NEW JERSEY 4-5-21

NEW JERSEY EDITION

EMOTIONAL FLUENCY : HOW TO COMMUNICATE

CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION

WITH CLIENTS WHEN TENSIONS ARE HIGH

4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION

FEATURED AGENTS

ALLISON LEES & LINDA PECK DANIEL RALLO STEPHANIE RAMSEY COVER STORY

BOZENA WISNIEWSKI TEAM

NEW JERSEY EDITION

ALLISON LEES & LINDA DANIEL PECK RALLOSTEPHANIE RAMSEY

ore than four decades of combined listings.

The her resultreal is almost a fast, Stephanie Ramsey began estatealways espec Daniel Rallo began his real estate career video tours, aerial drone videos, an 7 17 18 21 nce between them, award-winsmooth sale for top dollar, not to mention career in June 2018, and she describes takOtherL after working on Wall Street for 10 years. fessional photography. Coastal op Agents Allison Lees and Linda clients. that leap in fromhappy a 9-to-5 job into the world Realty Group are also Premier ensurA Daniel moved to southerning New Jersey of Prominent Properties Sotheby’s 2002, where he started buying flip- as “the most liberating thing on Zillow, allowing premier plac of realand estate tional Realty’s Lees Peck Group in “We love what we do for a living,” says ping homes for a living. I’ve “I gotever my done.” real for their listings as well as video co She enjoys the flexibility Givin t, New Jersey – are a powerhouse Linda.

“We thrive on helping people and estate license to save on the and 3D tours. The results speak andcommission, freedom of real estate. enjoy “I love getting to for Ste ho are truly committed to providparticularly having clients who are and about a year or so into it, a friend sugselves: currently, Coastal Living ir many buyers and sellers with We have really great out and meeting multi-generational. people, feeling camaradeand hR gested I join him on his real estate team,” friendships with our clients.” Group listings average less than 2 w ch high quality customer service. rie with other agents, and I especially enjoy on the market and usually sell theirclo Daniel recalls. A seasoned salesman from built a thriving business on a founmeeting clients,” Stephanie says. “I feel a asking price, if not over asking.

Heali his time on Wall Street, Daniel took the When of honesty and integrity, Allison the pair isn’t working to help their BOZENA WISNIEWSKI TEAM sense of pride when I’m able to give them ticipa leap and hasn’t lookedALLISON back since. nda haveBOZENA more than earned their clients DANIEL achieveRALLO their real estateSTEPHANIE goals, WISNIEWSKI TEAM LEES RAMSEY an experience that they value.”be found giving Community imp reputations as trusted, hardworkthey cantruly frequently back involvement iswith & LINDA PECK Daniel established his team in 2004, and to Daniel.

He gives to the Atlantic an an l estate advocates who consistently to their community, including support of for the past 8 years his team has been Rescue Mission, and participat Stephanie is currently licensed in New Jersey and mal shelters.

Wh he needs of their clients front and center during local public schools, the New Jersey Food Bank, and with Keller Williams Realty.

Daniel and events with his church, Fusion Chu ransaction. many other charitable Pennsylvania, and is organizations. working on getting licensed Stephanie enjoys his team Coastal Living Realty Group serve southEgg Harbor Daniel camping works on or thekayak comm in South Carolina as well. She serves Township.

Burlington, ern New Jersey, primarily Atlantic County, Cape May for hosting an annual charity golf event, as well a and Linda, who attended real estate schoolCamden, Allisonand and Gloucester Linda’s planscounties for the future of their busiin New Jersey, as County, in and2001, the southern of Ocean County.

About ticipating in growing Keller Williams Red Day each year. r and obtained their licenses currentlypartness are fairly straightforward: to continue their CONTENTS well as lower Bucks County and parts of Montgomery In the future, Ste 70% of Daniel’s business comes from repeat and referhe is not working or giving back, Daniel enjoys s an equally dedicated team that shares their client business and adding like-minded team members, parCounty in Pennsylvania.

Most of her business comes New Jersey bro clients, impressive speaksyounger to the trust and Above golfing, and spending time with his family. siness ethos. The lion’sral share of theanpair’s businessfeat that ticularly agents. all, however, remains first-time homebuyers her direct of in- of 2021. Above inspires. d on repeat clients andconfidence referrals, ahesure indicatorfrom their unwavering commitment to providing the unpar4) INCORPORATING 19) 4inWAYS TOsphere WIN thebecome future, Daniel his excellent customer service they provide.

“I thinkIN alleledbut customer service has fluence, Stephanie is inthat theIn process of synonymous takingplans overto continue giving growing people the CHARITABLE GIVING YOUR THE BATTLE AGAINST s to do with the facts that Linda and I are their name, and also resulted in their being ranked “I always strive tofull-serdo the the rightwith thing, whatever the cost ness and recruiting new team members.

He emph New Jersey sector for her brokerage, a move that estate agent, liste REAL ESTATE PRACTICE PROCRASTINATION ents,” says Allison, when asked the Lees Peckis “I’m among the forceful top 1% allmy Prominent Properties of Sotheby’s may be,”how Daniel explains. never the importance having a service mindset and sure to expand herofin reach further. appreciation.

Whp manages to instill such impressive levels of loyalty Realty’s agents. clients first. “If you wake up every morning wi sales techniques.

I’m not hereInternational to sell anybody anything time getting an o st those they work with.they “Wedon’t also have 22) CARE: want.high Myethics, goal is to help people out and helpCONCIERGE right mindset and looking to help somebody, the Stephanie’s easygoing personality goes alooking long way tothem, or when I c 13) EMOTIONAL FLUENCY: ’re very involved in our community,” adds Linda.

New Jersey areacome to own,” buy them accomplish their goals.” Anyone in the Summit, ness will on its he says. “It’s really si SERVICES THAT LURE ward making clients feeldocomfortable.

“I don’t have and see how e HOW TO COMMUNICATE or to sell could honestly noIfbetter than to place themyou’re always looking to helperclients accomplish AND TRANSFORM traditional personality people associate with are many otherWITH reasonsDaniel for the pair’s continuing selves in the of CLIENTS the Lees Peck Group, the client and his team stay inthat touch with pastcare clients via a that goals ratherwhere than your own, thensomeone success issays, really‘Y ju CLIENTS WHEN er-growing success story, and chief among them always comes first.

YOUR REPUTATION being in sales, which is a little easier for some people,” most rewarding f monthly newsletter, multiple client appreciation events byproduct of providing good service.”

TENSIONS ARE HIGH be the solid, long-lasting relationships they strive Stephanie explains. won’t pressure clients to buy a each year, and personal phone calls to check in.“IThey d with their clients, relationships thatregular far transcend also provide emailhouse. updatesClients on information that’s can tell me if it’s the house for them, sing table. Allison and relevant Linda always go the extra to clients, such asand home values and sales if it’s not therecent one for them, we’ll keep looking.” demonstrate their appreciation, hold-“We help our clients keep their around theirincluding community. ent events and more recently, at the of market so that when they are finger on the beginning pulse of the Phonesending 310-734-1440 |toFax 310-734-1440 That flexibility and willingness to adapt also makes it VID – 19 Pandemic, out puzzles their ready to sell, we’re top of mind,” Daniel says. The team easierpresence, Stephanie communicate and work with ound clients, among other efforts. mag@topagentmagazine.com | for www.topagentmagazine.com also generous has a robust social media and they to work clients.

“I always answer my phone and respond quickly withthis a social mediareproduced marketing company towhatsoever focus on creNo portion issue may any manner without prior consent of the publisher. Top Agent actors that have played of a large role in be the pair’sto in texts, and I’mtheir able to schedule showings shortof published relevant and informative content for social Magazineating is published

by Feature Publications GA, Inc. Although precautions are taken to ensure the on accuracy would be their deep market knowledge, expert materials,media Top Agent Magazine cannot benotice,” held responsible forabout opinions expressed or facts supplied bycall its authors. shemore says.

“I’mLinda always and reachable, channels.

For Peckaccessible and Allison Lees, tion skills and To intelligent, comprehensive subscribe or change address,marketsend inquiry to mag@topagentmagazine.com. even 908-273-8808, if I’m away. I email have Linda.Peck@sothebysrealty.com a positive, can-do attitude, and ategies that include highly effective utilization of Published in the U.S. find out more about Daniel Rallo, When it comes to marketing listings, Daniel uses a numtell me how refreshingTothat is.” or Allison.Lees@sothebysrealty.com media to gain prominence for each of their manyseasoned agents call 609-338-7364, email danielrallo@gmail.c ber of techniques depending on the specific property. For or visit zillow.com/profile/danielrallo1 For more higher-end listings, this can include professionally shot

When it comes to marketing her Top listings, Stephanie Copyright Agent Magazine Top Agent Magazine plea makes ample use of social media to get the wordCopyright Top Agent Mag email ste www.

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mailto:mag@topagentmagazine.com

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 4

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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BOZENA WISNIEWSKI TEAM

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Top Agent Bozena Wisniewsk is a broker at Century 21 in Pennington, New Jersey, with a team of people working with her. With the goal of offering a full-service, one-stop shop for buyers and sellers, she also owns a title company.

For Bozena Wisniewski, real estate was the perfect way to combine her love of people with her entrepreneurial spirit. Originally from Poland, she came to the US in 2002 with $500, two master’s degrees and hope for a better future. Working hard at a few jobs she decided to go to college to become a lawyer and help people. Working for the State of NJ, going to college and raising 2 kids as her father had a stroke, she decided to pursue something more 8 Copyright Top Agent Magazine

flexible where she could also help people. She came across an ad in the paper about real estate agents, and quickly landed an interview with a broker. The rest is history, with Bozena receiving her real estate license and hitting the ground running straight away. Having been in the business since 2009, she’s experienced many of the ups and downs of the real estate market and continues to thrive. Today she is a broker at Century 21 in Pennington, New Jersey, with Top Agent Magazine

her team consisting of Katarzyna Mezynski, Ewa Sienkowski, Agnieszka Marszalek and Karolina Marczewska working with her. With the goal of offering a full-service, one-stop shop for buyers and sellers, she also owns a title company.

A growing percentage of her clients consist of repeats and referrals, a testament to her Top Agent Magazine

superior service and dedication to getting them towards their goals. Bozena’s high transaction volume has led her Team to be recognized by CORE Association of REALTORS for Circle Of Excellence Award in Gold and Silver Level for the last 10 years. As an immigrant, she has firsthand knowledge of what it’s like to move to the United States, and this experience has attracted many clients of similar backgrounds.

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As an immigrant able to speak English, Russian, and Polish, Bozena has firsthand knowledge of what it’s like to move to the United States, and this experience has attracted many clients of similar backgrounds.

Able to speak English, Russian, and Polish, she can help a wide variety of people achieve their dreams in real estate. Regardless of who she is assisting, Bozena and her team goes above and beyond for everyone she meets. “I just love people. And I understand that this can be a tough decision, so I try to always come in with positive energy,” she says. “I utilize my knowledge and experience to get them where they need to go. We provide our clients with the highest level of professionalism and communication, 10Copyright Top Agent Magazine

while meeting their real estate needs, whether it be buying, selling or renting a property. We advise our clients from beginning to end of the real estate transaction, guiding them each step of the way to ensure they feel comfortable and confident.”

When it comes to marketing, she also exceeds expectations, advertising on every platform possible, from the MLS to social media. “Once I have a listing, it will be posted on hundreds Top Agent Magazine

of websites and start getting shared over the Internet right away.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “Bozena came highly recommended and delivered on all fronts. She was amazing from start to finish. She always responded in a timely manner, went above and beyond with information I requested and was there any time Top Agent Magazine

I had any questions or concerns. She was also extremely knowledgeable during the closing process, even more so than my attorney and mortgage representative.”

As the Bozena Wisniewski Team is growing, the culture of the Team continues to be family-like. “We all help and support each other. I am very proud of my team and we all realize that no one succeeds alone. The team always Copyright Top Agent Magazine11

operates from a humble position as we all come in working hard and smart, making it a point to laugh and have fun along the way.

One aspect Bozena and her team are passionate about is giving back to the community. “Every month we have money going out of our commission to support Polish schools, and I would

like to form a charity to give back to these kids also.”

No matter where her path leads, she will no doubt enjoy every minute of it. “I really love what I’m doing-it’s my life, hobby and meaning. Every thank you and smile from my clients gives me so much joy and motivates me even more!”

For more information about Bozena Wisniewski, please call 609-306-4355 or email bozenaw@ymail.com

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Emotional Fluency:

How to Communicate with Clients When Tensions are High Managing emotions, expectations, and personalities are central to a successful real estate career. After all, this is a business based on relationships and interpersonal communication. Likewise, real estate is built on one of life’s central milestones—homeownership. This means that stress, disappointment, excitement, and competition are inherently Top Agent Magazine

involved in the process. As an agent, you take on the real estate world every day, but most of your clients aren’t well-versed in the norms of the industry and are likely riding an emotional roller coaster throughout.

Acknowledging this, how do you steer the ship when emotions and tensions are running high?

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For starters, it’s not always intuitive. Just like you add tools to your arsenal when it comes to marketing, social media, or lead generation, you also have to add emotional tools to your repertoire. Here are a few ways to diffuse tense situations and keep clients on an even keel—even during the ups and downs of the transactional process.

Create realistic expectations from the outset and reinforce them as you go As a seasoned agent, some aspects of the industry may seem run of the mill to you, but may come as a shock to your clients. That’s

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why communicating expectations from the beginning can help create reasonable touchpoints in the minds of your clients. In addition to talking through the steps of the transactional process with your clients, consider writing out a checklist or compiling a buyer’s guide that can serve as a resource for them throughout. Think of it like a security blanket, but one that’s built by facts, figures, and anecdotal experience. If you paint a clear picture of what to expect, clients are less likely to be taken by the surprise and react impulsively as a result. What’s more, reinforce next steps, expectations, and possible outcomes as you go. If your client is left to wonder or guess at what’s ahead or

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what will happen, they will either envision the worst-case scenario and panic, or they’ll misjudge the next step and be disappointed or left anxious as a result. Minimize surprises by communicating regularly, clearly, and with all options on the table.

When unveiling a problem, come to clients with potential solutions in hand Any agent worth his or her salt knows that bumps in the road are likely to occur along the way. You can’t promise a transaction free of stress or unforeseen issues, but you can minimize the ensuing stress by preparing you client in advance for any potential problems, and by addressing any problems

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clearly and with solutions already in hand.

Clients are likely to become agitated if a problem arises and they can’t understand why or what it means. That’s why slowing it down, talking it through, and offering potential avenues for recourse can quell fears and remind clients why they chose you to facilitate the transactional process. This means you’ll have to vigilant, proactive, and on the ball. Of course, it’s much easier to be an agent when everything is going great and flowing naturally. It’s when things take an unexpected or negative turn that true talent is really tested. Accordingly, show your clients that you are confident and in control by remaining adaptable, communicative, and clear in your problem-solving approach.

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Never underestimate the power of listening As an agent, you are probably well-versed in putting out fires and sourcing solutions. Sometimes, however, clients are really looking to you as a confidante and a listening ear. You’d be surprised how much nervousness you can resolve by simply offering a listening ear and offering reassurance. Sometimes it’s not about providing a band-aid or a practical solution; oftentimes, it’s all about listening. Clients need to feel like they’re being heard, even if you’ve heard it all before. By listening to their fears, acknowledging their perspective, and reiterating their goals—you display your empathy and understanding, which is often just what a client 16

needs to feel better. In other words, you don’t have to break out the graphs and data each time a client airs his or her insecurity. First, slow down, listen, and interact on a personal level. You may stop an emotional upheaval in its tracks simply by putting your listening cap on.

Not all clients are alike. Some will require a little more hand-holding than others, but it’s your job to put yourself in their perspective, recognize the milestone at hand, and managing the personalities you’re working with. The next time you feel frustrated by a client’s unpredictable emotional energy, keep these insights in mind as you diffuse the situation, steer them to a place of comfort, and fortify your interpersonal skillset in the process.

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ALLISON LEES & LINDA PECK With more than four decades of combined experience between them, award-winning Top Agents Allison Lees and Linda Peck – of Prominent Properties Sotheby’s International Realty’s Lees Peck Group in Summit, New Jersey – are a powerhouse duo who are truly committed to providing their many buyers and sellers with top-notch high quality customer service.

Having built a thriving business on a foundation of honesty and integrity, Allison and Linda have more than earned their sterling reputations as trusted, hardworking real estate advocates who consistently place the needs of their clients front and center during every transaction.

Allison and Linda, who attended real estate school together and obtained their licenses in 2001, currently oversee an equally dedicated team that shares their client first business ethos. The lion’s share of the pair’s business is based on repeat clients and referrals, a sure indicator of the excellent customer service they provide. “I think that has to do with the facts that Linda and I are full-service agents,” says Allison, when asked how the Lees Peck Group manages to instill such impressive levels of loyalty amongst those they work with. “We also have high ethics, and we’re very involved in our community,” adds Linda.

There are many other reasons for the pair’s continuing and ever-growing success story, and chief among them would be the solid, long-lasting relationships they strive to build with their clients, relationships that far transcend the closing table. Allison and Linda always go the extra mile to demonstrate their appreciation, including holding client events and more recently, at the beginning of the COVID – 19 Pandemic, sending out puzzles to their home bound clients, among other generous efforts.

Other factors that have played a large role in the pair’s success would be their deep market knowledge, expert negotiation skills and intelligent, comprehensive marketing strategies that include highly effective utilization of social media to gain prominence for each of their many Top Agent Magazine

listings. The result is almost always a fast, smooth sale for top dollar, not to mention happy clients.

“We love what we do for a living,” says Linda. “We thrive on helping people and particularly enjoy having clients who are multi-generational. We have really great friendships with our clients.”

When the pair isn’t working to help their clients achieve their real estate goals, they can frequently be found giving back to their community, including support of local public schools, the New Jersey Food Bank, and many other charitable organizations.

Allison and Linda’s plans for the future of their business are fairly straightforward: to continue growing their business and adding like-minded team members, particularly younger agents. Above all, however, remains their unwavering commitment to providing the unparalleled customer service that has become synonymous with their name, and also resulted in their being ranked among the top 1% of all Prominent Properties Sotheby’s International Realty’s agents.

Anyone in the Summit, New Jersey area looking to buy or to sell could honestly do no better than to place themselves in the care of the Lees Peck Group, where the client always comes first.

For more about Linda Peck and Allison Lees, call 908-273-8808, email Linda.Peck@sothebysrealty.com or Allison.Lees@sothebysrealty.com 17 Copyright Top Agent Magazine

DANIEL RALLO Daniel Rallo began his real estate career after working on Wall Street for 10 years.

Daniel moved to southern New Jersey in 2002, where he started buying and flipping homes for a living. “I got my real estate license to save on the commission, and about a year or so into it, a friend suggested I join him on his real estate team,” Daniel recalls. A seasoned salesman from his time on Wall Street, Daniel took the leap and hasn’t looked back since.

Daniel established his team in 2004, and for the past 8 years his team has been with Keller Williams Realty. Daniel and his team Coastal Living Realty Group serve southern New Jersey, primarily Atlantic County, Cape May County, and the southern part of Ocean County. About 70% of Daniel’s business comes from repeat and referral clients, an impressive feat that speaks to the trust and confidence he inspires.

“I always strive to do the right thing, whatever the cost may be,” Daniel explains. “I’m never forceful in my sales techniques. I’m not here to sell anybody anything they don’t want. My goal is to help people out and help them accomplish their goals.”

Daniel and his team stay in touch with past clients via a monthly newsletter, multiple client appreciation events each year, and personal phone calls to check in. They also provide regular email updates on information that’s relevant to clients, such as home values and recent sales around their community. “We help our clients keep their finger on the pulse of the market so that when they are ready to sell, we’re top of mind,” Daniel says. The team also has a robust social media presence, and they work with a social media marketing company to focus on creating relevant and informative content for their social media channels.

When it comes to marketing listings, Daniel uses a number of techniques depending on the specific property. For higher-end listings, this can include professionally shot 18

video tours, aerial drone videos, and professional photography. Coastal Living Realty Group are also Premier Agents on Zillow, allowing premier placement for their listings as well as video content and 3D tours. The results speak for themselves: currently, Coastal Living Realty Group listings average less than 2 weeks on the market and usually sell close to asking price, if not over asking.

Community involvement is important to Daniel. He gives to the Atlantic City Rescue Mission, and participates in events with his church, Fusion Church at Egg Harbor Township. Daniel works on the committee for hosting an annual charity golf event, as well as participating in Keller Williams Red Day each year. When he is not working or giving back, Daniel enjoys skiing, golfing, and spending time with his family.

In the future, Daniel plans to continue growing his business and recruiting new team members. He emphasizes the importance of having a service mindset and putting clients first. “If you wake up every morning with the right mindset and looking to help somebody, the business will come on its own,” he says. “It’s really simple: If you’re always looking to help clients accomplish their goals rather than your own, then success is really just the byproduct of providing good service.”

To find out more about Daniel Rallo, call 609-338-7364, email danielrallo@gmail.com, or visit zillow.com/profile/danielrallo1 www.

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making.

Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client.

Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 20

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done.

There’s no one way to overcome procrastination.

In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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STEPHANIE RAMSEY Stephanie Ramsey began her real estate career in June 2018, and she describes taking that leap from a 9-to-5 job into the world of real estate as “the most liberating thing I’ve ever done.” She enjoys the flexibility and freedom of real estate. “I love getting out and meeting people, feeling camaraderie with other agents, and I especially enjoy meeting clients,” Stephanie says. “I feel a sense of pride when I’m able to give them an experience that they truly value.”

Stephanie is currently licensed in New Jersey and Pennsylvania, and is working on getting licensed in South Carolina as well. She serves Burlington, Camden, and Gloucester counties in New Jersey, as well as lower Bucks County and parts of Montgomery County in Pennsylvania. Most of her business comes from first-time homebuyers in her direct sphere of influence, but Stephanie is in the process of taking over the New Jersey sector for her brokerage, a move that is sure to expand her reach further.

Stephanie’s easygoing personality goes a long way toward making clients feel comfortable. “I don’t have that traditional personality that people associate with being in sales, which is a little easier for some people,” Stephanie explains. “I won’t pressure clients to buy a house. Clients can tell me if it’s the house for them, and if it’s not the one for them, we’ll keep looking.”

especially Facebook and Instagram.

Others in her sphere also share her listings, ensuring optimum exposure.

Giving back to the community is important to Stephanie. Through the brokerage, she and her colleagues donate a portion of all their transactions to the Barkann Family Healing Hearts Foundation, as well participating in community outreach events with that organization. Stephanie is also an animal lover and donates to local animal shelters. When she is not working or giving back, Stephanie enjoys playing soccer, doing crafts, and camping or kayaking with her boyfriend and her dogs.

In the future, Stephanie looks forward to getting the New Jersey brokerage up and running by the end of 2021. Above all, Stephanie says, “I want to keep giving people the experiences that they want in a real estate agent, listening to them, and focusing on client appreciation. When someone has been having a tough time getting an offer accepted and I’m able to help them, or when I can bring in multiple offers for a seller and see how excited they get, I feel proud. When someone says, ‘You helped change our life,’ it is the most rewarding feeling in the world.”

That flexibility and willingness to adapt also makes it easier for Stephanie to communicate and work with clients. “I always answer my phone and respond quickly to texts, and I’m able to schedule showings on short notice,” she says. “I’m always accessible and reachable, even if I’m away. I have a positive, can-do attitude, and seasoned agents tell me how refreshing that is.”

When it comes to marketing her listings, Stephanie makes ample use of social media to get the word out. For every listing she produces a custom Canva ad that she posts across all her social media accounts, Top Agent Magazine

For more about Stephanie Ramsey, please call 609-230-4953, email stephanie@opuselitere.com or visit homes.opuselitere.com 21

Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant Top Agent Magazine

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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