NATIONWIDE & INTERNATIONAL 9-6-21

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

KIM ADAMS JAMES BILLMAN TOM CAMPONE JESSICA CONRAD HEIDI DYER SANDI HALL MICHAEL HOOVER GARRETT HUFFMAN CARRIE MEYER JUSTIN MILETTE WILLIAM MINSHALL ELLEN SANDLER & SUSAN BERGER KATE RUDD SUSAN SHIVELY COREY STITTSWORTH HEATH VAN PATTEN DALLISON VEACH BILL WATKINS STELLA WIRSIG

FEATURED PROPERTY MANAGER

ALI GILLIAM

COVER STORY

ART AVANESS

NATIONWIDE & INTERNATIONAL EDITION Renee Voyta & First Savings Mortgage is proud to congratulate

Ellen Sandler &Susan Berger CARRIE MEYER

Jami & Aaron Storer are proud to congratulate

19

13

7

ART AVANESS ELLEN SANDLER CARRIE MEYER on being featured for Washington D.C. & SUSAN in Top Agent BERGER Magazine!

ART AVANESS

Renee Voyta | Vice President | NMLS ID 206883

39

Mobile 301-252-4892 | Fax 703-564-7004 rvoyta@firstsavings.com 6550 Rock Spring Drive, Suite 300 Bethesda, MD 20817

45

27

KIM ADAMS KIM ADAMS

57

51

33

JAMES JAMES BILLMAN

BILLMAN

63

on being featured for the State of Washington Apply online at: www.reneevoyta.com in Top Agent Magazine!

All information given here is subject to change without notice. Loans subject to credit approval. Equal housing lender.

NMLS ID# 38694 (www.nmlsconsumeraccess.org) 8444 Westpark Dr | 4th Floor | McLean, VA 22102 | 703.883.9010

GARRETT HUFFMAN

JUSTIN MILETTE

JAMI & AARON STORER JUSTIN MILETTE

509-720-6279 goldenstarhomeinspections@gmail.com GoldenStarhi.com

4) THERE GOES THE NEIGHBORHOOD: HOW TO LIST HIGH WHEN NEIGHBORS ARE A NUISANCE 11) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES 17) HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGET 25) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT www.

WILLIAM MINSHALL

KATE RUDD

CONTENTS

30) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING 36) HOW TO SPEED UP FIRST-TIME HOMEBUYER TRANSACTIONS 42) YOUR SECRET PRESENTATION WEAPON 48) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE 54) HOW TO RECOGNIZE TRUE LUXURY PROPERTIES

GARRETT HUFFMAN

DALLISON VEACH

60) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS 66) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE 70) UNTANGLING THE BIDDING WAR: A BUYER’S & SELLER’S PERSPECTIVES 73) 5 SURE-FIRE WAYS TO GET MORE REFERRALS 77) IS FINDING A NICHE MARKET RIGHT FOR YOU? 81) EASY BLOG TOPICS FOR YOUR REAL ESTATE BLOG

DALLISON VEACH

Phone 310-734-1440 | Fax 310-734-1440 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S.

2

Top Agent Magazine

HEIDI DYER

JESSICA CONRAD ALI GILLIAM SANDI HALL TOM CAMPONE

Anyone who’s ever dreamed of owning a of our good newsand my business lonely at connecting the enti “I love on the Tobacco Valley andresources, I always which is network, in businessismy en m Campone began his career in Whether (or not) it’s thrives people. home and then beentop, toldas that they didn’t for our sellers.”

80 We’revitally 68 72 76 great-grandparents homesteaded important the saying goes,have. is a My point of75 referral based. extremely disct mmercial banking, wherequalify he cultivated knows how disappointing andin question here. I was born here, my children grew What’s not isof how and available when our clients n passion for entrepreneurship.

While he be.debate.

Because his strategic approach, frustrating it can But if you happen to Jessica doesn’t Tom lose touch with her up here and I have owned businesses About 75% of San very, very busy it is.

People at the us.” Ali recently arranged a getawa d found quick success inlive theincorporate has earned a strong reputation throughout Stark County, Ohio, you shouldn’t clients after the here. I am rooted in this community and closing. She reaches repeat and referr pinnacle of their profession face many Sedona for a client and her girlfrien here, he still found himself searching Chicago, with the majority of his give up.

You can call Jessica Conrad and outpeople through email I am passionate about the andvolume the and texts, or cards feat that speaks to challenges that come with success, they wan r an opportunity that better aligned coming from repeat I clients and Eureka referrals. “But making her team at thetoJC Group with RE/MAX. on special occasions. we end sure up everything place. This is where call home. she inspires.

She including finding time for the things was scheduled and paid for, so tha s love of empowering those within his Now averaging close transactions is deemed ‘a little sliceto offorty heaven’ and it with our clients, so those relationship becoming friends they’d just Matters,” as soon keepper the bottom they hadthe to do was variety show up and en isatworth sharing!

I considered my of ways. “ “Our motto is Everybody our main points ofthe contact SANDI are in fact mmunity. He realized he could apply year, he still While remains focused on HALL JESSICA CONRAD HEIDI DYER TOM CAMPONE ALI GILLIAM of their list.

That’s why many of them themselves.

Another client nee next business venture, I heard people refer so it’s easy for m JessicaInspired, explains. “I and most of my everyday activities like social or school COREY STITTSWORTH s unique skill set to realHOOVER estate. values that inspired him to enterMANAGER real estate MICHAEL PROPERTY STELLA WIRSIG SUSAN SHIVELY HEATH VAN PATTEN to me as ‘a walking billboard for Eureka.’ my clients,” Sand are calling Ali Gilliam. remodeling done on the closets in t team members have been through tough events.

Most of us are Facebook friends decided to switch paths and launch his in the first place. “Here, I’m truly able to Reflecting on my passion forsoEureka, the monthly newslette home.

Still another client wanted A situations ourselves, so we are all very too, we can check inreal togoes see what’s After owning and running his own small the best intentions, and that’s why I smoothly. think Forsays.

Stella Wirsig, entering the estate throug reer aspositive an agent—and the rest is history. help he “There’s nothing l her estate To keep in touch with his past When he became a Realtor at clients, the people,” end home-buying process attitude empathetic and West Michigan. are sogoing many valuable“There experience I have in the building sends out, you m and kind.

We work with a on in one another’s lives.”

“I’ve spent years working with arrange for their dog to be transpo of 2013, Heath Van Patten envisioned He helped ensure our move to Meridian 88 83twenty 84 to provide amore 87 industry wasn’t actually her first choice. for us, 91 95 with forShively’s over years, Corey my clients back.” day, is Susan a Broker for Keller Williams rewarding than stepping backofand rked Tom in business Michael likes personal approach, people whoethic are struggling right now and and design business, and mycome ownership ap anot business with a service second from of state wasteacher, seamless, the easy, countrydoorstep lot of people who are prequalified She was working astransacaoutthird grade It wasw people throughout the entertainment across while they Stittsworth was ready for a change.

“I he has touch, doing pop-by visits to bring neChicago, where he serves clients throughout the showing a client the bigger picture of their Cafe’ Jax, I decided real estatemy wasand forstress me.free.”

Sandi is always a to none, grounded in theto values of ends ount on her to smoothly guide just trying make meet.

When ® need to be nurtured for a year.

We willA-list work actors, Jessicabutand her to team aregears. very “Iactive inI their decided thought that w including away for several away. months honesty, integrity, professionalism, service gifts, such as honey from his son’s wasn’t ready to and retire yet,”He Corey says, lived in switch Bemidji for over fifty years, and all of Chicagoland. hasindustry— applied tion.”

Then he adds aHaving laugh, “I joke ‘Real Reimagined’ isalways exactly who Ithat When film she huth theLoop real estate transaction schedule allows, IEstate amwith fortunate towork be able very hard to get you theand help you needproducers and get you community, especially withmarkets the Humane Society. would at Starbucks, because I always interes persistence.

“For me, from Heath his listings on social studio executives, and talent “People are really grateful totim h am; individuality and progress through honesty, integrity, back, Sandi enjoys spending ds ability integ- “so business.

“At closing, I give every client I sold my meat business to my son and Corey has extensive ties in the community. extensive professional background to represent his I’m half-fireman and half-therapist—and I do a little to listen to a client’s to makeit’s time my day to thought, help someone and still think, really home the very beginning, beeninabout media andI’d allmake of theawith dedicated real into a home.”

Before Covid, they were also engaged Habitat and treating literary agents—so I understand theNorthwest way they these tasks done for them because it an saw and commitment.

Montana is everyday not utilizing just my and She loves expert a tenacity, custom, hand-made cutting board ents with awishes distinct blend of integrity, and bit real estate onbethe side.” started thinking about real estate.

Around He serves on the Local Chamber ofitgrandchildren. people the way wantwith to estate websites, professional nslate their into reality elseof out.

I I’d work this local organization good barista,” she says.

“But parents sugrecomm for Humanity, and hope to continue that work when home playground; is my family, my friends, and whitewater rafting to skiing and and unique needs,” Ali “Iitformed them time thatvideography, theywith can otherwise spend focused treated.

That is, likeMichael a person, notsays. asand a explains. staging, photography, and ounsel, made by my their father,” siness expertise. thatRealtor® time, I helped my brother finda live afull place, Commerce has been involved gested Iagain. get and my real estate license to helpJessica next ho a popular throughthatsince helps provide needs; clothing, Jessica has been time agent getting herthe basic becomes safe When she’s not working, my community!

I hope to see you soon so I can help you transaction.”

3D tours to highlight each property’s Group as a his personal and estate concierge their busy careers, relaxing with their loved o estment “When it sitshas on kitchen counter, Outside career, Tom isto tremendously active in nine sell their home and buy“Iqualities. another.”

Stella did and I reallywhere enjoyed soGilliam Inow took Jaycees, Lions, Beaver Pride, and isorSandi’s the license 2013, and a their team ofCOREY nineembrace agents hangs out with her family. have children, sois team, apids, Michigan, shethatinprocess, meals, diapers, and formula people with unique His own website our little slice of heaven.”

Team Eureka, is HEATH VAN PATTEN MICHAEL HOOVER SUSAN SHIVELY BILL WATKINS STELLA service, to address what I saw as a void in the Los Our pitch is ‘How much is your WIRSIG time worth?’” ms. the cutting board reminds them of who just that, and quickly fell in love with the When hen listing a home, Tom presents his clients with his community.

A devoted husband and father, he As inowner of NextHome Treasure Valley, Heath both aattool for marketing listings and“IaGolden resource classes and took helping the testher on serve my fifty-fifth Treasurer his local Church, find clients Alliance, Ohio and the they take up most of my time.

I also raise olo professional at Five Star children, transportation, etc.

We have a community.

The Wheels of Hop STITTSWORTH Angeles market.

Our clients are people who don’t has built a team of 50 agents serving clients from where clients or potential clients can educate customer service oriented and very personable Heidi Dyer began her career in 2003, coming industry.

“I actually found it really fasciactive gave it to them.

Clients now know me diversified strategy.

After helping them theirher personal currently volunteers atRetrievers, his children’s school, andafter surrounding area.ready Last year sales volume which also takes awhen lotselling of work.

I currently Now I’ve been a Realtor for eight service very rewarding,” Corey says. eaders. birthday. wonderful community and I’m I can Sandiand Hall began herhappy real estate career Cafe’ chiefa community effort for the p Boise, Idaho throughof Donnelly Lewiston and themselves on the process of going buyingoffers or selling nating and interesting, so I kept with hosted want the overhead a full-time property manager Gilliam Group tiered packages which prov ow the by the cutting boards, which is pretty with and we tend to from become during from aso strong hospitality background the cruise was $18 million and second she’s to involved do $25 million in have ten ofthem, them!” operty for the market, listings are solicited through not with clients or giving back, he can be found Jax, her restaurant inwith Eureka.

“It was suggested brings donors and service prov years.

I’m grateful, because this be in it.” allon thepace wayhe’s up toin Coeur d’Alene.

Thatlong-time rapid growth advice everything what to close it, andhome, here we are nineonyears later.”

Today, she owns almost 22,000 dia and personal assistant but do have a consistent need clients with a fixed set of hours of support.

Packa nument special. ” Michael markets his clients’ 2021, with repeat clients and referrals making up 60 to me that my next move should be to get my real estate snow tires for the less fortuna is due in part to hisaround team’s around continued dedication to and consider buying a fixer-upper how to plan sming website and ahas mix of targeted, and organic vacationing world capturing images career been rewarding and fulfilling.”

Committed tobefore anboutique ethical approach in real personality mixed with transactions.

Afterward, our tocalled friendship translates industry.

“I havedigital traveled extensively the the and manages a brokerage Emblem Currently, Stella’s that core philosophy, buther also to theWithin technological for your mortgage payments to tips for is keeping your for each ofsocial these services.

Gilliam the only can be adjusted month-to-month to scaleCrisis up orSol do unding listings through media and digital license. aestate, week, ICorey signed up for real estate school the Lincoln County percent that business.

Clients appreciate deep AsGroup for theisisfuture of her business, Jessica cial media campaigns.

Never settling, he also for travel photography business.

Elsewhere, Tom nd work ethic has allowed her to of quickly Susan feels herhis greatest accomplishment being aGreenwood has also served at Colorado. the excited. stateReal Estate inthe Village, Serving year.

She also regu real life and connecting on social media.

Then, world, which has allowed me to provider connect with resources Heath utilizes topeople make sure his into clients’ house clean while it’s on the 85) THINGS YOU CAN DO 89) WHY DELEGATING IS 92) 5market.

WAYS TO and was sitting in class.”

For past five years, Sandi supports the Rodeo Association, service filling this niche.” based on their changing needs.

Ali’s work is a g ruiting, platforms, providing every property with knowledge of the industry and familiarity with the “We are co-owners of this franchise with RE/MAX hisnetwork. listings traditional methods like has adult a strong vision for thelevel future his Astheir domotes referralNow “Ivia think my clients mom ofhuge three children, and proud ofbusiness. homes get maximum exposure and their transactions with eight years of experience, Corey onof the State Board ofestate Directors, thegrandma greater Denver region, outstanding service items to an organiz people have had such a positive experience, of all cultures, and to become a fan of unique has excelled inbecause helping her clients achieve their real and local youth sports.

TO ANTICIPATE YOUR THE KEY TO LONG-LASTING TRANSFORM RENTERS local market, but the thing that keeps them coming and are still growing our team.

We have four more source of personal pride, and she regards her clie ker-Agent support. professional photography and walk-through videos. go smoothly.

Even as he’s actively expanded, Heath When he’s not working, Heath gives part of his time ailers thea surrounding neighborhoods—all give in his volume maintains its steady growth, has he intends oncontinuous and guidance in growth. who need them. have to genuine concern for thematand that 2to grandsons. is Broker Associate Counselor Realty Bemidji, the Professional Development Committee, and the is goals.

She been recognized as theresulted top-producing Agent has enjoyed athe repeat client and referral rate of over to participation in charities infamily.

Boise, and“These back is the passion she brings toadding effort.

“I love members ready to come on soon.” theto Monument On average, Michael completes over $10 million inhas Ali’s team handles everything from sourcing and asvarious if they were are some of the ni the referrals come in.” architecture,” Heidi says.

After coming off the cruise CLIENT’S NEEDS SUCCESS INTO OWNERS sng clients as much exposure as possible.

Through new members to his team.

In the meantime, he lessly help them achieve their goals.

Minnesota. As a solo agent, he find serves the smallhome,” town she of Professional Standards Committee. he is not busy in Lincoln for the past three years. When This 50dream percent, evidence of the faith people County have placed Vice Chair for NextHome’s Charity Committee.

He’s year Sandi became a pa helping people their explains. isprocess, the official sales every testament to his strategic approach overseeing for home renovations, people you could hope to meet, and it’s really a “We are entirely based on referrals and repeat clients,” ahe lines, she decided toyear, combine her love ofgrows, people and eke isalong there for his clients, iscontractors most excited for new opportunities that lie ahead in him. alsogiving been the Community Outreachhe Director for the - whoAsinStella sure thatTom the real home we findthe checks all anavigating As her business Susan isthe focused on continuing Realty turn,looks becaus Bemidji, with surrounding rural areas.

“I love helping his clients or back his time, loves to “Seeing how happy they are when we finally close on oys.

A Texas native, and his expertise. organizing travel and event planning, relocation to be able to help them.

If I had a sibling working Stella says.

“The best advice I ever received when I “I’m creating this Veteran’s Association of Real Estate Professionals eir transaction andmy troubleshooting any issues that herself inisthe city loves. that’s why Iarchitecture take time todeal—it figure outwherever to better inindustry. orderheSandi tospend give“I her clients the best level joined National Parks Realty oftoMontana in the selected to become exclusive Heidi’s cooperative approach to real estate sets an her by entering the real estate this land,” Corey “I go need, time with hisstarted wife, Diana, whom he has been thesays. doesn’t get much than “I’mthere notbetter just trying to that.” earn people’s business,” Heath for the last three years.

Intake his leisure Heath’s first was toan really care whoever is doing in “It’s like-minded, very owledge of “I’m the areas assistance, coordinating regular home maintenance, entertainer inoftime, LA, I’d be the same to thing 4th quarter of 2018 and immediately began developing a Properties. exciting be ght a very hands-on broker,” he says. theirarise. needs are.

The same goes for my of service.

She is currently working on her Graduate, explains.anything.”

“I want their trust and their friendship, so ateam health enthusiast, andwill enjoys sharing what he’s my and her apart.

“The reason I opened company went school got my license,” Heidi recalls, and I can to help anyoneand with pretty much married for forty-two years, his children, Mychal and front of me, because they extend their courtesy by just fill each othe zed for his success Dedicated to giving back to the community, Michael and cleaning and organization, just to name a few.

After them.”

Ali is excited about her company’s poten successful teamwhen of talented agents who focus their attention Montana company that is affili our relationship doesn’t end at the closing table. learned to help people live healthier and happier lives. ommunication is important in every aspect of life. might find this process stressful and emoRealtor® Institute designation and she is able When it involved comes back to with her listings, Jessica andfirst herLaura, team Prioritizing hishas own professional development, and was hisTobacco grandchildren. referring me or “While returning.” relationships another, so I’dshe lik IValley. wanted to bring together people who would I haven’t looked since.” her been an“and Award been organizations over Inumerous reach and outIn regularly through text or emails, orthatalready only two aCorey half years in business, she’s moving forward. one’s brand.” ever done this before, on year the greater our Maintaining real estate“No global In the future, yhas goal ishas for my todeploy feel as if array theirs ismarketing the why I’m there toclients support them and make to, only her Associate Brokers License.

“One day I aspire an of strategies and the latest and going above and beyond expectations has helped Wherever her path earned an impressive number of designations.

I’ll the meetfor themHumanity for high-profile lunch tolicense see Asacross for the future of his business, Heath simplyto wants ssional, FortinWorth the years, including Habitat andif there’s the anything allows uswho to work the great state Montana, learn every day asgo a realand estate, won the MVP Realtor earned trust of rely on her there’s aofhuge opportunity inand thegrow market.

We’re nsaction I’m working on.” an easy transition, thattechnology weHeidi make he it as to form a team with real estateclients professionals. think it“I treat to get the property maximum exposure.

Stella every client likebecause they are sheservice has found they need.” toIflourish. keepfrom growing.

“I got into this work I my other designations, is an Accredited Buyer’s Corey finds fulfillment helping his clients, and we prefer to Los work locally where we can best put our local toasprovide thethat best we was alsoAmong recognized Juvenile Diabetes Research Foundation.

Recently, he regularly.

“Our service is built for Angeles.

This to grow very quickly word gets around about ofexplains. the Year award, the first ofa fantastic many wanted tosays. serveWhether people andshe’s makehelping a positivea impact ossible,”Representative, she would be way to take my business theshe next family,” buyer findthe privilege this forever.

If I fi “We do a lot of targeted marketing on social media, expertise to work for our friends neighbors” we have to serve.

Certified aabout from the next generation ofand “I am soand 2015 through 2020, is aserving on theResidential Planning and Zoning Commission for If is theSpecialist, way they talk him and is fostering any indication, on clients, their lives.

Itype want toRealtors. continue doing that, town about relationships the people we serve and quality of service we provide.

We are focu their first home or assisting a seller in getting the most I’m going to be pr of course, which has been very effective.

We also m is just as attentive when assisting his buyers, level and allow me to help even more clients achieve subsequent sales awards.

For theand past 18wellbusy Sandi says.for Coming from a fifth-generation family in bring the Heath’s clients satisfied.

They consistently to find more grateful great people whoI had will thecreated same that’s going to last far Seniors a need Resort Second grateful thisfor business, and that someone Year 2020, and Real the Estate the citySpecialist, of to Weatherford.

When he isareto not helping to be able trust not just whom they let into on scaling sustainably and never compromising their family property, Stella does everything poscontinue do old-school marketing like placing veraging commercial insurance and banking is one ofhisyears, Susan’s go-to avenues when their real estate dreams.” him asher a great communicator, dedication to ourof team.

My goal is “I to keep expanding area, Sandi responsive has intimate the Valley. am been in the service industry, an Heidi has excelled atdescribe helping Home Property Specialist, andback a their Military Relocation to metheir when Iknowledge started Corey says.

“I value arter of 2021. clients or giving his time, Michael loves to mentor tinker sible to theout,” transaction seamless and stress-free. but whom they let into lives.

I’ve premium nature of our service. really come feel like tohomes, needs, knowledgeable, andnow caring.

One intomake different parts of the state, while also increasing The market is crazy right marketing listings.each “I adds gained a their lot oftransaction. ckground her to inform stepinofnewspapers. committed to ourclient community,” Sandi explains.

“I’ve been make others’Idreams hom clients achieve their real estate goals.

Professional.

For his success and his outstanding custhat.

I love helping people get started, because I’ve ongiven sports cars, go boating, and visit beach.

He loves summed it upthe like this:are “Heath goes way, WAY the ways in linking which wethem contribute to reputable the communities This new includes with vendors, built relationships with my clients that extend to their upside is unlimited.” the low inventory, so our homes often Contact Jessica at 330-614-8862 ough social media, especially during the a longtime resident of the Chicagoland area,above he and beyond to ensure every detail in the we serve.” like painters, handymen, stagers, and more. “We ic, and his emphasis spendwas timenamed with his wife, Julie, kids Jarod tomer service, to Corey Realtor theand Year been I know that’s like.

Mentorship is have selling hadof a chance tohis engage all there andTo orwhat email Jessica@JCSells.com had to switch seeing peoplebefore face-too leans on hisfrom acute knowledge of thewe’ve local even market find more about Hall, please call 406-471 all of our out contractors ready to go,Sandi so we to can take that ips withinhis clients, and Jorjanna.

2018 by his local Association of Realtors.

“My goal very enjoyable and rewarding for me, and I hope do native of home Washington state, HeidiAli is at the310-402-1976 For more information about Heath Van Patten, arted aAlot of Instagram, guidedoing clients to theFacebook, right for their needs.

For Contact or email Ali@GilliamGroupLA.com.

For a comprehensiv email sandi@nprmt.com, or visit welcomehomemontan off our clients’ plates.

We aim to come from a place of built a business with as much value for my clients asplease iscorrespondence.” to create possible,” more of it as I continue on this journey.”

To learn more about Tom Campone, call 208-284-5081 or email Heath@NextHomeTreasureValley.com e,m,email Last year was Copyright Topme Agent Magazine Designated Broker/Owner of helist NW transactions areProud never truly finished, as value, where if you areplease hiring as your real estate GilliamGroupLA.com of Elite the services her company provides, visit ate. the “I had a closing ofput what hebest has interests built, Michael is also looking to Corey says.

“I always their first.” please call (702) 528-2267, ubt tough forHome many Realtors®, butin thanks agent, you’re hiring a team to represent you.” joys staying in touch with his clients long after Brokers Tacoma, where she one ten transactions the future. Passionate about mentorship, Michael will Copyright Top Agent Magazine email tom@tcgroup.realty or Copy ork Susan still ended itneed withis$7,000,000 in that is an osing to ensure every met.toWhether “I think what keeps continue train and help new agents find their footing. leads a team that serves the South Puget Dedicated, skilled, and experienced, Corey has built visit tomcampone.com After the transaction is over, Stella’s clients love to .roduction She credits natural or love of working toservice aher carpenter neighbor, Tom and expand, Michael is lion-dollar I area.

Witha friendly plans to Sound ofgrow her his team’s business a thriving by combining histeam entrepreneurial spread the word about her work. One recentlyCopyright said, Top Agent Maga or her success.

“I’mbusiness able toMuch do so much they’re expertise buying their also committed toapproach. his core values.

“I will keep servicing “My wife and I had a wonderful experience working and his values-driven Well over half is referral-based, an impressive feat that yerty. loveMy it. Iapproach enjoy getting to meet new people is comes my amazing clients toand therepeat very clients, best of amy abilities,” with Stella to search for our first home in CO. Not only For more info of his business from referrals use My background construcspeaks to Michael the intrust confidence Heidi I’mhunting. very motivated says.and “That’s what I’m here to do.” is she very knowledgeable of the local market, she plea testament to Corey’s integrity, professionalism, and his ior design isand helpful myinspire. clients have herwhen team “I form a relationship was also very flexible with her schedule and patient client.” or email deep-seeded the community he serves. ut a property.

It’s very knowledge to beofthere in answering the many questions my wife and I had with my exciting clients,” she high explains. very “I work methodically, with ethical“I’m standards,” the way for those clients making what To learnismore ore about Michael Hoover, call 817-458-1431, Corey says.

“I believeplease the service of humanity the about Susan Shively, biggest purchase of their life!” email susan.shively717@gmail.com, hoovergrouprealty.com, or visit hoovergrouprealty.com best work of life. I’m driven. I want the best for my To find out more about Corey Stittsworth, Copyright Top Agent Magazine visit susanshively.fivestarmichigan.com I don’t think about it’s just er work,clients.

Susan dedicates her free time the to commission; please call 218-556-0674, or call Top Agent Magazine 3 in her community with Payjob it Forward: about getting the done. As a business-owner for (616) 293–2674. email corey.stittsworth@gmail.com, Copyright Top Agent Magazine or visit bemidjirealestateforsale.com many years, I’m used to delayed gratification.

I have

BILL WATKINS

With a career spanning multiple they can m decades, one would be hard-pressed to “Every l find a more experienced REALTOR MLS, the than Bill Watkins. He remembers and all of his first day vividly. “It was May 1, like Zillo 1988,” he explains. “I spent the 25 also one years prior working as a piano dealer, out newsp but that market was drying up, so I clientele needed a new challenge.” Going into recent su this field, he wanted to stand by his that at le motto of being available 24/7. With work wit hundreds of satisfied clients and a read the n continuously growing business, it’s the marke clear he’s maintained this goal today. Licensed encourages anyone think in Iowa and Illinois, Bill now specializes in new it, especially if they’re l construction. “I work with developers to market and sell new homes. I expect to close 40 to 45 new As Bill looks towards th REALTOR Vendors and Real Estate Companies— constructions in 2021.” He also works with many set on continuing his Get Nationwide International Exposure! seniors, helping them sell&their homes so they can always looking for mor move to their retirement properties, and he’s also he explains. He loves ev Top Agent seen bytoReal Estate Agents selling a newMagazine subdivision is that caters retired and can’t imagine ever and Brokers in every U.S.homes, city and Internationally! individuals.

“It’s all ranch-style it’s really told me, ‘the harder you incredible,” he says. so I’m just going to kee www.

www.

www.

Please contact mag@topagentmagazine.com or call 310-734-1440 for adthe rates and information.

With Bill’s guidance throughout transaction www.

combined with his extensive knowledge, his clients always have an enjoyable experience. www.

http://

There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

4

First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

Top Agent Magazine ®

Top Agent Magazine

How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

Top Agent Magazine ®

5

squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 6

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

Top Agent Magazine ®

Top Agent Magazine

Top Agent Magazine

CARRIE MEYER

7

CARRIE MEYER

Carrie Meyer started out as a Certified Paralegal, where she spent thirty years building strong foundations in contract negotiations. Soon after settling in Spokane, however, she began seeking a new opportunity that better spoke to her entrepreneurial spirit and passion for helping others. Along the way, she designed and built two custom homes, and pulling from these experiences, Carrie soon found herself drawn to real estate. At the encouragement of her close friend, a homebuilder, she decided to pursue her license—and she hasn’t looked back since. Today, she is a Realtor, Broker, and Team Leader for the Kestell Company under Real Estate Agent Spokane, where she has cultivated a unique process to assist clients throughout the Greater Spokane Area.

open houses, she is always there, putting her client’s best foot forward and uncovering all their property has to offer.

Elsewhere, Carrie is just as attentive when assisting her buyers. Leaning on her paralegal background, she possesses an in-depth understanding of contract negotiations, ensuring her clients are fully protected while identifying the right house for their best interests.

“I love that special moment when a client connects with their forever home,” she says. “When you walk in

When listing a home, Carrie prefers a diversified strategy. Through her long standing collaboration with Fierce Media, an expert social media company, she broadcasts her listings over a blend of targeted digital campaigns. Along the way, she sends out promotional flyers to her fellow agents and markets each house to those in her extensive professional database. From helping her clients prepare for the market to hosting lively 8

Copyright Top Agent Magazine

the door with them, you almost immediately know it’s the one; you can see that sense of excitement on their faces.”

Through the years, Carrie has earned an outstanding reputation throughout the Greater Spokane Area, with the vast majority of her volume coming from repeat clients and referrals. But as her volume maintains its steady growth, she remains focused on what matters most. “I work really hard for my clients and do my absolute best to meet their needs and expectations,” she says. “Whether that means answering my phone or negotiating on their behalf, I treat each client like they’re family, and I make sure they enjoy their experience.”

Outside her career, Carrie is deeply involved with her community. A recipient of the Steve Flinn Achievement Award, she has served nonprofit organizations like the Children’s Clubhouse and is currently a member and secretary of the Independent Brokers Association in Spokane. She also sits on the Spokane Association’s Professional Standards Committee and for the last four years on the Technology Committee; and in the past, she spent three years on the Grievance Committee. On top of raising funds for area charities, moreover, she contributes to volunteer initiatives like Blessing Under the Bridge. Carrie has also come up with a program called Rescue Rewards, which provides cash back at closing for our heroes in the military, first responders, educators and medical professionals as a means to give back! When she’s not with clients or giving back, she can be found gardening, hiking, relaxing with her significant other and their pets, or spending quality time with her tight-knit family, which includes five children and five grandchildren.

Going forward, Carrie has exciting ambitions for the future of her business. To go with mentoring the up-and-coming members of her team, she is now pursuing her Managing Broker’s License. In the meantime, though, she can’t wait for all the new clients and possibilities that await in the career she loves. “I truly enjoy what I do,” she says. “In life, I believe in maintaining energy, an upbeat attitude, and a positive outlook. With those traits, you bring so much to the table for your clients—and yourself.”

Top Agent Magazine

To learn more about Carrie Meyer email carrie@kestell.com, visit RealEstateAgentSpokane.com or call (509) 868-1077 www.

Copyright Top Agent Magazine 9

Jami & Aaron Storer are proud to congratulate

CARRIE MEYER

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

_

JAMI & AARON STORER 509-720-6279 goldenstarhomeinspections@gmail.com GoldenStarhi.com www.

10

Top Agent Magazine

A Step-by-Step Guide to

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

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

Top Agent Magazine

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

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

Top Agent Magazine

11

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 12

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

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

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

Top Agent Magazine

Top Agent Magazine

ELLEN SANDLER & SUSAN BERGER Top Agent Magazine

13

ELLEN SANDLER & SUSAN BERGER

Working together for 35 years, Ellen Sandler and Susan Berger have created a formidable real estate duo and have helped countless clients throughout Northwest DC, Maryland, and Virginia. Two are better than one certainly applies to Ellen and Susan’s work partnership and the high quality of service they have been able to provide buyers and sellers thanks to working as a team. “We started out by covering for each other, but very quickly it became apparent that it was easier to work together. If we began with each of the clients together, they would know us both, they would be comfortable with each of us, and we would be seamlessly interchangeable.”

Ellen and Susan’s years of experience, 14

knowledge of the market, numerous accolades, and track record of getting buyers and sellers their desired results, have helped them develop a loyal network of repeat and referral clients. “We have sold houses to people we worked with 25 years ago, and there’s nothing more flattering than a client coming back to us because they had a great experience. We want to be their Realtors® for life. When somebody says, ‘my mother recommended you’ or ‘my cousin said you were terrific’, those kinds of referrals really make us smile and have supported us for 35 years, even during the pandemic.”

The team believes their strong connection has been the foundation for their success.

Top Agent Magazine

“I think we have very complementary personalities that allow us to keep the transaction seamless. It’s like a marriage after a certain period of time. You start to finish the other person’s sentences. We also have a natural division of labor and focus on the things each of us does best.”

Ellen and Susan complete anywhere between $25,000,000 to $30,000,000 in sales volume a year. “We’ve consistently been recognized as a top team and the accolades are really nice, but what’s better is knowing that a steady stream of people want us to participate in their most important purchase. Real estate is a very personal business, it’s like matchmaking. There is no better feeling than when you walk into a house with a client and realize that it is ‘their’ house.”

Going forward the dream team plans to continue working hard to help clients achieve their real estate goals. “There is a lot of pleasure and satisfaction in helping people, and we plan to do that for as long as clients continue to come to us. The pandemic has been a difficult year for many people, but we have confidence in what we do, and we will continue to make it work for our clients.

I think that’s the great thing about real estate, every day is different and as soon as you think you have it all under control, it’s like the world gets thrown upside down and you have to learn and continue to grow.”

To learn more about Ellen Sandler & Susan Berger, email ellen.sandler@gmail.com, susanhberger@gmail.com, call Ellen at (202) 255–5007, Susan at (202) 255-5006, or visit BergerSandlerplus.com www.

Top Agent Magazine

15

Renee Voyta & First Savings Mortgage is proud to congratulate

Ellen Sandler &Susan Berger

on being featured for Washington D.C. in Top Agent Magazine!

Renee Voyta | Vice President | NMLS ID 206883 Mobile 301-252-4892 | Fax 703-564-7004 rvoyta@firstsavings.com 6550 Rock Spring Drive, Suite 300 Bethesda, MD 20817 Apply online at: www.reneevoyta.com All information given here is subject to change without notice. Loans subject to credit approval. Equal housing lender.

NMLS ID# 38694 (www.nmlsconsumeraccess.org) 8444 Westpark Dr | 4th Floor | McLean, VA 22102 | 703.883.9010

16

Top Agent Magazine

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.

Top Agent Magazine

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.

Top Agent Magazine

17

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 champion18

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.

Top Agent Magazine

Top Agent Magazine

Top Agent Magazine

ART AVANESS

19

ART AVANESS “I truly provide white-glove service for all of my clients.

They know that they’re not just clients or transactions to me.

These are long-term relationships, and I give it my all.

I really love what I do.”

Art Avaness got his start in real estate when he was only 13, working as a summer assistant in his uncle’s RE/MAX office. In high school, Art also worked after school for a top agent in the same office, and when he turned 18 he secured 20

his real estate license. While actively selling real estate, Art obtained his degree in marketing and communications. That was in 2004, and Art has been with RE/MAX ever since. For the past 17 years, Art has been helping clients Top Agent Magazine

achieve their real estate goals.

Two years ago, Art and his husband, a lawyer, established their own RE/MAX franchise, RE/MAX Signature, in Downtown Los Angeles. They serve the luxury market in Downtown LA, West LA, and also New York City, where they are also licensed and deal in new construction. “A lot of my clients are overseas investors from Asia,” Art explains, “so I visit those countries quite often. Those clients have all become family. We attend the Luxury Property Showcase in Beijing and Shanghai twice a year.”

Almost all of Art’s business comes from repeat and referral clients, an impressive Top Agent Magazine

feat that speaks to the trust and confidence he inspires. “I truly provide white-glove service for all of my clients,” Art says.

“They know that they’re not just clients or transactions to me. These are long-term relationships, and I give it my all. I really love what I do.” Art achieved Diamond Club status (over $1 million in commissions) with RE/MAX in 2020, was named to the 2020 Top 20 list (number 18) for RE/MAX agents in California, and out of nearly 70,000 RE/MAX agents nationwide, he is in the Top 100 (number 54).

This white-glove service extends beyond selling properties to staging and remodeling. “Interior design is my other passion, and I’ve been able to merge 21

interior design with real estate,” Art says. “I’m fortunate that my husband likes dealing with the boring matters – legal and financial – while I get to concentrate my time on the creative aspects of the real estate business.”

Community involvement is important to Art, and he donates to several charities that benefit the homeless population in Downtown LA. He donates furniture from his staging collection to an organization for people who have been moved off the streets and into housing. Art also

22

Top Agent Magazine

contributes to the South Park Business Improvement District to help maintain a clean community, and supports the LAPD through the Central City Police Boosters. Art annually also participates in Adopt a Family for the holidays, an LA County program which provides Christmas cheer to a local needy family.

When they are not working or giving back, Art and his husband design and flip properties for themselves. They also enjoy playing golf.

In the future, Art is working on opening another RE/MAX Signature office in Rancho Mirage, where they have a vacation home and are already actively Top Agent Magazine

23

assisting clients with their real estate needs. Above all, Art plans to continue providing the same white-glove service to his clients. “I love my clients,” he says.

“They keep me going. Whether they’re buying a luxury property or a multi-unit

investment, our dynamic is one of very open communication. They trust me.

They know I’m not just after a quick sale and I don’t cut corners. I provide them what I’ve promised and go above and beyond with my white-glove service.”

To find out more about Art Avaness, please call 213-505-7833, email ArtAvaness@remax.net or visit Instagram @artWithRemax #ArtAvaness 24

Top Agent Magazine

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

Top Agent Magazine

25

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 26

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.

Top Agent Magazine

Top Agent Magazine

KIM ADAMS Top Agent Magazine

27

KIM ADAMS

Kim Adams has always harbored a love for the housing industry and for helping others. Her father was an architect, which kick-started Kim’s interest in real estate and design. Since 2013, she has been building a thriving business in Florida and loving every moment of her work. “It’s more than a job,” Kim says. “My step-dad was a minister, so I’ve always been actively involved in serving others, which is one thing I love about real estate. Whether I’m helping clients with a $50,000 mobile home sale or a $800,000 home sale, my services are the same. I just want to help people have the best transaction, negotiate the best deals for them, and do the best I can for my clients.”

a testament to her hands-on and personable style.

“I’m very business-minded, but I’m also personal and caring,” Kim says. Her cheerful attitude, professional expertise, and industry knowledge make Kim a coveted agent to work with in her region.

Now a real estate agent with RE/MAX ELITE Realty in Palm Harbor, Florida, Kim has earned numerous awards for her customer service and her success. This year, she was the Top Agent in her office in February and April, and she is on track to be named the Top Agent for May as well. With her relational approach, many of Kim’s clients end up becoming good friends. Because of her strong connection with clients, Kim’s referral rate is high, 28

Copyright Top Agent Magazine

Kim’s excellent customer care includes a thoughtful and comprehensive marketing strategy that optimizes every advantage in order to get her clients the most competitive offers. With professional photography, social media campaigns, and active strategies to build buzz, Kim’s properties sell quickly. “I offer a discounted commission if I bring the buyer,” Kim says, “and I save my clients lots of time and money that way. I am willing to work harder to get my clients great offers.”

For Kim, the greatest pleasure of her career comes from the satisfaction of a job well done.

“A house is a big deal,” Kim says. “This is the biggest item clients will ever sell or purchase. I like knowing I did the best I could for my client, whether I found them the house they’ve always wanted, or helped a seller to get the best price they could. I build relationships with everyone, and I love knowing that I helped someone to the best of my ability.”

Dedicated to her community, Kim is actively involved in many organizations and charities.

She is a member of the Board of Directors and Executive Board of both the Tarpon Spring and the Palm Harbor Chambers of Commerce. Kim has also twice been named the Honorary Mayor for Palm Harbor. “Candidates raise funds for a charity of their choice, and whoever raises most funds becomes Honorary Mayor of Palm Harbor, which is unincorporated,” Kim says.

When Kim is not busy helping clients or giving back her time, she loves to spend time with her four children and eleven grandchildren. With her husband, she loves to take motorcycle trips.

Two years ago, they completed a 9000 mile motorcycle tour across the United States.

In real estate, Kim has found her passion and her calling, and she has built a rewarding business.

“I love what I do,” Kim says. “I love taking on new challenges and serving my clients, which is what I plan to keep doing for as long as I can.”

Top Agent Magazine

To find out more about Kim Adams, please call 727-300-6560, email kimadams.agent@gmail.com, or visit kimadamsagent.com www.

Copyright Top Agent Magazine 29

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

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

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 30

Top Agent Magazine

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

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

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

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

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

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

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

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

Now, let’s list!

Top Agent Magazine

31

Will you please describe your sales experience and local network?

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

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

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

How will you market the property? Each

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

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

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

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

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

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

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

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

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

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

32

Top Agent Magazine

JAMES BILLMAN Top Agent Magazine

33

JAMES BILLMAN

Born and raised in Shelley, Idaho, James Billman began his career in the restaurant and catering industry, where he owned and managed multiple businesses while establishing an extensive professional network of congressmen, senators, and celebrities.

Along the way, he came to take an interest in real estate, and drawing from his decades of experience as a businessman and his own sphere of influence, he decided to switch tracks and launch his career as a full time agent.

Today, James and his wife Melissa are a team at Experts Realty Group, powered by eXp Realty in Idaho Falls, Idaho. With the support of their licensed assistant, they help clients throughout all of Eastern Idaho. Specializing in luxury properties, farm and ranch, homes, and investment properties, they have cultivated a boutique process around sharp instincts, integrity, and a passion for helping others.

34

“We don’t go into any transaction looking for a commission,” he says. “Instead, we’re focused on the people and the relationship.”

When listing a home, James equips his clients with a suite of resources. After helping them prepare for the market, he broadcasts their property over a blend of targeted digital and social media campaigns – ensuring a nationwide reach. Meanwhile, he reaches out to his ecosystem of past clients and colleagues, more often than not uncovering an ideal buyer in his own network. “I look at my listings not as a Realtor®, but rather as a businessman,” he says. “If I can recognize the value in a client’s property, I can explain it to other buyers and investors, making it easier to sell.”

Elsewhere, James is just as attentive when assisting his buyers. Leaning on his lifelong knowledge of Eastern Idaho, he carefully Top Agent Magazine

guides them to the right investment for their best interests. Through the years, he has earned a fantastic reputation throughout the region, with the vast majority of his volume coming from repeat clients and referrals.

James is consistently in the top 1% of all agents in this region for annual sales volume. He still sticks to the values that have scaffolded his accomplished career. “Every client has their own needs, wants, and dreams. I want to get to know them so I can better achieve whatever it is they’re looking for. After all, a home is one of the biggest purchases we make in our lives.

I just love working with families and finding them that perfect house or investment. ” Outside his career, James is deeply committed to his community, contributing to events like Operation Christmas Magic in Idaho Falls and supporting local families in need. Having grown up around horses, he is also a longtime rodeo cowboy; in fact, he has qualified and team roped in the World Series National Finals Team Roping Series in Las Vegas three years in a row. When he’s not giving back, he enjoys spending time outdoors with his wife and children and enjoying all the hunting, fishing, and hiking Idaho has to offer.

Going forward, James and Melissa have exciting ambitions for the future of their business.

As their volume maintains steady growth, they will be creating a real estate center in his hometown, where he can merge lenders and builders while providing classes for up-and-coming agents. Most of all, he can’t wait for the new prospects that await. “We’re unique out here in Idaho,” James says. “If people are looking for investment properties or recreational properties, we can help them meet those needs because this is what we live.”

Top Agent Magazine

To learn more about James Billman, please call (208) 681-1059, email james@billmanrealty.com or visit billmanrealty.com www.

35

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

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 36

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

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

Top Agent Magazine ®

Top Agent Magazine

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

Set expectations upfront and often.

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

Then, tailor your outreach accordingly.

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

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

Know your first-time homebuyer programs and perks.

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

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

Top Agent Magazine ®

37

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

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

38

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

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

Top Agent Magazine ®

Top Agent Magazine

GARRETT HUFFMAN Top Agent Magazine

39

GARRETT HUFFMAN

Garrett Huffman began his real estate career in 2010. “At that time, everybody was getting out of real estate, and I thought it seemed like a good time to get in,” Garrett recalls. After working on a large team for the first 8 years of his career, Garrett went independent in 2018 and has built a small team of his own.

With an emphasis on honesty, efficiency, and communication, Garrett helps his clients achieve their real estate goals.

people to trust you, but now, with the education and knowledge base I have, it’s not about how I look anymore. It’s about being able to say, ‘I’m going to get this done, and this is how we’re going to do it.’”

With training in scripting and role-playing, Garrett has honed his communication to serve his clients better. “I’m a very firm believer in

Garrett and his team serve the 7 counties of Southeast Michigan. “I recruit my team based on location, and I provide the resources for them to flourish in that area,” Garrett explains.

A significant portion of his business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence Garrett provides. “I’m a very straightforward, no-nonsense agent,” Garrett says. “I used to think that you had to be in a suit and tie for 40

Top Agent Magazine

picking up the phone and talking to people,” he says. He stays in touch with past clients to maintain those important relationships. “I’ll pick up the phone and call or text just to see how things are going in their new house or to wish them a happy home anniversary,” Garrett says, “and they stay in touch with me, too.

When they’re ready for something, they give me a call. It’s all about staying in touch and providing value.”

When it comes to marketing, Garrett follows one simple rule. “I price them right,” he says. “If you price it right, the house will sell. We have the most educated buyer pool on the face of the planet right now, and you can create a massive amount of traffic that way. With this educated buyer pool, if it’s perceived as a deal, they will compete to get through the front door and that will create a price war. If you always price it right, you will always get a lot of offers to choose from, instead of just waiting for the one offer to come in that may or may not work out.”

The results speak for themselves: Garrett’s business is flourishing, and he and his team are on track to close 120-130 transactions this year. In the future, Garrett plans to continue growing his team and scaling his business.

“My plan is to expand across the state of Michigan, and eventually expand into other states as well. With my marketing ability and the resources that I have, I can scale up or down in any state at will. I want to continue to add people into the fold and allow them to build their own business within my business, with everything I have in place to support them.”

For more about Garrett Huffman, please call (248) 787-9667, email garrett.huffman@soldbyhuffman.com or visit huffmangroupproperties.com www.

Top Agent Magazine

41

Your Secret Presentation Weapon

by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best?

Here’s how.

“The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition.

“I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?”

42

Top Agent Magazine

Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly.

Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day.

A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.”

AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price.

This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have Top Agent Magazine

43

only been viewed by my buyers.

It’s fun for me. It’s the best way to give you the competitive edge.”

C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?”

You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf.

A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like?

The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction.

44

The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them.

The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process.

In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them.

This is an advanced skill that raises your effectiveness and enhances your relationships and your results.

It requires preparation and practice.

It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business.

Copyright©, Rich Levin. All rights reserved.

Top Agent Magazine

Top Agent Magazine

JUSTIN MILETTE

45

JUSTIN MILETTE

When speaking with Justin Milette – Owner and Team Lead of Aspire Realty Group in Anchorage, Alaska – one can’t help but notice the true passion he feels for his career and helping buyers and sellers achieve their real estate goals. Hardworking, intelligent and creative, Justin has built a thriving career on a sturdy foundation of integrity and honesty, and he has more than earned his excellent reputation as a trusted real estate advocate for his many grateful clients.

referrals, positive word-of-mouth and diligent lead generation. “I believe it’s because we try to make the clients experience as wonderful as possible,” says Justin, when asked how he has managed to inspire so much trust and loyalty amongst those he works with. “We do things like red carpet service at closing, and simply going the extra mile for them

Justin began his involvement in real estate in 2008, when he started working with personal investment properties. At the time, he was in the midst of a fifteen-year career in the police, fire and public safety arena. “Then, in 2017, my wife kind of pushed me into taking real estate classes because she saw how much I enjoyed investing.” Since becoming licensed, Justin has built an equally dedicated team of eight who share his client first philosophy and his unofficial motto of “make real estate fun again.”

Currently, a highly significant portion of Justin’s considerable business is based upon repeat clients, 46

Copyright Top Agent Magazine

in every capacity.” The solid relationships Justin and his team form with their clients far transcend the closing table. “We make certain that our clients know that even though the deal is done, our service is not,” he explains. “We have a great network of contractors and other businesses we’ve worked closely with that we can refer customers to, all they have to do is give us a call whatever their needs are.”

Another factor that has played a large role in Justin’s continuing success story would be his expert negotiation skills and cuttingedge, innovative, and leave-no-stone-unturned approach to marketing his many listings. This includes the company’s YouTube channel, which features both walkthroughs of properties and more general videos touting the local area. Open houses and a deft utilization of social media are two other methods that, all combined, result in fast sales for top dollar.

Asked what he enjoys the most about what he does for a living, Justin grows thoughtful for a moment before replying. “I spent fifteen years in public safety service,” he says. “So, helping people has always been a passion, only now I’m helping people in a different capacity. I also enjoy the problem-solving aspect of my job. Real estate is kind of like a big puzzle, and it’s not always that easy. I enjoy using my experience and knowledge to educate my clients on what they can do. This job is really where my heart is at.”

Looking to the future, Justin’s plans are keep growing his business, and hiring more team members to help with that growth. An avid philanthropist, he also plans on deepening his ties to the community through continued support of multiple charitable organizations, including the anti-child trafficking Operation Underground Railroad.

Above all, however, Justin remains committed to his overarching objective: to continue providing the top-of-the-line customer service that has become synonymous with his name.

Top Agent Magazine

For more information about Justin Milette, please call 907-306-9436 or email JustinMilette@AspireRealtyGroup.com Copyright Top Agent Magazine 47

Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 48

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

Top Agent Magazine ®

Top Agent Magazine

Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

Top Agent Magazine ®

49

the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

50

consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

Top Agent Magazine ®

Top Agent Magazine

WILLIAM MINSHALL

Top Agent Magazine

51

WILLIAM MINSHALL

As an Associate Broker at McCall Real Estate Company, William Minshall provides buyers and sellers with service based on their individual needs. His attention to detail and relentless work ethic have made him a standout agent in Idaho.

“I’ve shifted away from the quantity of transactions to focusing on the quality,” he says. Prior to his career in real estate, William served in the military where he learned excellent communication skills that have transferred over into his real estate work.

says, and adds, “I also stay connected with them even after the transaction is over. I call and send holiday cards.”

Determined to help clients realize their real estate goals, William’s background in finances gives him the knowledge to advise them on making prudent investment choices. “I was very

Specializing in atypical transactions such as foreclosures, abandoned homes and divorces, William always offers an empathetic approach and treats clients like family. “If you’re helping a family member you put in all your effort to make sure they get the best service, and that’s exactly how I approach my clients. I truly enjoy working with people and building relationships,” he 52

Copyright Top Agent Magazine

interested in stocks and bonds before I started out in real estate, so I have a lot of financial credentials and knowledge that helps translate real estate sales into other assets. When people dispose of their real estate, it’s really easy for me to recommend other avenues where they can invest their money and help them make more money.”

Marketing is an integral part of William’s strategy for success. “I use a combination of digital and print marketing. I have a drone license, so every listing gets free drone material included with it. I also have 3D virtual tours included in our package. As for print, we do local newspaper ads, as well as flyers and window placards.” Thanks to his hard work William finished last year with $10,000,000 in sales volume.

Outside of work William is an active member of his community. “Prior to COVID-19 we had a lot more events, but obviously it’s been a lot more difficult lately. I’m a volunteer of the Alpine Playhouse, which is a home for the local performing arts. We’re currently trying to get it back on schedule and figure out how we can get people together in large numbers.”

In his free time, he loves being away from the city. “I like being in the mountains. I like hunting and fishing and if I could spend all my time doing that, that’s probably what I’d be doing.”

In the future, William is focused on continuing to grow his business and he hopes to hire more team members and eventually start his own company. In the meantime, he welcomes all potential clients to get in touch with him.

“I’d love for anyone interested in moving here to come visit McCall and go fishing with me on the lake.”

Top Agent Magazine

For more about William Minshall please contact him at (208) 315–5834 or email will@willminshall.com Copyright Top Agent Magazine 53

How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

54

Top Agent Magazine

• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

Top Agent Magazine

55

space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

56

Top Agent Magazine

Kate Rudd

Top Agent Magazine

57

KATE RUDD

Multi-Award-winning Broker Kate Rudd – Lead of Katherine Madison Co. in Montgomery, Alabama – is a hardworking, intelligent and deeply knowledgeable real estate professional who is truly committed to providing her many grateful clients with the very best service available in her market. Named multiple times as one of the Top Ten Best Real Estate Agents by the American Institute of Real Estate Agents, Kate is a straight-shooting, honest Realtor who has built a thriving business on a foundation of integrity and sheer hard work.

Since then, Kate has achieved an extraordinary and impressive level of success working with both buyers and sellers, and she can currently claim that the lion’s share of her business is based upon repeat clients, referrals and positive word of mouth. “I think it’s because I keep everything very real,” says Kate, when asked how she has managed to inspire such remarkable levels of

Kate, a Montgomery area native, began her journey in real estate after graduating from Auburn University with business degrees in Accounting and Finance, and after also obtaining certifications from the American Society of Interior Designers in both Home Staging and Interior Design, all of which have informed and enhanced her highly professional, detailed approach to her chosen career.

58

Copyright Top Agent Magazine

trust and loyalty amongst those she works with. “I would also say that I’m not a typical salesperson, in that I don’t really sugarcoat anything. I’m just upfront and honest with my clients during the entire transaction.”

Kate’s passion for what she does for a living is obvious when speaking with her. “I feel like there are a lot of agents in this industry who are really doing it just for the paycheck,” she explains. “I really help my clients focus on the fact that this is a major investment, letting them know what they should pay for the house and what they could end up selling it for later. It’s obviously their place to live, but it’s most people’s biggest investment so I try to help them make it a smart one.”

Kate, who also owns her own interior design firm, Studio 180, is the recipient of too many other awards and commendations to list in full here, but they do include her status as a Multi-Million-Dollar Producer from 2015 to the present, and her recognition as the Pinnacle Professional of the Year by Cambridge Who’s Who in both 2013 and 2014. Additionally, she is a Premiere Agent on Zillow.com and holds a perfect, five-star overall rating on that site.

When she’s not working, Kate – a single mother – enjoys nothing more than spending time on her horse farm with her young daughter.

She also gives back to her community via her involvement with her sister’s charitable equestrian organization and through her affiliation with multiple real estate associations.

Kate’s plans for the future of her business include continued mentorship of the agents on her team, and of course, continued growth.

Above all, however, remains the same objective that has been the guiding force behind her success: to keep providing her clients with the amazing customer service that has long been her calling card.

Top Agent Magazine

For more information about Kate Rudd, please call 334-546-0636 or email Kate.M.Rudd@gmail.com Copyright Top Agent Magazine 59

6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 60

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova61

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 62

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

Top Agent Magazine

DALLISON VEACH Top Agent Magazine

63

DALLISON VEACH

With 16 years in the business, Dallison Veach is a veteran real estate agent who has learned the importance of relationship-building and community building in the industry. Dallison is a third-generation agent – her grandfather was a Post-World War II builder, and her mother and stepfather were both Realtors® – making her intimately familiar with the twists and turns of navigating a real estate career. Dallison was destined for success. She started her own brokerage three years ago, and through a combination of knowledge and generosity, she has risen to top of the list of elite agents in Virginia.

need to hear, which isn’t always necessary what they want to hear,” Dallison says. “I approach my clients with honesty, and I think they recognize and appreciate that.” Dallison wants nothing more than to help her clients accomplish their real estate goals. She gets all of her business from referrals due to the fact that her clients

When she interacts with her clients, Dallison makes a point of being 100% truthful and transparent, giving each person she works with all of the information relevant to their particular needs. She is big on building relationships with her clients, and her personal, hands-on approach reflects that. “I tell people what I believe they 64

Top Agent Magazine

are consistently satisfied with her personalized brand of service.

In keeping with her belief in building relationships as a means of enriching her community and bolstering her career, Dallison makes sure to keep in touch with past clients. She uses social media and her CRM software to maintain a line of contact with her sphere, and she ends up becoming friends with many of her clients through the transaction process.

Not one to cut corners, Dallison puts immense time and energy into marketing her listings. She uses staging, 3D Matterport Tours, and professional photography to make her listings look pristine, and she pushes her listings through websites and social media to get as much exposure as possible for each property.

On top of her own impressive production – she consistently closes 25-28 transactions every single year – Dallison has taken to mentoring other agents in an effort to foster an environment of authentic generosity between agents and their clients. Dallison’s number one goal is to make her community a better place, and she does everything she can to realize that goal.

In her free time, Dallison loves spending time on the beach. She is involved in Realtor® Governance Committees at the local, regional, and national levels, and she is the president of the Brain Foundation, a non-profit designed to provide affordable housing for members of the community who suffer from debilitating mental diseases. Dallison loves helping people invest in themselves, and she hopes to continue building her business at a modest pace in order to provide personalized guidance to as many members of her community as she can muster. If you’re looking for a Realtor® in Northern Virginia who embodies honesty and integrity, look no further than Dallison Veach!

Top Agent Magazine

To contact Dallison Veach, call (703) 477-7920, email veachrealty@gmail.com or visit dallison.com www.

65

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass 66

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

Top Agent Magazine

Top Agent Magazine

2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

Top Agent Magazine

Top Agent Magazine

67

HEIDI DYER

Heidi Dyer began her career in 2003, coming from a strong hospitality background in the cruise industry. “I have traveled extensively around the world, which has allowed me to connect with people of all cultures, and to become a huge fan of unique architecture,” Heidi says. After coming off the cruise lines, she decided to combine her love of people and architecture by entering the real estate industry. “I went to school and got my license,” Heidi recalls, “and I haven’t looked back since.” In her first year in real estate, Heidi won the MVP Realtor of the Year award, the first of many subsequent sales awards. For the past 18 years, Heidi has excelled at helping her clients achieve their real estate goals.

customer service oriented and very personable with them, and we tend to become close during transactions. Afterward, our friendship translates into real life and connecting on social media. Then, because people have had such a positive experience, the referrals come in.”

Heidi’s cooperative approach to real estate sets her and her team apart. “The reason I opened my company was that I wanted to bring together people who would

A native of Washington state, Heidi is the Designated Broker/Owner of NW Elite Home Brokers in Tacoma, where she leads a team that serves the South Puget Sound area. Much of her team’s business is referral-based, an impressive feat that speaks to the trust and confidence Heidi and her team inspire. “I form a relationship with my clients,” she explains. “I’m very 68

Top Agent Magazine Copyright Top Agent Magazine

work as a team and not compete against one another,” Heidi says. “We’re a little bit different in our philosophy. We are all very customer-oriented, and we just do what it takes to help our clients get the deal done. That makes a big difference.”

When it comes to marketing their listings, Heidi says, “We have it down to a science. Our marketing is absolutely phenomenal.” Heidi pays for singleproperty websites to feature her clients’ homes, with a custom domain name that they help choose.

Heidi’s team also uses targeted advertising to help them get in touch with interested buyers. That’s in addition to 3D Matterport tours and, for higherend listings, drone videos to showcase a property from the air. As Heidi says, “It’s hard not to win a listing presentation when we go in with all that we do.” The results speak for themselves: Heidi’s team closed over $20 million in sales in the last calendar year.

Community involvement is important to Heidi and her team. They are involved in homeless outreach locally in Tacoma, and they engage in fundraising to help people and families in need.

Being located in an area with a high concentration of veterans, Heidi is also a Certified VA Specialist, and she offers discounts for community heroes.

When she is not working or giving back, Heidi enjoys hiking and camping with her husband and their dogs, exploring phenomenal camping sites around the state of Washington, and spending time by the water.

In the future, Heidi says, “I don’t want to grow out of control. I would like to keep this a small, intimate company where I can continue to mentor and nurture my brokers and still have our business growing every year.” Above all, she says, “I love people, getting to know them, and helping them with probably the biggest investment they will ever make in their life. I’m very passionate about it, because I believe that real estate is the best investment you can make. I enjoy helping people get in, educating them on how their equity is growing, and getting them excited about this investment they’ve made for their future.”

Top Agent Magazine

To find out more about Heidi Dyer, call 253-888-9592, visit soundhomebroker.com, or email pugetsoundbroker@gmail.com www.

Copyright Top Agent Magazine 69

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

70

Buyer’s Perspective: Emotions Running High?

Channel it.

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

Top Agent Magazine ®

Top Agent Magazine

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

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

Sellers Perspective: Manage expectations.

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

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

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

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

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

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

Seller’s Perspective: How powerful is cash?

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

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

Top Agent Magazine ®

71

TOM CAMPONE Tom Campone began his career in commercial banking, where he cultivated a passion for entrepreneurship. While he had found quick success in the corporate sphere, he still found himself searching for an opportunity that better aligned to his love of empowering those within his community. He realized he could apply his unique skill set to real estate. Inspired, he decided to switch paths and launch his career as an agent—and the rest is history.

Today, Tom is a Broker for Keller Williams OneChicago, where he serves clients throughout the South Loop and all of Chicagoland. He has applied his extensive professional background to represent his clients with a distinct blend of integrity, tenacity, and business expertise.

When listing a home, Tom presents his clients with a diversified strategy. After helping them ready their property for the market, listings are solicited through his website and a mix of targeted, digital and organic social media campaigns. Never settling, he also promotes his listings via traditional methods like mailers to the surrounding neighborhoods—all to give his clients as much exposure as possible. Through the process, Tom is there for his clients, navigating their transaction and troubleshooting any issues that might arise. “I’m a very hands-on broker,” he says.

“Communication is important in every aspect of life.

My goal is for my clients to feel as if theirs is the only transaction I’m working on.”

Tom is just as attentive when assisting his buyers, leveraging his commercial insurance and banking background to inform each step of their transaction.

As a longtime resident of the Chicagoland area, he also leans on his acute knowledge of the local market to guide clients to the right home for their needs. For Tom, the transactions are never truly finished, as he enjoys staying in touch with his clients long after closing to ensure every need is met. Whether that is an introduction to a carpenter or a friendly neighbor, Tom 72

thrives on connecting people.

Because of his strategic approach, Tom has earned a strong reputation throughout Chicago, with the majority of his volume coming from repeat clients and referrals.

Now averaging close to forty transactions per year, he still remains focused on the values that inspired him to enter real estate in the first place. “Here, I’m truly able to help people,” he says. “There’s nothing more rewarding than stepping back and showing a client the bigger picture of their transaction.” Then he adds with a laugh, “I always joke that I’m half-fireman and half-therapist—and I do a little bit of real estate on the side.”

Outside his career, Tom is tremendously active in his community. A devoted husband and father, he currently volunteers at his children’s school, and when he’s not with clients or giving back, he can be found vacationing around the world and capturing images for his travel photography business. Elsewhere, Tom has a strong vision for the future of his business. As his volume maintains its steady growth, he intends on adding new members to his team. In the meantime, he is most excited for the new opportunities that lie ahead in the city he loves.

To learn more about Tom Campone, please call (702) 528-2267, email tom@tcgroup.realty or visit tomcampone.com www.

Top Agent Magazine

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

73

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 74

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.

Top Agent Magazine

JESSICA CONRAD Anyone who’s ever dreamed of owning a home and then been told that they didn’t qualify knows how disappointing and frustrating it can be. But if you happen to live in Stark County, Ohio, you shouldn’t give up. You can call Jessica Conrad and her team at the JC Group with RE/MAX. “Our motto is Everybody Matters,” Jessica explains. “I and most of my team members have been through tough situations ourselves, so we are all very empathetic and kind. We work with a lot of people who are not prequalified and need to be nurtured for a year. We will work very hard to get you the help you need and get you into a home.”

Jessica has been a full time agent since getting her license in 2013, and now has a team of nine agents helping her serve clients in Alliance, Ohio and the surrounding area. Last year her personal sales volume was $18 million and she’s on pace to do $25 million in 2021, with repeat clients and referrals making up 60 percent of that business. Clients appreciate her deep knowledge of the industry and familiarity with the local market, but the thing that keeps them coming back is the passion she brings to the effort. “I love helping people find their dream home,” she explains.

“Seeing how happy they are when we finally close on the deal—it doesn’t get much better than that.”

When it comes to her listings, Jessica and her team deploy an array of marketing strategies and the latest technology to get the property maximum exposure.

“We do a lot of targeted marketing on social media, of course, which has been very effective. We also continue to do old-school marketing like placing adds in newspapers. The market is crazy right now given the low inventory, so our homes are often selling before we’ve even had a chance to engage all Top Agent Magazine

of our resources, which is good news for our sellers.”

Jessica doesn’t lose touch with her clients after the closing. She reaches out through email and texts, or cards on special occasions. “But we end up becoming friends with our clients, so our main points of contact are in fact the everyday activities like social or school events. Most of us are Facebook friends too, so we can check in to see what’s going on in one another’s lives.”

Jessica and her team are very active in their community, especially with the Humane Society.

Before Covid, they were also engaged with Habitat for Humanity, and hope to continue that work when it becomes safe again. When she’s not working, Jessica hangs out with her family. “I have nine children, so they take up most of my time. I also raise Golden Retrievers, which also takes a lot of work. I currently have ten of them!”

As for the future of her business, Jessica is excited.

“We are co-owners of this franchise with RE/MAX and are still growing our team. We have four more members ready to come on soon.”

Contact Jessica at 330-614-8862 or email Jessica@JCSells.com 75 Copyright Top Agent Magazine

ALI GILLIAM Whether (or not) it’s lonely at the top, as the saying goes, is a point of debate. What’s not in question is how very, very busy it is. People at the pinnacle of their profession face many challenges that come with success, including finding time for the things they’d just as soon keep at the bottom of their list. That’s why many of them are calling Ali Gilliam.

“I’ve spent years working with people throughout the entertainment industry— including A-list actors, studio executives, producers and talent and literary agents—so I understand the way they live and their unique needs,” Ali explains. “I formed Gilliam Group as a personal and estate concierge service, to address what I saw as a void in the Los Angeles market. Our clients are people who don’t want the overhead of a full-time property manager and personal assistant but do have a consistent need for each of these services. Gilliam Group is the only service provider filling this niche.”

Ali’s team handles everything from sourcing and overseeing contractors for home renovations, organizing travel and event planning, relocation assistance, coordinating regular home maintenance, and cleaning and organization, just to name a few. After only two and a half years in business, she’s already earned the trust of high-profile clients who rely on her regularly. “Our service is built for Los Angeles. This town is about relationships and the people we serve need to be able to trust not just whom they let into their homes, but whom they let into their lives. I’ve built relationships with my clients that extend to their

network, and my business is entirely referral based. We’re extremely discreet and available when our clients need us.” Ali recently arranged a getaway to Sedona for a client and her girlfriends, making sure everything they wanted was scheduled and paid for, so that all they had to do was show up and enjoy themselves. Another client needed remodeling done on the closets in their home. Still another client wanted Ali to arrange for their dog to be transported across the country while they were away for several months filming.

“People are really grateful to have these everyday tasks done for them because it saves them time that they can otherwise spend focused on their busy careers, or relaxing with their loved ones.

Our pitch is ‘How much is your time worth?’”

Gilliam Group offers tiered packages which provide clients with a fixed set of hours of support. Packages can be adjusted month-to-month to scale up or down based on their changing needs. Ali’s work is a great source of personal pride, and she regards her clients as if they were family. “These are some of the nicest people you could hope to meet, and it’s really a joy to be able to help them. If I had a sibling working as an entertainer in LA, I’d be doing the same thing for them.” Ali is excited about her company’s potential moving forward. “No one’s ever done this before, and there’s a huge opportunity in the market. We’re going to grow very quickly as word gets around about the type and quality of service we provide. We are focused on scaling sustainably and never compromising the premium nature of our service. I really feel like our upside is unlimited.”

Contact Ali at 310-402-1976 or email Ali@GilliamGroupLA.com. For a comprehensive list of the services her company provides, please visit GilliamGroupLA.com www.

76

Copyright Top Top Agent Agent Magazine Magazine

Is Finding A Niche Market Right for You?

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

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

Top Agent Magazine

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

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

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

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 77

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

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

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

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

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

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 78

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

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

Are you already serving a niche?

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

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

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

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

Top Agent Magazine

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

Top Agent Magazine

79

SANDI HALL “I love the Tobacco Valley and I always have. My great-grandparents homesteaded here. I was born here, my children grew up here and I have owned businesses here. I am rooted in this community and I am passionate about the people and the place. This is where I call home. Eureka is deemed ‘a little slice of heaven’ and it is worth sharing! While I considered my next business venture, I heard people refer to me as ‘a walking billboard for Eureka.’

Reflecting on my passion for Eureka, the valuable experience I have in the building and design business, and my ownership of Cafe’ Jax, I decided real estate was for me.

‘Real Estate Reimagined’ is exactly who I am; individuality and progress through honesty, integrity, and commitment. Northwest Montana is not just my home and playground; it is my family, my friends, and my community! I hope to see you soon so I can help you embrace our little slice of heaven.”

in business my entire life, and community is vitally important to me.”

About 75% of Sandi’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence she inspires. She maintains and nurtures those relationships with past clients in a variety of ways. “We’re a small community, so it’s easy for me to stay in touch with my clients,” Sandi says. In addition to the monthly newsletter and surprise emails she sends out, you might find Sandi at your doorstep with a pie or a Christmas wreath.

Sandi is always a phone call, email, or text away. When she is not working or giving back, Sandi enjoys spending time with her husband, kids, and grandchildren. She loves any kind of adventure, from whitewater rafting to skiing and bicycling.

Sandi’s team, Team Eureka, is proud to serve their local community. The Wheels of Hope has been Team Eureka’s chief community effort for the past couple of years which brings donors and service providers together to provide snow tires for the less fortunate. The proceeds support the Lincoln County Crisis Solution. Team Eureka also supports the Rodeo Association, the Creative Arts Center, and local youth sports.

Sandi Hall began her real estate career after selling Cafe’ Jax, her long-time restaurant in Eureka. “It was suggested to me that my next move should be to get my real estate license. Within a week, I signed up for real estate school and was sitting in class.” For the past five years, Sandi has excelled in helping her clients achieve their real estate goals. She has been recognized as the top-producing Agent in Lincoln County for the past three years.

This year Sandi became a partner in National Parks Realty - who in turn, because of their success, was selected to become an exclusive member of Forbes Global Properties. “It’s exciting to be a part of an independent Montana company that is affiliated with an exceptional global brand.” In the future, she says, “I want to continue to learn and grow every day as a Broker and a team leader to provide the best service we possibly can for those we have the privilege to serve. I love seeing something created that’s going to last far beyond me. I’ve always been in the service industry, and it’s my passion to help make others’ dreams come home.”

Sandi joined National Parks Realty of Montana in the 4th quarter of 2018 and immediately began developing a successful team of talented agents who focus their attention on the greater Tobacco Valley. “While our real estate license allows us to work across the great state of Montana, we prefer to work locally where we can best put our local expertise to work for our clients, friends and neighbors” Sandi says. Coming from a fifth-generation family in the area, Sandi has intimate knowledge of the Valley. “I am committed to our community,” Sandi explains. “I’ve been

To find out more about Sandi Hall, please call 406-471-0749, email sandi@nprmt.com, or visit welcomehomemontana.com www.

80

Copyright Top Top Agent Agent Magazine Magazine

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

Top Agent Magazine ®

81

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.

82

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.

Top Agent Magazine ®

Top Agent Magazine

MICHAEL HOOVER Michael Hoover got his start in real estate twenty-five years ago when he worked in land development, and since then he has been providing top-tier customer service to his clients. With dedication and integrity, Michael offers his clients expert negotiation and knowledgeable counsel, whether they are purchasing an investment property or the home of their dreams.

Michael, a Broker Associate, is now the Director of Metroplex West for Monument Realty for Fort Worth and the surrounding areas, where he oversees recruiting, training, mentorship and Broker-Agent support.

Michael is charged with growing the Monument Realty brand. Monument Realty is the official real estate company of the Dallas Cowboys. A Texas native, Michael possesses an in-depth knowledge of the areas he serves. He has been recognized for his success and his customer service, and he has been an Award Winning Agent with 5 Star Professional, Fort Worth Magazine, and D Magazine. He was also recognized as a Top Producer every year from 2015 through 2020, and has been Listing Agent of the Year 2020, and the Number One Agent for the first quarter of 2021.

With his trustworthiness, work ethic, and his emphasis on forming long-lasting relationships with his clients, it is no surprise that Michael has built a business with an 85% repeat client and referral rate. “I had a closing recently with a family who I’ve done ten transactions with over the years,” Michael says. “I think what keeps my clients coming back is the million-dollar service I provide at any price point, whether they’re buying their forever home or an investment property. My approach is ethical, professional, and thorough. I’m very motivated and I work hard on behalf of every client.”

To keep in touch with his past clients, Michael likes to provide a personal touch, doing pop-by visits to bring gifts, such as honey from his son’s business. “At closing, I give every client a custom, hand-made cutting board made by my father,” Michael says.

“When it sits on their kitchen counter, the cutting board reminds them of who gave it to them. Clients now know me by the cutting boards, which is pretty special. ” Michael markets his clients’ listings through social media and digital platforms, providing every property with professional photography and walk-through videos.

On average, Michael completes over $10 million in sales every year, a testament to his strategic approach and his expertise.

Dedicated to giving back to the community, Michael has been involved with numerous organizations over the years, including Habitat for Humanity and the Juvenile Diabetes Research Foundation. Recently, he is serving on the Planning and Zoning Commission for the city of Weatherford. When he is not busy helping clients or giving back his time, Michael loves to tinker on sports cars, go boating, and visit the beach. He loves to spend time with his wife, Julie, and his kids Jarod and Jorjanna.

Proud of what he has built, Michael is also looking to the future. Passionate about mentorship, Michael will continue to train and help new agents find their footing.

With plans to grow his team and expand, Michael is also committed to his core values. “I will keep servicing my amazing clients to the very best of my abilities,” Michael says. “That’s what I’m here to do.”

To find out more about Michael Hoover, please call 817-458-1431, email michael@hoovergrouprealty.com, or visit hoovergrouprealty.com www.

Top Agent Magazine

Copyright Top Agent Magazine 83

SUSAN SHIVELY Known for her positive attitude and personable approach, Susan Shively’s clients can count on her to smoothly guide them through the real estate transaction process. Her ability to listen to a client’s needs and translate their wishes into reality has made her a popular Realtor® throughout Grand Rapids, Michigan, where she works as a solo professional at Five Star Real Estate Leaders.

Susan’s charming personality mixed with her passion and work ethic has allowed her to quickly build a solid referral network. “I think my clients realize that I have genuine concern for them and that I work relentlessly to help them achieve their goals.

I want to make sure that the home we find checks all their boxes, that’s why I take my time to figure out exactly what their needs are. The same goes for my sellers who might find this process stressful and emotional. That’s why I’m there to support them and make sure that it’s an easy transition, and that we make it as seamless as possible,” she explains.

Social media is one of Susan’s go-to avenues when it comes to marketing her listings. “I gained a lot of visibility through social media, especially during the pandemic. I had to switch from seeing people face-toface and I started doing a lot of Facebook, Instagram, and of course, email correspondence.” Last year was without a doubt tough for many Realtors®, but thanks to her hard work Susan still ended it with $7,000,000 in sales volume. She credits her natural love of working with people for her success. “I’m able to do so much because I truly love it. I enjoy getting to meet new people and I love house hunting. My background in construction and interior design is helpful when my clients have questions about a property. It’s very exciting to be there every step of the way for those clients making what could be the biggest purchase of their life!”

Outside of her work, Susan dedicates her free time to volunteering in her community with Pay it Forward: 84

West Michigan. “There are so many people who are struggling right now and just trying to make ends meet. When my schedule allows, I am fortunate to be able to make time in my day to help someone else out. I work with this local organization that helps provide the basic needs; clothing, meals, diapers, and formula to people with children, transportation, etc. We have a wonderful community and I’m happy I can be involved in it.”

Susan feels her greatest accomplishment is being a mom of three adult children, and proud grandma of 2 grandsons.

As her business grows, Susan is focused on continuing to better herself in order to give her clients the best level of service. She is currently working on her Graduate, Realtor® Institute designation and when she is able to, her Associate Brokers License. “One day I aspire to form a team with real estate professionals. I think it would be a fantastic way to take my business the next level and allow me to help even more clients achieve their real estate dreams.”

To learn more about Susan Shively, email susan.shively717@gmail.com, visit susanshively.fivestarmichigan.com or call (616) 293–2674. www.

Top Agent Magazine

Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

Top Agent Magazine

GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

85

goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 86

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed.

Top Agent Magazine

COREY STITTSWORTH After owning and running his own small business for over twenty years, Corey Stittsworth was ready for a change. “I wasn’t ready to retire yet,” Corey says, “so I sold my meat business to my son and started thinking about real estate. Around that time, I helped my brother find a place, and I really enjoyed that process, so I took classes and took the test on my fifty-fifth birthday. Now I’ve been a Realtor for eight years. I’m so grateful, because this second career has been rewarding and fulfilling.”

Now with eight years of experience, Corey is a Broker Associate at Counselor Realty in Bemidji, Minnesota. As a solo agent, he serves the small town of Bemidji, along with the surrounding rural areas. “I love this land,” Corey says. “I go wherever there is need, and I can help anyone with pretty much anything.”

Prioritizing his own professional development, Corey has earned an impressive number of designations.

Among other designations, he is an Accredited Buyer’s Representative, a Certified Residential Specialist, a Seniors Real Estate Specialist, a Resort and Second Home Property Specialist, and a Military Relocation Professional. For his success and his outstanding customer service, Corey was named Realtor of the Year in 2018 by his local Association of Realtors. “My goal is to create as much value for my clients as possible,” Corey says. “I always put their best interests first.”

Dedicated, skilled, and experienced, Corey has built a thriving business by combining his entrepreneurial expertise and his values-driven approach. Well over half of his business comes from referrals and repeat clients, a testament to Corey’s integrity, professionalism, and his deep-seeded knowledge of the community he serves.

“I work methodically, with high ethical standards,” Corey says. “I believe the service of humanity is the best work of life. I’m driven. I want the best for my clients. I don’t think about the commission; it’s just about getting the job done. As a business-owner for many years, I’m used to delayed gratification. I have Top Agent Magazine

the best intentions, and that’s why I think my clients come back.”

Having lived in Bemidji for over fifty years, Corey has extensive ties in the community.

He serves on the Local Chamber of Commerce and has been involved with Jaycees, Lions, Beaver Pride, and is the Treasurer at his local Church, “I find service very rewarding,” Corey says.

Committed to an ethical approach in real estate, Corey has also served at the statelevel on the State Board of Directors, the Professional Development Committee, and the Professional Standards Committee. When he is not busy helping his clients or giving back his time, he loves to spend time with his wife, Diana, to whom he has been married for forty-two years, his children, Mychal and Laura, and his grandchildren.

Corey finds fulfillment from helping his clients, and from fostering the next generation of Realtors. “I am so grateful for this business, and grateful that I had someone to mentor me when I started out,” Corey says. “I value that. I love helping new people get started, because I’ve been there and I know what that’s like. Mentorship is very enjoyable and rewarding for me, and I hope to do more of it as I continue on this journey.”

To find out more about Corey Stittsworth, please call 218-556-0674, email corey.stittsworth@gmail.com, or visit bemidjirealestateforsale.com http://

87 Copyright Top Agent Magazine

HEATH VAN PATTEN When he became a Realtor at the end of 2013, Heath Van Patten envisioned a business with a service ethic second to none, grounded in the values of honesty, integrity, professionalism, and persistence. “For me, from the very beginning, it’s been about treating people the way I’d want to be treated. That is, like a person, not as a transaction.”

As owner of NextHome Treasure Valley, Heath has built a team of 50 agents serving clients from Boise, Idaho through Donnelly and Lewiston and all the way up to Coeur d’Alene. That rapid growth is due in part to his team’s continued dedication to that core philosophy, but also to the technological resources Heath utilizes to make sure his clients’ homes get maximum exposure and their transactions go smoothly. Even as he’s actively expanded, Heath has enjoyed a repeat client and referral rate of over 50 percent, evidence of the faith people have placed in him.

“I’m not just trying to earn people’s business,” Heath explains. “I want their trust and their friendship, so our relationship doesn’t end at the closing table.

I reach out regularly through text or emails, or I’ll meet them for lunch to see if there’s anything they need.”

If the way they talk about him is any indication, Heath’s clients are well satisfied. They consistently describe him as a great communicator, responsive to needs, knowledgeable, and caring. One client summed it up like this: “Heath goes way, WAY above and beyond to ensure every detail in the

home-buying process goes smoothly.

He helped ensure our move to Meridian from out of state was seamless, easy, and stress free.”

Heath markets his listings on social media and all of the dedicated real estate websites, utilizing professional staging, photography, videography, and 3D tours to highlight each property’s unique qualities. His own website is both a tool for marketing listings and a resource where clients or potential clients can educate themselves on the process of buying or selling a home, with advice on everything from what to consider before buying a fixer-upper to how to plan for your mortgage payments to tips for keeping your house clean while it’s on the market.

When he’s not working, Heath gives part of his time to participation in various charities in Boise, and is Vice Chair for NextHome’s Charity Committee. He’s also been the Community Outreach Director for the Veteran’s Association of Real Estate Professionals for the last three years. In his leisure time, Heath’s a health enthusiast, and enjoys sharing what he’s learned to help people live healthier and happier lives.

As for the future of his business, Heath simply wants to keep growing. “I got into this work because I wanted to serve people and make a positive impact on their lives. I want to continue doing that, and to find more great people who will bring the same dedication to our team. My goal is to keep expanding into different parts of the state, while also increasing the ways in which we contribute to the communities we serve.”

For more information about Heath Van Patten, please call 208-284-5081 or email Heath@NextHomeTreasureValley.com 88

Copyright Top Top Agent Agent Magazine Magazine

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

Top Agent Magazine®

89

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 90

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.

Top Agent Magazine®

Top Agent Magazine

BILL WATKINS With a career spanning multiple decades, one would be hard-pressed to find a more experienced REALTOR® than Bill Watkins. He remembers his first day vividly. “It was May 1, 1988,” he explains. “I spent the 25 years prior working as a piano dealer, but that market was drying up, so I needed a new challenge.” Going into this field, he wanted to stand by his motto of being available 24/7. With hundreds of satisfied clients and a continuously growing business, it’s clear he’s maintained this goal today. Licensed in Iowa and Illinois, Bill now specializes in new construction. “I work with developers to market and sell new homes. I expect to close 40 to 45 new constructions in 2021.” He also works with many seniors, helping them sell their homes so they can move to their retirement properties, and he’s also selling a new subdivision that caters to retired individuals. “It’s all ranch-style homes, it’s really incredible,” he says.

With Bill’s guidance throughout the transaction combined with his extensive knowledge, his clients always have an enjoyable experience.

“When I entered this industry, I wasn’t there to just have a job and try to make a living, I really got into it as a profession,” he explains. “I tried to learn everything about it.” Having sold many new homes in his career, he’s also well-equipped to answer all of his buyer’s questions when they are looking at a recently built home. “Anything that has to do with how the house was made or what it includes, I can tell them everything about it on the spot,” he says. Often, he also helps these clients sell their current homes at the same time, which includes thorough marketing and advertising so Top Agent Magazine

they can make as much as possible.

“Every listing is posted on the MLS, the Keller Williams website, and all of the major real estate sites like Zillow and Realtor.com.” He’s also one of the few who still takes out newspaper ads, as much of his clientele finds him this way. “A recent survey I conducted showed that at least half of the people I work with still subscribe to and read the newspaper,” he says. With the market at an all time high, he encourages anyone thinking about selling to go for it, especially if they’re looking to downsize.

As Bill looks towards the future, he has his sights set on continuing his current momentum. “I’m always looking for more land and subdivisions,” he explains. He loves everything about his career, and can’t imagine ever retiring. “A friend once told me, ‘the harder you work, the luckier you get,’ so I’m just going to keep at it.”

For more information about Bill Watkins, please call 563-529-2455 or email watkinsrealtor@gmail.com 91 Copyright Top Agent Magazine

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 92

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

Top Agent Magazine ®

Top Agent Magazine

1

Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

3

Collaborate with mortgage professionals to find the right financing opportunities

2

Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

Top Agent Magazine ®

93

pay monthly in a mortgage—while building a lasting asset.

5 4

Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

94

Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

Top Agent Magazine ®

Top Agent Magazine

STELLA WIRSIG For Stella Wirsig, entering the real estate industry wasn’t actually her first choice.

She was working as a third grade teacher, but decided to switch gears. “I thought I would work at Starbucks, because I always thought, and still think, I’d make a really good barista,” she says. “But parents suggested I get my real estate license to help sell their home and buy another.” Stella did just that, and quickly fell in love with the industry. “I actually found it really fascinating and interesting, so I kept going with it, and here we are nine years later.” Today, she owns and manages a boutique brokerage called Emblem Real Estate in Greenwood Village, Colorado. Serving the greater Denver region, their outstanding service and guidance has resulted in continuous growth.

“We are entirely based on referrals and repeat clients,” Stella says. “The best advice I ever received when I first started was to really take care of whoever is in front of me, because they will extend their courtesy by referring me or returning.” Maintaining relationships and going above and beyond expectations has helped Stella flourish. “I treat every client like they are my family,” she says. Whether she’s helping a buyer find their first home or assisting a seller in getting the most for their family property, Stella does everything possible to make the transaction seamless and stress-free.

This includes linking them with reputable vendors, like painters, handymen, stagers, and more. “We have all of our contractors ready to go, so we can take that off our clients’ plates. We aim to come from a place of value, where if you are hiring me as your real estate agent, you’re hiring a team to represent you.”

After the transaction is over, Stella’s clients love to spread the word about her work. One recently said, “My wife and I had a wonderful experience working with Stella to search for our first home in CO. Not only is she very knowledgeable of the local market, she was also very flexible with her schedule and patient in answering the many questions my wife and I had Top Agent Magazine

throughout the process. Most importantly for us, she is very honest and trustworthy.

It was comforting to know we had an agent that was always looking out for our best interest and sincerely wanted us to find a home we would be happy with. I’d strongly recommend working with Stella for your next home purchase.”

When Stella isn’t working, she’s staying active in the community. “Last year I hosted a diaper drive, where I collected almost 22,000 diapers to give to families in need.”

Currently, Stella’s goal is to host at least two drives a year. She also regularly donates lightly used children’s items to an organization that provides them to families who need them.

As Stella looks ahead, she has her sights set on growth.

“I’m creating this community of agents who are very like-minded, very service oriented,” she explains. “We just fill each other’s buckets and we’re there for one another, so I’d like to find people who fit into that.”

Wherever her path leads, she knows without a doubt that she has found her dream career. “I just want to do this forever. If I find myself doing this when I’m 70, I’m going to be pretty happy.”

For more information about Stella Wirsig, please call 720-277-6123 or email stella@emblemre.com 95

mailto:mag@topagentmagazine.com

96

Top Agent Magazine