New Jersey 3-12-18

NEW JERSEY EDITION

3 Surefire Methods That Make For a PRODUCTIVE MEETING Killing Clients with KINDNESS AND VALUE 4 Ways Mentoring Up-and-Coming Employees Makes You a BETTER AGENT PLAYING THE REAL ESTATE MATCHMAKER— Follow These 8 Dating Rules to Ensure you Match Your Client with the Perfect Home for Them

FEATURED AGENTS

CAROL FLERES PINA PAGLIUCA COVER STORY

JOSEPH KAPON

NEW JERSEY EDITION

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JOSEPH KAPON

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CAROL FLERES

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PINA PAGLIUCA

CONTENTS 4) PLAYING THE REAL ESTATE MATCHMAKER—FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM 13) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING

17) KILLING CLIENTS WITH KINDNESS AND VALUE 22) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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JOSEPH KAPON 7

JOSEPH KAPON With nearly twenty years in the real estate industry, Joseph Kapon of RE/MAX Properties Select in Fair Lawn, New Jersey has firmly established himself as a real estate agent who can be trusted to advise, guide and protect his many grateful clients. During the course of his career he has sold over 700 homes, and shows no sign of slowing down anytime soon.

Joseph, who immigrated to the United States from Israel in 1985, initially became a restaurateur before making the switch to real estate in 2000. His first nine months were spent at 8Copyright Top Agent Magazine

Weichert, where he found success quickly.

He then moved to RE/MAX, where he has been ever since. Honored with the RE/MAX Lifetime Achievement Award, he is currently one of the most respected top producing real estate agents working in North Bergen County, ranked among the top 1% in that area.

With more than 60% of his business based on referrals, Joseph is clearly doing something right. Among the many reasons for this client loyalty, Joseph believes, is the fact that he establishes long-lasting relationships with his Top Agent Magazine

customers, relationships that transcend the duration of the transaction. “My clients come back to me,” he says, “because of what I do for them before, during and after the transaction. One of my clients calls me “his realtor for life,” and called me up ten years after buying his home looking for advice.”

With nearly a hundred perfect five-star reviews on Zillow, the appreciation Joseph has for his clients is clearly reciprocated. Among the many glowing testimonials is this one from a buyer: “Joe was the best realtor I have ever met. He guided us through the entire home buying process from beginning to end and even after the closing he has been there to give us expert advice and references. My family and I are extremely grateful Top Agent Magazine

for his expertise and the ease at which he made this process- from beginning to end he was there!

Thank you Joe for helping to make our dream come true!”

Honesty, even at the cost of a sale, is of paramount importance to Joseph, and he works hard to make sure his clients find the property that is right for Copyright Top Agent Magazine9

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them. “As a buyers’ agent, when I walk into a house with buyers,” he explains, “I don’t point out the good things about the home, they can see those for themselves. I will find and point out the problems, the not-so-good things. My clients appreciate that.

Not only do they like it, but it’s the right thing to do. They remember that I saved them from a bad deal or a house that wasn’t perfect for them. That’s also why they refer me.”

As a sellers’ agent, Joe prides himself with the “White Glove” service he delivers to his sellers.

His comprehensive approach to marketing his listings online and on social media, along with his ability to create massive exposure for every listing, has yielded excellent results for his clients throughout the years.

One of his latest sellers wrote: “Selecting Joseph as our realtor was without a doubt the best decision we could have made. Joseph covered every Top Agent Magazine

detail. From pricing to staging Joseph was on top of it. Joseph also helped us with the paper trail as well. From obtaining a lawyer to collecting all the documents that were needed. Words don’t do Joseph justice. But actions will. Our house sold in 4 days. We had 8 bids, 5 over asking price. Joseph is the best!”

While the financial rewards of his chosen profession are considerable, it’s the more personal side of the transaction that Joseph finds most rewarding. “What motivates me,” he says, “is that I feel like I have knowledge to give, to share with peoCopyright Top Agent Magazine 11

ple. Helping people achieve their dreams is one of the most gratifying things.”

business are rapid and you have to adapt together with those changes.”

As for the future, Joseph has no plans to slow down, even after two decades in the business. Staying on top of current trends and technology is a priority.

“If you don’t go forward,” he says, “you just go backward and your business dies. Changes in this

Possessing an open, gregarious nature, Joseph admits that his career doesn’t feel like work to him.

“I enjoy it,” he says. “Exceeding my clients’ expectations is the most rewarding aspect for me and….

I’m having fun.”

For more information about

JOSEPH KAPON, please call 201 - 852 - 0711 or email JoeKapon@gmail.com Copyright Top Agent Magazine 12

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 14

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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CAROL FLERES Carol Fleres had owned a successful employment agency for 20 years, when she sold it to a national company. No one to rest on her laurels, she quickly got the urge to follow a new career path. “I had always been intrigued with real estate.

I traveled extensively and bought and renovated my own beach home, and when I decided to sell, I got my license and used the experience to learn the ropes. I just loved it. That was in 2010, and I couldn’t be more thrilled with my decision.”

For Carol this business really is about building lifelong relationships. “I’m trustworthy, responsive, and I’m always there for them, which makes my clients feel comfortable.

Transitions are always hard, even under the best circumstances, but since I work with a lot of seniors, a lot of those transitions can be more difficult. I always try to make them see that it’s not an ending, but a new beginning. Then I make the process as positive and stress-free for them as I possibly can.”

Carol is with Gloria Nilson and Co. Real Estate, and serves the Jersey Shore. Although she excels in all types of transactions, Carol is primarily a listing agent who specializes in selling beach homes. Another unique niche that Carol focuses on is working with seniors. Carol is well known for the exceptional customer service she provides and has earned an impressively high rate of repeat and referral business. People from all walks of life have praised Carol’s level of care and empathy, which is especially critical when working with seniors, who are oftentimes downsizing or moving into assisted living. A long time attorney for the Walt Disney Company, who worked closely with Carol when she sold her parents’ home, compared Carol’s level of care and attention to detail to that of the famed hospitality company.

Carol would like to continue to expand her business, bringing even more people the level of care she has built her reputation on. “I really am a people person. I feel like I found my calling and that’s helping people. I’m always flattered when people recommend me to their friends and family, that’s the best way to know that I’m doing a great job for my clients. It really is such a rewarding career.”

Carol considers herself a one stop shop for people selling properties on the Jersey Shore. “From the very first meeting I go through the home and take notes, making a list of things that need to be done. You never have a second chance to make a first impression, and I really want to present buyers with a clean and fresh space that they can see themselves living in. I have a vetted list of every type of service provider you can think of, and help my clients navigate that whole process as well. Once the home is show ready, we get professional photos taken before we start our marketing plan, which is targeted to find the most likely buyers. I do what it takes to get the job done. I’m known for rolling up my sleeves and painting a front door if I have to. I don’t want my clients to ever feel overwhelmed. I’m working hard for them at every turn and have a proven track record of success.”

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When she has free time Carol loves to read, and spend time at her home in Florida, where she is currently preparing all of her upcoming listings for the fast paced Spring market.

To learn more about

CAROL FLERES call 732-299-5923 or email carolannfleres@gmail.com Copyright Top Agent Magazine 15

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Killing Clients with Kindness and Value

By Walter Sanford

Sometimes, we need to “kill” our clients with kindness and offer value. I know it goes against everything in our nature to turn the other cheek when they are being mean.

Recently, a coaching client had some challenges with a particular client, and I’m sure you have also worked with the kind of client who discourages you so much that you just want to hit the delete button!

How about offering a response that increases your fame and makes the client always wonder what they may be missing? They might not list with you, but they will never forget you.

Included in the balance of this article are the email from the client, the request for help from my coaching client, and then my suggested response.

Email from the Potential Client: Sorry, I have been really busy. Let me tell you where I’m at with everything. You may or may not be interested.

I am definitely putting the house on the market. The house has been rented for the last 5 years with the same family. They originally signed a rent to own lease. Three years ago, they decided they didn’t want to buy it.

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Anyway, I recently informed them that I’m going to put the house on the market. Now, they are reconsidering buying the house. I don’t think they will buy the house, but I guess you never know. If they do buy the house, it would be for sale by owner. I will not let them drag their feet.

We happen to know a lot of REALTORS® in (area). Some are pretty good friends and with that comes opportunities at rates way under the norm. One of them did sell our last house quickly but circumstances have changed. I know you are a very good REALTOR®, because I have heard other REALTORS® talk about you.

You may not be interested at this point anymore. If you are still interested, let me know what your best rate is. Let me know if you are okay with the current tenants on a “for sale by owner” agreement, if that happens.

I would want a short-term agreement. The current rent is higher than my mortgage payment so I’m okay if they don’t buy and I’m not forced to sell at a low price. However, I want to sell ASAP. I’m wanting to purchase another property so I’m not going to overprice the house and I will negotiate.

Email from Coaching Client to Me: Walter, this guy is a college basketball coach. I want to help him, but I need to have a chance to run a successful business, too! How do I answer this?

Email from Me to Coaching Client (to share with potential client): Thank you so much for the nice words. It is very exciting to hear that our hard work is creating some buzz. I think we can accommodate you and exceed your expectations: 18

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1. We believe that we exceed client expectations more often than most agents, because we spend the time to understand what the client needs.

Then we develop a customized program to meet and exceed that goal.

We would love to help you in accomplishing your real estate needs.

2. We would be happy to exclude the current residents from the listing agreement for 30 days. This would help in motivating the current residents to buy in that they can see the price discounted by the commission, if they commit to buy within the 30 day period. We would like to offer you our closing service that handles everything for a flat fee of $4,000. This handles the contract phase, aligning the team of affiliates, and the closing. This, of course, is at your option.

3..Our commissions are normal for our market, but we save you money over any commission discounter. Our specialty is increasing your net proceeds. We do this by bringing you more buyers with more effective marketing, better negotiating, better systems for handling inspections, better pre-approval tools for your buyer, better contracts, and less post-seller litigation from better contracts. Commission discounts usually cost you money because of the agent’s lack of emphasis on your net proceeds check. It is like a basketball player who is playing with no heart, only for the scholarship.

4. Our rate is retail 6%. This may eliminate us, but that would be a shortsided conclusion. Here are 5 of the ways we can beat any commission discount: A. We beat the average List to sell ratio in (area) by a larger margin than any discount.

B. We beat the days on market, which affects your carrying costs and lost opportunity costs on your equity.

C. We have a low litigation rate as compared to national standards.

D. We can market your home a little over retail due to our marketing.

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D. We urge a pre-inspection plan to get rid of the little and big problems before a buyer is involved and wants everything built new.

5. Our agreements are 6 months, but that is not what sells properties.

Marketing and price sell property. If we are wrong about those two items, we will adjust every week based upon showings and consultations with you.

6. I would also like to advise you on a misconception. Rental costs average about 35% of market rent in our area. Add in lost opportunity costs on your equity that is not doing anything at this point. I can show you how your current position is losing you money every month.

I think our next step is a presentation of the tools we bring to achieve your goals. Listing with friends is loyal, but is it the best business decision?

Do they have the tools and will you hold their feet to the fire when the results are not what you need? (Client’s name), you know the difference superstars make on a team. Let’s go for the win.

It’s not so much whether my coaching client obtained the listing, but he needed to stand up for a profitable, long term business. Never sell yourself short to get business. You will never be happy.

In these situations, I cannot guarantee an outcome, but I can guarantee the client will never forget you. You are planting seeds of discontentment with the small amount of money saved in a commission compared to not achieving their goal. Whether he/she admits it or not, he/she will have respect for you.

Do more lead generation so you won’t have to work so hard on leads like these.

Copyright©, 2015 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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PINA PAGLIUCA For Pina Pagliuca, real estate has literally been a lifelong passion.

Her father was a residential contractor and she grew up learning about the business. She received her real estate license in 2009.

“I’ve been in love with it ever since,” she says. She quickly built a thriving business and last year she received her broker’s license. She currently works with Weichert Realtors serving Essex and Bergen Counties. Pina focuses on residential properties and works closely with many investors, helping them to “flip” properties for a profit.

An overwhelming 95% of Pina’s business comes from repeat and referral clients. “Most of my clients stay in my life,” Pina says. “We become friends. So much of my business is repeat business or business that comes from my clients referring me to friends and family. It’s been such a blessing.”

What keeps Pina’s clients coming back? “How hard I work,” she says. “I’m a great negotiator. It’s one of my specialties.”

Pina started her real estate business with a focus on rental properties and many of her past rental clients come to her for help buying their first home. “Four or five of my sales this year have come from past clients I rented to three years ago. They all called me and said, ‘Hey, we are ready to buy a house!’” Pina says with a smile. Pina’s slogan is: I treat every client like my only client. Each and every one of her clients receives personal attention and quick responses to any issues or questions they may have.

Pina’s personality is one of her greatest assets.

She’s naturally straightforward, honest, assertive and outgoing. She always picks up the phone for her clients and she isn’t afraid to ask questions or speak to them frankly. “I basically say how it is. I don’t beat around the bush,” she says. She becomes so close with her clients that it’s easy for her to stay in touch. Many of her clients reach out by phone with questions about vendor referrals and she often meets up with them for a coffee or stays in touch via social media.

To market listings, Pina uses the Garden State MLS and all the major realtor sites, as well as Top Agent Magazine

social media. She has a gift for setting a price at the highest possible point at which it will sell quickly. She’s developed a knack for finding the right house for her buyers.

“When I’m working with buyers I always tell my clients, ‘A house buys you,’” she says. “I can pick out a house and in my mind say, ‘This is the house that’s going to be for them.’ And most of the time that’s the house they end up buying. When you get to know your clients, it makes your job easier.” Her clients also rave about her dedication and her willingness to go to any lengths to make a transaction go smoothly.

Pina’s favorite part of the job is helping people of all backgrounds to achieve the American Dream of buying a home.

“I’m the person who’s making that a reality for them,” she says. “I love helping people in that way!” In her role as District Leader for the Mayor of Bloomfield, Pina acts as a liaison between her neighborhood and the Mayor. She’s extremely involved at her children’s school as class coordinator and class mom. In her cherished free time, Pina loves spending time with her husband and her children, and she’s an avid reader. For the future, she plans to venture out and open up her own brokerage firm. “That’s always been my goal,” she says. With her work ethic and expertise, she’s sure to make that dream a reality!

To find out more about Pina Pagliuca, email ppagliuca@weichert.com or call 973 - 204 - 2626.

You can also check her out online at weichert.com/search/agents/AgentProfile.aspx?site=&agent=1112K

www.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thought22

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can Top Agent Magazine

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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