NEW YORK 10-19-20

NEW YORK EDITION

By the Numbers:

Understanding the True Value of Square Footage

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

How to Make Your Commute Productive

FEATURED AGENT

BARBARA CARTER LUKE CINO EDMOND LIN HALEH STRUZINSKY

COVER STORY

ANGELA CUGINI-GIRARD

NEW YORK EDITION LUKE CINO

Luke Cino grew up watching his mother clean For many years, Luke kept Cornerstone R houses so she could put herself through real estate or eight agents, but now that his kids are school. He initially went a different route and he’s had more time to add agents to his founded his own landscaping company, but in train them in the Cornerstone style while m 1995, he decided to give real estate a try. When the individualized service the company is he’d been in the business only year and a half, “Cornerstone has really been growing. I’v BARBARA CARTER his mother was diagnosed with time the last three or fou Edmond Lin began his real estate career ho cancer, so he stepped in to run been doubling the In 2007, Barbara Carter got her real estate Barbara takes full advantagewe’ve of Century 7 24 27 year,” he in 17 2017 after th herupcompany. she working fully 23 in businesswhen every license so she could team with her Once 21’s the state ofsales the art marketing program they ran their business year, Cornerstone agents daughter, who was alreadyrecovered, a Realtor.

After promoting her listings.

She also has a strong industry. “I had always had an interest tr her daughter left, Barbara went solo for a few presence on social media. “I’m almost very active on together for many years.

After his $30 million in tran intalented real estate and investment properties, years. “Just this year, I brought in a sold Facebook and Instagram, and I’d say that’s from mother the company, Luke soCarter itfounded seemedCornerstone like a natural fit forI me,” heof my clients,”When group of agents to form theeventually Barbara where get many she notes. it comes time toEm Team for Century 21,” she says.

He’sHenever Realty says. in 2005. now looked leads back. ings, Luke and his teamni r What Barbara loves most about her profesa team of twenty-five agents They post listings on the ev The team, comprised of Barbara plus two sion is the opportunity to work with and meet serving greater Rochester. each ofhomes, his 25 agentstos He’s now with Momentumnew Real Estate residential and two commercial agents, serves people.

“I love going into people’s teammates’ New York’s Hudson Valley region. “I’m localin Brooklyn, New York, meeting families,and hearing their stories,” shelistings on so based covering gi ANGELA HALEH STRUZINSKY BARBARA CARTER LUKE EDMOND LINthe word out As a result of his expertise and which to the area, born and bred,” she notes. “In says. “Each CINO home has a fascinating andgets heartthe five boroughs. especially CUGINI-GIRARD 100% of Luke’s business“We are the community.

“Socialto fact, my ancestry here datescaring, all the way back warming history, which is information I use big Staten and The to the founding of the country,” she says. when marketing.” comes from in repeat and Island, referral Queens, huge driver today,” heco clients. Bronx,” “We are a he small company, is working on creatingin notes.

Edmond reports that his Barbara reports that her business is 25% repeat and referralservice.

Barbara has worked on many committees atchannel various levels so we offer very personal and more video selling volume has with beenthe$52 million over clientele. “People know meOur and relationships trust me,” she observes. local Board of Realtors.

She’s also very active with our clients share via ainvariety of so “Having a solid reputation in the community bringsyears in her church and has volunteered for the local schools. the past three with a current 30 transactions and When not work are very special to us,” Luke channels. the referrals.” It’s not surprising that she receives stellar that he has quite a bit of referral clientele. “I believe enjoys expandi says.ethic.

He teaches of his agents if they reviews for her esteemed work One clienteach recently When notthat working or donating her time, Barbara can be CONTENTS people come back to mefollow. because Iand am very to ke do the job right thing, will He To giveand back toloves the community, Luke is wrote: “Barbara did a wonderful selling my success home. found tending to her newhonest garden.

She also toimportant cook, his team focus on getting to know their clients of the Chamber of Commerce in O She listened to my concerns and wasresponsive always available to needs,” craft, and crochet. to their he notes. “I don’t rest until says. “I read a and their goals. always put our clients first Williamson. When his kids were in h answer any questions. I’m thankful for her help“We and guidI find the perfect home tothefitfuture theirofrequirements.

Also, Not only do I w ance getting my house sold.”

As for her business, wants to focus andREFERRALthat’s very powerful.” He’s created compaheADWORDS: wasBarbara the head of the sports booster c 4)inRECONSIDER 20) GOOGLE I am bi-lingual, speaking Cantonese Mandarin, want oneach helping her agents agentsand succeed.

“I115-acre love tosomentor,” sheto be able ny-wide systems to ensure that of his owns a farm in Williamson whet ONLY WHEN PLANNING FOR HOW TO MAKE GOOGLE Barbara is a multi-year has winner Valley says. work with a group of like-minded so I of fillHudson a niche inand the all local community.” and that the are process incredible training the“IChinese support they chickens, pigs andagents, cattle all gr Magazine’s Five Star Professional Real Estate Agent and seeing themTHE reach their own personal goals will be very THE FUTURE DO WORK FOR YOU need to guarantee that each client receives the best raised on non-GMO feed. recipient of the prestigious Century 21 Presidents Award meaningful to me.” possibleand assistance.

He also advocates for workisTop no Producer surprise Edmond has jus for combining the Quality Service It in that Edmond receives stellar reviews life balance for ahis agents.

Luke never missed his For the future, Luke wants to maintain the same year.

She is also consistently named real estate for his esteemed work ethic. client wrote: 13) BY THE NUMBERS: 25) One HOW TOrecently MAKE YOURbig plans for th children’s games or parent/teacher confer- agency of no more than fifty agents top producer in Ulster County.

Barbara issports dedicated to the “Edmond found thetoright buyer place and had incredible, I’d like to go of UNDERSTANDING COMMUTE ences THE and he TRUE wants his agents be there for for theirmyPRODUCTIVE continue to provide personali highest standards of professionalism.

She has achieved aFOOTAGE good game plan to execute this deal.toHe willinmake bring on my ow many certifications designations through National own families asthe well. clients and around Rochester.

VALUE OF and SQUARE

EDMOND LIN

HALEH STRUZINSKY

ELA CUGINI-GIRARD

Association of Realtors, including Accredited Buyer sure he takes care of your listing and gives you confi- along this path t Representative, At Home with Diversity, ePro, NAR To find aout more about Luke Cino, call (585) 303-7536 dence in completing deal to your satisfaction!” realize their rea GREEN Designation, Graduate Realtor Institute, Pricing or email at cornerstonerealty@rochester.rr.com Strategy Advisor, Resort & Second Home Property Specialist, Seller Representative Specialist, Short Sales Edmond uses a multi-pronged approach to marketing and Foreclosure Resource.

Phone 310-734-1440 | Fax 310-734-1440

Copyright Top Age his business and listings. “I do a lot of advertising in mag@topagentmagazine.com | www.topagentmagazine.com To stay in touch with her clients, local Barbaranewspapers makes calls and magazines, especially in the and sends out emails. “Mostly, because we live in such learn about Barbara Carter No portion of this issue may be reproduced in anypublications,” manner whatsoever without priormore consent of the publisher.

Top Agent Chinese heTo says.

“I also use social aMagazine close-knit community, I chat with them in person,” email BarbaraCarterRealEstate@gmail.com, is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published media toand push out new properties. Most importantly, she says. “We run into each other all theheld time many materials, Top Agent Magazine cannot be responsible for opinions expressed or facts supplied by its authors. visit barbaracarter.realtor or call (845) 505-3160 remain friends.” workto with other agents in the area, who are very To subscribe or change address, sendI inquiry mag@topagentmagazine.com.

Published in the U.S. helpful in getting the word out. It’s mutual cooperaCopyright Top Agent Magazine tion which is essential.” www.

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Top Agent Magazine Edmond loves everything about his work, from property management to working with people. “I To learn mo

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that 4

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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ANGELA CUGINI-GIRARD Top Agent Magazine

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Top Agent Angela Cugini-Girard works as a solo agent serving clients in and around the Albany, New York area north to Exit 28 of I-87.

Creative and committed to excellence, solo agent Angela Cugini-Girard’s dedication to her clients has made her the #1 sales agent for nearly twenty years at Howard Hanna’s Queensbury, NY office, where she represents anything north of Albany to Exit 28 of I-87.

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Angela has been a go-getter from the start. Twenty-years ago, when she was the top producing salesperson for Travelers Insurance (out of a nationwide salesforce of 2000), the company decided to close the main office in which she was working. Though the Top Agent Magazine

company offered her a manager position in Spokane, WA, she didn’t want to move cross-country. A realtor friend said “you’d be great in real estate” and Angela was familiar with the field (her father was a Who’s Who in America Top Agent Magazine

architect known for rebuilding Boston’s waterfront and her mother was a realtor), so she went in to meet with the office manager of a local realty office.

The manager told her “this would be a great fit,” and within two weeks, Angela Copyright Top Agent Magazine 9

Angela’s approach clearly works—over the last four years her annual sales volume has been between $20 and $24 million, and she reports that 90% of her business comes from repeat customers and referrals. was licensed and working as agent.

Yes, that’s right—two weeks.

Drive and determination are two of her defining characteristics. As Angela puts it, “when I dedicate myself to my clients and my business, I give it 150%” Working fifteen to sixteen hours a day, she can be writing offers at 9 o’clock at night and up at 5 in the morning, adding she will do whatever is necessary to “get the job done.” Angela strives to stay ahead of the curve on technology, “always thinking outside of the box,” and researching new ways to market herself and her properties.

In addition to the MLS, Zillow, and realtor.com, she places properties on lakegeorge.com, saratoga.com, and her own website, and she is often a 10Copyright Top Agent Magazine

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trendsetter on social media sites, including Instagram and Facebook.

Notably, however, in an industry that is becoming increasingly automated, Angela continues to believe in the personal touch. She reaches out by phone to clients, past and present. She sends out mailings and updates on market trends and calls ten referrals from her “Center of Influence” database on a monthly basis, seeking recommendations and checking in with them on what’s happening in their lives and neighborhoods.

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Angela’s approach clearly works—over the last four years her annual sales volume has been between $20 and $24 million, and she reports that 90% of her business comes from repeat customers and referrals. This latter number matters a great deal because it’s the relationships she’s built over the years that Angela loves most about her job, saying, “I’ve made great, not only clients, but friends through this business.” Whether it’s giving a buyer advice on paint colors or roof shingles, or getting someone that’s not a typical mainstream client into their first Copyright Top Agent Magazine11

home—for Angela, helping others is its own reward.

Outside of work, she volunteers for the Salvation Army, teaches Junior Achievement to kids from kindergarten through 7th grade, and visits high

schools to talk about careers in real estate and advise high school seniors on how to find an apartment. In her free time, you will find her on the sidelines, supporting her sons’ sports teams or spending time with her family at their camp in the Adirondacks.

For more information about Angela Cugini-Girard, please visit AngelaCugini.com, call 518-232-1460, or email angelacugini@howardhanna.com http://

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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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HALEH STRUZINSKY Top Agent Magazine

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HALEH STRUZINSKY

Haleh’s parents, shown here, have been an integral part of her success.

Knowing that Haleh Struzinsky was interested in sales and had a great balance of personality and business sense, her mom suggested that she look into a career in the real estate industry. Haleh has now been working in real estate for about nine years. She began as an agent and is now a successful broker, leading a team of eight in the Capital District, New York area. “I don’t actively recruit,” she explains, as she knew most of her agents before becoming a broker. Many of them even inspired her to earn her broker’s license, as they knew she would be a great mentor. Haleh says, “People know that I’m very fair,” and this includes both her agents and her clients.

an expensive home close by or a much cheaper home far away, Haleh will be there to help them because she knows how important it is to help people achieve their dream of homeownership.

“I don’t care about the money,” she says. “The money will come.”

All of Haleh’s business consists of leads, repeats, and referrals, which is a testament to her high level of customer service and expertise. She explains, “They know I’m genuine. They know I care about them,” as the client is always Haleh’s top priority. Rather than thinking about the money, Haleh focuses most on making the client happy. Whether someone is looking for 18

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This attitude of consistently putting the client’s needs first has resulted in great successes for Haleh and her team. One client shared in a review, “Haleh doesn’t just care about the ‘sale,’ she genuinely cares for her clients’ needs and goes above and beyond. We hit a few obstacles with buying our first home, changed agents and found Haleh, which was the best thing we did. She has really helped us buy our first home which we didn’t think was going to happen, but it did because of her.” Haleh’s favorite way to stay in contact with former clients is through social media, as it allows her to connect with them on a more personal level and share more of her life than just her real estate career.

Even though her work in real estate keeps her very busy, Haleh still enjoys getting involved with her community. She is frequently quoted in Times Union articles as a local real estate expert. Haleh also serves on the committees for the Local Association of Realtors and is interested in getting involved with the humane society in the future. In her free time, Haleh enjoys baking, traveling, and spending time with her dog.

Haleh has bright plans for the future, including expanding her business out of state and continuing to help people. It is no surprise that helping people, including both the agents and the clients she works with, is Haleh’s favorite part about her job in real estate. “I just care about people in general,” she says, so it is clear that nothing except her level of expertise has changed since her mom first recommended she pursue real estate as a career. She can’t imagine a more perfect path.

Photos by Matt Whalen Photography.

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Nathan Dortch, Riana Piccirillo-Delgado, Haleh Struzinsky, Kimberly Weir, Trent Tibbitts Missing agents: Katie Bondi, Deborah Heaphy, Patricia Marshall, Angela Spelman

For more about Haleh Struzinsky please call (518) 729-8278 or email halehhomes@gmail.com Copyright Top Agent Magazine 19

Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

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BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

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LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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BARBARA CARTER In 2007, Barbara Carter got her real estate license so she could team up with her daughter, who was already a Realtor. After her daughter left, Barbara went solo for a few years. “Just this year, I brought in a talented group of agents to form the Barbara Carter Team for Century 21,” she says.

Barbara takes full advantage of Century 21’s state of the art marketing program when promoting her listings. She also has a strong presence on social media. “I’m very active on Facebook and Instagram, and I’d say that’s from where I get many of my clients,” she notes.

What Barbara loves most about her profession is the opportunity to work with and meet new people. “I love going into people’s homes, meeting families,and hearing their stories,” she says. “Each home has a fascinating and heartwarming history, which is information I use when marketing.”

The team, comprised of Barbara plus two residential and two commercial agents, serves New York’s Hudson Valley region. “I’m local to the area, born and bred,” she notes. “In fact, my ancestry here dates all the way back to the founding of the country,” she says.

Barbara reports that her business is 25% repeat and referral clientele. “People know me and trust me,” she observes.

“Having a solid reputation in the community brings in the referrals.” It’s not surprising that she receives stellar reviews for her esteemed work ethic. One client recently wrote: “Barbara did a wonderful job selling my home.

She listened to my concerns and was always available to answer any questions. I’m thankful for her help and guidance in getting my house sold.”

Barbara is a multi-year winner of Hudson Valley Magazine’s Five Star Professional Real Estate Agent and recipient of the prestigious Century 21 Presidents Award for combining the Quality Service and Top Producer in the same year. She is also consistently named a real estate top producer in Ulster County. Barbara is dedicated to the highest standards of professionalism. She has achieved many certifications and designations through the National Association of Realtors, including Accredited Buyer Representative, At Home with Diversity, ePro, NAR GREEN Designation, Graduate Realtor Institute, Pricing Strategy Advisor, Resort & Second Home Property Specialist, Seller Representative Specialist, Short Sales and Foreclosure Resource.

To stay in touch with her clients, Barbara makes calls and sends out emails. “Mostly, because we live in such a close-knit community, I chat with them in person,” she says. “We run into each other all the time and many remain friends.”

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Barbara has worked on many committees at various levels with the local Board of Realtors. She’s also very active in her church and has volunteered for the local schools.

When not working or donating her time, Barbara can be found tending to her new garden. She also loves to cook, craft, and crochet.

As for the future of her business, Barbara wants to focus on helping her agents succeed. “I love to mentor,” she says. “I work with a group of like-minded agents, so seeing them reach their own personal goals will be very meaningful to me.”

To learn more about Barbara Carter email BarbaraCarterRealEstate@gmail.com, visit barbaracarter.realtor or call (845) 505-3160 www.

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LUKE CINO Luke Cino grew up watching his mother clean houses so she could put herself through real estate school. He initially went a different route and founded his own landscaping company, but in 1995, he decided to give real estate a try. When he’d been in the business only year and a half, his mother was diagnosed with cancer, so he stepped in to run her company. Once she fully recovered, they ran their business together for many years. After his mother sold the company, Luke eventually founded Cornerstone Realty in 2005. He now leads a team of twenty-five agents serving greater Rochester.

As a result of his expertise and caring, 100% of Luke’s business comes from repeat and referral clients. “We are a small company, so we offer very personal service.

Our relationships with our clients are very special to us,” Luke says. He teaches each of his agents that if they do the right thing, success will follow. He and his team focus on getting to know their clients and their goals. “We always put our clients first and that’s very powerful.” He’s created company-wide systems to ensure that each of his agents has incredible training and all the support they need to guarantee that each client receives the best possible assistance. He also advocates for worklife balance for his agents. Luke never missed his children’s sports games or parent/teacher conferences and he wants his agents to be there for their own families as well.

For many years, Luke kept Cornerstone Realty to six or eight agents, but now that his kids are grown up, he’s had more time to add agents to his roster and train them in the Cornerstone style while maintaining the individualized service the company is known for.

“Cornerstone has really been growing. I’ve had more time the last three or four years and we’ve been doubling the size of our business every year,” he says. Last year, Cornerstone agents completed almost $30 million in transactions.

When it comes time to market listings, Luke and his team really shine.

They post listings on the MLS, and each of his 25 agents shares their teammates’ listings on social media, which gets the word out throughout the community. “Social media is a huge driver today,” he says. Luke is working on creating a YouTube channel and more video content to share via a variety of social media channels.

To give back to the community, Luke is a member of the Chamber of Commerce in Ontario and Williamson. When his kids were in high school, he was the head of the sports booster clubs. Luke owns a 115-acre farm in Williamson where he raises chickens, pigs and cattle that are all grass-fed and raised on non-GMO feed.

For the future, Luke wants to maintain a boutique agency of no more than fifty agents so he can continue to provide incredible, personalized service to clients in and around Rochester.

To find out more about Luke Cino, call (585) 303-7536 or email at cornerstonerealty@rochester.rr.com 24

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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EDMOND LIN Edmond Lin began his real estate career in 2017 after working in the sales industry. “I had always had an interest in real estate and investment properties, so it seemed like a natural fit for me,” he says. He’s never looked back.

homes,” he expresses. “I love seeing the smiles on their faces at the end of a transaction.”

Edmond is very active in his community, attending multiple association events. “I go to a lot of social functions to meet potential clients as well as to give back,” he says. “It’s so important to be a part of these events to let the community know you care and are involved.”

He’s now with Momentum Real Estate based in Brooklyn, New York, covering the five boroughs. “We are especially big in Staten Island, Queens, and The Bronx,” he notes. Edmond reports that his selling volume has been $52 million over the past three years with a current 30 transactions and that he has quite a bit of referral clientele. “I believe people come back to me because I am honest and very responsive to their needs,” he notes. “I don’t rest until I find the perfect home to fit their requirements. Also, I am bi-lingual, speaking Cantonese and Mandarin, so I fill a niche in the local Chinese community.”

When not working or giving of his time, Edmond enjoys expanding his knowledge base. “I think it’s important to keep learning about the industry,” he says. “I read and take classes as often as possible.

Not only do I want to know this information myself, I want to be able to educate my clients about the market and the process.”

It is no surprise that Edmond receives stellar reviews for his esteemed work ethic. One client recently wrote: “Edmond found the right buyer for my place and had a good game plan to execute this deal. He will make sure he takes care of your listing and gives you confidence in completing a deal to your satisfaction!”

Edmond has just received his broker’s license and has big plans for the future of his business. “Ultimately, I’d like to go off on my own, open my own firm, and bring on my own team” he says. “I hope to continue along this path to success to be able to help my clients realize their real estate goals.”

Edmond uses a multi-pronged approach to marketing his business and listings. “I do a lot of advertising in local newspapers and magazines, especially in the Chinese publications,” he says. “I also use social media to push out new properties. Most importantly, I work with other agents in the area, who are very helpful in getting the word out. It’s mutual cooperation which is essential.”

Edmond loves everything about his work, from property management to working with people. “I get great satisfaction from helping people either sell their homes at the right price or finding their dream Top Agent Magazine

To learn moreinformation about Edmond Lin, email edmondmovesyou@gmail.com , visit his website here or call (917) 826-8898 https://www.momentummovesyou.com/?page=agents&id=18 Copyright Top Agent Magazine 27

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