NEW JERSEY 12-20-21

NEW JERSEY EDITION

WHAT IS A TERM LOAN

for Real Estate Investors?

FEATURED AGENTS

TRACY BROWN MARGARET COOPER

6 HABITS OF HIGHLY PRODUCTIVE AGENTS

If it’s Good for the Soul,

COVER STORY

SVETLANA KIM

IT’S GOOD FOR THE BUSINESS

NEW JERSEY EDITION

TRACY BROWN Born and raised in Englewood Cliffs, New 19 Jersey, and9 later a graduate from North Bergen high school, Tracy Brown has always possessed an entrepreneurial spirit.

While building an accomplished career that spanned the financial, healthcare, and education spheres, she developed an in-depth understanding of the communities in her home state. Drawing from her elite business acumen and acute knowlMARGARET SVETLANA KIM MARGARET COOPER a edge of her region, she began seeking COOPER new opportunity that spoke to her passion for helping others, and later decided to pursue her real estate license in 2018. “The rest is history,” she says with a laugh.

CONTENTS

25

TRACY BROWN

in touch make su new hom changes life, I ha she say my clien own fam nothing buyer or

Over t fantastic Jersey, of repe complet volume in 2021 alon Today, Tracy is an agent with Keller Williams Village lasting relationships s Square, where she assists clients 4) TIPS ON BREAKING INTO 16)throughout 6 HABITSBergen OF HIGHLY her clients, but also w and Hudson counties. Having sold homes as far AGENTS as the THE LUXURY MARKET PRODUCTIVE Stanhope and Hopatcong area, as well as all the way she has forged amon 22)loves 5 TIPS TO GET CLIENTS Williams, we all help the Jersey covering all NEW 6) WHATdown IS A to TERM LOANShore area, she grounds ofINVESTORS? New Jersey. There, she has applied her closely with my fello FOR REAL ESTATE IT’S GOOD FORour THE SOUL, diverse background in business 26) with IFher outstanding clients.”

IT’S FOR THE communication skills and penchant forGOOD client service to BUSINESS Outside her career, T meet the needs of any buyer or seller. community. As an ac of Bergen County, When listing a property, Tracy personalizes her approach to each client. After helping them prepare their home breast and her tradem Phone 310-734-1440 | Fax 310-734-1440 for the market, she shares it via a blend of thoughtfully Thanksgiving dinners mag@topagentmagazine.com | www.topagentmagazine.com crafted digital and social media campaigns, ensuring a also ran a home photo No portion of thisseamless issue may betransaction reproduced in any mannerto whatsoever without prior consent Top the organiza catered their best interests.

Asof the publisher. funds for Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy such,Topmost her business comes from her extensive or supplied givingbyback, she c of published materials, Agent of Magazine cannot be held responsible for opinions expressed or facts its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. presence on social media platforms such as Facebook spending quality time Published in the and U.S. Instagram, as well as her likeable personality. children, or travelling

SVETLANA KIM

2

Elsewhere, Tracy is just as committed when assisting her buyers, leveraging her extensive knowledge of the New Jersey marketplace to identify the right home for

Looking ahead, Tracy her business. “At the people buy and sell a

Top Agent Magazine

mailto:mag@topagentmagazine.com

Top Agent Magazine

3

Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach.

One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when 4

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect.

Top Agent Magazine

LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance.

That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling.

It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively

Top Agent Magazine

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

5

What is a Term Loan for Real Estate Investors?

When building a successful business as a real estate entrepreneur, it’s important to become well versed in the world of private lending and real estate investing. Some of the most common mistakes come from investors not knowing which loan program is right for a potential investment property or the differences between each program.

6

There are two types of loan programs; term loans and bridge loans.

The differences between the two are based upon the borrower’s credit score, employment history, length of the loan, and rates. While term loans require more underwriting, they also offer lower risks and less risk, making it

Top Agent Magazine ®

Top Agent Magazine

Unlike a Hard Money Bridge Loan, a Term Loan has much more vigorous financial checks, collateral and a minimum FICO score of 650. a deeply attractive option to borrowers who find the concept but not the details of a hard money loan appealing.

Unlike a Hard Money Bridge Loan, a Term Loan has much more vigorous financial checks, collateral and a minimum FICO credit score of 650. Private Lenders require this because of the requested amount of the loan and the lender wants to prevent the risk of defaulting or the borrower not being able to make their scheduled payments.

The following are examples of term loan programs:

No-Income Verification/ Stated Income Loan A No-Income-Verification loan is a type of loan program that doesn’t require the borrower to provide documentation of income.

Unlike conventional mortgages, a stated income loan is easier to be approved versus a traditional loan, and is a way for self employed borrowers who would not qualify for a traditional financing to achieve their investment dreams. These types of loan programs are for investment properties only and not for primary residences for an owner occupied property.

Top Agent Magazine

NO-DOC Loan The relationship between the investment home buyers and the mortgage lender, is based on the non documented loan agreement that the borrower can afford investment property loan payments and will make them.

Like a no income verification mortgage loan, a NO-DOC loan program has less regulation and higher rates than conventional loans.

Although risky, the flexibility and quick approval process for the borrower makes it an easier decision for many real estate investors.

Soft Money Loan Soft money is defined as a long-term (5/1 ARM, 7/1 ARM, 30 Year Fixed) real estate investment loan program that closes faster (2-3 weeks) than a conventional loan. This type of loan program requires more underwriting than a hard money loan, allowing it to have lower rates and greater security. It is based on both the borrower’s credit score (minimum 650) and the property’s LTV, and is always a term loan rather than a bridge loan. An innovative approach combining the benefits of hard money that have lower risks, higher rates, and a short term loan time-frame - contrastingly, soft money programs fit many borrowers far better due to the program’s lower costs, lower rates, and longer terms.

Top Agent Magazine ®

7

Term Loan Overview:

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

• Investment Properties Only: 1-4 Family, Condos, Townhomes, Multi-Family, Commercial, Mixed Use, Office, Retail, Industrial, Warehouse • Rates Starting at 4.375% • Loan Amounts - $100K – $5M • Up to 85% LTV • Blanket Loan Options Available • Fixed rates/Adjustable • 5/1 ARM, 7/1 ARM, 30 Year Fixed • Interest Only Option Available • Foreign Nationals Eligible • No Prepayment Penalty Option Available 8

At Stratton Equities our mission is to make private mortgage lending easy, efficient, and worry-free.

We help other experienced investors, borrowers, and professionals in the mortgage and real estate industry succeed with a simple 3-step process, including PreApproval, Processing & Underwriting, and Funding.

Please call us at 800-962-6613 or contact us at info@strattonequities.com and apply now at www.strattonequities.com/loan-pre-qualification to find out whether you are eligible for loan pre-qualification!

Top Agent Magazine ®

Top Agent Magazine

SVETLANA KIM Top Agent Magazine

9

SVETLANA “LANA” KIM “I give every transaction 100%,” Lana says. “I’m demanding and thorough. I want everything done right, on time, and for it to be done ethically and professionally.”

Svetlana “Lana” Kim began her journey in real estate in 2016, when she transitioned from a successful career in business development. “I was looking for something new,” Lana says. “I became really passionate about the industry, 10

about meeting new people, and helping them. Buying or selling a home is very important and life-changing. I feel that I have a very important mission, which is to serve my clients and help them achieve their goals. I’m so happy I made Top Agent Magazine

the career switch; my only regret is that I didn’t start sooner, because I love what I do.” Lana’s passion for her work led her to be named Top New Agent in her office in her first full year, an achievement that is a testament to her professionalism, her work ethic, and her unwavering dedication to her clients.

across central New Jersey. She recently formed a team of three, which includes a Buyer’s Agent and an administrator.

Lana takes great pride in her ethical approach and the time she takes to educate her clients, providing a transparent process that makes the home buying or selling process stress-free.

Now a Broker, Realtor®, and Accredited Buyer’s Representative with RE/MAX Homeland Realtors, Lana serves clients

With her commitment, her market knowledge, and her personable approach, it is no surprise that Lana has earned an

Top Agent Magazine

11

impressive repeat client and referral rate.

“I’m so grateful for every referral and repeat client,” Lana says. “It’s the highest compliment to me.” Working tirelessly on behalf of her clients, Lana provides every customer with top-tier service, no matter the price point. “I give every transaction 100%,” Lana says. “I’m demanding and thorough. I want everything done right, on time, and for it to be done ethically and professionally.” Through her dedication to the highest professional standards, Lana has built a stellar reputation among her clientele and other agents.

12

Top Agent Magazine

Systemic and organized, Lana stays in touch with her past clients consistently, organizing client appreciation parties to connect and have fun. As a Premier Agent on Zillow and Trulia, Lana has the resources to market her clients’ listings effectively, leveraging social media and digital platforms to provide her clients with broad visibility. With attention to detail and a focus on interior design, staging, and remodeling, Lana knows how to make every home look its best.

Her efforts and strategies have paid off: this year so far, she has completed over Top Agent Magazine

$25 million in sales volume.

For Lana, it is not her impressive sales figures that provide the greatest gratification, but rather the relationships she builds with her clients. “I love listening to my clients’ stories and understanding their needs,” Lana says. “When you buy or sell a home, you’re changing your financial situation, but also your lifestyle.

I believe I’m able to listen to my clients and translate what they say into results.

It brings me so much pleasure when I see my clients happy.” When Lana is 13

not busy helping her clients, she loves to travel, and to spend time with her family and friends.

Lana is excited about the future of her business, and she looks forward to many more great years in the industry.

Her plans include growing her team and fostering a strong culture of professionalism. “I want to recruit people who are passionate, professional, and ethical,” Lana says. “Above all, I want to work with folks who are motivated by their desire to help others.”

To find out more about Svetlana Kim, you can contact her by phone at (917) 703-5880 or by email at Realtor.LanaKim@gmail.com

14

Top Agent Magazine

The Law Offices of Mikita & Roccanova are proud to congratulate

Svetlana Kim on being featured for the state of New Jersey in Top Agent Magazine!

STACI A. ROCCANOVA, ESQ. Mikita & Roccanova, LLC Phone: 732-705-3363 Fax: 732-399-9909 Srocc34@aol.com 1301 Highway 36, bldg. 1, Suite 105, Hazlet, NJ 07730

Top Agent Magazine

15

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 16

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 innova17

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 18

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

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

Top Agent Magazine

MARGARET COOPER Top Agent Magazine

19

MARGARET COOPER

A longtime resident of New Jersey, Maggie Cooper took a winding road to her current status as a distinguished real estate agent. Throughout her life, she has served in a variety of fields, from operating a garden center to public service. After being featured on HGTV’s hit show, HomeFree 2, she had an opportunity to work alongside celebrity home builder Mike Holmes and Heisman Trophy winner Tim Tebow, which sparked her interest in the housing business.

Having excelled on the program and won a dream home for her brother, she then decided to pursue her real estate license and career full time.

Today, Maggie is a Realtor® with Keller Williams Shore Properties, a Real Estate Brokerage built upon culture and contribution, where she assists clients throughout Ocean and Monmouth Counties, as well as the surrounding areas. As part of the highly selective Leadership Team at Keller Williams, she has cultivated a boutique culture of service and integrity, which allows her to meet the needs of any transaction. Since 20

their opening September 10, 2015 they have sold $3 Billion Dollars in volume and over 9000 homes to date.

When listing a property, Maggie equips her clients with a comprehensive strategy. Leveraging the suite of resources available through Keller Williams Shore Properties, as well as cutting edge organizations with people like Nicole Archiello at Family First Funding, she helps her clients fully prepare their home for the market. After providing them with professional photography and staging services, she shares their listing to a blend of targeted digital and social media campaigns—all in the lead-up to the standout open house showings and dozens of overlist offers.

Elsewhere, Maggie is just as attentive when assisting her buyers, leaning on her acute knowledge of the Ocean and Monmouth areas to help identify the right home for their best interests. In fact, she keeps in touch long after the deals are done through frequent check-ins and even handwritten notes to keep Top Agent Magazine

her clients apprised of the market and ensure they are satisfied in their new homes.

Over the years, Maggie has earned a remarkable reputation throughout New Jersey. With the vast majority of her volume coming from repeat clients and referrals to the tune of over $7 million last year, Maggie’s business has flourished and made a significant contribution to Keller Williams Shore Properties with 1,881 home sales and over $700 Million in sales volume in 2020.

And projections of 2021 should exceed 2020 with the to date through November of 1550 homes sold and 661 million is sales volume. She is most inspired by the opportunities offered by her dynamic career. “In real estate, no two transactions are the same,” she says.

“Every day gives you an opportunity to meet different people, visit different places, and learn something new. To me, there could be nothing more exciting.”

Outside of real estate, Maggie is dedicated to her community. At KW Shore Properties, both the agents and the brokerage, actively participate in KW Cares efforts and donations, KW Kids Can, and annually participate in Red Day. KW Shore Properties and their agent partners also actively donate to KW Kids Can. KWKC is a 501(c)3 non-profit dedicated to empowering young adults to unlock their greatest potential through self-development events, coaching, and scholarships. On top of contributing to Keller Williams’ Red Day events, she also volunteers for local nonprofit organizations like Oceans of Love and Hope Sheds Light. Moreover, she has been deeply involved with CASA of Ocean County, where she has provided mentorship and support to children in need. When she’s not with clients or giving back, she can be found starting a new construction project, spending time with her family, biking, traveling and enjoying all the scenery New Jersey has to offer.

Looking ahead, Maggie has a bold vision for the future. Recalling her strong foundations in construction, she intends on expanding her work with land development and her collaborations with local builders in the coming months. But more than anything, she remains committed to the hands-on model of service that has set her apart in the first place. “This business is all about being real with our clients,” she says. “As such, I’m honest with my buyers and sellers from start to finish and approach them not as a salesperson, but rather as a friend. Yes, this is a business, but where my clients end up is most important to me.”

Top Agent Magazine

To learn more about Maggie Cooper email margaretcooper@kw.com, visit kw.com or call (732) 864-6596. www.

21

5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 22

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

Top Agent Magazine

1

Become a referral partner with industry peers

2

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

Top Agent Magazine

with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

23

3

Partner up with a Relocation Company

4

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

5

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 24

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

Top Agent Magazine

TRACY BROWN Born and raised in Englewood Cliffs, New Jersey, and later a graduate from North Bergen high school, Tracy Brown has always possessed an entrepreneurial spirit.

While building an accomplished career that spanned the financial, healthcare, and education spheres, she developed an in-depth understanding of the communities in her home state. Drawing from her elite business acumen and acute knowledge of her region, she began seeking a new opportunity that spoke to her passion for helping others, and later decided to pursue her real estate license in 2018. “The rest is history,” she says with a laugh.

Today, Tracy is an agent with Keller Williams Village Square, where she assists clients throughout Bergen and Hudson counties. Having sold homes as far as the Stanhope and Hopatcong area, as well as all the way down to the Jersey Shore area, she loves covering all grounds of New Jersey. There, she has applied her diverse background in business with her outstanding communication skills and penchant for client service to meet the needs of any buyer or seller.

in touch long after the deals are done to make sure her clients are thriving in their new homes and keep them apprised of any changes in the market. “Throughout my life, I have always been a people-person,” she says. “As such, I believe in treating my clients as if they were members of my own family. At the end of the day, there’s nothing more rewarding than seeing a buyer or seller get to live their dream.”

Over the years, Tracy has earned a fantastic reputation throughout New Jersey, as evidenced by her strong rate of repeat clients and referrals. Having completed almost $15 million in sales volume in 2021 alone, she is gratified not only by the lasting relationships she has been able to cultivate with her clients, but also with the productive collaborations she has forged among her colleagues. “Here at Keller Williams, we all help each other succeed. I love working closely with my fellow agents to find the right deal for our clients.”

When listing a property, Tracy personalizes her approach to each client. After helping them prepare their home for the market, she shares it via a blend of thoughtfully crafted digital and social media campaigns, ensuring a seamless transaction catered to their best interests. As such, most of her business comes from her extensive presence on social media platforms such as Facebook and Instagram, as well as her likeable personality.

Outside her career, Tracy is deeply committed to her community. As an active participant at Family Promise of Bergen County, she contributes carts of turkey breast and her trademark eggplant parmesan to provide Thanksgiving dinners for those in-need. Last year, she also ran a home photography service to raise additional funds for the organization. When she’s not with clients or giving back, she can be found cooking, socializing, spending quality time with her husband and two grown children, or travelling the world.

Elsewhere, Tracy is just as committed when assisting her buyers, leveraging her extensive knowledge of the New Jersey marketplace to identify the right home for their needs. As a signature, she enjoys celebrating each successful transaction by gifting her clients a bottle of Veuve Clicquot at every closing. But she also keeps

Looking ahead, Tracy has strong plans for the future of her business. “At the moment, I am focused on helping people buy and sell as many houses as I possibly can,” she says. “In real estate, you get to learn something new every day. But above all, there is no better feeling than seeing my clients happy at the end of their transaction.”

To learn more about Tracy Brown, email trbrown9@kw.com, visit trbrown9.kw.com or call (201) 779-4599 http://

Top Agent Magazine

25 Copyright Top Agent Magazine

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their 26

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

Top Agent Magazine

Top Agent Magazine

Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured Top Agent Magazine

Top Agent Magazine

27

mailto:mag@topagentmagazine.com

28

Top Agent Magazine