NEW ENGLAND 12-20-21

NEW ENGLAND EDITION

The Daily Schedule of a SUCCESSFUL REAL ESTATE AGENT

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

Embracing Smart Homes: Does New Technology Really Increase Home Value?

FEATURED AGENTS

COVER STORY

KIM LEVINSON

MAT MIKUNDA RANDY MILLER MITCHELL ROSENWALD HANS NAGRATH ELENA SCAPLEN

NEW ENGLAND EDITION

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RANDY MILLER MATTKIMMIKUNDA LEVINSON HANS NAGRATH ELENAROSENWALD SCAPLEN MITCHELL KIM

and plans to tell the got started in real estate because I had When decided to “I pursue Randy’s andfloor communication at real estateRandy runs inMiller Matt broader view of the industry. “My work inexpertise LEVINSON 25 26 29 property.

“When comes t people,” Mitchell y. His mother REO has helped me be of greater real estatehas twoworked years ago, he forgeda apassion suc- for serving is service a hugeto reason why so many itpeople has the wow factor,” Mitch Rosenwald recalls. “I was passionate overcessful thirty years, anddrawing Matt my clients,” Matt says. “One of myworking goals career from experience love with him. have aHe big says, media “Being campaign about working in a service industry, theinbusiness his entire is to take what I learned in the REO secthe backend of real estate, insurance, a Realtor comes naturally, since II often have d it’s appropriate having worked for 21 years in the film tor and use it to help people.

Sometimes, d him with a passion for on Zillow, where I’m mortgages and physical aspectsbusiness. such I was a producer and the spent so much timeSoon around the different s build wealth and better clients think they’re in an impossible sitAgent.”

Mitchell also boo owner of a company, Magic Box Films, as septic work, dirt work, and inspecfacets of it.” He uses his expertise to help on social media for optimum where we made commercials, infoal estate. With extensive uation, but there are resources available to tions—he brings a lot of knowledge to long and short form videos clients make the best anddecisions he carefullythey timescan his o mercials, a wide-ranging skillset, them and strategies I can implement that his role. “I’ve never let my pride and find the best fit.and Using this approach, showings so clients ca forlimit business to business, ‘memorable w to provide exceptional they might be aware of, which helps MAT MIKUNDA RANDYnot MILLER MITCHELL their options decidin moving images.’” Mitchell embarked what I would do for work.”

He said “And Randy hopes to continue hisbefore approach ROSENWALD of those hard circumstances.” er results. an offer. on his real them estate out journey in 2004,

ELENA SCAPLEN

HANS NAGRATH

understanding every aspect of what it with a focus in land to continue to expand going full-time in 2008. The rest is takes to develop land is a huge bonus for Hampshire.

And he professional history, and it’s his strong Matt knowsemphasis how toon position his his business sellers’ in NewMitchell’s college, Matt earned his CONTENTS prepared to apply his cr attentive individual service my mother clients.”start With focus on landproviding sales effectively. plansmedia to add a partner as hehim progresses. ed his hera Brokerage. listings Through targeted social organization skills to real estate.

“What supp to his clients that truly sets Mitchell apart. he provides unique andofexcellent real e experience in many aspects real campaigns, as well as advertising across MLS datais my 20+ years in the film and advertising Besides career involvement, Randy along 18) SMART HOMES: hreeestate years service with4)anWELCOME REO bases, Matt provides clients withEMBRACING wide visibility to hisBrokerage, local &HOME: surroundheto explains. “I look at myself as a marketin Mitchell serves the areahis north of Boston, primarily with his wife are passionate foster and WORKING WITH RELOCATORS NEW REALLY attract competitive ed and bank-owned properties, inglisted communities, and has found great well as a sales ambassador.

It’s easy to put Essex County.

Much ofoffers. his businessDOES comes from repeatTECHNOLOGY adoption advocates.

They foster th knowledge of sales, thecare MLS. The harder part is to are market it, an referral clients, an impressiveINCREASE feat that speaks to personal fulfillment inproperty his work. and Randy INshort TRANSITION HOME VALUE? to manage your property once it comes to m parents themselves and are in the process of an adopthe trust and confidence he inspires.

“Clients appreciate nd has property rehabilitation.

Now clients Dedicated to volunteerism and giving back, Matt is the knowledge and resources are looking for, that I genuinely care about them,” Mitchell says.

“I’m 24) ARE community.

YOU DOING tion.

“People often think we’reBUSINESS special. The truth is, Connecticut Massachusetts, Mattthose deeply involved with the Polish immigrant and the and work ethic to combine elements intomy great Mitchell likes to give back to his community honored to serve clients and make their dreams ® 13) THE Complete DAILY SCHEDULE “My mother OF was one of thewe’re first Realtors th his mother’s business, who not special athelped all.

We just decided to do it. There YOU ON can, and he is involved with the North Shore come true. It’s all about intentions. AS If a client intends to FACEBOOK? results as a Realtor. ewington, Connecticut.

He helps to REAL those immigrants getto settled in Connecticut,” Matt is paperwork hoops toas jump it’s A SUCCESSFUL Association, well asthrough, contributingbut through buy orESTATE sell, we are going get there—whether it and takesother 27) HOW TO THROW A e, assisting in the growth of the busisays.

Their Brokerage is still very involved in the to various his office supports.

Wh one month, one year or more.” a matter of deciding Sharing industry knowledge withone hisweek, clients is a main mostly to causes do it. We always decided AGENT working or giving back, Mitchell enjoys new agents.

While he specializes as Polish community, participating in and sponsoring to CLIENT do it.” AndAPPRECIATION that seems to be hisEVENT attitude toward workph part of the mission of Randy’s work. His mentor, who exercise, personal growth work, kayaking, an His professionalism, communication, and depth of partpassed of Matt’s role at Complete Real festivals, events, and fundraisers.

In the past, Matt has away recently, was an expert in land He and life.

He’s because he’s pragmatic and he NO ONE WILL FORGET time with his children and his beloved—not knowledge alsosales. earn Mitchell high marks fromsuccessful his he business seek new listings. also volunteered as a wrestling coach.

While his thrivtrained Randy in everything he clients. knows“Iand putscreative in theand work. enjoying the fabulous seafood in New Engla have effective an ability to get write ing business keeps Matt busy, when he he does find free offers that get accepted in a very tight market,” says. methods in working with clients, and Randy is carrying tt’s repeat andPhone referral 310-734-1440 rate is a testa- “The he lovesistothatstay through weight lifting, Looking toward future,assistance Mitchell says,in“I key thing I’mactive professional and respon- for If you’re looking premier realtheestate |time, Fax 310-734-1440 on that legacy.

This means Randy is focused on getet knowledge and to the high-quality, sive, yoga,and snowboarding, riding motorcycles. on creating a team with people who are like that my ethics, and morals, and values are very New Hampshire, give Randy Miller a call today! mag@topagentmagazine.com www.topagentmagazine.com the information need, Mitchell which| isincludes far as how I work with my clients, because I certified ABR (Accredited Buyer’s e heting provides.

“One practicethat thatclients sets high.” lot of passion into I do, and I genuinely LUXE (luxury Specialist), andwithof such Matt things as “I’m “digging through deeds, and soil data, No portion of this issue may be Representative), reproduced in the any manner whatsoever without prior consent the publisher.

Topwhat Agent ability,” says. very quick Looking to future, MattListing plans to continue the bringing smiles to buyers and sellers. It’s a g Lean Six Sigma Green Belt.

Magazine published

by Feature Publications Inc. Although taken to ensure the accuracy of published and being abreast of current timber and conservation clients, no matter theishour or what practices thatGA, have led to hisprecautions success. are With active plans when I help somebody find the house of th Top Agent Magazine in be heldland responsible for opinions expressed or facts supplied by its authors. laws.”

Hematerials, adds, “We specialize area, sales, toan expand the Brokerage, Matt and his team are workre for his clients at every step of the cannot and make it all come true for them. “Allow When marketing his listings, Mitchell uses profesTo subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. ingand on implementing scalable systems and resources agerthat to answer clients’ questions, many his people don’t understand we know Your Business”, by doing the same for you. sional photos, videos, how virtual tours, drone photography, pert to counsel on everything from con- need. for their agents.

“As we bring new people on board, find the information clients “ Randy capital2 Top Agent Magazine For are more aboutand Mitchell Rosenwald, we want make sure structures practices nd estimates to investment advice. izes on sharing knowledge with clients andtoreaching outthere 617.974.1230, email MRosenwaldRealEstate@gmail.c in place to support theircall success,” Matt says.

“We’re anagement experience, Matt can ofthroughout the process.

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

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Welcome Home:

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

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

For starters, envision the big picture. Relocators have extra obstacles between them and 4

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

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

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

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

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

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

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

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

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

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

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

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

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

Are there time zone differences to factor in?

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

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

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KIM LEVINSON Top Agent Magazine

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KIM LEVINSON Kimberly attributes her success with clients to her service-oriented team concept. “I like to help people,” she says. “I am very fortunate to have a career helping clients navigate their real estate journeys.”

Long before she became a Top Agent, Kimberly Levinson was raising her three children and found herself drawn to real estate’s “flexible schedule.” Now, 16 years later, she says, “I laugh because that is not fully the case, though I found 8

I could do everything with the kids and make it all work.” Today, Kimberly is part of a team at Jane Ferro and Company with Coldwell Banker Trumbull. “I love, love, love the team concept,” she says.

“They are fantastic. I receive so much Top Agent Magazine

love from Jane and Nancy and I am lucky to have the support from my previous manager Shelly Dowling, my current manager Mike Korchinski & my amazing Coldwell Banker Trumbull office which I am lucky to be a part of,” Kimberly and her team have been together for 14 years, serving Monroe, Trumbull and surrounding towns in Fairfield County, Connecticut. “I couldn’t do what I do without Jane Ferro and Nancy Eliot,” Kim says. “They are the best.” Repeat and referral customers make up 80% of her business. Voted Top Agent Magazine

a 2021 Five Star Agent, she was also recognized as the Greater Bridgeport Board of REALTORS® 2020 REALTOR® of the Year.

Kimberly attributes her success with clients to her service-oriented team concept. “I like to help people,” she says. “I am very fortunate to have a career helping clients navigate their real estate journeys.” For the past ten years, Kimberly has taught nine classes at the Bridgeport Board of Realtors®. “I owe my teaching 9

career to my mentor, Bob Marinaccio and Donna Mancuso who 10 years ago believed I might be able to teach a continuing education class on buyer agency.

They encouraged me to start with one class and over the years supported me to learn more and teach more. I am forever grateful.” Last year, she served on the Connecticut Realtors Board of Directors and currently is on the Greater Bridgeport Board of Realtors Professional Standards and Ethics Committee. All these distinctions assure clients she is ethical and has their best interests at heart.

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To stay in touch with past clients, she connects often on social media, mainly Facebook and Instagram. She sees what they are up to, comments and likes their posts and life events, and tends the relationships. To market listings, Kimberly uses Listing Concierge through Coldwell Banker. Listing Concierge targets a 100-house radius around the property, markets a commercial, and sends Just Listed and Just Sold announcements.

They also create property websites. This year, Kimberly’s sales volume is over $5 million. When asked what she likes most

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Last year, Kimberly served on the Connecticut Realtors Board of Directors and currently is on the Greater Bridgeport Board of Realtors Professional Standards and Ethics Committee. has written a class

about what she does, Kimberly does not hesitate. “The people I get to meet and work with daily are fabulous,” she says. “I am very lucky.”

Kimberly finds career fulfillment in giving back. One class she teaches is Real Estate Principles and Practices, which is a 60-hour class that helps people start careers in real estate. She focuses on positivity and has written a class titled “Staying Motivated in a Changing Market.” She credits her teaching mentors Bob Marinaccio and Donna Mancuso. She has kept in touch with past students and has directly witnessed the impact she has had. “I get to help people change Top Agent Magazine

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their lives,” she says. She also puts on First-Time Homebuyer Seminars with mortgage professional Audra Santos from Norcom Mortgage. The seminar helps members of the community learn about and undertake the home-buying process.

When she is not working, Kimberly enjoys spending time with her adult kids,

friends, family, and her dogs. Currently, she has two puppies that keep her busy.

For the future of her business, Kimberly would like to grow her team with good people she can mentor and educate to be the most beneficial for their community.

“I love my career,” Kimberly says, “and I am grateful for the support I have. I feel very lucky to enjoy what I do every day.”

To learn more about Kimberly Levinson call 203-452-3700 (office), 203-218-6786 (cell), email Kim.Levinson@coldwellbankermoves.com or visit kimlevinson.cbintouch.com www.

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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HANS NAGRATH Top Agent Magazine

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HANS NAGRATH

Hans Nagrath’s passion for real estate is palpable.

“I truly love what I do,” he explains.

After graduating from college, Hans put his political science degree to use working at the State House as a District Director for a State Senator but realized that he was drawn to real estate when helping his friends find apartments in the city. “I loved helping friends find their places and, in the process, explored great neighborhoods across the city.

People were constantly telling me that I should be a broker, so I finally acted on that advice and got my real estate license.” Not too long afterward, his business took off and he realized that he could leave the security of a salaried job and pursue real estate full time. “This was the best decision I ever made,” said Hans, “It allowed me to focus full time on my clients, and that has made a huge difference.”

Today, Hans serves the greater Boston area, with a growing portion of his business consisting of 16

repeat buyers and referrals. Buyers and sellers are continually impressed with his ability to go above and beyond. Whether it’s carefully guiding clients through remodels, bringing along a contractor to an inspection, or finding off-market properties for clients with very specific needs, Hans does not hesitate to do whatever it takes to help his clients achieve their goals. Regardless of the property type or budget, Hans understands the stress homebuyers face in today’s market and works diligently to make the journey as seamless as possible.

For some sellers, Hans has even taken the initiative to offer funding for critical renovations to ensure that the home presents well, meets current standards, and results in a sale that produces maximum return for the owner. “This service gives sellers peace of mind that the work will get done and they don’t have to pay for it until after the sale.” This strategy has proven effective, “It has always resulted in offers coming in above the askCopyright Top Top Agent Agent Magazine Magazine

ing price,” reveals Hans. Additionally, Nagrath implements a thorough marketing plan for every property, including advertising on social media, local magazines, promotional materials, open houses, events and more.

All the hard work has not gone unnoticed by Hans’ clients as evidenced by their glowing reviews: “There is literally no way I would have successfully bought my house without Hans. Literally no way. Very grateful to him and I feel very lucky to have met him when I started looking.”

– P. Dipo-Ajayi “I would highly recommend Hans to anyone purchasing a property. For experience, market knowledge, professionalism, excellent negotiating skills and personal care -- you couldn’t ask for a better realtor to represent you!” – M. Gregory “Hans was available any time of day and always made sure we were aware of what was happening behind the scenes. If we had questions or issues, he would make sure we got those answered in a timely manner.” – A. Fuller “Hans helped us find my dream apartment. He is charming, knowledgeable and infinitely patient.”

– M. Perriard A Boston resident, Hans loves city life and his community, but also enjoys traveling down to the Cape where he grew-up to enjoy biking, beach trails and his favorite, Wellfleet oysters.

Looking ahead, Hans hopes to continue helping people achieve their real estate goals. “I’m happy doing everything I can to ensure a smooth process for all involved. I find so much joy in helping families find a place they can call home.

It’s truly life-changing and that to me is the ultimate reward.”

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For more about Hans Nagrath, please call 646-577-1294 or email hans.nagrath@compass.com Copyright Top Agent Magazine 17

Embracing Smart Homes:

Does New Technology Really Increase Home Value?

Technology and innovation move at a lightning-fast clip, so it can be hard to keep up with all the smart-home trends sweeping the market at a given time. From smart thermostats to security systems accessed through an app on your phone—there are endless options to customize and update your home for the modern era. But which, if any, of these smart home products add 18

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

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Smart home amenities range in price and return.

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

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

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

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Smart home amenities capture the attention of buyers

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

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

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

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ELENA SCAPLEN Top Agent Magazine

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ELENA SCAPLEN

Even as a child, Elena Scaplen dreamed of becoming a Realtor. Growing up in Soviet Russia, she admired the work her mother did in the industry there, especially her passion for helping people. “Being there for people—that’s probably the biggest lesson I took from her,” Elena explains. “When I’m helping people purchase or sell a home, all of my focus is on landing them the best deal. I’m never thinking about how much I’m going to make.”

She laughs, adding, “I’m pretty funny too, something people also seem to appreciate.

When things don’t go as planned—which happens quite often in real estate—maintaining a good sense of humor gets us through any situation.”

describing her experience with Elena like this: “Due to her experience, resourcefulness and professionalism the whole process was hassle-free and smooth.

She is the one who cares a lot and goes the extra mile with support. Elena’s fabulous personality, terrific sales instincts and sharp focus on our needs made our dream a reality.”

Licensed in 2016, today Elena represents buyers and sellers all over central Massachusetts with Keller

That sense of humor, along with her energy, creative thinking, and attention to detail helps take the stress out of a process that many of us tend to approach with a bit of trepidation. It’s the kind of service that has earned her a repeat client and referral rate of 85 percent, with one happy client Copyright Top Agent Magazine

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Williams Pinnacle Metrowest. She is certified as a Real Estate Direct Marketer and a member of the DRS Network, serving the needs of the medical community. She’s on track to close 50 transactions in 2021, and her certification as a Negotiation Expert has allowed her to get clients the best price and terms on those deals.

Elena is also an accredited staging professional, which benefits her sellers as she helps them prepare their home to appeal to the contemporary buyer. Every client receives professional staging and photography as part of Elena’s marketing package. She’s a member of the Institute for Luxury Real Estate Marketing, and for higher end homes listings are marketed through social media, Keller Williams’s Luxury International division, Elena’s website and the various other dedicated real estate sites. Luxury listings also appear in major business magazines like The Wall Street Journal, Mansion Global, and Barron’s.

“No matter what kind of listing it is, I go above and beyond for all of my clients,” says Elena.

“I’ve even pitched in to help clean the house at times. I enjoy building strong, lifelong relationships with my clients. By the time we actually close the transaction, 90 percent of them have become my friends.”

Elena donates a portion of every commission she receives to families in need. She also gives part of her time to animal rescue. When she’s not working or giving back, she enjoys exercising, fine dining, and hanging out with family and friends.

Going forward, Elena wants to build a strong team, and is already training another agent.

She plans to rejoin Keller Williams’s Agent Leadership Council, a position she’s occupied in the past, which advocates for agents within the office. She’s currently working on getting her Florida license so that she can bring her exceptional brand of customer service to the Sunshine State as well.

Contact Elena at 774-272-0376 or email elenascaplen@kw.com. Please check out her website at EmpireRealtyGroupMA.com. www.

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Are You Doing Business As YOU On Facebook?

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

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

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

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

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

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

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

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

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

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

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MATT MIKUNDA You could say that real estate runs in Matt Mikunda’s family. His mother has worked as a Realtor® for over thirty years, and Matt has been around the business his entire life. This imbued him with a passion for helping his clients build wealth and better lives through real estate. With extensive knowledge and a wide-ranging skillset, Matt knows how to provide exceptional service and deliver results.

While attending college, Matt earned his license and helped his mother start her Brokerage.

Matt has extensive experience in many aspects of real estate; he spent three years with an REO Brokerage, where he managed and listed bank-owned properties, gaining an in-depth knowledge of short sales, property management, and property rehabilitation. Now licensed in both Connecticut and Massachusetts, Matt is a Realtor® with his mother’s business, Complete Real Estate, in Newington, Connecticut. He helps to run the Brokerage, assisting in the growth of the business, and training new agents. While he specializes as a Buyer’s Agent, part of Matt’s role at Complete Real Estate is to help the business seek new listings.

At over 30%, Matt’s repeat and referral rate is a testament to his market knowledge and to the high-quality, personable service he provides. “One practice that sets me apart is availability,” Matt says. “I’m very quick to respond to my clients, no matter the hour or what they need.” There for his clients at every step of the process, Matt is eager to answer his clients’ questions, offering them expert counsel on everything from contractor quotes and estimates to investment advice.

With property management experience, Matt can offer his clients an investor’s and landlord’s perspective, while his experience in short sales has given him a

broader view of the industry. “My work in REO has helped me be of greater service to my clients,” Matt says. “One of my goals is to take what I learned in the REO sector and use it to help people. Sometimes, clients think they’re in an impossible situation, but there are resources available to them and strategies I can implement that they might not be aware of, which helps them out of those hard circumstances.”

Matt knows how to position his sellers’ listings effectively. Through targeted social media campaigns, as well as advertising across MLS databases, Matt provides his clients with wide visibility to attract competitive offers.

Dedicated to volunteerism and giving back, Matt is deeply involved with the Polish immigrant community.

“My mother was one of the first Realtors® who helped those immigrants get settled in Connecticut,” Matt says. Their Brokerage is still very involved in the Polish community, participating in and sponsoring festivals, events, and fundraisers. In the past, Matt has also volunteered as a wrestling coach. While his thriving business keeps Matt busy, when he does find free time, he loves to stay active through weight lifting, yoga, snowboarding, and riding motorcycles.

Looking to the future, Matt plans to continue with the practices that have led to his success. With active plans to expand the Brokerage, Matt and his team are working on implementing scalable systems and resources for their agents. “As we bring new people on board, we want to make sure there are structures and practices in place to support their success,” Matt says. “We’re excited about expansion because it means mentoring more people in how to be of service to our clients.”

To find out more about Matt Mikunda, you can contact him by phone at (860) 990-2240 or by email at Matt@CompleteREct.com.

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RANDY MILLER When Randy Miller decided to pursue real estate two years ago, he forged a successful career drawing from experience in the backend of real estate, insurance, mortgages and physical aspects such as septic work, dirt work, and inspections—he brings a lot of knowledge to his role. “I’ve never let my pride limit what I would do for work.” He said “And understanding every aspect of what it takes to develop land is a huge bonus for my clients.” With a focus on land sales he provides unique and excellent real estate service to his local & surrounding communities, and has found great personal fulfillment in his work. Randy has the knowledge and resources clients are looking for, and the work ethic to combine those elements into great results as a Realtor.

Sharing industry knowledge with his clients is a main part of the mission of Randy’s work. His mentor, who passed away recently, was an expert in land sales. He trained Randy in everything he knows and effective methods in working with clients, and Randy is carrying on that legacy. This means Randy is focused on getting the information that clients need, which includes such things as “digging through deeds, and soil data, and being abreast of current timber and conservation laws.” He adds, “We specialize in an area, land sales, that many people don’t understand and we know how to find the information clients need. “ Randy capitalizes on sharing knowledge with clients and reaching out throughout the process.

Technology is an important piece of Randy’s marketing strategy and he uses social media--especially videos through TikTok, InstaGram, and AdobeRush--to get views and build interest in his listings. He has also used HomeSnap with some success but relies on the other platforms regularly. In his second year of business, he will close nearly 25 transactions.. With a hands-on approach and learning to adjust to the market as he goes. Randy gets results for clients.

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Randy’s expertise and communication is a huge reason why so many people love working with him. He says, “Being a Realtor comes naturally, since I have spent so much time around the different facets of it.” He uses his expertise to help clients make the best decisions they can and find the best fit. Using this approach, Randy hopes to continue his approach with a focus in land to continue to expand his business in New Hampshire. And he plans to add a partner as he progresses.

Besides career involvement, Randy along with his wife are passionate foster and adoption care advocates. They are foster parents themselves and are in the process of an adoption. “People often think we’re special. The truth is, we’re not special at all. We just decided to do it. There is paperwork and other hoops to jump through, but it’s mostly a matter of deciding to do it. We always decided to do it.” And that seems to be his attitude toward work and life. He’s successful because he’s pragmatic and he puts in the work.

If you’re looking for premier real estate assistance in New Hampshire, give Randy Miller a call today!

You can contact Randy Miller by phone at (603) 530-1561 or by email at rmiller@rocherealty.com Copyright Top Top Agent Agent Magazine 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.

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

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

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

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

Apply A Personal Touch

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

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

Theme Your Event Whether the area’s high school sports team has made it to the state champion28

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

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MITCHELL ROSENWALD and floor plans to tell the story of a property. “When it comes to market, it has the wow factor,” Mitchell says. “I have a big media campaign, and when it’s appropriate I often do Coming Soon on Zillow, where I’m a Premier Agent.” Mitchell also boosts listings on social media for optimum visibility, and he carefully times his open houses and showings so clients can know all their options before deciding to accept an offer.

“I got started in real estate because I had a passion for serving people,” Mitchell Rosenwald recalls. “I was passionate about working in a service industry, having worked for 21 years in the film business. I was a producer and the owner of a company, Magic Box Films, where we made commercials, infomercials, long and short form videos for business to business, ‘memorable moving images.’” Mitchell embarked on his real estate journey in 2004, going full-time in 2008. The rest is history, and it’s his strong emphasis on providing attentive individual service to his clients that truly sets Mitchell apart.

Mitchell’s professional background prepared him to apply his creativity and organization skills to real estate. “What supports all this is my 20+ years in the film and advertising business,” he explains. “I look at myself as a marketing expert as well as a sales ambassador. It’s easy to put a listing on the MLS. The harder part is to market it, and plan how to manage your property once it comes to market.”

Mitchell serves the area north of Boston, primarily Essex County. Much of his business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires. “Clients appreciate that I genuinely care about them,” Mitchell says. “I’m honored to serve my clients and make their dreams come true. It’s all about intentions. If a client intends to buy or sell, we are going to get there—whether it takes one week, one month, one year or more.”

Mitchell likes to give back to his community any way he can, and he is involved with the North Shore Realtors® Association, as well as contributing throughout the year to various causes his office supports. When he’s not working or giving back, Mitchell enjoys photography, exercise, personal growth work, kayaking, and spending time with his children and his beloved—not to mention enjoying the fabulous seafood in New England.

His professionalism, communication, and depth of knowledge also earn Mitchell high marks from his clients. “I have an ability to get creative and write offers that get accepted in a very tight market,” he says.

“The key thing is that I’m professional and responsive, and that my ethics, morals, and values are very high.” Mitchell is certified ABR (Accredited Buyer’s Representative), LUXE (luxury Listing Specialist), and Lean Six Sigma - Green Belt.

Looking toward the future, Mitchell says, “I’m working on creating a team with people who are like-minded as far as how I work with my clients, because I really put a lot of passion into what I do, and I genuinely care. I love bringing smiles to buyers and sellers. It’s a good feeling when I help somebody find the house of their dreams and make it all come true for them. “Allow Me To Earn Your Business”, by doing the same for you.”

When marketing his listings, Mitchell uses professional photos, videos, virtual tours, drone photography,

For more about Mitchell Rosenwald, call 617.974.1230, email MRosenwaldRealEstate@gmail.com, or visit his website at RosenwaldRealEstate.com www.

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