NEW YORK 1-7-19

NEW YORK EDITION

By the Numbers:

5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

Understanding the True Value of Square Footage

Playing the Real Estate Matchmaker

FEATURED AGENT

BRANDON MOSHER COVER STORY

JERRY TENENBAUM

NEW YORK EDITION

BRANDON MOSHER

How did Brandon Mosher become one of the out by phone or email at 9 19 most successful agents in central New York? if the client has any que Brandon’s interest in real estate started when he needs referrals to trusted was a junior in college at Syracuse University and decided to dual major in Finance and Real When it comes to marke Estate. Upon graduating in 2016, he developed a understands that in today business plan while he was working full-time on begin their search for a h a congressional campaign. As soon as the camall listings on the MLS an paign ended, he launched his real estate career. and pays for each listing “I haven’t looked back since then!” he says with four sites that receive the TENENBAUM BRANDON MOSHER his characteristic smile.JERRY In 2017 he closed on area: Zillow, Trulia, Rea 49 properties, and in 2018 he closed on over 60 com. He conducts a thorou properties. In two short years, he’s become the media and creates a tailore #9 ranked Realtor in his region’s MLS. He works ers from his extensive dat JERRY TENENBAUM for Riverhills Properties, where he leads CONTENTS a team records available via the that includes himself, a buyers’ agent, a listing agent, and a and creative approach often results in qu full-time serving all of central New York, with 15) a focus prices.

After working with Brandon, his

BY THE NUMBERS: 4)assistant 5 SOCIAL MEDIA MISTAKES on Syracuse, Binghamton, Lake George. UNDERSTANDING availability and his dedication to provid THE REALAlbany, ESTATE AGENTSand MUST mation to ensure they have a successfu TRUE VALUE OF SQUARE AVOID Already an impressive 70% of his business comes from repeat here from start to finish—all the way fr FOOTAGE and referral clients.

He’s even sold a chain of five different as many times as it takes to get a contra 6) PLAYING THE REAL ESTATE homes for five different members of the same family who were the closing to celebrate and provide a gi 21) WHY DOESN’T TRAINING MATCHMAKER— FOLLOW each so impressed with his knowledge and service that they WORK FOR YOU? THESEtheir 8 DATING RULES kept referring relatives. “That wasTO a great feat to accomTo give back to the community, Brand YOU MATCH What sets him apart from plish inENSURE my first two years,” he says. YOUR Rotary. On Veterans Day, he hands out f other agents in the area?THE He and his colleagues at Riverhills Legion. “It’s also thankfully my birthda CLIENT WITH PERFECT Properties attendFOR everyTHEM showing for every listing. “Whether it’s back to the community during that time HOME a foreclosure property or a luxury property—we attend every of the vets from the American Legion,” h showing,” he says. “It doesn’t matter what the price is, we are he loves traveling to New York City and here for our clients.” Brandon keeps in close communication king, and being outdoors with friends an Phone 888-461-3930 | Fax 310-751-7068 with his clients during each step of the transaction to answer to go to the gym and read. For the future | www.topagentmagazine.com their mag@topagentmagazine.com questions, share knowledge and ensure that they reach team to at least fifteen agents, continue to their goals.

Heof doesn’t charge extra for professional photograin the No portion this issue may be reproduced in any manner whatsoever without prior other consentrealtors of the publisher.

Toparea, Agent and even ope Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published phy or marketing. “We feel it’s a diligence and service of ours state. He’d also like to grow his own inv materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. to invest in the property of the seller that we have contracted folio. Now those are worthy goals and on To subscribe or change address, send inquiry to mag@topagentmagazine.com. with,”Published he explains.

After a transaction closes, Brandon reaches enthusiasm, and expertise, he’s sure to a in the U.S. 2

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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

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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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

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.

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.

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

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 8

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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JERRY TENENBAUM

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JERRY TENENBAUM Jerry Tenenbaum has always had a passion for real estate and always saw himself working in some aspect of the business. When he earned his license in 2004, he hit the ground running, first in Los Angeles and then in Brooklyn, where he is based today. With more than a decade of experience, Jerry has worked with clients of all backgrounds. After quickly becoming one of the top producers in his office, he set out on his own, starting Top Nest Properties in 2016. The company is based in the Greenwood Heights section of Brooklyn which has become one of the hottest neighborhoods to live in.

Around 75 percent of their business is based off of referrals, which Jerry directly credits to client relationships and superior service.

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His business experience as a real estate broker, combined with superior negotiating skills and knowledge of trends in the real estate market, makes him a well-rounded and valued professional. He has become a profound leader in listing and selling homes in the Brooklyn area.

His vast knowledge of what it takes to put a home on the market and get it to closing has made Jerry one of the top listing brokers.

“It’s our philosophy to be a service business and that our clients always come first. We always go above and beyond to make sure that their needs are constantly met. We put the commission aspect on the backburner,” Jerry explains. “We believe if we provide great service for our clients and deliver on Top Agent Magazine

our promises, that’s what keeps them listing and doing business with us.” Each buyer and seller is guided throughout the transaction, and no question is left unanswered. Jerry and his team understand the importance of buying and selling, and take their jobs very seriously. This includes being honest with them every step of the way. “I’ve never lied to a client to get their business. As a professional real estate adviser, I focus on client Top Agent Magazine

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satisfaction. I never promise them something I can’t deliver on.” Jerry says. “We set realistic expectations and explain the process of what it takes to sell a property.” This honesty means that when Jerry says he will do something, he does it, as he never wants to disappoint.

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When it comes to their listings, Top Nest provides a “state-of-the-art” marketing program designed specifically for today’s complicated marketplace. “We know we must create an emotional interest in a home, making it stand out among others by highlighting the special features and improvements”.

Top Nest embraces the importance of creative branding and eliciting an emotional response to real estate among buyers. “We believe that Top Agent Magazine

excellence is often found in the smallest details – the amenities that no other property offers, design that is both inspired and functional, and expertly devised creative collateral”. “We go through the house and advise if it needs to be staged, and determine if any small adjustments need to be made to present it in the best way. All listings are advertised on every major social media outlet, ensuring it is viewed by as many eyes as possible.

Once the transaction is over, clients do not hesitate to spread the word about their time with Jerry. One recently said, “I chose Jerry Tenenbaum to sell my house, over two other agents I had known for many years.

Jerry’s confidence and motivation to get the job done was evident from our first meeting. His professional demeanor, flexibility, keen awareness of neighborhood real estate market dynamics and, most importantly, his ability to articulate specific marketing strategies for the property, all made a distinct impression that stuck with me. Jerry is a wonderful broker who is results-oriented and clearly driven to be the best. He is competitive, but totally committed to his clients, and cares about getting the deal done right. Jerry worked tirelessly, securing the best buyer at the best price and terms for my situation. Contract to closing took just over ten weeks. He was accessible, Top Agent Magazine

supportive when I had questions or doubts, unfazed by problems that arose which I had to deal with, and prevented more than one nervous breakdown during the whole process! Jerry was a pleasure to work with. Ironically, Jerry was the last broker I interviewed, but he became my first choice after our initial meeting.”

Another seller wrote,“Jerry and his team provided professional support throughout the process. The sale of our home, which was in our family for close to 60 years, was done with Copyright Top Agent Magazine 13

an understanding that it was more than a financial transaction. In the end we received a very fair price for the house with everything handled very efficiently. They were always responsive to or questions and thoughts.”

As Jerry looks towards the future, he has started investing in real estate for himself, putting all

the knowledge he has in the business to work. He is also eager to help agents build their careers.

“I always emphasize to my agents, if you put service first, you will have a career in real estate.

What I love most about my job is that I can make the process very easy for my clients and get them ready for their next chapter.”

For more information about Jerry Tenenbaum, please call 646-828-NEST, email jerryt@topnestinc.com, or visit topnestproperties.com www.

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By the Numbers:

Understanding the True Value of Square Footage Measuring the square footage of a property may seem like an objective and straightforward task, but you’d be surprised at how many agents and homebuyers misunderstand this pivotal figure.

True square footage provides homebuyers a concrete understanding of their prospective domain, but here’s the problem: the rules to determine a home’s square footage are not always uniform across the board. What’s more, much of Top Agent Magazine

a home’s value is determined by its size, so accuracy is certainly important. While many real estate agents have their own systems for determining or confirming a home’s true square footage, it doesn’t hurt to update your practices and become an expert on the subject. After all, you may learn a few techniques that could add value to a listing, or better prepare you in guiding house-hunters on the lookout.

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1. Do your due diligence Most towns and cities have a local records department where floorplans and blueprints are kept on file. It’s worth noting that these records don’t typically include any subsequent additions or remodels on a property, but they still give archive hunters a legal baseline when outlining a property’s square footage. Oftentimes, a straightforward online search of a city or county’s records office can pull the information necessary, or else agents can poke around in person to uncover informative blueprints at the records office. Either way, access to original blueprints or floorplans is a great tool for determining livable square footage. As a bonus,

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original blueprints and floorplans—especially in historic properties—can be intriguing visual aids for prospective buyers, as well.

2. Know the rules While there aren’t universal standards when it comes to measuring square footage, there are general guidelines that can help determine square footage in an authentic way. Per the American National Standards Institute (ANSI), here are the official recommendations for measuring a home’s real square footage: n

Called “below grade spaces,” basements and sunrooms beyond a home’s typical

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living quarters do not count toward a home’s true square footage. According to ANSI, even big draws like finished basements don’t count toward a property’s Gross Living Area. Of course, even below grade spaces have their own desirable value and should be outlined as such on listings. n

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Did you know the space inside closets and on stairways counts toward a home’s square footage? Even if these areas are relatively small, they still add to a property’s calculable square footage.

When recording square footage, ANSI actually suggests performing measurements from a property’s exterior—though this method does not account for the

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thickness of exterior walls, which could skew square footage numbers. n

Just like below grade spaces, a garage, a pool house, or even a guest house should not be included in a property’s Gross Living Area. The rationale at work here is this: if you must go outside to access additional living areas, then they are beyond the square footage scope of the primary dwelling and should not be included in a home’s Gross Living Area.

3. Double-check by doing the dirty work Buyers and sellers have or will make a sizable investment in a property, so isn’t it fair to double-check all the relevant facts and figures

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when it comes to true square footage? If you want to take on the endeavor yourself, here are a few helpful steps to take. n

First, you’ll need a few things to get started, including a tape measure that can measure at least 100 ft., graph paper, and a pencil.

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Next, choose a room to start measuring wall-by-wall. Measure Wall 1, then proceed to assign each square on the gridded paper a corresponding measurement, rounding to the nearest tenth of a foot for the sake of clarity.

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From there, draw out the wall you measured and measure the remaining walls in the

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room. Once you’ve completed the room’s measurements, multiply the room’s length and width to determine its square footage. n

As you go measure throughout the home, using your own system to scale, you will construct a failsafe floorplan.

Mastering your craft is everything, and the real estate industry is no different. Every now and again, it’s worthwhile to update your well of information, take matters into your own hands, and continue to innovate with the industry. While square footage may not seem like the juiciest starting off point for such a venture, never forget: mastery of technical knowledge is a sure sign of expertise.

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BRANDON MOSHER How did Brandon Mosher become one of the most successful agents in central New York?

Brandon’s interest in real estate started when he was a junior in college at Syracuse University and decided to dual major in Finance and Real Estate. Upon graduating in 2016, he developed a business plan while he was working full-time on a congressional campaign. As soon as the campaign ended, he launched his real estate career.

“I haven’t looked back since then!” he says with his characteristic smile. In 2017 he closed on 49 properties, and in 2018 he closed on over 60 properties. In two short years, he’s become the #9 ranked Realtor in his region’s MLS. He works for Riverhills Properties, where he leads a team that includes himself, a buyers’ agent, a listing agent, and a full-time assistant serving all of central New York, with a focus on Syracuse, Albany, Binghamton, and Lake George.

Already an impressive 70% of his business comes from repeat and referral clients. He’s even sold a chain of five different homes for five different members of the same family who were each so impressed with his knowledge and service that they kept referring their relatives. “That was a great feat to accomplish in my first two years,” he says. What sets him apart from other agents in the area? He and his colleagues at Riverhills Properties attend every showing for every listing. “Whether it’s a foreclosure property or a luxury property—we attend every showing,” he says. “It doesn’t matter what the price is, we are here for our clients.” Brandon keeps in close communication with his clients during each step of the transaction to answer their questions, share knowledge and ensure that they reach their goals. He doesn’t charge extra for professional photography or marketing. “We feel it’s a diligence and service of ours to invest in the property of the seller that we have contracted with,” he explains. After a transaction closes, Brandon reaches

out by phone or email at regular intervals to see if the client has any questions or concerns, or needs referrals to trusted vendors.

When it comes to marketing listings, Brandon understands that in today’s market, most buyers begin their search for a home online. He posts all listings on the MLS and on over 93 websites, and pays for each listing to be featured on the four sites that receive the most page views in his area: Zillow, Trulia, Realtor.com and Homes. com. He conducts a thorough campaign on social media and creates a tailored list of potential buyers from his extensive database and from public records available via the county. This thorough and creative approach often results in quick sales at competitive prices. After working with Brandon, his clients rave about his availability and his dedication to providing any needed information to ensure they have a successful transaction. “We are here from start to finish—all the way from showing the home as many times as it takes to get a contract in, to being there at the closing to celebrate and provide a gift for them,” he says.

To give back to the community, Brandon is a member of the Rotary. On Veterans Day, he hands out flags with the American Legion. “It’s also thankfully my birthday, too, so I like to give back to the community during that time and connect with some of the vets from the American Legion,” he says. In his free time, he loves traveling to New York City and Boston, hiking, kayaking, and being outdoors with friends and family. He also loves to go to the gym and read. For the future, he hopes to grow his team to at least fifteen agents, continue to set himself apart from other realtors in the area, and even open an office in another state. He’d also like to grow his own investment property portfolio. Now those are worthy goals and ones that with his energy, enthusiasm, and expertise, he’s sure to accomplish.

To find out more about Brandon Mosher, email riverhillsbrandon@gmail.com, call (315) 868-4596, or visit riverhillsbrandon.wixsite.com/themoshergroup http://

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Why Doesn’t Training Work for You?

by Carla Cross

Why isn’t your training working for as a ‘performance art’, not a you? Every company says they ‘knowledge pursuit!’ ‘have training.’ Yet, whether you’ve been in business 2 days or 20 years, Big question for you: Think of your you’ve probably felt frustrated that last 3 trainings. What were you doing those hours spent in class—listening in class? Listening to the ‘expert’? to someone at the front (the Or, were you putting to work what ‘expert)—didn’t do you any good. you were learning—while in class, There’s one reason training doesn’t so you could get valuable feedback work—and here’s how to make it before you ‘practiced’ on real work for you, so you don’t waste people—your clients? precious hours in training rooms.

What you need to be doing in class Training doesn’t work because it’s to assure you can do it ‘for real’: not taught right—and the people in the class aren’t doing what needs to • If it’s appropriate, you need to role be done for training to make a play (like answering objections, giving a listing presentation, etc.) difference in their lives.

Here’s what training needs to help • If appropriate, you need to you every time you’re in class: differentiate (like finding mistakes in a purchase and sale agreement).

Training must have action inside class to be effective for you.

• If appropriate, you need to practice the actions in class and then What do I mean? go out and do it with a ‘real person’—the client—and come back I mean we have to look at real estate and tell how it went (practice a Top Agent Magazine

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listing presentation, do it ‘for real’, Real Estate: Performance Art and come back to class and refine it). or Knowledge Pursuit?

None of these things happening in class? Make it work anyway. Take the ‘actionable’ items you learned in class and go do them—for real— within 3 days of going to class (otherwise we only remember 10% of what we heard!). Now you’ve made your own action plan.

Trainers: I just videos showing training work. uTube channel.

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Let’s be honest: Do you know someone in your office who seems to know everything—but doesn’t sell a stick of real estate? Sure.

That’s the problem with treating real estate as a ‘knowledge pursuit’. It has little to do with results. It’s a performance art. How you perform in the field—with real clients— did a series of 5 determines your success. how to make your See them on my Big question for you: Which kind of agent are you? A ‘performance art’ Top Agent Magazine

How you perform in the field—with real clients—determines your success. agent or a ‘knowledge pursuit’ agent? Which is easier to become?

Your Training Should Resemble a Piano Lesson

will ‘do it’ for you 3.Relying on ‘on demand’ video.

Many large franchises are providing video on demand training. Brokers may be relieved that this is going to take training off their plates. I wish.

Unfortunately, video training can provide very limited production results. Why? Because people don’t learn much by watching video. Yes, they learn a little. They observe someone else doing something; they get information. But, they don’t have to take action.

As a long-time pianist and teacher, I know intimately that, if you don’t practice, you can’t play (or you play badly)! Think of effective training like a piano lesson. You practice outside class. You come prepared.

You get tips and modeling from your teacher. Then you practice in class with your ‘coach’ watching and listening. Then, you ‘go out in the field’ and practice. You come back When you’re ready to get results ready to perform for your coach from your training, you’ll be ready to treat your training like the power again. That’s effective training. tool it really can be.

Here are 3 things that don’t work in training (and things for you to avoid): Carla Cross, CRB, MA, is an international 1.Listening for a long period of time and thinking you can do it (you already know that, from your experiences, right?)

2.Thinking most company training Top Agent Magazine

speaker and president of Carla Cross Seminars, Inc. and Carla Cross Coaching.

A former national Realtor Educator of the Year, Carla is known as one of the ‘go-to’ experts in her profession. She’s written training and coaching programs for most of the major real estate franchises.

Contact Carla at 425-392-6914 or www.carlacross.com.

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