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NEW JERSEY EDITION

HOW TO BUILD A TEAM THAT WILL WIN BIG No Matter its Size IS FINDING A NICHE MARKET Right for You?

5 SOCIAL MEDIA MISTAKES Real Estate Agents Must Avoid 3 Beyond-theOffice Activities to INSPIRE A CREATIVE BUSINESS BOOM

FEATURED AGENTS

COVER STORY

GABRIELLA BORGES

DAN BOWERSOCK FRANK KING


NEW JERSEY EDITION

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GABRIELLA BORGES

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DAN BOWERSOCK

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FRANK KING

CONTENTS 4) HOW TO BUILD A TEAM THAT WILL WIN BIG NO MATTER ITS SIZE 13) 3 BEYOND-THE-OFFICE ACTIVITIES TO INSPIRE A CREATIVE BUSINESS BOOM

19) IS FINDING A NICHE MARKET RIGHT FOR YOU? 22) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales. 4

So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal. Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude. Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance. Top Agent Magazine

Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it. It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible. Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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GABRIELLA BORGES Top Agent Magazine

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“Marketing is a massive part of what sets me apart from other agents. The training, education, and experience I’ve had helps me reach new markets.”

GABRIELLA BORGES “You can definitely say I’m pretty well rounded in the industry and my buyers and sellers are in good hands!!! However, I must warn you... I am a bit unconventional... I’m a marketing machine! I strongly believe in the internet and its powers to connect people.” Gabriella Borges grew up in a family of construction professionals, getting her first taste of 8Copyright Top Agent Magazine

the real estate industry thirteen years ago when she earned her license. While she garnered early experience working with short sale and foreclosure properties, Gabriella eventually moved to the marketing industry, fulfilling a successful tenure with one of the biggest corporate marketing firms in the country. Then, in 2016, she decided go full speed ahead in joining the family business B. Quest Realty, opened by her mother Ilda Borges. In the brief period since, their business has boomed, Gabriella has become one of New Jersey’s most in-demand foreclosure specialists. All the while, she’s built a reputation for proven follow-through, lasting relationships, and a personal touch that delivers results. While their office is based in Union, Gabriella travels across New Jersey in service of clients. At B. Quest Realty, Gabriella continues to specialize in pre-foreclosures and Bank Top Agent Magazine


REOs, most of them being luxury homes. At the heart of her success, Gabriella cites her formidable work ethic, communication, and an in-depth understanding of marketing as the primary drivers of her success to date. Using her intrepid experience in marketing and analytics, Gabriella forged strong partnerships with banks early on, which has now yielded listings at a swift pace. “I take time to understand buyers, their needs, and what they are looking for, which is why we sell our listings within days.� she says. In fact, in her first full-time year at B. Quest Realty, Gabriella went from a start-up operation to a pipeline of seventy listings and counting. Furthermore, Top Agent Magazine

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she has earned the 2017 Circle of Excellence Silver award, and has built a five-person team to manage an ever-increasing volume. All the while, her commitment to personalized service remains steadfast. “We pair my marketing expertise with strong customer relationships,” Gabriella says. “We handle all our clients as if they are family with the intent to never let them down!” Since transitioning into Real Estate full time, Gabriella hit the ground running. Accordingly, a bulk of her business is based on referrals—the Copyright Top Agent Magazine Copyright 10

truest testament of a job well done.. “Marketing is a massive part of what sets me apart from other agents. The training, education, and experience I’ve had helps me reach new markets.” Furthermore, the Borges family’s long-held experience in construction affords Gabriella an insightful eye when it comes to rehabbing property on behalf of banks. Together, they take pride in focusing on the people at the core of every transaction. “I’ve been working with a lot of first-time homebuyers, which is an awesome opportunity to see a property go from a vacant status to a totally rehabbed propTop Agent Magazine


erty that fulfills someone’s dream of owning a home,” she says. She also turns her passion for people toward her team of developing professionals. “It’s a really fulfilling part of what I do,” she says. “I’m driven by seeing my team grow. Watching my company and team be professionally fulfilled while reaching the next level—This is the most rewarding!” While her booming business has certainly kept her busy, Gabriella uses her remaining free hours to spend time with her family and loved ones. She’s also active in yoga and wellness, and loves to cheer on her daughter’s love of gymnastics. Looking ahead, Gabriella has plans Top Agent Magazine

to continue growing her roster of talent, while serving clients with the hallmark standard of care they’ve come to expect. “I was given this opportunity by my mother to be in Real Estate and was taught by her to always persevere, for that I am forever thankful! In efforts to pay it forward, I give my heart and soul to every Copyright Top Agent Magazine 11


single client and relationship that I’m building,” she finally reflects. “It’s in my nature to go above and beyond. If you give me the opportunity, I’ll be there to help you and to see you through to the very end. Whatever we’re working on

together, I’m going to make sure you get to your goal. That’s me in anything I do.” Now, with an all-star year behind her and an ambitious eye on the future, the best is yet to come for Gabriella Borges and the team at B. Quest Realty.

To learn more about Gabriella Borges visit www.facebook.com/bquestrealty Instagram @BQuestrealtyNJ e-mail Gabriella@bquestrealty.com, www.bquestrealty.com, call (908) 329 – 2296, Gabriella & B. Quest Realty are members of: NCJAR, NJAR, & The following: GSMLS, CJMLS, MOMLS, NJMLS, TRENDMLS Gabriella’s photos by Robert Piazza Photographer, LLC

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

the curve and build your brand, you’ve got to take the time to breathe new life into your practice and see things from a new angle. But where to begin? To invite change, you’ve got to look outside the box—or in this case, beyond the office. If you’re in need of a professional creative make-

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

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

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Even mainstream medicine is beginning to understand the preventative and restorative health benefits that meditation affords. As professional fields go, the mortgage and real estate industries require their fair share of emotional labor—you’re tasked with guiding clients through the investment of a lifetime. Meditation promotes peace and perspective, while reducing stress, adding a new level of self-awareness, and helping you mentally declutter. When it comes down to it, it only makes sense that taking time to go quiet and center your mind helps professionals find wherewithal amidst a hectic industry. Next time you’re feeling drained, out of ideas, or at your wit’s end—consider just fifteen minutes of meditation to get you started. Like most things, it takes some practice. But, if you commit the time, you’ll be thanking yourself later.

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Learn something new. If you’re facing burnout, then adding a new responsibility to your plate may seem like the least appetizing self-help solution there is. However, learning a new skill can reinvigorate your understanding of familiar tasks and dilemmas. Plus, learning a new skill doesn’t have to mean formal classes or time-draining homework. Select something that can even kill two birds with one stone. Want to let off some steam, too? Try a kickboxing class that meets just once-a-week. You’ll have something new to look forward to, meet new people, challenge yourself, and earn some feel-good endorphins, Top Agent Magazine

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

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

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your perspective entirely when removed from all your usual routines. New restaurants, traffic patterns, storefronts, weather—whatever the change may be, you’ll be experiencing everything brand new all around you. Taking the time for trips like these isn’t easy. In fact, making yourself devote those free days may be a difficult task itself. But it’s the most direct way to get a breath of truly fresh air, and when you return home you’ll be able to assess familiar surroundings in a totally new light. However you decide to add creativity to your professional life, don’t wait. Once you take the plunge, you’ll be regretting you hadn’t done it sooner. After all, the key to longevity is regular maintenance, so do your part and break the mold today.

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DAN BOWERSOCK How did Dan Bowersock become the preeminent realtor in the Avalon/Stone Harbor marketplace? Real estate fascinated Dan from a young age. “I decided coming right out of college that I’d give it a try,” he said. He launched his career in 1989 and he works with Ferguson Dechert Real Estate, Inc., serving Avalon and Stone Harbor. What sets Dan apart from other realtors in his area? An astute student of the market, he studies the most current trends & statistics and he makes an effort to personally inspect new sale listings. His market knowledge is unparalleled and he has a strong understanding of the area he serves. “I’m intimately familiar with the properties, which brings a hands-on approach to my assessment of the market,” he says. “Nine out of ten realtors in this area only look at the listings online—buyers can do that on their own!” Dan’s in-person evaluation is an important distinguishing factor separating him from other realtors and it is instrumental in helping Dan provide an accurate assessment of property values and offer professional guidance to both buyers and sellers. As a result of his excellent work, about half of Dan’s business comes from repeat and referral clients. His honesty and sincerity are what keep his clients coming back and eager to spread the word about the fantastic service he provides. “If it’s not time to sell, then I’m not recommending that they sell. If it’s not the right property for them to buy, then I recommend that they wait,” he says. To keep in touch with past or potential clients, Dan sends out an informative monthly newsletter.

Dan understands the boutique market of an island that is seven miles long and four blocks wide. “I find that a large percentage of buyers have already rented here on the island or have friends they have visited,” Dan says. He mails-out oversized postcards to potential buyers, as well as local homeowners who often share the listings with interested friends. Dan creates a tailored marketing campaign for each listing that includes property staging and recommendations to owners for minor, cost-effective improvements aimed at enhancing the property’s appearance and maximizing the market value. Dan loves the freedom and flexibility of having his own business. To give back to his community, he’s a member of the Avalon Lions Club, which raises money and provides charitable donations to about a dozen local organizations that include food banks, veterans groups, Volunteers in Medicine and Habitat for Humanity. In his free time, he goes on mission trips with his wife to help the less privileged in countries such as Nicaragua and Haiti. He also loves to fish, relax on the beach, play racquetball and scuba dive. For the future, he looks forward to the time when his son will join him in his work. “My son is a freshman in college and he seems to have the appetite to learn more and to join me in the business in coming years,” Dan says with a smile. Now that’s a worthy goal and one that may result in the Bowersocks serving as Seven Mile Island’s most respected realtors for decades to come!

To learn more about Dan Bowersock you can contact him at Ferguson Dechert Real Estate in Avalon, NJ, via email at Dan@AvalonProperties.com or by phone at 609-967-4200. You can also check him out online at AvalonProperties.com. www.

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach. If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche. Top Agent Magazine

Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend. You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market. If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 19


In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams? Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus. Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures. When things pick up, you may take your innovative approaches and start applying them to luxury homes. Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 20

are numerous demographics that truly need expert real estate advice. Be the one to fill it. You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche? Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official. Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you. There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients. Top Agent Magazine


FRANK KING Frank King’s passion for real estate began when he was a child. “Believe it or not, my interest came from reading ‘The Art of the Deal’ when I was a kid,” he says with a smile. After a stint in the military and a career working for unions, he realized it was time to go for his dream. He obtained his license in 2001 and he’s had a thriving career ever since. He’s now Broker/Owner at King Realty Associates in New Jersey. “It’s a ‘ma and pa’ type of brokerage,” he says. His close-knit team of five consists of himself, two buyer’s agents, a closing coordinator and an office administrator. Frank and his team serve Morris, Sussex, Warren, and Passaic Counties. Thanks to the world-class customer service they provide, almost 90% of their business comes from repeat and referral clients. What keeps his clients coming back and excited to spread the word about Frank and his team? “We focus on customer service, servicing the clients’ needs, managing their expectations, meeting their goals. We continue to cultivate and build relationships with our clients long after the sale has been concluded. That’s crucial and that’s been the driving force of our high percentage of referrals.” After the sale, Frank and his team continue to provide needed support to past clients. Keeping in touch with past clients comes naturally to Frank and his team. They mail out a monthly “item of value” that could be anything from information about how to “baby proof” a home, to how to start a garden in the spring. He also reaches out by phone and email. “We have three points of contact each month,” he explains. The result is past clients who feel looked after and cared about. To prepare a home for sale, Frank evaluates the property and puts together a marketing strategy. He often hires a professional

photographer to take high quality photos and works directly with the client to prepare the house so that it looks its absolute best. He and his team will also soon be including aerial photographs to highlight a property’s best features. When it comes to marketing listings, Frank stays apprised of current trends. He focuses on online marketing, conducting effective email campaigns that promote listings to over 5,000 potential buyers, realtors and community members. He also has a strong online presence that includes the King Realty Associates website, Zillow and other major real estate sites. After working with Frank and his team, their clients remember their excellent customer service; focus on their clients’ needs; quick response times; caring attitude; and market expertise. “We aren’t just looking to get a paycheck. We are looking to provide an excellent experience for our customers,” Frank says. Frank’s favorite parts of the job are working with first-time home-

buyers and overcoming challenges so that he can arrive at the closing table and hand his clients the keys to their new home or successfully help a client sell a home.

To give back to the community, King Realty Associates donates to local charities. In his free time, he enjoys spending time with his girlfriend and his family. He also enjoys playing poker with friends and attending baseball and football games. For the future, he plans to scale his growing business. “We are currently looking to add another buyer’s agent and another transaction coordinator so we can better serve the needs of our clients,” he says. He will also be growing the investment side of his business by acquiring real estate. But the goal that means the most to him is to continue improving his customer service. With his dedication to his clients and his team, he’s sure to bring all those plans to fruition!

To find out more about Frank King, contact him via email at fkingrealestate@yahoo.com or by phone at 973-288-1733. You can also check out King Realty Associates online at kingrealtyassociates.com. http://

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse? Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

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Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement. Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest. Stick to your schedule and adjust accordingly. It’s also important to not just post your listings. Be a resource for people who follow your page. Post community events, or other informative articles that are relevant to home ownership. Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

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Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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