michael drawn to a career in real estate in they have awho large following in their local area. transactions of all kinds, from luxury properties to smallrelationships.

“I’m so grateful to all my clients,” she For more about Kassidy Benson, please call 303-720-8491 Outside hisfor career, John is tremendously ac highlight its strong points, and makes aher video slowed when Covid goals are, Iinvestments. love helping to make everything as Tampa Bay, Clearwater, and St. Petersburg.

Specializing for go the American Cancer With granda testament tofrom theirreal superior serv neva Lakes area and people happy.

The more people Ifunds help, tness their specific needs and a their a robust, plan Army.

He is the fundraising chair forpart Impact where they want to“It’s be making as farvery as their real estate ofcurrently clients, get in touch with Haley Epps today! clients as one-time transactions, but that’s the exact awayhe in large due to theSociety. wide range of opportunities nd their goals. adevelop fast office,” says. orSascha email Kassidy@livingroomdenver.com. scale “They know they can call me for anything they need— community.

Currently, supportsestate and part Today, John is listing a Broker for presents @properties where he that each that in a way draws the Tamara shifted her energy getting their clients towards thei ficiently and comfortably accomplish those Montana, and continuously advocates for veterans in Wendy apart and is a smoothly as possible.

That’s the best part of my job.” in beachfront clientele, she has earned a fantastic father having started the first Chinese baptist church in % of her business that’s my reward and that’s what really satisfies me in Their client appreciation program allows Melissa’s opposite of how I feel.

I want them to know they can in Michael’s capable hand it offers to interact with a lot of different people. reow,” concerned, and she becomes friends with whether they are looking to buy, sell, or invest.” numerous activities around town, including L assists clients throughout all the Western Suburbs of Contact Tamara at +1 424-324-9883 explains Brenda.

“Communication th theimpressive help the what’s design viewer in.

Youseff’s thorough approach marketing enuinely justofwant for clients, the works with multiple other charities ethe first place that most s, an the best end.” real estate, Jessica says, “The harder you team to show their clients that they care after the reputation throughout theInmy region, with thecommunity entirety ofand her New York City, Janet makes frequent donations toNights his and ing with softball Jamesonteam.

SotheW Michael aever people person who to gets his energy When listing a 10 home, Yvette offers her clients a islong Sascha’s business has been surging forward since always call me, even if it’s years after closing.” people she works with.

Because of these or email TB@Tamarabakir.com Cruise his local Chicago.

In his experience since becoming a full time hey’re amazing!

And the contact Sascha ather (817) 668-03 always tell me thatthey their agents in the “We really think of ourselv recognize that when meet with in Helena.

Iftransaction you’re for an energetic Realtor® guarantees that each home sells forYou top dollar, and is church closed.

They send cards and personally e,”they she explains, “sowork afrom comprehensive strategy. helping fully prepare Outside her career, Yvette isgets deeply involved inback, for don’t over seven years.

Mi from interacting others, andcan hewith great askd inspires.

“My more you put into it,started the more rewards he in real He closed $5.8M in total sales volume coming repeat clients and referrals; andAfter aslooking toan keep his legacy alive. more, Haley gets 95%and of the her business from not clients or giving he can be fou agent, heestate. hasthem built accomplished career inwith the industry, email sascha@chatmanrealtygroup.com industry, it’s more customer servi n says.

“I’m straightforward and honest, but with integrity and passion in Montana, look no further drop off gifts to clients past and present 4-5 times a for in the market, shereason shares theirtoIproperty over a blend of$10.3M community, contributing to an assortment hopes to keep moving his personal fulfillment from helping people meetof organizations Indstart, by showcasing he markets extensively across various websites and very loyal,” she you get out of it.

That’s the main why took a volume in 2019, almost doubled that to in 2020, ossible to get a hold of.

I always respond the top-ranked agent at her office 2020, she attributes Liz uses creative marketing solutions ensure her with friends or visiting the many restaurants possessing the instincts, integrity, and communication referrals.

Copyright Topand Agent Magazine or my visit chatmanrealtygroup.com credits their extensive year, keep up withRealty. pastasclients over social media. atient.”

Clients enjoyand Logan’s approach, as into than Logan targeted digital and Krause! social media campaigns, well as like the Lotus House Shelter and Miami Rescue Mission years to come. Ifknowledg you’re l their realclients estate goals.

“I strive toJanet do best for when he moved to eXp Sascha is on track to ional photography e them so much. leap of faith and went real estate.

In the end, hard social media platforms so that each listing reaches a listings are given wide coverage in a busy market. most of her success to her compassionate approach to When she’s not with or giving back, can be around the Chicago suburbs—enjoying all needed to serve any to buyer or seller. anner.”

This isskills part ofand their initiative prioritize their large cliti years he a developed apays strong referral her own extensive sphere ofallclients fellow Realtors. food pantries. fact, their she also a portion of each of repeat and amount enthusiastic Realtor my clients, andbuilding I alwaysInkeep bestdonates interests ughs arehas very helpful, work off.” to constantly expand her sphere and stay in on finding “I finish, do a little bitfocused of everything in terms of with marketing, service.

“From start to I’m a found spending quality time with her husband and their wide audience of potential buyers. to offer. relationships clients over meeting a bottom line. we’re sofor thatKaufman! resultsMag in Never settling, she utilizes the variety of cuttingat edge to a non buildsdoing, houses wide sphere, gets almost all of his busiCopyright Top Agent than Michael heart,” sale Michael says.profit “I’morganization thorough, Ithat touch moving intoand Nashville old-school methods with today’s th hercommon constituency, Haley maintains a consistent Top Agent Magazine istechnology. seen by Real Estate Agents and When listing property, John there forin his clients on the ground withblending my clients and getting to know two English bulldogs, or keeping cutting Youtelling can contac “We love our clients support themistraveling, whenever and resources available through Avanti Way toaand give her sellers families need. back to us and their frie repeats and referrals. sonline topersonalized marketing her listings, takes ospective buyers comand But primarily I focus on social media, especially Going forward, John strong plans for th to is end.

To start, hecontact helps them fully and hershe community.

She uses thetreat however can,” Melissa says.

“Clients often become them aswithin people,” says.

“IBrenda automatically them as webeginning edge of her market.

Going forward, she also has at Youseff enthusiastic about his work, hisexciting passion anBrokers added advantage in thefrom marketplace. us,” Davehas says. goatabove YouInternationally! can Michael byand phone at (312) 286-4777 or youseff@hmch by “We phone bear inI found every U.S. city and only like to market top priority,” Facebook and Instagram, as that usually tends his business.

With his volume maintaining prepare their home for the market, providing them our good friends over the course of a transaction.”

The all the tools RE/MAX has to offer its dstts social media to market her listings as well as For more about Melissa Kaufman, When she’s notYou with clients orvisit giving back, Yvette can beFor their of creating my extended family—whether that means plans for theand future her business.

Having completed website at hmc everyone happy.” buye an members emphasis on lasting relationfor homes for of helping people pervade everything mikechicagorealtor.com can also his website arket the area and the are, where they works for clients – photography they found are track to communicates get a pretty goodwith response for my listings.” aims to to invest in the downtow with a hard suite of their professional andalone, staging please call (330) 415-5931 But through ithelping all, sheteam cares most about building a trusting meditating, getting in touch he with her spiritual side, festyle magazines, and she the time understand what th providing a memorable gift atPlease closing or them sixty-eight transactions in on 2020 she growth, intends on clients over meeting his bottom line.

Hewebsites contact mag@topagentmagazine.com operties are listed on over 1,100 to close 160 transactions this yeartrust at photography. a total volume of can havelooking in the they’re or by email at attracting melissa@mksellsohio.com Lombard, new business even Once relationship with each andservices—and every client.

“My clients or brand brightening the the world through her positive the idealperspective property for into them.hisT rapport with clients the onset, and nts over social media and by phone.

Haley’s acclimate tomany theirfrom new home.” continuing todrone expand throughout the region.

“I Toher learn more about Liz Holliday, widely to social media to get as many $25 million. or call 310-734-1440 for ad rates and C me one-hundred percent,” she says.

“I’m not the type of on life.information. e.” hey’re my only and helping unlock its fullest potential.

More house is ready to list, he leverages cutting edge Passionate about helping people, Liz’s favorite part negotiation skills to get them the atural charisma to make clients feel well o stay on people’s radar has enabled her sphere emailwith liz@hollidayandcorealestate.com, go above and beyond every deal,” she says. “Instead Realtor who is looking to sell someone on a property, and thing, though, he looks forward to the new technological resources like Adwerxortocall share(208) it via391–9741. a phone call to ofproduction work is being able to ease theclients stress of the isting astoorlisting possible.

This strategy works guide them through every step oc of throughout the transaction process.

Heempowers business grow, and her numbers When a property, Janet herabout of transacchasing after the transaction, Ishe pursue a relationship for me, it’s never the commission.

Rather, I truly Elsewhere, also has a clear vision going opportunities that await.

“If youenjoy do what you blend of targeted digital and social media campaigns.

To thirty-eight find more about Wendy tion process for out her clients.

“For most peopleDyes, buying ice, whether it’s clients long after closwhile, theirforward. sellers except communicates pastacross clients nda closes onwith approximately a diversified strategy.

After helping fully with my clients; at the end ofasked the day, I plans truly for care about hat –with she closed $20M 45through transactions in them care about every client’s wellbeing.”

When about the future of her business, never work a day,” he says.

“In real estate, their listing posted on social med wn maintenance, my friends,” she says. and social media, andMagazine many of his clientsplease call 615-807-0340, To learn more about Brenda Beerthuis, Top Agent 3 prepare their for thethose market and providing them theirJohn long-term looks forward tohouse increasing numbers in shewhen flashes a lighthearted smilenew and people says, “Ievery preferday live hd, are year. meet and help Elsewhere, is just assuccess.” hands-on assisting his website.

WithtoKristy and fulfill Dave’st good friends over time. The relationships that extra ssgoing constantly asking email wendydyes@gmail.com, or visit her give her a call at 616-293-9658 Butvideography Yvette is everyservices, bit as thorough and focused when in the present.

Rather than stress over plans for the future, with a suite of photography and e.

You can contact Haley at (913) 558-5958, Whether a client is buying or selling, therey buyers.

Drawing from his experience as a lifelong resibetween 9 and 10 million per ogan translate into anMy entrenched local netto any problem purchased a home. online at wendydyesrealestate.com assisting her buyers. Leaning on her decades of expeI want to take each opportunity as it arises; after all, that’s

70

BRENDA BEERTHUIS

YOUSEFF CHMAIT

WENDY DYES HALEY EPPS

JANET MOORE

www.

www.

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

www.

www.

she shares it via a blend of targeted digital and social or https://

email BrendaBeerthuis@remax.net

MATT KAMMEIER “At the end of the day, this is a people business, and all people care about is trust. They want to know that you’re going to work your tail off to get them into the best house at the best price and for the best deal while serving them at the highest level,” says Matt Kammeier, a top agent with Keller Williams in Missouri. “I have built my business on hard work and open communication. Aside from my marketing plan and advertising techniques, there’s really nothing special about what I do. I focus on building trust and relationships. I work as hard as I can communicating as much as possible and treating every single person like a friend.

People trust people who are organic and real. They don’t want to feel sold.”

Matt first got started in the business when he managed his aunt’s rental properties near the Lake of the Ozarks.

“I was twenty-one years old and figuring out what I wanted to do with my life,” he explains. Within a few months, Matt realized that he was onto something.

He soon transitioned to working as a transaction coordinator with a local team in order to learn the fundamentals of the industry. He earned his license in 2015 and says, “I have had a lot of people in my life that have mentored me at a young age and who I contribute my success to. The trajectory has been phenomenal. The rest is history.”

“It’s not so much about lead generation as it is about lead exposure,” Matt says. “The better relationship that I can create with somebody, the better our trust is. They know me. They know how hard I work. It’s more about creating a relationship then transitioning into their real estate needs.

You have to ask yourself: are you treating your clients like a real person? Or are you treating them like a sale to get new business?”

Outside of real estate, Matt is deeply involved in his community. He works with Keller Williams in various initiatives including blood drives, park clean-ups, painting buildings, and other community projects. He is also an active member of his local church and often gives his time and money to those in need of a helping hand.

Matt doesn’t stop at the local level, however. He sponsors a child in Guatemala and has participated in mission trips to Brazil. He is looking forward to planning another trip in the near future.

Looking to the future, Matt is excited to continue growing his business to better help his community as a trusted source for real estate. “I’m getting to the point where I slowly need to start adding a few new additions and growing my team,” he says. “My goal is to help and serve more people. Being a one man show, I can only be stretched so thin. I’m ready to incorporate someone who shares my dedication to my clients, my business, and community.”

Now, working solo, Matt operates out of St. Louis. He specializes in rural areas, helping his buyers take advantage of government USDA loans. While Matt loves the city of St. Louis, his heart truly lies in his hometown of St. Charles County and the Lincoln/Warren County area. He grew up in these areas and knows them well which helps him to understand the market. “That’s my sweet spot,” he says.

Matt has built his business entirely on repeat and referral business. He says that it’s rare he works with someone he doesn’t know or know of. Considering he closed on forty-one units in 2020 as a solo agent and is on track to outdo that number in 2021, that’s no small feat. Matt credits his clients’ loyalty with his work ethic and genuine wish to build a relationship.

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To learn more about Matt Kammeier, call his office at 636-229-8704, his cell phone at 636-751-0630, email mkammeier@kw.com, or visit kammeierrealtygroup.com www.

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MELISA JONES AT NEW AMERICAN FUNDING IS PROUD TO CONGRATULATE

MATT KAMMEIER ON BEING

TOP PRODUCER

MELIS A JONE S

Sales Manager • NMLS# 965518 Scotsman Guide Top Women Originators 2021

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APPLY ONLINE @ WWW.LOANSWITHJONES.COM

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How Soft Money Loans are the Future of Lending ‘Soft Money’ is a relatively new term in the lending industry; an innovative approach to private money lending, a soft money loan combines the benefits of a hard money loan with the greater security that a traditional loan 6

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

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

What is Soft Money?

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

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

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

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

Why is Soft Money the Future of Lending?

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

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

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

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

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

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DEBBIE MONTGOMERY Debbie Montgomery began her real estate career when her oldest child was getting ready to go to college. “I had bought and sold two other homes prior to deciding to go into real estate, and the experience wasn’t wonderful,” Debbie recalls. “I always thought, it doesn’t have to be like this. I knew it could be better and be a more pleasant experience.”

Community involvement is important to Debbie, and she likes to give back.

She has been active with the St. Vincent de Paul homeless shelter, and was their in-house Realtor® for a time, helping people who had previously been homeless find housing. When she is not working or giving back, Debbie loves spending time with her family, especially her new granddaughter.

When Debbie was starting out, she says, “The broker I worked with at the time said, ‘Debbie, what kind of salary are you looking to make?’

My son’s tuition was going to be $30,000 a year, so I told him that. He chuckled and said, ‘I think we can make that happen,’” Debbie remembers.

“My son made it all the way through school, and I’m still here.” The rest is history, and Debbie just began her 18th year in real estate. Throughout the years, she has excelled in helping her clients achieve their real estate goals.

In the future, Debbie says she wants to continue bringing her clients the same great service and keep improving. “I’m always trying to better myself,” she says. “I would like to do a better job at communicating and following up with past clients, reaching out to see if there’s anything I can do for them.”

With Keller Williams Advantage Real Estate, Debbie serves the Dayton market, as far south as Cincinnati and as far north as Tipp City. Her business is 100% referral-based, an impressive feat that speaks to the trust and confidence she inspires.

“My clients appreciate that I provide good, constant communication,” Debbie explains. “I keep them updated, whether it’s face to face or through phone calls. I’m also an aggressive but kind negotiator.”

When it comes to marketing her listings, Debbie uses a varied approach to ensure maximum exposure. This includes extensive promotion on all social media, as well as on her own website and 90 other websites on which she advertises through Keller Williams.

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Above all, Debbie loves helping people. “My favorite part of real estate is that every day is different,” she says. “I get to meet new people on a daily basis. I love the different personalities and getting to know people. I really love what I do, and I think that shows when I get in front of a customer. My best practice is good service. That is always my goal.”

For more about Debbie Montgomery and The Debbie Montgomery Team, please call 937-307-1362, email debbiemontgomery@kw.com, or visit thedebbiemontgomeryteam.com http://

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Lori McCarthy is proud to congratulate

DEBBIE MONTGOMERY

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

LORI McCARTHY

FIDELITY LAWYERS TITLE AGENCY, LLC lmccarthy@fidelitydayton.com fidelitydayton.com www.

10 West 2nd Street, Suite 2400, Dayton, OH 45402

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9

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

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

1

FIND A MENTOR

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

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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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3

BUILD A STRONG ONLINE PRESENCE

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

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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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LUCY TUCKER “I believe that there is a solution to every problem and in win-win situations,” says Lucy Tucker, a top REALTOR® with Keller Williams. Realty in Maine. “My dad was a teacher, and I’m a life-long learner.

I enjoy being a resource for my clients. I like being their first choice. They call me when they need a roofer, a contractor, a painter, a gardener. I love to deepen that relationship. I am their REALTOR® for life, and we always have that conversation when we get started.”

Lucy first got started in the industry in 2007 after spending time doing sales and marketing for insurance as well as working in banking management. After a few years at home with the youngest of her three sons, Lucy decided to make a change. “I love people and connecting with them and getting to know their stories, I love problem solving, and I love houses,” Lucy says. “My husband thought I should consider real estate. I did, and, I have to say, I’ve never looked back. It’s been a great fit for me.”

Based out of Portland, the majority of Lucy’s business lies in southern Maine. However, she is happy to go wherever her clients want to be within the state. She is one half of The Odd Couple with her business partner, Tami Goodrich, and the two agents split resources while maintaining their own client lists. Lucy explains, “We call ourselves The Odd Couple because we have the same morals and values but very different personalities. We work together to brainstorm, improve the process, and create a great real estate experience for our clients.”

Both Lucy and Tami’s clients appreciate their focus to detail and dedication to adding value. Lucy constructs her business entirely around repeat and referral clients, and she has never paid for a lead. “It’s all about the service and attention they get when we’re working together,” Lucy says.

Outside of work, Lucy is a true community builder. She was deeply involved in her sons’ schools, volunteering 12

in classrooms and eventually running for school board. She served there for six years and acted as the chairperson for two. She currently serves on the executive board of Maine Behavioral Healthcare. Lucy also has a long history of working with the Junior League, an organization of women which seeks to invest time, money, and resources into local communities. Through the Junior League of Portland, she helped establish many foundations, facilities, and organizations which support children and teens in her area.

Additionally, Lucy donates time, money, and skills to various food pantries, the Boy Scouts, the Portland Museum of Art, and the Portland Symphony Orchestra. Lucy says, “We’re all in this together. It takes a village. It is so important to be a part of your community.”

Looking to the future, Lucy is excited to grow her business to better support her local area. She and her husband are in the early stages of establishing a foundation to support young people between the ages of fourteen and twentyeight. They hope to assist youth to develop and discover their purpose through engagement and enlightenment.

“We want their inner light to shine through for all the world to see,” she says. To help achieve this, each of her sons has earned a real estate license within the past year.

Lucy hopes to bring them aboard and make them a part of the team in the coming months.

To learn more about Lucy Tucker, call 207-239-1336, email lucytucker@kw.com, or visit yoursouthernmainemove.com www.

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Pillar to Post Home Inspectors ~ The Lussier Team ~ is proud to congratulate

Lucy Tucker

on being featured in Top Agent Magazine!

Lussier Team Tel: 207-749-3775 lussierteam@pillartopost.com lussierteam.pillartopost.com www.

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Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in 14

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

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

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

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

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

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

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

actions in sometimes stressful circumstances.

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

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

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

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TRACY WENGER What could be better than having a Realtor with 30 years of experience at your side? Try someone who brings the collective wisdom of four generations to the table. Tracy Wenger got her license in 1991, following in the footsteps of her great grandfather, her grandfather, and her mother. She has many other relatives in the industry as well. “We joke that you need a real estate license to be in this family,” Tracy laughs.

She earned a Bachelor’s of Fine Arts from Virginia Commonwealth University in Richmond, planning a different kind of path, but decided to get her license as something to fall back on. That was all it took.

“I realized that I enjoyed helping people reach their goals and improve their lives.”

These days she’s a Realtor for AveryHess, serving clients in Loudoun County, Virginia. She’s a NVAR Lifetime Top Producer, closing between 25 and 30 transactions a year for a sales volume of anywhere between 7 and 10 million dollars. Her repeat client and referral rate is 90 percent. Tracy has more than a bit of the teacher in her, which is surely one of the reasons clients keep coming back. “I don’t see myself as a salesperson,” she explains. “I’m a consultant, there to educate people on the process so they can make good decisions: finding a property that’s the right fit if they’re a buyer, getting the best market rate if they’re a seller.”

Tracy brings a real fascination for the industry, another consequence of her heritage. “I manage an office, and I have a whole box of old contracts and listings from the 40s and 50s that I bring in to show my agents. It shows you how this area developed. I understand the qualities of specific kinds of properties—horse properties, or houses intended for flipping or rent. My Dad was a builder, and growing up I was either in my Mom’s real estate office or on the job site with him.

So I understand the construction process too, which is beneficial to investors looking to flip. All of this is second nature for me.”

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When it comes to her listings, Tracy is a master at knowing where to find her buyers.

“We market on social media and use all of the resources you’d expect. But we also boost our listings as needed. We had a property with a Mediterranean style that didn’t appeal to people locally, but we sold it by marketing it internationally.”

She stays in touch with all of her clients, through social media or through personal notes and cards. “Like you’d do with any friend, which is what we become. My past clients send their children to me when they are ready to purchase a home themselves. There’s a saying that goes, ‘“People don’t care what you know, until they know that you care.’ My friends know I care.”

That caring extends to her broader community.

She’s done a drive every year for the Congregational Community Action Project. While working at RE/MAX she donated a percentage of her sales every year to the Children’s Miracle Network. She was a Brownie Troop leader for several years, and sponsored Little League for 10. She also volunteered at Loudoun Therapeutic Riding for several years.

Going forward, Tracy’s already built a business she’s proud of. “I may never retire! But if and when I do, I’ll probably sell it. Or turn it over to another generation.”

Contact Tracy at 703-615-2334 or email Tracy@TracyWenger.com

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Sean Newman is proud to congratulate

TRACY WENGER

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

SEAN NEWMAN | LOAN OFFICER | NMLS# 1140088 GEORGE MASON MORTGAGE, LLC

Office: (703) 580-6865 | Cell: (540) 551-0487 snewman@gmmllc.com | SeanLends.com www.

7454 Limestone Drive | Gainesville, VA 20155 Top Agent Magazine

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 18

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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RANDY DYCK

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“We offer unique strategies, but most importantly, we serve our clients with an open heart, and we perform at a very high level of professionalism.”

After thirty years of serving his clients and providing expert and compassionate guidance, Randy Dyck is still as passionate about real estate as when he first started out. Growing up on a small farm in southern Alberta, Canada, Randy nurtured dreams of building something of his own. “I’ve always loved helping 22

people and adding value to their lives,” Randy says. “Real estate is a natural extension of that passion.”

As a Team Leader and Realtor®, Randy prioritizes client relationships, agent mentorship, and top-tier customer care.

“I’m a Team Lead because I want to give Top Agent Magazine

back in every way that I can, including by helping other agents and passing on to them what I’ve learned,” Randy says.

Since 2003, Randy’s team has been a Top Team in Abbotsford and in the Fraser Valley every year. Randy himself has earned countless awards for his success Top Agent Magazine

and the outstanding service he provides, including being a Top 50 agent with RE/MAX in the world.

With their commitment to client relationships, it is no surprise that Randy’s team has a repeat and referral rate close 23

to 100%. “We offer unique strategies,” Randy says, “but most importantly, we serve our clients with an open heart, and we perform at a very high level of professionalism. We’re in the service industry. If we serve our clients extremely well, we’ll do well. Everything we do is about how we’re building relationships within our sphere of influence. It’s about how well we can connect with people and make them feel that they’re the only

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client, no matter how many people we’re serving.”

For Randy, keeping in touch with past clients is not just about the usual database management and gift-giving; it is also about helping past clients with anything and everything they might need. “I love getting calls from people asking for any kind of help,” Randy says. “People will call me who need a car repair service, or

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a restaurant recommendation. They know I’m here for them always.” To market their listings, Randy and his team provide each property with a detail-oriented and comprehensive plan. “We don’t call them listings,” Randy says. “We say, ‘Let’s create an event around your home or property.’ I’m excited to create an event around a home. Like a wedding, you don’t plan a listing the night before.

We have a whole support team, from landscapers to stagers to handy-men, Top Agent Magazine

photographers and videographers. We’ll never go to market if we’re not 100% ready with all the pieces.”

Randy is dedicated to giving back and passionate about supporting local businesses. “We’ve created a series of videos to highlight specific local businesses in town that need our help, especially postCovid,” Randy says.

For the future, Randy plans to continue 25

to help his clients, while also providing for the future of this industry that has given him so much. “If it’s done right and it’s done well, real estate is so powerful,” Randy says. “I don’t want to just help people; I want to help people see

how a decision is going to impact them long-term and provide financial stability.

I want to educate clients and agents on the value real estate can bring to their lives. What a gift that is, when you can do that for people.”

To find out more about Randy Dyck, you can contact him by phone at 604-807-4366 or by email at randy@eximus.com

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

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

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1

Visualization helps you work efficiently and keep your cool.

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

2

Distill concepts into their simplest terms for ultimate understanding.

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

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

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

3

Accept that mistakes will be made.

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

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

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

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COREY CLARK

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COREY CLARK

If your summer travel takes you to the state of Washington, you’ll want to visit Olympia, a city of water-lovers hugging the banks of the Deschutes River where it flows into Puget Sound, with the white slopes of Mount Rainier rising in the distance. And when you fall in love with the area and decide to stay, the person you’re going to want to call is Corey Clark.

“I got my Realtor®’s license because I have a passion for helping people, and assisting them in buying a home is a way to make a huge impact on their lives, since it’s likely the biggest personal investment most of them will make. I’m a good listener, and my goal is to get to know my clients and their families very well, and to understand exactly what their dream home looks like.”

Corey got his start in the industry over dinner with a new friend. “I’d always been interested in real estate, but wasn’t sure how to get started, and didn’t know anyone to mentor me. A friend 30

introduced me to someone he knew in the business, and that person was gracious enough to take me on and teach me what he knew, no strings attached.”

His business took off quickly, as Corey closed 25 transactions in his first year and 30 in his second year with eXp Realty. Now into his third year, he’s on pace to continue that growth, and has already developed a robust repeat client and referral business. “I’m about building relationships with clients. I ask lots of questions to find out what they’re looking for, and I communicate everything I can about the market so they can make good decisions. I try to respond to questions very quickly, and I always present a calm demeanor so that they never feel pressured or anxious. I want the process to be as smooth and stress-free as possible.”

That relationship doesn’t end when the transaction is over either. Corey keeps in touch Top Agent Magazine

with past clients through emails and texts, as well as sending out a weekly newsletter to alert them to things happening in the market, which is especially useful in showing them how their home has appreciated. “I also reach out on holidays or with cards on the anniversary of their closing, just to let them know I’m thinking about them.”

Corey markets his listings through his MLS and the dedicated real estate websites as a matter of course, but he also utilizes social media to gain maximum exposure for his clients’ homes.

“I even do TikTok videos, one of which has 3.8 million views.”

When not working, Corey donates time and money to various initiatives in his local community, including a nonprofit organization started by his sister. In his leisure, he enjoys the beautiful country surrounding Olympia, whether hiking or camping, hunting or fishing.

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As for the future of his business, Corey hopes to begin growing a team soon. “I enjoy assisting people with achieving their goals, whether that’s helping a client find their perfect house or helping another agent get a good start on their own business. I’d like to build a small team of agents who would pursue their work with that same mindset.”

Contact Corey Clark at 360-888-3122 or email Corey.clark@exprealty.com 31

Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 32

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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JERRY KAYSER

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JERRY KAYSER

“It’s the absolutely joyful faces of both my sellers and buyers when the transaction is completed. They just beam with joy over the results,” says Jerry Kayser, describing his favorite part of being a Keller Williams REALTOR®.

“Sometimes issues come up, maybe with the inspection or something else, but we work through it. At the end of the day, they’re very pleased. The fact that they’re happy with their results is really what makes me the happiest.”

Jerry first became interested in real estate in the 1970s when he began to buy some investment properties. In 1999, he sold a business he had run for several decades and retired.

By 2005, Jerry found himself starting to get bored. “I decided to get my license,” he says.

“I thought I’d have some fun helping other people buy and sell properties.”

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Though Jerry is licensed to work in the entire state of Ohio, he focuses his business on the northeast region of the state. The majority of his clients live in or near the community of Chagrin Falls.

Over half of his business comes from repeat and referral business. Jerry’s buyers and sellers all appreciate his tenacity, follow through, and integrity. Jerry prides himself on his ability to hear their needs, understand them, and solve any issues that arise along the way to satisfying those needs. He stays in touch through phone calls and mailers. Jerry sends a magazine, American Lifestyle Magazine, six times a year. “Almost without fail, any time an issue drops, a past client reaches out to me,” Jerry says. “It’s a nice thing for them to read and keeps me top of mind.”

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His sellers particularly enjoy Jerry’s attention to detail when it comes to marketing their properties. He uses high-quality photographs and makes a stellar online presentation of each and every one of the properties. “But the prep work starts before that,” says Jerry. He completes a consultation with each seller and helps their properties to shine in a competitive environment. He says, “Even though there’s very little inventory right now, I talk to them about what they need to do to their property and what that work will cost. We get the house to as close to pristine condition as possible.”

Looking to the future, Jerry plans to continue providing his clients with his impressive service. “I want to continue to serve people as long as I’m having a lot of fun at it,” he says.

“It’s enjoyable for me. As long as it keeps providing gratification for my clients and by proxy for me as well, I’ll keep doing it.”

Jerry’s approach yields great results. “Historically, I’m over 20% lower than the average in terms of days we spend on the market,” Jerry says. “I’m almost 2% higher in terms of list price versus sales price. This definitely works.”

Outside of work, Jerry loves spending time with friends and family, particularly his grandchildren. He is a retired marathon runner that now regularly walks 3-5 miles in a nearby park.

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To learn more about Jerry Kayser, please call 440-478-7078, email jkayser@kw.com or visit neohomesnow.com www.

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Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 38

value to property in a significant, worthwhile capacity? Especially with new generations of the same products released in quick succession, it can be hard to determine whether it’s worth it to take the plunge. With that in mind, we’ve conducted a deep-dive into the smart home options out there that make the most sense for your bottom line and real estate investments.

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Smart home amenities range in price and return.

There are certain smart home products that won’t break the bank while still adding lovely touches and time-saving features to your space. For instance, a smart thermostat may not run more than a few hundred dollars, but it can take so much of the guesswork and analog nuisance out of programming your home’s internal environment. That said, buyers selling properties with mid-range amenities like this can’t expect a windfall in return. While smart home features can certainly lure buyers and give the sense that a home is attractively modern (and thus move-in ready), it doesn’t mean that you’ll be reaping a sizable monetary reward for your foresight. Conversely, this reality doesn’t mean those smart options

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are without value entirely; it just means that the value of smart home options may be apparent in a different capacity, like luring a particular buyer or creating a desirable, sleek image for a property headed to market.

On the other hand, larger scale smart home amenities that are being left behind for the buyer—like a smart refrigerator or wired sound throughout the property—may be able to lure particular buyers who value high-end details. While it can be difficult to state definitively the value of smart home options, the rule tends to be that the more you put in, the higher the likelihood you’ll reap the investment you sow. Focus your smart home options on home appliances first, then work your way toward security, thermostat, and entertainment options.

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Smart home amenities capture the attention of buyers

Agents must know how to pitch the value of smart home options

Even if you have mostly opted for small or mid-range smart home options, you can still benefit from their presence in a property—even if they don’t inflate your bottom line as a result. Smart home amenities have the power to focus the attention of buyers, sending a clear signal that the previous owners were tech-forward and made an effort to upgrade the property for the contemporary era. Millennial or Gen Z buyers especially value these up-to-date modifications, and the presence of these desirable gadgets can create added interest and drive up value naturally. Likewise, featuring these options in listing photography can also drive interest from younger or high-end buyers looking for move-in ready spaces.

Remember that smart home features are relatively fresh to the market. While some new construction properties are equipped with these smart amenities, just as many homes on the market don’t offer these upgrades and modern flairs. This means that many buyers, of all ages even, aren’t familiar with the benefits and perks of these options, let alone how they’re operated. Before you can derive value from a smart home or smart home features, you’ll need to understand a product’s proper usage, cost, and benefits. Do your homework regarding what smart home features can offer in terms time or cost savings, and be able to show prospective buyers how easy these objects are to use, as well. Do both, and you’ll be in proper command of what smart home features can offer buyers and pitch them accordingly.

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CYNDI MERRITT

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CYNDI MERRITT

Cyndi Merritt has seventeen years of experience in the real estate industry, and she exudes an infectious enthusiasm for what she does. After working as an investment banker for over twenty years, Cyndi turned full-time to her entrepreneurial pursuits with her then husband. When they divorced, Cyndi needed a new career. “Real estate had always been a hobby,” Cyndi says. “I had investment properties and had flipped homes. I loved design and landscaping and had contracting experience. During the divorce, my very good friend said, ‘Come be a Realtor with me!’ She grabbed me by the hand and brought me along. It’s been a great fit because real estate is fun for me. I love house shopping. Years ago when I was a real estate investor, my daughter said, ‘Mom, you buy more houses than most women buy shoes.’ That sums up how I feel about real estate!”

passion for homes, and her dedication to excellent customer service to build a thriving business.

Committed to her continuing professional development, Cyndi has earned numerous designations, including the prestigious designation of Certified Negotiation Expert, which enables her to negotiate the best deal on behalf of her clients.

Given her dedication, energy, and professional expertise, it is no surprise that Cyndi’s business is 100% referral-based. “My clients become my

Now an agent with eXp Realty in Virginia, Cyndi has combined her knowledge of the financial world, her 42

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friends,” Cyndi says. “I love the people,” Cyndi says. “I love, love, love my clients. I have the best people in the whole world, and it’s because they come to me by referral. I have a whole community of friends who I get to help.”

Cyndi’s commitment to customer service includes keeping in touch with past clients through annual movie nights and by giving them seven-night hotel stays anywhere in the world, a gift she is able to provide through an affiliate program she forged with a travel company. “I love being able to give my clients a vacation,” Cyndi says, “or if they’re getting married, to give them their honeymoon.” To market her clients’ listings, Cyndi is active on social media, where she posts charming and unique videos of her clients’ properties. “It’s me getting in their hot tub, or sliding down their slide in the backyard,” Cyndi says. “The videos are fun and show my personality and the unique features of the property.”

Dedicated to community service, Cyndi gives back 25% of her commission at closing to her clients who serve in the military, as well as to veterans, police officers, firefighters, EMT workers, and teachers as a way to thank them for their service. Cyndi has also created a weekly community spotlight on Facebook called Make Yourself at Home, which highlights a local organization or community leader. In her free time, Cyndi loves home renovation projects and to spend time with her daughter, son in law, and her six-year-old grandson. Inspired by her grandson, Cyndi authored a children’s book series based on him. The books are about to be published.

For the future, Cyndi plans to continue on the path she has forged. “I’ll continue to do what I love,” she says. “Real estate is fun! eXp Realty is the fastest growing company in the nation. It’s such a fabulous and exciting business plan, and a great company. I am so happy here.”

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To find out more about Cyndi Merritt, call 804-814-4644, visit merrittresources.com or email ask4cyndi@gmail.com www.

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Success– These 7 Habits Are the Real Secret to Success What makes somesome people so sucWhat isisit itthatthat makes people so cessful andand others not? successful others not?Is Isthere thereaa secret secret recipe recipe one one can can follow, follow, as as easy easy as as baking baking aa cake, cake, which which will will give give them them the the strength strength to to achieve achieve their their ultimate ultimate goals goals and and have have ititall? all?

The The answer answer is is that, that,in inaamanner, manner,there thereis. is.The The trick trick is is in in how how you you think think about about success success and and what what itit means means for for you. you. Many Many people people define define success success as as achieving achieving their their personal personal goals, goals, but but could could this this be be leading leading them them to to look look atat the the world a little too narrowly? The people people that that are are truly truly successful successful in in every every aspect aspect of of 44

don’t stop stop at at simply simply achieving achieving their lives don’t their personal goals. goals. They They succeed succeedin inmany many job,job, reavenues of of their theirlife, life,including includingtheir their lationships, health, andand family just to name relationships, health, family just to a few.a few. name ultra-successful people tend It turns turnsout outthatthat ultra-successful people to have quite quite a number of things in comtend to have a number of things in mon. One One main main skill many possess common. skill seem many toseem to is high emotional intelligence, or the abilpossess is high emotional intelligence, or ity to manage your emotions so that you the ability to manage your emotions so can you staycan calm focused even even in high that stayand calm and focused in

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high stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

1

BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calmand composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing.It doesn’tmatter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

2

BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such awide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increasetheir self-awareness. If a spare moment exists,then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

3

BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from others, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

4

BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty.

Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

5

BE POSITIVE Successful people use positive body language when they are talking to draw other people in. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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6 6

BE MEMORABLE BY BE MEMORABLE BY LEAVING A STRONG LEAVING A STRONG FIRST IMPRESSION FIRST IMPRESSION You only have once to make a first impresYou only haveare oneincredibly time to make a firstas sion, and they important, impression, and they importthey are closely tiesare to incredibly positive body lanant, as You theyhave are around closely 7tied to positive guage. seconds to conbody language.

7 seconds vince a person toYou likehave youaround after you initially to convince a person to like after them you meet them. That is how longyou it takes initially a person to decidemeet whenthem. they After meet that, you. After that simplyisspending the rest ofthe therest converaisperson simply spending of the sation justifying that initial reaction they conversation justifying that initial reaction had. You yousure make a good they had.can Youmake can sure make you make impression by having strong strong posafirst good first impression by having ture, a firm handshake, a warm smile,smile, and posture, a firm handshake, a warm openopen shoulders. and shoulders.

7 7

BE FEARLESS BE FEARLESS Successful people know that to give in Successful peopleThey know that let giving to fear is a choice. don’t the into fear fear a choice.

They don’t let takeisover, instead focusing onthe thefeart rushake of over, instead, they focus on the rush of euphoria that comes with conquering fears. euphoria that comes with conquering fears.

All of this adds up to having a high emotionAll of this addsWhat up tohelps having emoal intelligence. you atohigh succeed is tional intelligence.What helps you toemosucthe ability to control those whirlwind ceed theyou ability control whirlwind tionsisso can to stay calmthose and focused on emotions so you can stay calm andcan focused actually succeeding.

These habits help on Theseintelligence, habits can youactually gain a succeeding. higher emotional help a higher emotional intellibut asyou yougain probably already know, anything gence, but dealing as you probably know, involving with youralready emotions in anything dealing with your a healthyinvolving manner takes serious work.emoSo, tions healthy takestime. serious don’t in givea up if you manner fail the first You work.

So, don’t up again. if you fail the first must always try give and try time.You must always try and try again.

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WIL OLGUIN Top Agent Magazine

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WIL OLGUIN

Prior to real estate, Wil Olguin built an accomplished career in mortgages, learning the housing industry from the ground up while serving clients at a successful lender for more than twenty years. In 1992, he acquired his real estate license, and he transitioned into being a full-time agent in 2008. Since then, he has applied his foundations in mortgages and outgoing personality to facilitate transactions of all kinds, establishing a truly unique workflow around integrity and personalized service. Currently, he is a Realtor for eHomes, where he currently assists clients all throughout the Chino metro area.

sellers, valuing open communication and transparency above all else. “I’ve done probably four thousand of these presentations in my career,” he says. “They take a great deal of stress out of the process for my buyers and sellers. After each meeting, my clients usually leave the office clicking their heels and excited to get started.”

From there, Wil is there for his clients throughout their transaction, providing them with tireless service and careful guidance from start to finish.

As a #1 Zillow Requested Agent, he equips his

Right from the start, Wil sets himself apart with his clients via his unique, VIP Buyer’s Benefits Presentation, an upfront overview of the entire home-buying process. Through this presentation, he provides his clients with a distinct road map that carefully details how they can accomplish their dreams of homeownership. He also offers a similar introduction to his 48

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sellers with a blend of targeted digital and social media campaigns to generate plenty of buzz around their property. Elsewhere, he connects his buyers with an industry-leading lender who can assist them through even the most challenging transaction. “At the moment, my lender is working at a very high level,” Wil says. “I’ve been doing business with him for the past twelve years, and together, we sport a tremendous closing ratio. I can’t think of one time when one of our deals has fallen out of escrow.”

For his ongoing support and expertise, Wil has earned a fantastic reputation throughout California, as evidenced by his strong rate of repeat clients and referrals. In fact, he is currently the top-ranked agent at his office, already on pace for over thirty closed transactions for the year. But rather than focus on the numbers, he remains fully committed to the values that have anchored his career in the first place. “I love helping families,” he says. “You wouldn’t believe how many clients I have met who, at first, felt defeated by the process. But once they work with me and my lender, they have a better experience.”

Outside his career, Wil enjoys attending Dodgers Games, relaxing at family barbecues, or spending quality time with his wife Liz, a fellow Realtor with more than thirty years of experience. But he also has a strong vision for the future of his business. As his volume maintains its steady growth, he intends on scaling up his standards of service to meet the needs of even more buyers and sellers throughout his beloved community. “I’m going to keep doing what I’m doing,” he says.

“I will keep working to provide my clients with 100% satisfaction. After all, as long as I am putting their interests in front of my own, the rest will work itself out.”

To learn more about Wil Olguin, email wil@ehomesteam.com, call 562-714-2072 visit ehomesteam.com, find him out on Zillow at zillow.com/profile/wilolguin www.

www.

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1 Billion-Plus Reasons Why You Should Be Active on Facebook

By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook.

That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers.

Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience.

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website.

And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers.

• Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content.

• Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture.

But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video.

How can REALTORS® use Facebook Live?

Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show!

Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers.

Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you.

And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones.

NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters.

Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business.

Copyright©, Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com.

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RON SALTER

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RON SALTER

Born and raised in the Bay Area, Ron Salter first delved into real estate after graduating college with a degree in Finance and a lucrative career in online trading. Having moved back to the Bay Area in 2010, in the midst of the mortgage crisis, he immediately began investing in real estate. From investing in condos to single and multi-family dwellings around the Bay Area, Ron quickly learned he had a knack for uncovering margins of value where others did not.

market knowledge. “Many of the traits that made me successful at online trading directly overlap with my current career,” he says. “Trading is driven by statistics, game theory, and psychology—all key components of negotiating and analyzing value in real estate. I thrive on the balance between emotion and logic; it’s vital to understand the needs and goals of your clients while also providing objective advice to optimize their investment decisions.”

It wasn’t long before Ron opted to get his real estate license. He notes, “The first couple times I purchased property as a young 20-something-year-old, my agent never provided much education or transparency about the process. I wasn’t comfortable with this knowledge gap within my business, so I educated myself and got my license.”

Today, Ron is a top performing Realtor for Compass Real Estate in San Francisco. Having combined his unique professional background with his acute business acumen and passion for helping others, he has established a truly unique service model around education, honesty, and 54

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When listing a property, Ron’s sellers are comforted by a comprehensive marketing plan that analyzes seasonality, current and predictive market trends, and access to industry-shifting tools like Compass Concierge and Compass Coming Soon. He has an eye for detail to help your home show in its best possible light through his network of vendors.

Elsewhere, he is just as attentive when assisting his buyers, analyzing historical and current data to understand the always dynamic San Francisco marketplace. Above all, he ensures all his clients make informed decisions on their future. “It’s never been about making a commission,” he says. “It’s about listening and finding my clients the best home for their needs and lifestyle, at the best possible price. The mission of my business from day one has been to grow a network of referrals and repeat clients, and that happens by genuinely caring about every single one of my clients.”

Through the years, Ron has earned a fantastic reputation throughout San Francisco, with the majority of his volume coming from repeat clients and referrals. The reviews he’s accumulated speak for themselves. Still, he values most the joy of helping others and forging lasting relationships with his buyers and sellers. “I’ve always been an introvert, and I came from an isolated background in online trading,” he says. “While I was accumulating a lot of wealth, it was just me behind a computer screen. Real estate provided me with a vehicle to apply those strengths and help others; I couldn’t be more grateful to have found such a rewarding career.”

Going forward, Ron has laid an impeccable foundation for his growing business. As his volume continues to climb, he intends on scaling his high standards of knowledge and service to support even more buyers and sellers throughout San Francisco. “My clients are everything to me,” he says. “They’re the lifeblood of my career. So I make sure whenever I take on a client that I have the bandwidth to give them my full attention.”

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To learn more about Ron Salter, call 415-717-8752, visit ronsellsthecity.com or email ron.salter@compass.com www.

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that making 56

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience.

Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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BOBBIE SCHMITT Top Agent Magazine

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BOBBIE SCHMITT

With 49 years of experience in the real estate business, Bobbie Schmitt is an expert on the Greater Atlanta market. “I got started in 1972 in Orlando.

Both of my parents were in real estate, and when Disney World opened, I saw a lot of growth and opportunity, so when I graduated high school, I immediately got my real estate license,” she says.

Affiliated with Engel & Völkers, Bobbie uses her knowledge, expertise, and problemsolving skills to carefully guide clients and help them achieve the best results.

The Seller Representative Specialist, and Certified Luxury Home Marketing Specialist.”

When it comes to marketing, Bobbie leaves no stone unturned. She utilizes social media to give her listings wide exposure, while also relying on more old-school methods to create the perfect

Always having her clients’ best interest at heart, Bobbie carefully listens to their needs to ensure that she finds the right solution. “I think my clients know me to be hardworking, honest, a good listener, a great negotiator, a creative thinker and a good marketer. They know that if they work with me, I am going to give it my all,” she explains, and adds, “I work seven days a week and I’m passionate about my job. That’s why I have multiple designations, including Certified Real Estate Brokerage Manager, Certified Residential Specialist, Accredited Buyer’s Representative, 60

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marketing mix. “If you take a buyer out to look at five houses, they won’t remember which one is which. But if they have a flyer, they tend to remember that one better. That’s why I always do flyers, information boxes, and open houses—I want to get the word out to everybody!”

Bobbie’s relentless work ethic brought in close to $16,000,000 in sales volume last year and has made her the number one agent at her office and at the company. She has also been named Realtor of the Year twice and was the President of the Greater Orlando Realtor Association as well as on the National Association of Realtors Board of Directors for many years.

Despite her success, Bobbie’s favorite part of real estate remains seeing her clients happy.

“There’s nothing like the joy of a first-time homebuyer getting their house. I’m most touched by how satisfied my clients are at the end of our transaction, and I work hard to make sure they’re not stressed and that they can look back at the process and have positive memories.”

Outside of work Bobbie is a proud mom of 10 kids and Grandma of 25 grandchildren. “If I’m not working, I’m with my family. We love to travel together and are planning a trip to Turks and Caicos next.” She’s also a mom to a fourlegged companion, her Maltese named Chanel, and wife to an adoring husband, “He is the most supportive husband, and my rock.”

Going forward Bobbie plans to continue helping her clients achieve their real estate dreams for as long as possible. When she decides to retire, she knows she will be able to leave her business in very capable hands.

“My daughter is a successful and hardworking REALTOR®, so when the time comes, she will take good care of my clients.”

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To learn more about Bobbie Schmitt please visit bobbieschmitt.com, email bobbie.schmitt@evrealestate.com, or call (404) 964–4662 https://

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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 64

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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LUKAS VANAGAITIS

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LUKAS VANAGAITIS

Lukas Vanagaitis began his real estate career after coming to the United States from Lithuania. “In 2015 I was still living in Lithuania and started listening to real estate podcasts and reading every book I could find on the subject,” Lukas recalls.

“Already I knew that the real money is made in real estate.” He got his degree in architecture and moved to the States with only $3,000 in his pocket. He had a job for two years as an architecture designer before quitting that job and shifting to real estate. Just a couple years later,

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Lukas runs a seven-figure real estate business, and is on track to do over 100 deals this year.

Along with his team at Horus Homes, Lukas serves the St. Petersburg, FL area. “The team started small, with just me and business partner Fidel,” Lukas says. “We grew from there, and now we have a house-flipping business, property management company and Velum stretch ceiling franchise.”

Lukas says his “secret recipe” for having non-stop deal flow is “to control all aspects of the game and have multiple companies that feed each other.” For example, he says, “We have direct control over the large rental property portfolio we manage for investors from Europe, so when the time comes to sell these homes, we move them to flipping company and remodel them. While remodeling, we add Velum stretch ceilings, so listings stand-out. Then I come in as a licensed Real Estate Copyright Top Agent Magazine

Agent and sell them. While selling, our team holds open houses and connect with local buyers, then cycle repeats itself.”

His background in high-end architecture ensures that all the houses turn out spectacular.

“Because I have a degree in architecture and experience as a high-end architecture designer in Las Vegas and Los Angeles, our houses often turn out nicer than our competitors, it serves us as unfair advantage,” Lukas explains.

When it comes to marketing his listings, Lukas says being active on social media goes a long way. “One time I was in a house taking pictures, still in my work clothes, and I did an Instagram post to say, ‘The pictures are done, now we’re ready to list the house,’” Lukas remembers.

“Somebody messaged me immediately, came to the house, and put in an offer that same evening! We made this great deal just from being active on Instagram and having followers who are waiting for the next listing of ours.”

Community involvement is important to Lukas, and he is active in neighborhood and local beach cleanups. When he is not working or giving back, Lukas loves windsurfing—in fact, he has been a professional windsurfer for 10 years.

In the future, Lukas says he plans to continue building and expanding Horus Homes nationwide. “I love being an entrepreneur, and I love this country,” he says. “It’s a lot harder to do what do in Lithuania, running a sevenfigure business at the age of 28. Every day I’m grateful to be in the United States, have a loving wife, dream team and high-performance business partner. Everything I do, such as designing houses and creating additional value that few of my competitors can, is very inspiring for me. I’m very lucky to be here, and I love everything about my career.”

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To learn about buying, selling or investing with Lukas Vanagaitis, call 424-413-6600, email lukas@horushomes.com, or visit horushomes.com and velumdesign.com or on Instagram @Horus_Homes www.

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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 championTop Agent Magazine

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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SAMANTHA GRIMES

Over the course of her career, Samantha has become a go-to name in Eastern Shore real estate, with over twenty years’ experience buying and selling homes in the area.

rebrand his business, as he wanted to retire.

Samantha was working as a paralegal when the arrival of her second child signaled a moment for a career change. As an owner of multiple rentals, and already buying and selling properties, it wasn’t hard to see the potential in becoming a licensed agent.

Born and raised in the area, Samantha has been vested in the real estate community most of her life, accounting for a large sphere of influence and a long list of contacts with whom she can partner to get the best deal for her clients. As a lifelong local, there’s no one better to help homebuyers find the dream home that’s right for them.

“I figured it was a great fit to jump into the market since we were pretty heavily invested already,” Samantha remembers.

Today, Samantha is an Associate Broker and co-owner of Chesapeake Real Estate Associates, LLC, in Chester, Maryland, one of the area’s first agent-owned companies. Samantha became a founding owner when her former broker proposed that his top-producing agents take over and 70

Currently, Samantha’s client base derives entirely from referrals.

“I know this place like the back of my hand,” she says. “I love moving people to our area. To me, we live in one of the best places to raise a family, and to go out and have fun. We’re close to Chesapeake Bay and a short drive from Maryland’s beaches or the mountains.”

Samantha’s paralegal background gives her a built-in understanding of real estate’s backend Top Agent Magazine

processes, and a thorough knowledgeability of navigating contracts. Her expertise in properties ranges from farms to new construction to residential re-sales.

When it comes to marketing, Samantha’s diverse online footprint gets listings in front of potential buyers on numerous platforms. Listings post between Chesapeake Real Estate Associates’ website, her own website, in addition to a multitude of go-to realty syndications. But Samantha credits a burgeoning social media presence on platforms like Facebook, Twitter, and LinkedIn with putting her listings at a buyers’ fingertips. In a given year, Samantha closes between twenty-five and thirty transactions.

When a former client sought to raise money and awareness in the community around leukemia, Samantha jumped in to help through the Woman of The Year Campaign, supporting the Leukemia and Lymphoma Society. In her first campaign, Samantha raised $30,000. She is also active in the local high-school sports booster club where she volunteers and has served as president and secretary.

When she’s not working, Samantha keeps busy with four boys. Born on a farm, her family continues to raise and sell black angus cattle. In nice weather, Samantha and her family love taking their boat on the Corsica River.

Looking to the future, Samantha is excited for continued growth at Chesapeake Real Estate Associates as they recently opened a second office in Talbot County, in the quaint town of Trappe, Maryland.

“Being an owner of a small business is dear to my heart,” Samantha concludes. “I want to keep rolling forward with helping people move here and assist the agents in our office to showcase the Eastern Shore of Maryland real estate. We’re all so fortunate to show and sell one of the best places to live.”

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To contact Samantha Grimes, call (410) 310-6426, email samgrimes1097@gmail.com or visit samanthagrimes.com www.

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AILEEN STAPLETON

Settled joyfully in scenic and vibrant North Carolina, Aileen Stapleton, has been helping her clients for over two decades gracefully navigate the tricky real estate market and reach their goals. An Irish immigrant, she started her journey in Laguna Beach, CA, and eventually made her way to North Carolina. As part of the Hodge & Kittrell Sotheby’s International Realty family in North Carolina, she serves clients throughout the Triangle region—Chapel Hill, Durham, and Raleigh.

“I loved real estate right from the get-go and I immediately hit the ground running,” she explains her beginnings as an agent, and adds that she won Rookie of The Year in her first year, for all of Orange County, Southern California. “It was a huge accomplishment for me, because I didn’t have the typical sphere or family network to help me get started. I just loved the business so much and I enjoyed developing connections and relationships with people and off it went from there, like a meteoric rise.” Her enthusiasm and personable approach has resulted in the majority of her business coming from repeat and referral sources.

“I always focus on the person and doing what is right 72

by them. It’s never about the transaction itself. The bond is what matters to me, and the trust I develop with my clients allows me to continue to build my business. The relationship lasts long after a property is sold and closed. In fact, with Giselle, typically our friends become our clients and our clients become our friends.”

Aileen has found her other amazing business half in Giselle Feiger, and together they have formed a dynamic duo. “We are incredibly in sync with each other and bring a lot to the table as a team. I focus primarily on the negotiation and visionary elements and Giselle is terrific with analysis and contracts so together we are very powerful and great at winning bids for our clients,” she says, adding, “We’re in a very hot market at the moment and because of our relational priorities, we can still frequently find clients off-market deals.” It’s this willingness to go above and beyond to fulfill client expectations that has earned Aileen a formidable reputation in the business. “I love exceeding client expectations and giving them a full spectrum of service. This is a huge part of someone’s Top Agent Magazine

life, whether they’re buying or selling, so my goal is to lift the stress off their shoulders so they can enjoy the experience.”

“I love Giselle as my little sister who also pulls with a hard working emigrant mentality from her Nicaraguan heritage and, with fluency in Spanish, together we are able to serve the greater community and create exceptional opportunities with excellence. We love creating magic and enjoyable experiences for our clients and, given we’re harnessed exceptionally well, our clients love getting two brokers for the price of one!”

When it comes to marketing, Aileen praises Sotheby’s incredible support effort to promote listings. “Sotheby’s listings get tremendous exposure throughout the world.

We always utilize professional photography and brochures as well as a very large online international presence. Our region attracts a lot of attention worldwide so every property gets the same exact high level of superb service and exclusive market positioning because Sotheby’s is truly a global brokerage.”

As an immigrant Aileen understands the importance of community and, with Giselle, loves supporting the Compass Center for Women and Families which is dedicated to supporting women who have suffered from domestic violence. The rest of Aileen’s time is devoted to her three children, her beloved holistic endeavors and, as an aspiring author, writing frequently in her head what she knows will someday be scribed on paper.

Going forward, she is focused on growing her business with Giselle and expanding their team. “Our goals are to continue building our vibrant business as the secret is out now about how amazing our Triangle region is, being one of the least expensive of the hottest markets currently in the country. With Apple’s recent announcement to build a $1 billion hub at the Research Triangle Park (RTP), we want to continue being the proactive and trusted resources for our home buyers and sellers as well as investors in UNC and Duke medical communities.” Gauging by their raving client reviews, their global perspective and vast international experiences certainly appear to reap tremendous advantage for their clients.

Giselle grew up in Los Angeles and studied in New York and Boston before relocating to North Carolina Top Agent Magazine

with her Duke physician husband, whilst Aileen studied in England and spent her 20s in London and Dublin before venturing state side. “We’ve both relocated to the Triangle in North Carolina and really love and truly believe in this area so we want to continue exceeding clients’ expectations and goals so they can enjoy the exciting journey of home ownership and continue becoming our raving advocates.”

"Aileen Stapleton goes above and beyond and beyond for her clients.

She came highly recommended by multiple sources, and I can absolutely see why. She ran all over town, braving COVID to take us on FaceTime tours of properties and the surrounding areas.

Her sophisticated insights, stunning aesthetic taste, and expertise on the area deterred us from making big mistakes and led us to our favorite home we have ever lived in.

Upon moving in, she connected me with the best doctors, hair dressers, vets, and so on.

She massively reduced the stress related to moving somewhere completely new.

I have very few times in my life, been this impressed by a human being.

We will be Aileen and Giselle's clients for life."

MOLLY BLOOM

Bestselling Author of Molly's Game, Entrepreneur, Speaker

Aileen Stapleton and Giselle Feiger Brokers, North Carolina USA Aileen 919.360.6423 | Giselle 919.590.5870 aileen.stapleton@sothebysrealty.com FB & IG: @aileenandgiselle

For more about Aileen Stapleton and her team, please call (919) 360 – 6423 or email aileen.stapleton@sothebysrealty.com

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DANNY WEAVER

“Every job I have had has been a stepping stone towards me being a real estate agent,” Danny Weaver explains, while discussing his career.

After working as a traveling sales representative for ten years, then owning a home repair business, he eventually decided to get his real estate license.

“I was working with a lot of agents and their clients, and for about a year Bob Hill at Bob Hill Realty was encouraging me to become an agent,” Danny says. “Initially I kept refusing, because I didn’t think I would be good enough. But one day I decided to finally pursue it.” It turned out to be one of the best decisions he’s ever made, with Danny becoming a prominent agent in Anderson, Oconee and Pickens County. The majority of his clientele now derive from repeats and referrals, which demonstrates his ability to give each buyer and seller a great experience.

One way he stands out in this industry is by providing unparalleled advice and guidance.

“My background in home repair is really helpful, 74

because I can identify problems before we list a property and assist them in preparing their home so they get maximum value,” Danny says. This skill set also benefits his buyers, as he can help them determine potential issues in homes they are interested in, while also estimating the cost of repairs. Whether he’s selling a family’s long time property or supporting a buyer in their first purchase, he provides guidance throughout the transaction, ensuring no questions are left unanswered.

Danny also goes above and beyond when it comes to marketing, with a creative approach to his photography. “I try to tell a story about each listing,” he says. “I will walk the client through the property with photos, starting at the driveway, then the front door, and so on.” This often results in his listings selling quickly and for top dollar, without needing any additional advertising.

When working with his clients, Danny never thinks of them as a ‘transaction.’ He understands he’s Top Agent Magazine

dealing with one of their most expensive assets, and wants to provide a seamless experience for them.

Passionate about getting them towards their goals, he takes time to listen and develops individualized plans to meet those needs. This results in glowing reviews afterwards, with one client recently saying: “We looked online for an experienced agent and called Danny Weaver of Keller Williams. We challenged Danny to sell our house fast and get the best price for us. He delivered with multiple offers in days of listing. He stayed in touch the whole time and happily answered our calls or texts without delay. We could not have chosen a better person, or a better agent to get the home sold. We recommend Danny to anyone wanting a professional to sell their home. Thank you Danny for all your help. We will miss working with you and your friendship!”

When Danny isn’t working, he can be found enjoying the outdoors. “My wife and I love to go camping,” he explains. He also loves golfing and hiking.

As Danny looks ahead, he hopes to build a team someday. “I think I’m almost there,” he says. In Top Agent Magazine

the meantime, he is loving his current path. “I like helping people get what they want and solving problems for them. Many of my clients become my friends, so it’s just wonderful to meet people from all walks of life.” Be sure to “Leave It To Weaver” for the best price!

For more about Danny Weaver, please call 864-414-1871 or email dannyweaverrealtor@gmail.com 75

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that Top Agent Magazine

can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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RACHEL FOY “I really like helping people,” says Rachel Foy, describing her favorite part of working as the top broker at Hillman Homes in Massachusetts. “We all start and end our day at home, and I like being the person who helps my clients find their safe place. I really enjoy the relationship aspect—getting to know people, their lives, their stories, and getting to help them through their transaction successfully.”

Rachel always knew that she liked real estate. She bought her first home at twenty-three, and she had a less-than-ideal first-time homebuyer experience. After spending years in the corporate world and completing her MBA in entrepreneurship, Rachel decided to make a change. “I realized that I wanted to own my own business and help people with real estate,” she says. “I thought I could make a bigger difference in terms of the process.”

For the past nineteen years, Rachel has definitely made a difference for her clients. Operating out of her office in Newton, she services anything within an hour from her office. She’s also licensed in New Hampshire and is ready to go wherever her clients need to be. As the Broker/ Owner of Hillman Homes, Rachel mentors a team of eleven agents while maintaining her own client list.

She runs quarterly clothing drives and fundraisers to support the homeless, and a portion of each of her sales is donated to various local charities.

If she isn’t in her office, you can find Rachel hitting the ski slopes in the winter or on her way to the ocean in the summer. She enjoys staying active and getting outside to enjoy all that New England has to offer. An avid traveler, Rachel wants to see as much of the world as she can. “When I can stamp my passport at least once each year, that’s great for me!” she says.

Looking to the future, Rachel is excited to continuing to provide her clients with an individualized experience.

“The business I run feels very much like a family business. Our team is very close knit and supportive,” Rachel explains. Hillman Homes prides itself on being a boutique real estate brokerage, and Rachel doesn’t want to get so big that she can no longer guarantee her fantastic customer service.

“I love what I do,” Rachel says. “The purpose behind it is to make sure customers are happy. I always hope they come back, and they usually do. I am proud to say my business is 95% referral based. I always put the clients’ needs first.”

Rachel’s business is constructed around repeat and referral clients. She only works with four buyers at a time so that she can make sure each has her undivided attention. She credits her clients’ loyalty to her attention to detail and service-oriented attitude. “I’m there from beginning to end and even after the transaction is completed,” she says. For her sellers, Rachel provides a true concierge service including Notary services. She explains, “I’m not only there to take care of the process but also the property.”

When she isn’t working hard for her clients, Rachel gives back to her community through both time and money. She serves on the board for the Newton/Needham Chamber as well as the board of the Newton Boys and Girls Club.

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For more about Rachel Foy and Hillman Homes, call 617-930-5665, email rachel@hillmanfoy.com, or visit hillmanfoy.com www.

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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

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

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

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

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

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

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

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

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while promoting my business?

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

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

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

4. Get involved in your community.

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

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

5. Show your gratitude when you do 80

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

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

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

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

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

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

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JEWEL ADDISON Jewel Addison believes in providing every client with a first-class experience by listening to their needs and being open and honest with her guidance. “Finding a Realtor is an incredibly important process,” Jewel says, “it really is about fit and who will best serve your needs and the needs of your family. I am very open about what I offer so that every client relationship can be successful.” Passionate and dedicated, Jewel loves her work, which is full of variety. “I love a new challenge and learning new things,” Jewel says. “No day at this job is ever the same.”

With sixteen years of experience, Jewel specializes in Residential real estate in Fairbanks, Alaska, where she has built a thriving business at Summit Realty Group. Jewel was a top sales agent for the #1 Team in Alaska from 2009-2016. Now, she works solo, helping local and incoming families find their forever home, as well as helping members of the military relocate to the area. An Alaska native, Jewel offers her clients an on-the-ground knowledge and a passion for the area she serves. “Fairbanks really is a special, friendly place,” Jewel says, “and so is Alaska. I love open spaces and the landscape here, and it is wonderful to help both longtime residents and newcomers who are discovering the area for the first time.”

With her work ethic, her personable approach, and her transparency, it is no surprise that Jewel’s repeat and referral rate is 80%. “I prioritize great communication throughout the process,” Jewel says. “I let my clients know I’m paying attention, and that I am there for them every step of the way.” Jewel prides herself on her expertise when it comes to the nitty-gritty of the contract process. “I have an integral knowledge of the business,” Jewel says. “I know how it all works, from loans, to inspections, to escrow. I provide lots of value to my clients. I’m not just selling or helping you buy a home. When you go into the contract is where the real work happens.”

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To market her clients’ listings, Jewel leverages social media and digital platforms, ensuring her clients broad visibility by paying to have their properties featured across major websites. With her deep knowledge of the Alaska market, Jewel’s strategy is fine-tuned and effective. Last year, Jewel completed $14 million in sales, and already she is on track to have an even bigger year.

When Jewel is not busy serving her clients, she is committed to giving back to the community. She serves as Treasurer for the Greater Fairbanks Board of Realtors, which engages with many charitable causes and events. Though her business and her community work keep Jewel busy, when she does take time for herself, she loves to be outdoors, taking her camper to the middle of nowhere to disconnect and unwind.

Having built a flourishing business and a stellar reputation, Jewel is excited about the future and what it holds. She has plans to continue to live, work and give back to the community in Fairbanks. Jewel says. “I’m very happy with where I am and with what I’ve built, and I’m excited to keep serving my wonderful clients, as well as all the terrific people I get to meet through this profession.”

To find out more about Jewel Addison, please call 907-978-9066, email jeweladdison@gmail.com, or visit jeweladdisonrealestate.com www.

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TAMARA BAKIR Few Realtors understand the luxury-property niche like Sotheby’s Tamara Bakir. An eleven-year veteran in the real estate industry, she began her career in Dubai, where she was recruited into the business by her landlord, who urged her to get her license and join his team at his brokerage company. “I did it as a side gig initially,” Tamara explains. “I was actually a luxury-magazine publisher. But I’d always been interested in real estate, so I wanted to explore that opportunity. I ended up falling in love with it, so I decided to sell my shares in my company and go into real estate full time.”

Tamara worked in Dubai for nine years, the last year working almost solely with a Turkish billionaire who was purchasing large lots to build spec luxury homes. That trust and responsibility conferred upon her by such an influential client cemented her reputation in the industry, and sparked a move to Los Angeles in 2019 where she established herself as a specialist in luxury high rises and penthouses, both pre- and post-construction. “I’m international in the truest sense of the word, working with markets in Dubai, Los Angeles, and Miami. My clients include Dubai developers looking to invest in North America, or other wealthy individuals in LA buying or selling in the luxury sector. They consult me on the best sites to locate new developments, pricing strategy, amenities, etc. I have a deep knowledge of the development market.”

site forms the core of my marketing. I showcase listings in my three market areas, which draws me many leads. I also publish two newsletters a month. The first is called Los Angeles Luxury Living, where I focus on a different part of LA every month, talking about the hottest restaurants, or the best places to work out—things like that. The second is Vertical, where I feature new development properties in my international markets. I’m a contributor for Inman, and I also have a column in World Property Journal called “High Rises in High Heels.”

Tamara enjoys sharing what she knows with other members of the real estate community, hosting webinars on various topics. She’s also an active member of AREAA. When she’s not working, she likes traveling and keeping her body healthy. “I’m a fitness freak, so I love SoulCycle, which I do four days a week, along with Pilates and yoga. I also just took up tennis.”

Going forward, Tamara wants to continue to grow her business, especially in Los Angeles and Miami. “I’m looking forward to building a couple of projects in those cities with my clients, and selling the developments.”

She’s also been appointed a board member on Castle Tower Capital, a New York multifamily real estate fund, where she advises on raising capital from Middle Eastern HNW investors.

She loves her work, the thrill of taking a project from permit process to completion, but warns that the job isn’t for the faint of heart. “This business is tough. You have more rejections than wins, so you have to be resilient.

The keys are persistence, consistency, and continuing to educate yourself in your trade. It’s important to approach it in a structured manner.”

As with everyone else, her business slowed when Covid hit. Never one for wasting time, Tamara shifted her energy into developing her website with the help of the design company Luxury Presence. “They’re amazing! And the 82

Contact Tamara at +1 424-324-9883 or email TB@Tamarabakir.com Top Agent Agent Magazine Magazine Copyright Top

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

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

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

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

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

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

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

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

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

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

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

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BRENDA BEERTHUIS “Everything I’ve always done my whole life has revolved around homes,” says Brenda Beerthuis, a top agent with RE/MAX United in Michigan. “I love getting to see my clients’ joy and happiness, whether they’re buying or selling. I like getting them the home or the price that they want.

It’s wonderful to be able to negotiate and always look out for their best interests.”

Brenda has been a full-time real estate agent since 2012, but she started in the industry long before that. She originally worked as a contractor, running her own business where she painted, staged properties, and acted as a color consultant. After twenty years and with encouragement from her current broker, Brenda decided to take the plunge into becoming a REALTOR®.

“I hung up the brush and started doing real estate full time,” Brenda says. “I hit the ground running and have been running ever since. Whenever I look back, I ask myself: why didn’t I do this sooner?”

Brenda’s clients are glad she took the plunge. Servicing Kent, Montcalm and surrounding counties, Brenda has built her business up with repeat and referral clients.

She credits their loyalty with her willingness to listen and understand their goals. “It’s a very robust, fast market right now,” explains Brenda. “Communication is key. Clients always tell me that their agents in the past were impossible to get a hold of. I always respond in a timely manner.”

When it comes to marketing her listings, Brenda takes advantage of all the tools RE/MAX has to offer its agents. Her properties are listed on over 1,100 websites and she posts widely to social media to get as many eyes on the listing as possible. This strategy works wonders. Brenda closes on approximately thirty-eight properties each year.

Brenda also loves to stay in touch with her clients. She Top Agent Magazine

tries to build small communities of past, present, and potential clients. She holds client appreciation events throughout the year, including the springtime flower fest. “I also have what I call my adopted clients,” Brenda says. She reaches out regularly to people who purchased one of her listings, even when they were represented by a different agent. “Years down the road, when they’re ready to upsize or downsize from a listing they got from me, I’ve had those clients call and reach out to me.”

Outside of real estate and going the extra mile for her clients, Brenda lives on a lake and very much enjoys lake life. She and her family own a pontoon boat and a couple of jet skis. She enjoys spending time with family and friends here. She and her fiancé are the proud owners of two Great Danes. She laughs, saying, “They’re like two indoor horses! They’re the rock stars on the lake, for sure.”

Looking to the future, Brenda is excited to continue growing her business and taking advantage of all real estate has to offer. She is currently in the process of earning her associate broker’s license and other designations. Brenda says, “I want to be the go-to person in my industry.”

To learn more about Brenda Beerthuis, give her a call at 616-293-9658 or email BrendaBeerthuis@remax.net 85

KASSIDY BENSON When she started Living Room Real Estate, Kassidy Benson wanted to emphasize how the space we inhabit impacts our quality of life. “It’s not a coincidence that people who love their home also love inviting people over to share it. We’re social, and it’s important to have enough space—and the right kind of space—to nurture the lifestyle we love.”

A Colorado native, Kassidy graduated from the University of Colorado in Boulder before moving to Denver in 2011, where she began a career in social work before hiring on with a marketing firm to consult with clients about brand management and social media. When visiting a Denver Realtor® to recruit her as a client, Kassidy became fascinated with the opportunities that kind of job offered, especially as a way to pursue her own particular values.

“I’m a matchmaker at heart,” Kassidy laughs. “Our motto at Living Room is ‘Pairing people with the right place for a prosperous life.’ Every house is different, just like people, and I love getting to know someone, understanding their story and the kind of life they want to live, then finding a house that’s a perfect fit for them.”

As owner and a broker at Living Room, Kassidy’s had great success in that mission, matching clients all over the Denver Metro area with their dream homes.

In 2020 she closed 58 transactions for $12 million in sales, with nearly 100 percent of that business coming from repeat clients and referrals. “People come back to me because they know I’m passionate about this work.

You’ll meet agents who don’t even own a house. I’ve

remodeled a number of houses, both my own and investment properties, and so can help buyers imagine what a space can become and price out the cost to achieve that. I also know which contractors to recommend.”

She markets her listings across all of the social media platforms and her local MLS, highlighting the unique features of each property through professional photos and videography. Kassidy stays in touch with clients through text and emails, or stops by if she’s in their neighborhood to see what they’ve been working on. “Once a year I’ll also send them a CMA update on their home’s appreciation.”

Kassidy’s vision takes in the bigger picture as well.

“Denver is desperate for more housing, and I think we actually have an incredible opportunity to repurpose a lot of under-utilized space by building accessory dwelling units. Adding that density to the city would create a more robust urban environment. I get excited about that!”

Kassidy supports a greener Denver, planting a tree for every home she sells. She also works with The Park People, a nonprofit organization focused on raising money to plant more trees in Denver’s parks and urban communities. When not working, she spends lots of time loving her two Cavalier King Charles spaniels.

She also enjoys entertaining and getting outdoors.

Going forward, Kassidy wants to allow her business to grow organically, bringing on a new agent every year as needed to keep up with her volume.

For more about Kassidy Benson, please call 303-720-8491 or email Kassidy@livingroomdenver.com.

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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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SASCHA CHATMAN After working as a hospital administrator for many years, Sascha Chatman got burned out on the health care industry, and wanted to find an avenue to better help people and enrich his community. He discovered real estate through a mentor, and began to study market trends and learn how to negotiate contracts. Very quickly, Sascha grew to love the idea of working as a real estate agent, and before long, he got licensed as a Realtor in Fort Worth, TX. Sascha is now going into his fifth year, and the continued growth of his career has been impressive to say the least.

Sascha closed $5.8M in 2019, $10.3M in 2020, and is on track to close between $20M and $25M this year, and he shows no sign of slowing down.

The rapid growth in Sascha’s business can be largely attributed to his business knowledge and tech savvy, which he has applied to real estate to great effect.

Sascha has devoted a lot of time to learning cutting edge real estate technology, and he uses it to generate bulk leads and develop efficient real estate systems whereby he is able to streamline the buying and selling process for clients.

Sascha knows the importance of marketing, and uses his mastery of real estate technology in his advertising campaign as well. His campaign is heavy on videos, including the use of BombBomb video messages, which are intended to educate prospective clients and people generally interested in learning about real estate, while simultaneously introducing folks to Sascha’s brand.

“Our particular class of marketing makes people feel like they’re familiar with the business, even if we’ve never physically met before. Clients get a really good idea of what we’re all about before they step in the office,” Sascha says.

Sascha’s business has been surging forward ever since he started in real estate. He closed $5.8M in total sales volume in 2019, almost doubled that to $10.3M in 2020, when he moved to eXp Realty. Sascha is on track to Top Agent Magazine

hit $20-25M in 2020 depending on how things go. Along with his team of four, Sascha hopes to continue increasing his level of production as he moves forward, and he is confident that his marketing and level of client service will attract more and more customers as the years go on.

In his free time, Sascha loves to spend time with his family, who has heavily supported his business from the beginning. He is also a long-time coach of various youth sports teams in his community, including basketball, football and volleyball; a lot of people in the community know him as “Coach Sascha”. Sascha is also heavily involved with his church, with whom he volunteers for various local organizations and hosts homebuyer webinars.

Recently, Sascha has become increasingly interested in recruiting agents, and has taken to coaching, training, and inspiring the other current and prospective agents on his team to aspire to the level of real estate service that he consistently exhibits. Sascha hopes to expand his business outside of the Dallas-Fort Worth area into Houston and Texarkana in the near future, and to bring his personalized brand of real estate service to as many people in Texas as possible!

You can contact Sascha at (817) 668-0311, email sascha@chatmanrealtygroup.com, or visit chatmanrealtygroup.com http://

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YOUSEFF CHMAIT When Youseff Chmait graduated high school, he decided to pursue a career in real estate at his mother’s behest. He worked in property management for 18 months and as a receptionist for six, before he got a job in sales and got his Realtor’s license in Sydney, Australia.

He never looked back, and now, with ten years under his belt, it’s abundantly clear that Youseff is in a field that suits him, as his success in his career has steadily grown, and he shows no sign of slowing down.

Like any good Realtor, Youseff places a particularly high emphasis on his customer service, and works incredibly hard to ensure that everyone who works with him has an exceptional experience. He maintains a consistent line of communication with all of his clients, both past and present, and takes the time to get to know his clients in order to provide insight that pertains to their specific situation and needs. “When I meet with clients, I give them time and space to make decisions, and I don’t rush the process,” Youseff says.

“I want to maximize the transaction and make sure I put everything I can into it, so my client can get the maximum value out of it.”

he does. “I love going into the homes with my team and making them look amazing, I love negotiating contracts, and most of all I relish the opportunity to build relationships with my clients and get the best possible results for them,” Youseff says. His hard work throughout his career has garnered him incredible production numbers – he closed 40 transactions in 2019, 30 in 2020, and is on track to close 110 in 2021. Youseff is a Realtor who puts the effort in, and his ability to get efficient results speaks for itself.

In his free time, Youseff enjoys watching movies, playing games with his friends, and going to the gym.

For the future, he hopes to self-fund a homeless shelter in the Inner West of Sydney where he lives, and start a side business renovating homes to bring them to a high caliber of presentation so that they will be more desirable to buyers, a facet of real estate that he is particularly passionate about. If you’re looking for a Realtor in the Inner West of Sydney who goes the extra mile to get value for his clients, look no further than Youseff Chmait.

When it comes to advertising, Youseff puts a lot of effort into bringing out the true potential of each of his homes. He uses professional staging and upgrades to the home to make it look its best and highlight its strong points, and makes a video for each listing that presents in a way that draws the viewer in. Youseff’s thorough approach to marketing guarantees that each home sells for top dollar, and he markets extensively across various websites and social media platforms so that each listing reaches a wide audience of potential buyers.

Youseff is enthusiastic about his work, and his passion for homes and for helping people pervade everything 90

You can contact Youseff at (0418) 291-818 or at youseff@hmch.com.au. You can also visit his website at hmch.com.au for more details. www.

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How to Answer the Inevitable Question:

Why Should I Choose You? In some markets, a real estate agent is competing against thousands of other individuals and teams. There are only so many bells and whistles—so many buzz words you can throw at prospective clients. To a buyer or seller who has interviewed several other agents already, all of it begins to blend together and every realtor sounds as though they’re reading off the same script.

Your clients want to know why they should choose you. They want to know what makes you different. It’s highly likely they’ll even Top Agent Magazine

ask you this question directly in your initial interview, but as an agent, you might have a hard time coming up with a response that either you or your clients are truly satisfied with.

To answer your client’s why you must go back to your own why.

WHAT SKILLS DO YOU HAVE THAT OTHERS DON’T? Just because there are other agents in your area doesn’t mean those agents have the

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same skills that you do. We each bring our own backgrounds and experiences to the table. What comes naturally to you? Maybe it’s your negotiating skills or your ability to connect people that sets you apart from the rest.

WHAT PART OF THE BUSINESS DO YOU ENJOY THE MOST? There are skills and then there are passions.

In real estate, there’s so much to enjoy.

There’s the opportunity to match a family with the right home and the sense of safety and comfort that brings their loved ones.

There’s the ability to give someone a sense of financial security by advocating and negotiating on their behalf. And then there’s the houses and neighborhoods themselves— the architecture, history, and community.

WHAT ARE YOUR ACCOMPLISHMENTS? When you look at your client list and the portfolio of work that you’ve built over the years, what are you most proud of? Sure, there are financial rewards, but there are also other accomplishments that your prospective clients will likely be eager to hear about, such as happy client testimonials, a thriving referral business, volunteer and charity work, or even how you lift and support your own team.

Everyone needs money, but those other accomplishments and how you speak about them show your client what kind of person 92

you are and if that’s the type of person they want to work with.

WHAT ARE YOUR INTERESTS? Real estate might seem like your entire world at times, but you also have a life outside of work. Maybe you like music or traveling or being outdoors. The best part about being a realtor is that there are often ways you can thread these interests into your work, like hosting client functions and events.

WHAT DOES YOUR CLIENT CARE ABOUT THE MOST? Let’s face it, your clients likely care the most about only a few things: saving or making the most money, doing it as soon as possible, and making sure that doing so isn’t too stressful. Your response to your client’s question—why should I choose you?— should address these concerns.

Maybe you excel at creating systems that make the selling process efficient and profitable for your client. Or maybe you excel at providing a personalized experience for homebuyers.

Try out a few responses. You might even start with a template: My [skills or passions] helps me [provide this service] because I can [achieve my client’s goal].

Like most things in life, coming up with a compelling and concise response for why clients should hire you will take time and practice.

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WENDY DYES Wendy Dyes began her real estate career in 2013, coming from a background in marketing. “I worked in media for most of my career,” Wendy recalls, “and I decided that I wanted to try to work for myself. I took the experience that I had in marketing and sales, as well as my networking ability, and I decided that real estate was the best fit for me.” The rest is history, and ever since then, Wendy has excelled at helping her clients achieve their real estate goals.

Wendy serves the Middle Tennessee area, including Franklin, Brentwood, Germantown, East Nashville, WedgwoodHouston, Hendersonville, Gallatin, Lebanon, and Mount Juliet. One hundred percent of Wendy’s business comes from her network, including repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. “I consider myself a white-glove service agent,” Wendy explains. “I work with my clients through all aspects of the business, whether it’s getting their home ready to sell, staging, working with vendors, helping them to secure loans, making sure they have the right options, helping them be able to move door to door, and making sure it’s as smooth and easy a process as possible.”

Her marketing experience sets Wendy apart and is a valuable asset for her clients. “The first place that most people will see the home is online,” she explains, “so a good online presentation is where I start, by showcasing the home fully staged with professional photography and videos. I find that video walkthroughs are very helpful, especially with so many people moving into Nashville from elsewhere. With so many prospective buyers coming here from out of state, I not only like to market the particular home, but I also market the area and the lifestyle that the potential buyers can have in the many different unique areas of Nashville.”

Wendy stays in touch with her past clients long after closing. “Many of my clients become my friends,” she says.

“We stay in touch, and my clients are constantly asking me for advice, even after they’ve purchased a home. My Top Agent Magazine

business relationship does not stop once we’ve closed on the home.”

Community involvement is important to Wendy, and she is active with organizations that include Big Brothers Big Sisters of Middle Tennessee, Habitat for Humanity, CASA (Court Appointed Special Advocates for children in Nashville), and the Brooks Home in Lebanon, a transitional home for women and children. When she is not working or giving back, Wendy enjoys gardening, spending time on the lake, and seeing live music in Nashville.

In the future, Wendy says, “I’m working with investors and developing land in and around Middle Tennessee in the coming year. We are in a housing shortage, and we’re working on creating more housing for people moving into Nashville.”

Above all, she looks forward to continuing to provide great service for her clients. “I love being able to help my clients get moving and fulfill their dreams,” she says, “whether it’s finding the perfect home for them, or allowing them to be able to sell their home. No matter what their goals are, I love helping to make everything go as smoothly as possible. That’s the best part of my job.”

To find out more about Wendy Dyes, please call 615-807-0340, email wendydyes@gmail.com, or visit her online at wendydyesrealestate.com https://

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HALEY EPPS Haley Epps has been working in the real estate industry for 26 years, but it didn’t truly start there. She comes from a real estate family – her mother was a Realtor and her grandparents before her, and Haley has been surrounded by the sales transactions of homes for most of her life. She got her start working in commercial real estate with her mother, until she started focusing on residential properties fifteen years ago. She now works for the Haley Epps Team at Reece Nichols in Johnson County, Kansas, where she has built a reputation as an experienced agent who takes great care of each of her clients.

One of Haley’s primary goals as a Realtor is to build lasting relationships with each of her clients, in order to guide them through the challenging process of home ownership. She provides personalized, hands-on service, provides insight informed by decades in the industry, and stays involved in clients’ lives long after the transaction is completed. “I really care about my clients having a great experience, and I do everything in my power to ensure they accomplish their goals successfully,” Haley says. Haley goes above and beyond for her clients to get them where they want to be as far as their real estate needs are concerned, and she becomes friends with many of the people she works with. Because of these traits and more, Haley gets 95% of her business from repeats and referrals.

In order to constantly expand her sphere and stay in touch with her constituency, Haley maintains a consistent presence online and within her community. She uses the MLS and social media to market her listings as well as ads in lifestyle magazines, and she communicates with past clients over social media and by phone. Haley’s ability to stay on people’s radar has enabled her sphere and her business to grow, and her production numbers reflect that – she closed $20M across 45 transactions in 2020, and looks forward to increasing those numbers in the future.

An incredibly hard worker, Haley is driven to accomplish so much each day primarily by her desire to help 94

the people in her community. “I love guiding my clients through this challenging process and watching them accomplish one of the greatest feats in their life. It’s so rewarding,” Haley says. She is a creative problem solver who feels genuine compassion for her clients, and that opportunity to meet and help so many people is what inspires the quality and intensiveness of her client service.

In her free time, Haley loves spending time with her husband and her daughters.

She enjoys hiking, biking, and going on vacations to the beach in Florida. She is a huge proponent of community engagement, and personally raises money for local organizations such as the Gold Key Project, Fellowship of Christian Athletes, and her local church, the Legacy Christian Church. Haley and her team also hold clothing drives for Mission South Side, a local ministry that provides for the homeless.

Haley also works with the Unconventional Womens Business Network, a non-profit faith at work ministry designed to foster good business practices within the community. If you’re looking for an agent in Kansas or Missouri who offers top-notch service to a diverse range of clients, get in touch with Haley Epps today!

You can contact Haley at (913) 558-5958, haleyepps@reecenichols.com, or visit haleyepps.reecenichols.com www.

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

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

interactive, unmissable, and effective in generating business.

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

Consider your profile a landing page.

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

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 96

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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LIZ HOLLIDAY Liz Holliday is a creative and caring real estate professional who specializes in helping residential buyers and sellers in Boise, Idaho. With her background in the service industry, Liz offers exceptional customer care, and tailors her approach to give each client the right solution.

Always striving to make her clients feel taken care of and important, Liz goes above and beyond to assist them in any situation. She prides herself on her transparent communication with clients and remaining a resource for them even after closing. “I educate them throughout the process, and I really enjoy being there for them. There’s been so many times where I helped my clients even on holidays.

I’m accessible to them pretty much 24/7. I’ve had clients call me at midnight because their basement was filling with water due to a broken sprinkler head, and they needed contractors over there to help them,” she says, and adds, “I give my clients the best level of service from beginning to end and then even after closing. I always check in on them every few months just to make sure that everything is still going okay. I think too many agents think of clients as one-time transactions, but that’s the exact opposite of how I feel. I want them to know they can always call me, even if it’s 10 years after closing.”

a home will be the biggest purchase they ever make. If I can make it as easy as possible so that they can just worry about picking out which kitchen they like, then I feel accomplished.”

Born and raised in Boise, Liz is deeply involved in her local community. She is a regular volunteer, donates to causes that help women and children, and works with the local food bank. When she’s not busy with clients or giving back her time, she enjoys being surrounded by family. “Working in real estate makes it hard to find time to break away, just because it’s always so constant. But in the chance that we do, my fiancé and I really like to go camping and backpacking.”

This year Liz is focused on starting a small team to help other agents build successful careers, and to further grow her business. “Right now, I’m focused on developing systems and training manuals to train team members so they have a smooth transition and can hit the ground running.”

Liz uses creative marketing solutions to ensure her listings are given wide coverage in a busy market.

“I do a little bit of everything in terms of marketing, blending old-school methods with today’s technology.

But primarily I focus on social media, especially Facebook and Instagram, as I found that usually tends to get a pretty good response for my listings.”

Passionate about helping people, Liz’s favorite part of work is being able to ease the stress of the transaction process for her clients. “For most people buying Top Agent Magazine

To learn more about Liz Holliday, email liz@hollidayandcorealestate.com, or call (208) 391–9741.

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MELISSA KAUFMAN After working for years as a Special Education teacher, Melissa Kaufman decided to get licensed as a Realtor in 2017, and started working in real estate full-time a year later. Her career in Stark and Summit Counties, Ohio has been nothing short of remarkable, as she has not only built her own career to great heights over a few short years, but also established herself as an inspiring leader of her own team.

She says, “I love being a Team Leader and influencing other agents in a way that will help them grow their business.” Melissa has always had a passion for real estate, enjoys learning and teaching about the housing market, and gets a great deal of personal fulfillment out of helping people navigate one of the biggest transactions of their lives.

Melissa has made a name for herself as a Realtor who takes a personal and hands-on approach to working with clients. She takes time to pinpoint her clients’ specific needs, then comes up with a detailed plan to accomplish those goals in an efficient manner. “We use an individualized process this is tailored to each client we meet with,” Melissa says. “This way the transaction will go smoothly for every single client, regardless of the circumstances.” People love this approach – Melissa’s team gets over half of their business from referrals, and they have a large following in their local area.

Their client appreciation program allows Melissa’s team to show their clients that they care long after the transaction is closed. They send cards and personally drop off gifts to clients past and present 4-5 times a year, and keep up with past clients over social media.

This is all part of their initiative to prioritize building relationships with clients over meeting a bottom line.

“We love our clients and support them whenever and however we can,” Melissa says. “Clients often become our good friends over the course of a transaction.” The team works hard for their clients – they are on track to close 160 transactions this year at a total volume of $25 million.

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Melissa’s team advertises their listings heavily, using professional video, drone photography, staging, and virtual tours to make their listings look pristine. They market those listings on various social media platforms, Homesnap, and websites like Zillow and Realtor.com, so that they can reach a wide audience.

In her free time, Melissa likes spending time on her five acres with her wife, Ashley, and her three children, Kendall, Milo and Bingham. She is a frequent volunteer for and partner with a local Breast Cancer Awareness charity, and thoroughly enjoys giving back to her community. Melissa has built her team on the foundation of helping people, and they love helping their clients and building relationships with them – “The biggest thing about us is we try to make people’s dreams a reality,” Melissa says. For the future, she hopes to continue growing her team, and potentially branch out into other parts of Ohio!

For more about Melissa Kaufman, please call (330) 415-5931 or by email at melissa@mksellsohio.com Top Agent Magazine

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

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

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

Here are some things that you can do to increase morale and productivity in your workplace: 99

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

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

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

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

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

3

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

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

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

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MICHAEL KAUFMAN Graduating from law school in 1985, Michael started working with a real estate syndication company in Lincoln Park, and he quickly realized his passion for helping clients with buying and selling property. Shortly after, Michael decided to follow that passion and began brokering in his hometown of Chicago. From Highland Park to Hyde Park, Michael strives to make sure his customers are well taken care of, and he provides references for maintenance and legal work given his background education in law. Michael has earned a reputation as a go-to agent in Chicago due to his wealth of experience and outgoing personality.

As a Chicago native and someone who is been in the real estate business for decades, Michael knows the city like the back of his hand. He is intimately familiar with market trends and the quality of neighborhoods in the area, and is transparent when giving that information to his clients. The knowledge that Michael brings to the table is second-to-none, and as a veteran Realtor, he is uniquely equipped to solve any number of problems that might arise when navigating a real estate transaction.

Michael was drawn to a career in real estate in large part due to the wide range of opportunities it offers to interact with a lot of different people.

Michael is a people person who gets his energy from interacting with others, and he gets great personal fulfillment from helping people meet their real estate goals. “I strive to do my best for my clients, and I always keep their best interests at heart,” Michael says. “I’m thorough, I touch

every part of the transaction, and I’m always there for them.” Clients love that Michael is both personable and reliable, and express it commonly in his reviews. Michael gets 80% of his business through referrals from satisfied customers, a true testament to the quality of his customer service.

More than just a real estate agent, Michael finds it essential to provide a well-rounded experience for his clients, and he thinks of himself more as a “personal concierge”. Michael goes the extra mile for his clients – he offers a wide variety of references and services to clients beyond what is standard, he routinely works with clients from out of the country, and he takes pictures with clients for magazines such as American Lifestyle.

“It’s not just about selling the real estate,” Michael says. “If someone needs a handyman, a plumber, an electrician, or a loan, I know where to point them, and if I don’t know the answer to a question, I know who to ask to find out.”

In his free time, Michael loves enjoying Chicago sports teams with his son. His former company, Bear Kaufman Realty, was named after his best friend from Law School, Marc Bear, who moved away from real estate in 1986 but left the business in Michael’s capable hands. He has now been working with Jameson Sotheby’s International Realty for over seven years. Michael loves his work, and hopes to keep moving his career forward for many years to come. If you’re looking for an experienced and enthusiastic Realtor in Chicago, look no further than Michael Kaufman!

You can contact Michael by phone at (312) 286-4777 or by phone at bearkaufman@gmail.com.

You can also visit his website mikechicagorealtor.com www.

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JESSICA KORTBEIN Jessica Kortbein began her real estate career after working as a corporate accountant.

“When my corporate job was outsourced, my boss said to me, ‘You could get a different accounting job, or you could sell my house,’” Jessica recalls. She decided to take the leap into real estate, getting her license in 2015. “I started in a tough market which was very slow,” Jessica says, “but I sold that house for $1.26 million, and it sold in 60 days.” Now entering her fifth year in real estate, Jessica takes pride in helping clients achieve their real estate goals.

With @properties, Jessica is a licensed broker in both Wisconsin and Illinois. Born and raised in Lake Geneva, Jessica specializes in the Geneva Lakes area and the surrounding cities. About 90% of her business comes from repeat and referral clients, an impressive feat that speaks to the trust Jessica inspires. “My clients are very dedicated to me and very loyal,” she explains. “I love them and I appreciate them so much.

I love making people happy.”

you name it and I do it.”

Community involvement is important to Jessica, and she has volunteered her accounting services to Ladder Up Financial Liberation TAP (Tax Assistant Program), which provides free tax services to the underprivileged on Chicago’s West Side.

Jessica also belongs to the Lake Geneva Chamber of Commerce, as well as MRED and LARA, the Lakes Area Realtors® Association. When she is not working or giving back, Jessica enjoys spending time at the lake with her husband Jay and children.

In the future, Jessica says, “I want to keep growing and making people happy. The more people I help, that’s my reward and that’s what really satisfies me in the end.” In real estate, Jessica says, “The harder you work and the more you put into it, the more rewards you get out of it. That’s the main reason why I took a leap of faith and went into real estate. In the end, hard work pays off.”

Jessica gives every client the attention and personalized care they deserve. “I make my clients top priority,” she says. “It doesn’t matter who they are, where they come from, or what type of property they’re looking at, I make sure that they feel like they’re my only clients. I’m always there to answer a phone call or to help them out with an additional service, whether it’s finding a stager or someone to do lawn maintenance, or whatever else they need. I’m always going that extra mile to help my clients find a solution to any problem they have.”

When it comes to marketing her listings, Jessica has a comprehensive marketing plan to ensure maximum exposure. She makes use of the resources available through her company, @properties, including an internal company app. “Much of what I do is very internet-based, because that’s what we need to do in the 21st century,” Jessica says. “3D tours, floor plans, 102

To find out more about Jessica Kortbein, please call 414.350.1490, email jessicakortbein@atproperties.com or visit atproperties.com/agents/5287/jessica-kortbein www.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 104

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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LOGAN KRAUSE After being medically retired from the Army due to spinal injuries, Logan Krause decided to get licensed as a Realtor® when he came home. He was drawn in the by the flexible, active lifestyle, and he stayed for the myriad opportunities to interact with a wide variety of people on a daily basis.

Logan now works in Helena, Montana with a team of 6 agents, and over the course of his two years in the business, he’s learned how to successfully apply the skills he’s learned in the military to be an efficient negotiator and provide excellent service to his clients.

At his core, Logan really cares about people and consistently advocates for the best interests of his clients. When he first meets with a client, he takes time to pinpoint their specific needs and a develop a plan that can efficiently and comfortably accomplish those goals. “I genuinely just want what’s best for my clients, and I think they recognize that when they meet with me,” Logan says. “I’m straightforward and honest, but I’m also patient.” Clients enjoy Logan’s approach, as over two years he has a developed a strong referral base and wide sphere, and gets almost all of his business from repeats and referrals.

Logan puts an emphasis on creating lasting relationships with clients over meeting his bottom line. He establishes rapport with clients from the onset, and uses his natural charisma to make clients feel well taken care of throughout the transaction process. He frequently communicates with past clients through texts, calls, and social media, and many of his clients become his good friends over time. The relationships built by Logan translate into an entrenched local network and an expansion of his sphere of influence – this is a huge contributor to Logan’s referral business, and has garnered him immense good will among his constituents.

As someone who has lived his life with a hunger to succeed, Logan is and active person and a hard worker.

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He is energetic, and looks for opportunities to accomplish goals for himself and his clients throughout the day. “I take the leadership that I learned and I apply it to my career as a Realtor®,” Logan says. “I take care of my clients at all costs, and I take action whenever possible to get things done for them and further the progress of the transaction.” Logan loves getting things done, and he’s used that drive to find success in real estate. Logan closed an impressive $18 million in total volume in 2020, and he’s looking to push that number even further in the coming years.

In his free time, Logan loves hanging out with his two kids and his wife, who is still active duty in the Army. He is currently the fundraising chair for Impact Montana, and continuously advocates for veterans in the community and works with multiple other charities in Helena. If you’re looking for an energetic Realtor® with integrity and passion in Montana, look no further than Logan Krause!

To learn more about Logan Krause, please call (406) 750-2012 or email logan@versantrealestategroup.com 105

JANET MOORE You might say Janet Moore was raised in the real estate business. Coming of age in New York City, she had an opportunity to cultivate her entrepreneurial spirit through her parents, who owned and managed properties around town, and alongside them, she recognized the importance of homeownership. Later on, she would apply her background in property management while authoring an accomplished, eighteen-year career in real estate, seven of which were spent working directly in the Florida housing market.

Today, Janet is a Global Real Estate Advisor for Sotheby’s International Realty, where she assists clients throughout Tampa Bay, Clearwater, and St. Petersburg. Specializing in beachfront clientele, she has earned a fantastic reputation throughout the region, with the entirety of her volume coming from repeat clients and referrals; and as the top-ranked agent at her office in 2020, she attributes most of her success to her compassionate approach to service. “From start to finish, I’m focused on finding a common ground with my clients and getting to know them as people,” she says. “I automatically treat them as members of my extended family—whether that means providing a memorable gift at closing or helping them acclimate to their new home.”

When listing a property, Janet empowers her clients with a diversified strategy. After helping them fully prepare their house for the market and providing them with a suite of photography and videography services, she shares it via a blend of targeted digital and social media campaigns, as well as advertisements in the local newspapers. Moreover, she leverages the specialized resources available through Sotheby’s to offer her clients a nationwide reach, promoting her listings in publications like The Wall Street Journal.

But Janet is just as thorough when assisting her buyers, utilizing her years of experience and in-depth knowledge of the local market to connect them with the right home for their best interests. In fact, she remains in touch well after closing through frequent pop-bys and even 106

client appreciation meetups—all to ensure her buyers are not only satisfied, but also thriving on the beachfront. “I would rather show a buyer twenty or thirty houses than have them rush to a purchase,” she says.

“Throughout the transaction, I’m here to provide a voice of reason and help them find the perfect home for their needs.”

Outside her career, Janet is deeply involved in her community, lending assistance to nonprofit organizations like Celebrate Birthdays or the Children’s Cancer Society.

She and her husband, a culinary chef, also enjoy volunteering for the annual Cattle Baron’s Ball, which raises funds for the American Cancer Society. With her grandfather having started the first Chinese baptist church in New York City, Janet makes frequent donations to his church to keep his legacy alive.

When she’s not with clients or giving back, Janet can be found spending quality time with her husband and their two English bulldogs, traveling, or keeping on the cutting edge of her market. Going forward, she also has exciting plans for the future of her business. Having completed sixty-eight transactions in 2020 alone, she intends on continuing to expand her brand throughout the region. “I go above and beyond with every deal,” she says. “Instead of chasing after the transaction, I pursue a relationship with my clients; at the end of the day, I truly care about their long-term success.”

To learn more about Janet Moore call (813) 892-0998, visit janetmoorerealtor.com or email janet@tampaluxgroup.com www.

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Uncommon Contact:

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

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Not everything has to be about business.

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

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 108

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

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

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

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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YVETTE PEREZ Prior to real estate, Yvette Perez built an accomplished career in sales, but she was always looking for an opportunity that spoke to her entrepreneurial spirit while giving her the ability to support her family. Inspired, she decided to switch tracks and earn her real estate license, and in the thirty years since, she has truly seen it all, building an international client base around her strong personal standards of openness and integrity.

Today, Yvette is an Agentpreneur at Avanti Realty, where she serves clients throughout towns and cities from Brickel to Hollywood, including Surfside, Bal Harbour and Sunny Isles. In her career, she has navigated transactions of all kinds, from luxury properties to smallscale investments.

When listing a home, Yvette offers her clients a comprehensive strategy. After helping them fully prepare for the market, she shares their property over a blend of targeted digital and social media campaigns, as well as her own extensive sphere of clients and fellow Realtors.

Never settling, she utilizes the variety of cutting edge resources available through Avanti Way to give her sellers an added advantage in the marketplace.

But through it all, she cares most about building a trusting relationship with each and every client. “My clients trust me one-hundred percent,” she says. “I’m not the type of Realtor who is looking to sell someone on a property, and for me, it’s never about the commission. Rather, I truly care about every client’s wellbeing.”

But Yvette is every bit as thorough and focused when assisting her buyers. Leaning on her decades of experience, strong communication skills, and extensive

knowledge of the local market, she carefully guides them to the right home for their best interests. Moreover, she personalizes her workflow to their direct needs of her clients from start to finish, often becoming close friends with them along the way.

Through the years, this compassionate outlook has earned Yvette a fantastic reputation throughout the Florida beachfront, with the vast majority of her volume coming from repeat clients and referrals.

With her volume maintaining its steady growth through the years, she attributes her success to this energetic approach to service and relationships. “I’m so grateful to all my clients,” she says.

“They know they can call me for anything they need— whether they are looking to buy, sell, or invest.”

Outside her career, Yvette is deeply involved in her community, contributing to an assortment of organizations like the Lotus House Shelter and Miami Rescue Mission food pantries. In fact, she also donates a portion of each sale to a non profit organization that builds houses for families in need.

When she’s not with clients or giving back, Yvette can be found meditating, getting in touch with her spiritual side, or brightening the world through her positive perspective on life.

Elsewhere, she also has a clear vision going forward.

When asked about plans for the future of her business, she flashes a lighthearted smile and says, “I prefer to live in the present. Rather than stress over plans for the future, I want to take each opportunity as it arises; after all, that’s the best way to live.”

To learn more about Yvette Perez, please call (305) 992-5538, email yvettemiamirealtor@gmail.com or visit miamibeachdreamteam.com www.

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JOHN SALIDAS A lifelong resident of Lombard, John Salidas came of age in the real estate business. Not only was his aunt a top producer in the city of Chicago and showed him the ropes, but his uncle was also a prominent investor in the area. Through them, John grew up with an insider’s glimpse into the industry, attending open houses and observing contract negotiations up close. Inspired by this background, he would pursue his own real estate license at 21 and launch his career as an agent. “Ever since I was in middle school, I knew I was going to go into real estate,” he says. “Even back then, I loved everything about the industry, from dressing professionally to going to showings and meeting new people.”

Today, John is a Broker for @properties where he assists clients throughout all the Western Suburbs of Chicago. In his experience since becoming a full time agent, he has built an accomplished career in the industry, possessing the instincts, integrity, and communication skills needed to serve any buyer or seller.

When listing a property, John is there for his clients from beginning to end. To start, he helps them fully prepare their home for the market, providing them with a suite of professional photography and staging services—and even drone photography. Once the house is ready to list, he leverages cutting edge technological resources like Adwerx to share it via a blend of targeted digital and social media campaigns.

Elsewhere, John is just as hands-on when assisting his buyers. Drawing from his experience as a lifelong resident of the Chicagoland area, he carefully educates his clients on the process, helping them make informed

decisions and guiding them to the right home for their best interests. Moreover, he utilizes his acute negotiation skills to put their needs at the forefront of each transaction.

Over the years, John has earned a fantastic reputation, with the vast majority of his volume coming from repeat clients and referrals. But through everything, he remains focused on the trusted values that have anchored his success in the first place.

“You have to look out for your clients, no matter what,” he says. “This business really comes down to pointing them in the right direction in a time of need and having their back throughout the process.”

Outside his career, John is tremendously active in his community. Currently, he supports and participates in numerous activities around town, including Lombard’s Cruise Nights and his local softball team. When he’s not with clients or giving back, he can be found golfing with friends or visiting the many restaurants and cafes around the Chicago suburbs—enjoying all the city has to offer.

Going forward, John has strong plans for the future of his business. With his volume maintaining its steady growth, he aims to invest in the downtown area of Lombard, attracting new business into his hometown and helping unlock its fullest potential. More than anything, though, he looks forward to the new clients and opportunities that await. “If you do what you love, you never work a day,” he says. “In real estate, you get to meet new people every day and help fulfill their needs.

Whether a client is buying or selling, there’s nothing more enjoyable than being a part of one of the biggest moments in their life.”

For more information about John Salidas, call (630) 825-9722, email johnsalidas@atproperties.com or visit thenewageofrealestate.com www.

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Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills?

While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process.

Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 112

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished.

Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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KRISTY & DAVE WENDT When Kristy Wendt entered the real estate industry 11 years ago, she knew she discovered her lifelong passion. With a people-loving personality and a strong desire to help others, she quickly found success. “I became really busy, so my husband Dave decided to get his license,” Kristy says. Kristy and Dave partnered up and hit the ground running, and now have a thriving business together serving clients in the Kansas City Metropolitan area of Missouri. With a total of four agents on the team, they are entirely referral-based, which stands as a testament to their superior service and dedication to getting their clients towards their goals.

“We really don’t think of ourselves as being in the sales industry, it’s more customer service,” Kristy says. Dave credits their extensive knowledge and experience for their large amount of repeat clients. “We know what we’re doing, so that results in many people coming back to us and telling their friends and family about us,” Dave says. “We go above and beyond to make everyone happy.” For their buyers, this means taking the time to understand what they want, and finding the ideal property for them. They then utilize their negotiation skills to get them the best deal possible and guide them through every step of the process. Meanwhile, their sellers enjoy exceptional marketing, with their listing posted on social media, the MLS and their website. With Kristy and Dave’s sales volume ranging between 9 and 10 million per year, it’s clear they’re exceeding expectations.

After the transaction, clients leave glowing reviews about their time together. One recently said, “Words cannot express how grateful I am to have gone through this experience with both of them! They were extremely helpful, knowledgeable, supportive, and encouraging Top Agent Magazine

throughout the entire process.” Another wrote, “They worked hard to find me my new home and were very professional. I couldn’t be happier with their service.

They also had great knowledge that helped with my buying process.”

When Kristy and Dave aren’t working, they’re going to the lake, watching movies or spending time with family.

They also love giving back to the community, and donate regularly to charities. “We go to fundraising events as much as we can, especially those that benefit children.”

Looking ahead, their sights are set on continuous growth. Eventually they would love to start a business in Florida, but in the meantime, they’re loving every minute of their work. “We just love helping people, it’s so rewarding.”

For more information about Kristy and Dave Wendt, please call 816-536-4924 or email kristysellskc@ gmail.com

For more information about Kristy and Dave Wendt, please call 816-536-4924 or email kristysellskc@gmail.com 113

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