NEW ENGLAND 9-18-23

NEW ENGLAND EDITION

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HABITS OF HIGHLY PRODUCTIVE AGENTS

FEATURED AGENT

ELIZABETH CASELLA

CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

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BEYOND-THEOFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM MAKE SOCIAL MEDIA MARKETING YOUR CALLING CARD

COVER STORY

KARINA MEJIA

NEW ENGLAND EDITION

ELIZABETH CASELLA

Elizabeth Casella of Rutland, Vermont, 117 units (leading the ent 7 16 leads a diverse team of real estate agents closed transactions), and by combining a systematic approach to shatter those figures as thei marketing with heartfelt passion and an ues a steady growth traject uncompromising dedication to candor.

“I love what I do. Not a single day goes While she’s always spread by where I go to sleep and think, ‘Ugh enthusiasm and boundless – I have to go to work in the morning.’ pertise, Elizabeth bolsters Not everybody has that, and IMEJIA know how ELIZABETH CASELLA sharing grounded market KARINA lucky I am. I just look forward to meetthat balance digital and an ing new people, whether that’s clients or ing. “We work mostly on a r new colleagues, so this is the perfect fit for me!” she exudes. “We also market through o cial media, newspaper ads, local magaz CONTENTS Prior to formally entering real estate, Elizabeth pur- spots. But more importantly, wheneve sued a career in the finance and tax department of a with a client, I’m just super honest. I c enterprise.OF “I worked at the family business forMAKE worstSOCIAL salesperson – I convince people 4)local 6 HABITS HIGHLY 17) three years,” she AGENTS recalls. “And at one point I just felt, and to buy the home they want, beca PRODUCTIVE MEDIA MARKETING YOUR deep down, I wasn’t meant to be behind a desk any make sure it’s a good fit. Honesty is th CALLING CARD more.

My husbandMEDITATION and I were buying a house at the ing strategy, at the end of the day.” Thi 14) CREATIVE time,THE and IREAL asked our REALTOR® about his career. transparency is broadcast throughout th FOR ESTATE 20) 3 BEYOND-THE-OFFICE Real Estate, He invited me to join his team on the spot, andACTIVITIES here for Casella PROFESSIONAL TO INSPIRE A as well as aro availability and a penchant I am six years later!”

CREATIVE BUSINESS BOOMfor levity.

For more information about Karina Mejia, After becoming licensed in 2017, Elizabeth joined a In addition to supporting new agents, team at Centuryemail 21 alongside lifelong agents Lauren shares her industry success to those e call 617-888-1217, karina@evoboston.com, Mike Hughes, and310-734-1440 Janet McCardle. “I am Rutland community. She is a regula facebook.com/Karina.Mejia.RE, or visit:Hughes, Phone 310-734-1440 | Fax more or less the adopted daughter,” Elizabeth boasts. to the Chamber of Commerce, consta am.com/karina_mejiaa, or linkedin.com/in/karina-me mag@topagentmagazine.com | www.topagentmagazine.com www.

“I learned everything I know from the Hughes Group National Night Out (which supports the No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine Police Department), and her Team, but Lauren’s goalGA, forInc.me wasprecautions always are totaken open is published

by Feature Publications Although to ensure the accuracy of published materials, Top team is c Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. my own business. We were just waiting for the right nizing a drive for the Humane Societ To subscribe or change address, send inquiry to mag@topagentmagazine.com. office come along.” Today in 2023, Elizabeth lend a helping hand while also meetin Published to in the U.S. leads Casella Real Estate as the owner, principal and hearing their stories – that’s alwa broker, and head of customer relations servicing Our business is based on working with Topfor Agent theMagazine better, so we all of Rutland County. In 2022, the team cleared change their lives a collective $32 million in volume spread across looking for new ways to make that hap www.

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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 4

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

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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 innova-

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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

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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.

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KARINA MEJIA

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KARINA MEJIA Karina has carved a distinct niche for herself. “I specialize in new developments,” she explains. “And having sold multiple new development projects pre-construction, I know how to sell a vision and position the listing to ensure the highest sell-out.”

The first brush with real estate for Karina Mejia in a classroom at Boston College, when a simple course in real estate development lit a spark. “In the summer of my junior year, I decided to get my license,” she explains. This decision eventually 8

blossomed into a fulfilling career. By diving into the industry, Karina discovered not just a talent but also a love for real estate. This wasn’t a childhood dream or a family legacy – it was a passion discovered in action. “It was through trying Top Agent Magazine

something new that I developed a passion for it,” she says. Today, with five years in the business and a strong three-year full-time streak, Karina leads a formidable team serving the Greater Boston area.

Impressively, an estimated 85 to 90% of her business comes from repeat clients and referrals, a testament to her ability to

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create lasting impressions and deliver remarkable service.

Karina has carved a distinct niche for herself. “I specialize in new developments,” she explains. “And having sold multiple new development projects pre-construction, I know how to sell a vision and

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position the listing to ensure the highest sell-out.” More than just an agent, Karina is an advocate for financial freedom, and her personal history of investing gives her an edge. “And as the owner of 12 units, I know what my clients are going through and how I can make the process as smooth as possible,” she says. “I think that because I own real estate... people feel confident working with me.” She isn’t just advising from theory, she’s guiding from experience, walking her clients through their investment numbers, cap rates, and returns on investment. This high level of service results in lasting connections with her clients. She maintains relationships through a variety of methods,

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including social media. “I always tell my clients, make sure you follow me,” she says, viewing platforms not just as marketing tools, but as bridges to remain intertwined with her clients’ life milestones and her own.

Taking a multifaceted approach to marketing, Karina tailors her plans to the unique needs of each property. “We have a specialized marketing strategy for new construction listings,” she explains. For developments, Karina is hands-on from inception, helping with floorplan design to ensure the efficient use of space and maximum price potential. Collaborating on selections, design reviews, and

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crafting realistic renderings, she’s keen on the pre-construction marketing phase.

Utilizing platforms like Zillow’s new construction feature, she maximizes visibility without reflecting days on the market or price alterations. “We also host events that differentiate us,” Karina says, revealing her creative edge with unique events such as silent auctions and community outreach that subtly highlight her projects.

Beyond developments, she utilizes a wide array of tools from MLS to third-party sites and even off-market platforms like the “Top Agent Network” to give her listings the broadest reach possible.

Karina’s forward-looking vision is evident Top Agent Magazine

in her ambitions: from expanding her team by hiring an assistant to laying down roots in Miami while maintaining her Boston presence. Yet, beneath the professional aspirations lies a deep-rooted gratitude, a testament to her journey and the legacy of her parents. “I feel really blessed that I have the opportunity to do what I do,” she explains. As the first in her family to graduate college, she acknowledges the immense opportunities she’s been given, contrasting her achievements to the challenges her first-generation immigrant parents faced. “I love everything about what I do. It’s about connecting with other humans and helping them achieve their goals, which is so rewarding.”

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For more information about Karina Mejia, please call 617-888-1217, email karina@evoboston.com, or visit: facebook.com/Karina.Mejia.RE, instagram.com/karina_mejiaa, or linkedin.com/in/karina-me www.

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Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental.

easily into the daily hustle & bustle world of the busy real estate agent.

Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite

• When driving to a showing or to meet a client

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First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning

• Before your open house begins • After the open house • Driving home in the evening Top Agent Magazine

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts.

These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument.

Here are some examples of meditations you can try.

1 For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

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3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis.

When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity.

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ELIZABETH CASELLA Elizabeth Casella of Rutland, Vermont, leads a diverse team of real estate agents by combining a systematic approach to marketing with heartfelt passion and an uncompromising dedication to candor.

“I love what I do. Not a single day goes by where I go to sleep and think, ‘Ugh – I have to go to work in the morning.’

Not everybody has that, and I know how lucky I am. I just look forward to meeting new people, whether that’s clients or new colleagues, so this is the perfect fit for me!”

117 units (leading the entire county in closed transactions), and they aim to shatter those figures as their team continues a steady growth trajectory.

Prior to formally entering real estate, Elizabeth pursued a career in the finance and tax department of a local enterprise. “I worked at the family business for three years,” she recalls. “And at one point I just felt, deep down, I wasn’t meant to be behind a desk any more. My husband and I were buying a house at the time, and I asked our REALTOR® about his career.

He invited me to join his team on the spot, and here I am six years later!”

While she’s always spreading infectious enthusiasm and boundless industry expertise, Elizabeth bolsters her agents by sharing grounded marketing practices that balance digital and analog advertising. “We work mostly on a referral basis,” she exudes. “We also market through our website, social media, newspaper ads, local magazines, and radio spots. But more importantly, whenever I’m working with a client, I’m just super honest. I call myself the worst salesperson – I convince people not to settle, and to buy the home they want, because I want to make sure it’s a good fit. Honesty is the best marketing strategy, at the end of the day.” This trademark of transparency is broadcast throughout the testimonials for Casella Real Estate, as well as around-the-clock availability and a penchant for levity.

After becoming licensed in 2017, Elizabeth joined a team at Century 21 alongside lifelong agents Lauren Hughes, Mike Hughes, and Janet McCardle. “I am more or less the adopted daughter,” Elizabeth boasts.

“I learned everything I know from the Hughes Group Team, but Lauren’s goal for me was always to open my own business. We were just waiting for the right office to come along.” Today in 2023, Elizabeth leads Casella Real Estate as the owner, principal broker, and head of customer relations servicing all of Rutland County. In 2022, the team cleared a collective $32 million in volume spread across

In addition to supporting new agents, Elizabeth also shares her industry success to those in the greater Rutland community. She is a regular contributor to the Chamber of Commerce, constant sponsor of National Night Out (which supports the Rutland City Police Department), and her team is currently organizing a drive for the Humane Society. “We get to lend a helping hand while also meeting new people and hearing their stories – that’s always a win-win.

Our business is based on working with others to help change their lives for the better, so we’re constantly looking for new ways to make that happen.”

For more information about Elizabeth Casella, please call 802-999-9540 or email elizabethrcasella@gmail.com

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

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

interactive, unmissable, and effective in generating business.

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

Consider your profile a landing page.

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

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 18

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

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

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

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

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

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

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3 Beyond-the-Office Activities to Inspire a Creative Business Boom Maintaining motivation year-round is a challenge, especially for those who are several years into a demanding real estate career. It’s easy to burn out, get stuck in a rut, or cycle blindly through a well-worn routine. But those that leave an impact on their industry understand that creativity holds the key to innovation and longevity. To stay ahead of 20

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin?

To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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To stay ahead of the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. over, or at least want to experience a burst of inventive energy, consider some of the activities below. You may just shake up your routine, bend your brain in new ways, and inject some inspiration into your professional path.

Expand your mind through meditation.

You’ve likely heard all about the supposed powers of meditation, and perhaps you’ve long considered it an over-hyped New Age invention. But did you know that some of the foremost entrepreneurs of our era practice this cost-free, mentally restorative routine? From Oprah Winfrey to Steve Jobs, practitioners of meditation cite its stress-relieving principles, in addition to improvements in concentration, energy, self-awareness, and overall health.

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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime.

Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new.

If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is.

However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, 22

too. Want to cut loose and have some fun? Join a board game meet-up group, take a cooking class, or try rock-climbing for the first time. A stimulating new activity will light up long-dormant parts of your brain, and your clients and colleagues will surely notice the influx of energy to your outlook. Still don’t think you have enough time to add something new to the mix? Blend your morning commute with an audio language learning service. The point is to shake-up your habits and introduce a new challenge that’s unrelated to work. Doing so can make you look at things in a new light and boost your mood along the way.

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See new sights.

If you can, there’s no better way to break from routine than to physically separate yourself from your surroundings. There’s nothing more inspiring than traveling to new destinations, experiencing new cultures, and getting a sense of the world’s true vastness. If a trip abroad isn’t in the cards, don’t fret. There are bound to be plenty of places relatively close by that you’ve never seen. And these trips don’t have to break the bank, either. Devote just one or two days to visiting a place you’ve never gone before, like a state park, protected forest, or a small seaside village. Perhaps you’re only a few hours from a National Park you’ve been meaning to visit but have never made time for. Or, there’s a lively city one state over that you’ve always wanted to try. Whatever the destination, near or far, you’ll refresh

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your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light.

However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

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