NEW JERSEY 10-4-21

NEW JERSEY EDITION

6

HABITS

OF HIGHLY PRODUCTIVE AGENTS

3 Team Building Exercises

FEATURED AGENT

CATHLEEN HENRIQUEZ-ALI

5 LESSONS FROM SILICON VALLEY

TO MODERNIZE AND MONETIZE YOUR BUSINESS

COVER STORY

To Revitalize Momentum In The Office RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

LINDA KIMMEL

NEW JERSEY EDITION

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LINDA KIMMEL

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CATHLEEN HENRIQUEZ-ALI

CONTENTS CATHLEEN 4) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS 14) 5 LESSONS FROM SILICON VALLEY TO MODERNIZE AND MONETIZE YOUR BUSINESS

HENRIQUEZ-ALI 16) RECONSIDER

REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE 22) 3 TEAM BUILDING EXERCISES TO REVITALIZE MOMENTUM IN THE OFFICE

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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 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 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 6

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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LINDA KIMMEL

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Top Agent Linda Kimmel and daughter, Randee Levine with Keller Williams Realty West Monmouth, assist clients throughout Monmouth County, Ocean County, Middlesex County, and the surrounding areas.

A longtime resident of New Jersey, Linda Kimmel got her start in real estate in 1986.

Having spent years as a deputy court clerk for a local police department, she was seeking a career that spoke to her entrepreneurial spirit and passion for helping others. After her daughters went off to college, she decided to take the plunge and launch her career as a Realtor, ranking as a Million Dollar Club 8Copyright Top Agent Magazine

Member within her first two years. Since then, she has gone on to author an accomplished, 36 year career in real estate; and in 2001, her daughter, Randee Levine, joined her in the family business.

Today, Linda and Randee are Broker Associates at Keller Williams Realty West Monmouth, where they assist clients throughTop Agent Magazine

out Monmouth County, Ocean County, Middlesex County, and the surrounding areas. Specializing in everything from Single Family Homes to Townhouses or Luxury Real Top Agent Magazine

Estate, they have cultivated a process to meet the demands of any transaction. “Working with my daughter is wonderful,” Linda says.

“Together, we are The Kimmel Home Team, Copyright Top Agent Magazine9

“Working with my daughter is wonderful,” Linda says.

“Together, we are The Kimmel Home Team, and we love helping our clients realize the American dream.” and we love helping our clients realize the American dream.”

When listing a home, Linda prefers a diversified strategy. After helping her sellers fully prepare their house for the market, she broadcasts it over a blend of targeted digital and social media campaigns. She also shares her listings via mailers to the surrounding communities, as well as her own extensive sphere of influence. But through everything, she is Copyright Top Agent Magazine 10

available to her clients, maintaining open channels of communication and navigating their transaction from beginning to end. “My clients know I’m there for them,” she says.

“Not only do I stay in contact long term, but I also get back to them as quickly as I can. I don’t believe in making anyone wait.”

Elsewhere, Linda is just as thorough when assisting her buyers, leveraging her decades of experience to guide them to the right home Top Agent Magazine

for their needs. Through the years, she and Randee have earned a fantastic reputation throughout New Jersey, with the vast majority of their volume coming from repeat clients and referrals. And the key to their success?

Authenticity. “In this business, you need to be kind, be upfront, and tell it like it is—but Top Agent Magazine

never be harsh,” Linda says. “Even when confronted with a challenging situation, I always tell my clients that the right house will be there for them at the end of the day.”

Outside her career, Linda is tremendously active in her community. On top of serving Copyright Top Agent Magazine 11

on the Manalapan Business Association, she also participates in Keller Williams events around town. When she’s not with clients or giving back, she enjoys spending quality time at home with her beloved family, friends, and pets.

Going forward, Linda and Randee have added Amanda Heimberg to their team, and together,

they have a clear plan for the future of the business: “Just continue to be unstoppable.”

Having established a robust client base in their community, they intend on continuing to serve their buyers and sellers for years to come. “The future looks terrific,” Linda says. “Above all, it’s my pleasure to be there with my clients, communicate with them, and help them find their dream homes.”

For more about Linda Kimmel & Randee Levine call (732) 406-8655 or email njhomesbylindakimmel@gmail.com Copyright Top Agent Magazine 12

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon 14

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public Top Agent Magazine

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 16

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

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

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

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

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

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

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

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

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

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

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

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

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

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CATHLEEN HENRIQUEZ-ALI Top Agent Magazine

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CATHLEEN HENRIQUEZ-ALI

Born in New York but raised in New Jersey, Cathleen Henriquez-Ali has always been drawn to a life of service. She began her career as a nurse, but soon took an interest in real estate after the purchase of her first home, when her agent noted that the industry would be a perfect compliment to her outgoing personality and tireless work ethic.

Inspired, Cathleen decided to pursue her real estate license, and in the eight years since, she has gone on to author an accomplished career as a full-time agent. Today, she is a Broker Associate with REMAX First Realty II, where she serves clients throughout Cranford and the surrounding counties of New Jersey. Always on the go, she has cultivated a distinct niche in assisting home buyers throughout the region, sporting the tenacity, attentiveness, and expertise needed to facilitate even the toughest transaction.

When collaborating with her buyers, Cathleen leans on her acute knowledge of the New Jersey market to uncover the right investment for their best interests. More than anything, she is sure to approach each client with a unique blend of compassion and understanding, always seeing the transaction from their perspective. “At one point, many of my clients probably thought they would never be homeowners,” she says. “Because of that, they’re excited throughout the process, from the inspection to the closing, and that’s what drives me to see their goals fulfilled.”

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Elsewhere, Cathleen offers her sellers a multiplatform strategy. After helping them fully prepare their home for the market, she shares it over a blend of targeted digital and social media campaigns. In the meantime, she promotes her listings to nearby neighborhoods and those within her own extensive professional sphere. Over the years, she has earned a fantastic reputation throughout New Jersey, with the majority of her volume coming from repeat clients and referrals. But through it all, she remains focused on the proven values of openness and integrity that have anchored her career in the first place. “My clients can trust that I’m dedicated to them and motivated to see them succeed. They know I’m here to guide them through the process—whether that means scheduling a tour or answering any questions they might have.”

Outside her career, Cathleen is fully committed to her community. On top of contributing to seminars for first time home buyers, she has partnered up with area lenders to help prospective buyers boost their credit scores and accomplish the dream of homeownership. When she’s not with clients or giving back, she can be found traveling abroad or spending quality time with her friends and family.

But Cathleen also has exciting plans for the future of her business. In the months ahead, she looks forward to expanding her client base across New Jersey while deepening her work within the community. Along the way, she will be adapting her workflow to meet the needs of the ever changing real estate market. “I want to make sure everyone is fully educated on the process,” she says. “It’s not just about helping clients understand their transaction; it’s about making sure they’re comfortable while realizing such a major life achievement.”

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For more about Cathleen Henriquez-Ali email mybrokercali@gmail.com, visit MyBrokerCAli.com or call (908) 343-4613 www.

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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office 22

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, Top Agent Magazine

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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