NEW YORK 3-4-19

NEW YORK EDITION

How to MAKE YOUR COMMUTE PRODUCTIVE 4 Ways to Win the Battle Against PROCRASTINATION

The Daily Schedule of a

SUCCESSFUL REAL ESTATE AGENT

FEATURED AGENTS

STACEY FROELICH SARA GALLIPO-SAMMIS RAJ JAGGI STAV SOFI

COVER STORY

Monika Patrycja Cronin

NEW YORK EDITION

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STACEY FROEL

How did Stacey Froelich beco of the most knowledgeable an agents in Manhattan?

In 2000, Stacey and her then b (now husband of seventeen MONIKA PATRYCJA CRONIN STACEY FROELICH purchased a co-op on the Up began Team Raj Jaggi, a one-stop-shop for Raj Jaggi is a Long Island Real Estate juggernaut.

Side. agent was very sw 19 SARA GALLIPO-SAMMIS 20 23 “Our STAV SOFI real estate needs being performed

by Raj’s train A Punjabi University Law Graduate, he is also a not skilled, Inot ended u to beteam. improved orvery repaired toteam, make theIand home man “For my do look father, husband, and self-made entrepreneur. With Delivering happiness comes sider what16needs Stav Sofi, Broker/Owner at To naturally to Sara Gallipo-Samsaleable and financeable for the buyer.” from just choosing pr experts, I lookeverything for learners, so of happen over 500 homes sold, Raj has committed his life mis. That’s why she will always Realty inthey the borough Quee to making appointments, to ne that she could probablyduring reciteto thethe guidelines by heart. experts theNew process,” exclai to his craft, and is truly telling people, “I give the tell the truth, delivering it each Sara jokesbecome York realhe estate gam time with compassion, everything,” underShe alwaysStacey impresses upon sellersThat the importance of a pre-list- gave Sta says. experience He considers his team family, and in a more lite guarantee that if I do not sell your house, I will buy standing and a smile that gives ing inspection young perspective and a busin to avoid the surprise and expense of inspection confidence to leave her work as an event planner and emb sense some are! it.” In 15 years, Raj has converted himself from a her clients hope and excitement. based on honesty contingencies when under contract. She then advises them to and integri real as repaint old or brightly neutralStacey colors so that toFroelich providingteam the humble first time home buyer with no real estate In the upstate New York’s career an agent.

Shecolored now rooms leadsincommitment The estate market, where she covers buyers can envision themselves living there. Once the home is ® service available in the Em “Recently, I had my sons and wife join the team experience, to a Top 1% national Realtor . “I met a 100-mile swath of communiincludesmarket-ready, a director two sales agents fo Saraof tapsoperations into her previousand work as a professional SARA GALLIPO-SAMMISties near the Vermont RAJ JAGGI STAV SOFI has translated into a reputa border, photographer to capture ideal images.

“I know where eye but is a great feeling to have their support, and S ev one of the brokers while looking for a house and serving will allgoofin Manhattan with a focus on thetheUpper East Sara is known for transparency and patience while also being any picture.”

RAJ JAGGI

empath greater feeling being straight-shooting able to spend timeyetwith them he saw potential in me,” Raja go-getter recalls,who“Ibrings wasstructure the to home buying and selling. estate advocate for both buyers and sellers alike. continue his business a family number one agent in his entire office that year.”

Sara also Raj takes hopes full advantage of the Century 21 brand and as stays An impressive 97% oftoStacey’s business come from aff re moved here from Vermont with my two children a to be with involved “I in the community as afamily wife, a mother of two teens, hope that my gets to experience the sa This is what Raj calls his “I “American Dream,” my now-husband at first working as the personal assistant to and as a “My volunteer with the sports and other nonprofits. referral clients.

What sets Stacey and her team aparttwen fro father hasschools, been in the business for about CONTENTS joybusiness I’ve has had.”

Anyone who has worked with something he prides himself my in husband’s helping mother, jumpstart Angela Brown.” Angela, Sara adds, is “Our family beenasked here almost 35inspired years and him to be to enter says Stav, when what the “We really dothey care and webeing putwith our clien broker/owner Century 21 Adirondacks. After about agents a year in parther of thearea? next generation is incredible,” she says.

“I love would know, when are working Raj a for hundreds of families, foreign and ofdomestic, realbeen estate.

“He started off for asmany atheir broker and then transit learning the business and immersing herself in the area, Sara17) able4I’ve toWAYS give my twoTO children motivation own goals, ests first. known to talk buyers out of 4) COOPERATION, NOT WIN the Team areat part Estate Famil and ultimately achieving. earned her license, quickly excelled as an agent and even earned showingathem developer.

Even the of age of “Real eighteen, I knew I that you they can reach anything thatthe you want if you not theBATTLE right apartment,” she explains.

Stacey and her COMPETITION, THE AGAINST her broker’s CREATES license. Now, as associate broker and officeit’s manhave the work ethic.

And yes it does come with perks. get into real estate.” First, however, came college and ager, Sara enjoys the relationships she builds with buyers and honest and straightforward with their “No saleasisana With that dreamMUTUAL in mind Raj began soaking upFOR valuable information though during those years he clients. worked summers SUCCESS AGENTS sellers and the privilege of selling real estate in a market filledPROCRASTINATION With compassion as her guiding principle, Sara will continue to ® foryear us. It’s about the relationship and its future.

A Every Raj likes toreal show hisbuild appreciation his real est from the nation’s best trainerswith and bestproperties.

Realtors around him. He tion estate company handling violations, in historic thrive.

“IManhattan stayall in touch with people, relationships andto we keep up each other’s lives and their families,” she says.

In doing and other aspects business, all of prep family by are throwing his annual Customer Appreciation Party.

N wanted to provide a service beyond expectations. “I love when decisions made with that of in the mind.”

Stacey andwhich her team “I was a single mother for a long time, but I’ve given my chil-21) so, HOW she is well positioned to build her YOUR business, perhaps one day 13)I love THEwhen DAILY SCHEDULE OF TO MAKE well for the day he would eventually obtain his licen on its fifth year Raj recalls how it started.

“It was 80 people people are happy. the American Dream comes true. the Upper East Side andbusiness they pride themselves dren a lot of structure, which I put into my work ason well.” leading the family real estate alongside her husband. on being he 200, did inthen 2015. notice Sara’s nurturing style; she is afirst full-COMMUTE “To then be successful, you have to be you willingsee to take extragoing.” Ma A SUCCESSFUL REAL ESTATE PRODUCTIVE year, 400… where People move here, get a smallPeople house and thenstructured, move up to a bigger in Manhattan.

“We don’t spread ourselvesevery thinit’s by serving o time agent and broker who puts clients’ interests first. “I believe steps with each buyer and seller,” she says. “People are worth people can confirm, Raj likes to party and truly knows how home. I feel theAGENT satisfaction when my clients achieve their dream.

When our clients hireatus, know we areprimar the in walking people through every step,” she says. Sheoughs. won’t it; they’re so worth it!”

Stav and his team Topthey Homes Realty sell show out. Being an accredited Master of Music, he will grab And, you know, I’m workinggive with families so ifbuyers I close like up on anyone. “Some aren’t165 credit-ready Stacey is there for her clients longthe after closing, providingb neighborhoods of both Queens and Brooklyn when they come Itohave me,” she says. Having triumphed mic and show off his vocal abilities. That same passion for last year, that’s 400 people whose hearts touched.” though and their other reach resources. also frequently extends out to th through a stretch of time in her own life when she for trusted vendors keeps him drawn and attentive his life’s of help herself needed to rebuild, Sara can empathize. “Other Long Island county oftoNassau.

Withmission an impressive agents may tell themin they won’t work with them until families with their dreams and passions.

He believes his mindset is what keeps him the top 1%, serving Phone 888-461-3930 | Fax 310-751-7068 market share and a business based in large part on they’re credit-ready, but many people don’t know To stay in touch with past clients, Stacey and her team sen well over 500 homes. Although, he might be underrating his referrals from satisfied past clients, Stav is clearly how to get there.” Sara, meanwhile, once spent nine mag@topagentmagazine.com |thewww.topagentmagazine.com weekly emailoffcalled The Purchasing Stacey months helping woman through qualification “We look to take stress the client. a home is marketing skills which has always kept aRaj a step ahead of his informative doingthe something right.

When asked to Froelich account forTea process before she could look at homes. tobiggest Know.

Stacey mails notes toclients her that clients, investment peopleofhandwritten make, it of is important keep proc peers, startingNomany trends his market area. Marketing throughwhatsoever the impressive level loyalty histo have portion of thisinissue may be reproduced in any manner without prior consent the publisher.

Top Agent demonstrated by referring friends and family to a Magazine published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published out by phone to let them know she is thinking of them, enjoyable,” he says.

Despite enormous success Raj continues his family, friends, andis network is what has brought him so much Devotion like this helped Sara begin earning a strong rate of referrals relatively early in her real materials, Top Agent Magazine cannot be heldSyosset responsible expressed orand facts supplied by its authors. him, he his pauses thoughtfully for his a moment before develop himself team, meeting with peers,gift trainers, success in areas like Hicksville, Plainview, Jericho, andfor opinions holiday gifts.

She’ll always mails a “thank you” when estate career.

For send sellers,inquiry she alsotoprovides patience To subscribe or change address, mag@topagentmagazine.com.

Published in the U.S. replying.

“It’s about honesty,” he says.

“I learned brokers to continually enhance his business.

Muttontown. friend or family “We also try to celebrate w along with her belief that rushing to list is not wise. refers Toa learn more about member.

Sara Gallipo-Sammis,

“I conduct a preliminary interview so that the seller can make sure I’m the person for them and so I can Raj is the2 first to tell you that he is still learning every day, but walk through and recommend what they do with the his more recent goal has beenproperty to spread knowledge before his listing,” she says. “Into an others. older-home market with many historic homes, we have to conHis vision for a better real estate service is what ultimately

pretty early on that I’m in a business where I’m

visit saragallipo.c21.com or dealing with humanreal beings, notagent machines.

Most Raj’s advice to brokerage’s any upcoming estate is to rememb https://www.facebook.com/AdirondackHomesCentury21RealEstate/ go to her Facebook page, Top Agent Magazine of my buyers are purchasing their first home, so “You are never done learning. Through education, any succes email sarac21adirondacks@gmail.com this is the biggest investment of their lives. I’m life is possible.”or call 518.586.4777 http://

mailto:mag@topagentmagazine.com

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Cooperation, Not Competition, Creates

Mutual Success for Agents When people get along during a business transaction, everyone comes out happier. And in a service industry like real estate, agents have the power deliver that happiness. By working cooperatively, sharing advice and helping each other help clients, agents not only enhance their own reputations, but that of real estate in general.

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“Bring everyone together” Matt Kobelski, with Credentials Real Estate Group in Massachusetts, points out that providing good service involves more people than the party you’re representing. “I’m not afraid to bring together all the parties in a deal and say, ‘OK, let’s figure out a solution that works best

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Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem

for everyone,” he explains. “My goal is to avoid being adversarial.” Real estate, he believes, should always be a field in which each person can win. “It’s about working toward a mutual goal, shaking hands, and walking away happy that a seller sold, a buyer bought and everyone got what they wanted.”

But Is it that simple? Most agents have experienced the ways conflicting personalities and tension during a transaction can heat up even the most cordial relations. In reality, however, it’s more productive to let down your guard and work with others as a team than it is to allow stress and competition to preside. South Florida REALTOR® and broker associate, Risë V. Siegrist, for instance, has zero interest in competing with other agents. “It’s more important to be professional and associate with competent, caring people,” she says. By serving others with a cooperative spirit, experienced agents like Risë set an excellent example for emerging real estate stars. Risë hopes to be a model for the next generation of agents, training people who may one day become part of her team.

Risë’s position on cooperation inspires more reasons for nurturing relationships with other agents. Over the decades, many agents change brokerages several times. Who knows if that agent across the table will one day work at the Top Agent Magazine

same brokerage you do? Perhaps you’ll even have an opportunity to partner on an exciting, future transaction. Good relations keep doors open to endless possibilities.

Co-listing cooperation Teaming up with an agent from a different brokerage on a transaction is not as uncommon or complicated as it might seem. In fact, some agents cleverly capitalize on their collective attributes, rather than competing against one another. South Carolina REALTOR® Kimberly Pannit is a perfect example of the universal benefits of co-listings. Although she has always been an independent agent, Kimberly works hard to form professional alliances that give her business the feel of a cooperative network across brokerages.

This cooperative approach may be nontraditional, but it benefits clients in unique ways. By working closely with agents at other brokerages, she shows how agents can improve client service while helping one another.

Kimberly’s cooperative approach began in her own neighborhood, where an agent friend from a different brokerage also lives. “Several years ago, I approached her because both of us were friends with our neighbors. I asked, ‘Why don’t we give our neighbors superior service and

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co-list together? We both love our area and are passionate about our jobs, the location and schools.’” She also didn’t want to make their mutual friends choose between them when they could work together. “I said, ‘Let’s give them amazing service together!’” With their brokers’ permission, two weeks later the agents co-listed their first home and put extra energy into ensuring uninterrupted client service.

Networking and “Co-opertition” When the ultimate goal is to match a client with the perfect home or create optimal terms of sale for a listings, networking with other agents can facilitate that ideal buyer-seller match.

Nashville REALTOR® and broker/owner Lisa Land embraced every opportunity to contribute meaningfully to the real estate industry and to her local market, even before building her own team. “Agents would frequently ask me for help or advice,” she says, noting that she shares, rather than guarding, the methods she uses to get through difficult or confusing transactions. “I was fortunate to have great mentors when I started in real estate, so I’m always

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willing to offer help, even to agents outside of The Luxe Collective.”

Meanwhile, on Cape Cod in Massachusetts, Janet Leigh Scott describes the climate between agents as relaxed and professional. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you might experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.”

Even in hot, competitive L.A. real estate, independent agents such as Andrej Nagy of The Agency RE knows the importance of receiving and providing professional mentorship.

“My relationships with clients are extremely important,” he says. “But my relationships with agents on the other side of a deal are also important.” For REALTORS® like him, working smoothly with other agents is a privilege.

Doing so builds rewarding relationships while ensuring win-win transactions for everyone at the closing table.

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Monika Patrycja Cronin Top Agent Magazine

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“I joke that I am like a real estate doctor, always on-call!” Monika says with a laugh. “The personal touch is very important, not only during the buying or selling process, but long afterwards.”

When she began her new career, Monika’s business grew quickly and for all the right reasons; she immediately thrived in the environment of real estate, where each day can be a completely new experience with different things to see and people to meet.

Monika Patrycja Cronin loves adventure. For that very reason, she is grateful that just over three years ago, she decided to pursue her longtime love of real estate in Saratoga Springs, New York. “For several years, I was working in horse rescue while raising my daughter,” she explained. “I knew I wanted to do real estate, but I wanted to do it full-time, not part-time.”

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After starting out with a large company, Monika moved to a local, well-respected, female-owned and operated boutique brokerage, Julie & Co. Realty. With the help of her licensed assistant and marketing coordinator, Alex Cooley, Monika already earns 70% of her business from referrals across Saratoga Springs and communities within a 40-mile radius, within the counties of Saratoga, Albany, Schenectady, Warren, Washington & Fulton. In 2018, Julie & Co. Realty ranked #5 in The Capital Region out of 500+ brokerages and The Monika Cronin Team ranked #4 in the brokerage, with Monika and Alex each being in the business a little over three years.

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Several factors contribute to this growth. Among them are Monika’s enthusiasm, professionalism and the “fun factor” she brings to real estate. “I give every client my undivided attention and I’m known as very outgoing and positive,” she says. “Even if someone isn’t as outgoing or positive as I am, by the second or third time Top Agent Magazine

we meet, they open up; most of the time, we become friends.” People also appreciate Monika’s unyielding availability. “I joke that I am like a real estate doctor, always on-call!” she says with a laugh. “The personal touch is very important, not only during the buying or selling process, but long afterwards.”

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Monika’s specializations in horse properties and new construction support her continued growth and her tailored service. “We have horses and I have always been involved with horses,” she says. Saratoga Springs is filled with horse people, given its long and respected history in the equine world. From the Saratoga Race Course, Saratoga Polo Association and harness racing to other horse activities, the real estate market is rich with equine opportunities.

“I also work with new construction a lot, she adds, and I represent Bonacio Construction, a Copyright Top Agent Magazine 10

highly respected builder of high-end condominiums, commercial projects and new homes, often with several dozen new-homes listed at a time, including Meadowdale Estates in Latham, NY which me and my partner from Julie & Co represent. I also work with first-time home buyers and other, residential resale.” Whether marketing new construction, equine properties or other homes, Monika and Alex conduct online, print and personal-touch. “We do professional photography, plus targeted and boosted social media advertising on all the social media sites,” she says. They also include postcards, notes and calls to inform Top Agent Magazine

people, including the neighbors, and open house events. Monika takes advantage of her global experience to seek out buyers from across the country and the world. “I’m from Poland, so clients reach out to me from different countries.”

And when representing land sales, she focuses on investors from all corners of the globe.

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Monika’s lifelong passion for global travels helps her grow her business and inspires much of her personal adventures. She, her husband and their daughter love traveling whenever possible. “But we also enjoy cooking, fun times together and the simple things, like sharing meals and meeting up with friends.” Her love of horses spans every area Copyright Top Agent Magazine 11

of her life, from work and family to personal and charitable activities. “I have been on the board of Equine Advocates since 2008, helping them raise money to rescue horses.” She feels fortunate to be able to give both time and treasure to several nonprofits. “As I tell my daughter, the more you have, the more you should give.”

Looking toward the future, Monika hopes to continue doing much of what she already does, while planning for steady business growth, perhaps adding another team member within a couple of years.

“I want to stay happy and keep teaching my daughter how to work hard and smart,” she says. “I’m here to help and I love what I do.”

To learn more about Monika Cronin, visit monikacronin.com or go to her Facebook page, email monika@juliecorealty.com or call 518-350-7653 https://www.facebook.com/MonikaCroninRealtor/

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The Daily Schedule

of a Successful Real Estate Agent Everything you do should be intentional. A busy schedule isn’t the same thing as a productive schedule. Sometimes people write things like “find clients” on their to-do list, but finding clients isn’t actually a task. It’s a goal. Your daily schedule should be created with your goal in mind if you want to be a successful real estate agent, but a goal is too broad to add to your calendar.

Instead, you can break your goal down into projects, break those projects down into tasks, and schedule time in your calendar to complete each task. You’ll find that some of these projects will have an immediate impact on your business, and that those are the tasks that should be completed first.

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The fact is that as a real estate agent you can set your own schedule—if you’re not productive until 10am, then you don’t have to start your day until then. But having a daily schedule means that every day you have a running start on all those other agents who just “wing it.”

You don’t want to feel burned out and busy but like you’re simultaneously not getting a whole lot done. You can only keep up 70+ hour weeks for so long before your body breaks down and both your performance and income drop as a result.

Since every real estate agent’s operating hours look different, the following daily schedule is broken up by the suggested amount of hours you

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should spend on each task rather than specific times of day. However, certain tasks, like prospecting, appointments, and listing presentations should be performed at times when it’s most convenient for clients. If you’re an agent who likes to end their workday at 5 o’clock, remember that this is also the same time your clients are likely ending their day, meaning you might be unavailable for showings during the only time their schedule allows.

3.5 hours – This is that time of day that you should schedule all your appointments and listing presentations. If you are a newer agent, you might use this time instead to do more prospecting and appointment setting.

1 hour – Spend this time waking up, exercising either at home or at the gym, and eating breakfast.

2 hours – Now it’s time to unwind. Use this time to have dinner and spend time with you family. If you have children, this is usually the time of day when they are wrapping up homework assignments and getting ready for bed.

It’s important that you make time for these moments the same way you make time for your work.

2 hours – Use this time before you head to the office to develop a morning routine, if you haven’t already. You can meditate, journal, practice affirmations, or read personal development books to prepare for the day ahead.

1 hour – Once you’re at the office, spend this time to review the day’s schedule, catch up with your assistant or other colleagues, and check the latest industry news. This is also the time of day that you can role play to prepare for appointments.

1.5 hours – Spend this time prospecting and appointment setting.

1 hour – Now it’s time for a lunch break. If you’re a multitasker, you can also use this time to prepare for the afternoon and any meetings you have scheduled or connect with followers on social media.

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.5 hours – Look over the day’s schedule again and ensure you’ve checked every task off your to-do list. While you’re at it, be sure to review tomorrow’s schedule and goals too.

2 hours – Spend these last couple hours before you fall asleep to have quality time with your spouse or perform your self-care routines.

8 hours – Now it’s time for sleep—getting a full night’s rest is crucial if you want every day to be productive.

As you can tell, there’s still some wiggle room left in this schedule, but the important thing is to block out time every day so you can achieve your goals and help your clients.

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STACEY FROELICH How did Stacey Froelich become one of the most knowledgeable and trusted agents in Manhattan?

In 2000, Stacey and her then boyfriend (now husband of seventeen years) purchased a co-op on the Upper East Side. “Our agent was very sweet, but not very skilled, and I ended up doing everything from choosing properties, to making appointments, to negotiating everything,” Stacey says. That experience gave Stacey the confidence to leave her work as an event planner and embark on a career as an agent. She now leads The Stacey Froelich team, which includes a director of operations and two sales agents focused on serving all of Manhattan with a focus on the Upper East Side.

An impressive 97% of Stacey’s business come from repeat and referral clients. What sets Stacey and her team apart from other agents in her area? “We really do care and we put our clients’ interests first. I’ve been known to talk many buyers out of a deal if it’s not the right apartment,” she explains. Stacey and her team are honest and straightforward with their clients. “No sale is a transaction for us. It’s all about the relationship and its future. All of our decisions are made with that in mind.” Stacey and her team all live on the Upper East Side and they pride themselves on being experts in Manhattan. “We don’t spread ourselves thin by serving other boroughs. When our clients hire us, they know we are the experts.”

Stacey is there for her clients long after closing, providing referrals for trusted vendors and other resources.

To stay in touch with past clients, Stacey and her team send out an informative weekly email called The Stacey Froelich Team Need to Know. Stacey mails handwritten notes to her clients, reaches out by phone to let them know she is thinking of them, and sends holiday gifts. She’ll always mails a “thank you” gift when a client refers a friend or family member. “We also try to celebrate whatever

their milestones are,” Stacey says, “whether it’s a graduation, an anniversary, or the birth of a child.”

When it comes to marketing listings, Stacey and her team take a thorough approach. They have a program that allows them to pay for staging up front to ensure the property looks its best, and they spend time with sellers advising them on de-cluttering and minor repairs that will allow them to sell the home for the best possible price. They hire high quality professional photographers and have a floor plan drawn up of each listing. When it’s time to put the listing on the market, Stacey knows other brokers are a great resource for spreading the word to potential buyers. “I don’t view the brokerage community as my competitors, I view them as my partners,” she says. Stacey cobrokes listings through the Real Estate Board of New York (REBNY) and also sends direct email to the entire brokerage community each week letting them know about her new properties. She also posts her listings on over 800 aggregator websites, and conducts a social media campaign for each property. She and her team keep a database of each potential buyer who has seen one of their properties so they can let them know about comparable listings. They host well-attended open houses and are always present and accessible.

What does Stacey like most about her work? “I feel very grateful every day for my career and what I do. My favorite part is all the people I get to meet. I also love that my team and I are in control of our own success.” Stacey loves living on the Upper East Side and being involved with her community. “I’m somewhat the Mayor of the Upper East Side,” she jokes. She and her husband and two children belong to the Shaaray Tefila Temple.

In her free time, she loves to try new restaurants throughout the City. “My favorite thing about living in New York City is the food. I’m good for a dive or the fanciest of the fancy. It’s all about the food for me!” For the future, Stacey wants to continue to be the best leader she can be for her team members, grow her business, and focus on customer service—which is always her team’s top priority!

To find out more about Stacey Froelich, email sjf@compass.com, call 917-623-7616, or visit staceyfroelichteam.com www.

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

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

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

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

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

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

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 18

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

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

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

There’s no one way to overcome procrastination.

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

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SARA GALLIPO-SAMMIS Delivering happiness comes naturally to Sara Gallipo-Sammis. That’s why she will always tell the truth, delivering it each time with compassion, understanding and a smile that gives her clients hope and excitement.

In the upstate New York’s real estate market, where she covers a 100-mile swath of communities near the Vermont border, Sara is known for transparency and patience while also being a go-getter who brings structure to home buying and selling.

“I moved here from Vermont with my two children a to be with my now-husband at first working as the personal assistant to my husband’s mother, Angela Brown.” Angela, Sara adds, is broker/owner of Century 21 Adirondacks. After about a year learning the business and immersing herself in the area, Sara earned her license, quickly excelled as an agent and even earned her broker’s license. Now, as associate broker and office manager, Sara enjoys the relationships she builds with buyers and sellers and the privilege of selling real estate in a market filled with historic properties.

“I was a single mother for a long time, but I’ve given my children a lot of structure, which I put into my work as well.”

People notice Sara’s structured, nurturing style; she is a fulltime agent and broker who puts clients’ interests first. “I believe in walking people through every step,” she says. She won’t give up on anyone. “Some buyers aren’t credit-ready when they come to me,” she says. Having triumphed through a stretch of time in her own life when she herself needed to rebuild, Sara can empathize. “Other agents may tell them they won’t work with them until they’re credit-ready, but many people don’t know how to get there.” Sara, meanwhile, once spent nine months helping a woman through the qualification process before she could look at homes.

Devotion like this helped Sara begin earning a strong rate of referrals relatively early in her real estate career. For sellers, she also provides patience along with her belief that rushing to list is not wise.

“I conduct a preliminary interview so that the seller can make sure I’m the person for them and so I can walk through and recommend what they do with the property before listing,” she says. “In an older-home market with many historic homes, we have to conTop Agent Magazine

sider what needs to be improved or repaired to make the home saleable and financeable for the buyer.”

Sara jokes that she could probably recite the guidelines by heart.

She always impresses upon sellers the importance of a pre-listing inspection to avoid the surprise and expense of inspection contingencies when under contract. She then advises them to repaint old or brightly colored rooms in neutral colors so that buyers can envision themselves living there. Once the home is market-ready, Sara taps into her previous work as a professional photographer to capture ideal images. “I know where the eye will go in any picture.”

Sara also takes full advantage of the Century 21 brand and stays involved in the community as a wife, a mother of two teens, and as a volunteer with the schools, sports and other nonprofits.

“Our family business has been here almost 35 years and to be part of the next generation is incredible,” she says. “I love being able to give my two children motivation for their own goals, showing them that you can reach anything that you want if you have the work ethic.

With compassion as her guiding principle, Sara will continue to thrive. “I stay in touch with people, build relationships and we keep up each other’s lives and their families,” she says. In doing so, she is well positioned to build her business, perhaps one day leading the family real estate business alongside her husband.

“To be successful, you have to be willing to take every extra steps with each buyer and seller,” she says. “People are worth it; they’re so worth it!”

To learn more about Sara Gallipo-Sammis, visit saragallipo.c21.com or https://www.facebook.com/AdirondackHomesCentury21RealEstate/ go to her brokerage’s Facebook page, email sarac21adirondacks@gmail.com or call 518.586.4777 http://

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RAJ JAGGI Raj Jaggi is a Long Island Real Estate juggernaut.

A Punjabi University Law Graduate, he is also a father, husband, and self-made entrepreneur. With over 500 homes sold, Raj has committed his life to his craft, and is truly telling people, “I give the guarantee that if I do not sell your house, I will buy it.” In 15 years, Raj has converted himself from a humble first time home buyer with no real estate experience, to a Top 1% national Realtor®. “I met one of the brokers while looking for a house and he saw potential in me,” Raj recalls, “I was the number one agent in his entire office that year.”

This is what Raj calls his “American Dream,” something he prides himself in helping jumpstart for hundreds of families, foreign and domestic, and ultimately achieving.

With that dream in mind Raj began soaking up valuable information from the nation’s best trainers and best Realtors® around him. He wanted to provide a service beyond expectations. “I love when people are happy. I love when the American Dream comes true.

People move here, get a small house and then move up to a bigger home. I feel the satisfaction when my clients achieve their dream.

And, you know, I’m working with families so if I close 165 like last year, that’s 400 people whose hearts I have touched.”

He believes his mindset is what keeps him in the top 1%, serving well over 500 homes. Although, he might be underrating his marketing skills which has always kept Raj a step ahead of his peers, starting many trends in his market area. Marketing through his family, friends, and network is what has brought him so much success in areas like Hicksville, Plainview, Jericho, Syosset and Muttontown.

Raj is the first to tell you that he is still learning every day, but his more recent goal has been to spread his knowledge to others.

His vision for a better real estate service is what ultimately

began Team Raj Jaggi, a one-stop-shop for all real estate needs being performed by Raj’s trained 16 man team. “For my team, I do not look for experts, I look for learners, they just so happen to become experts during the process,” he exclaims.

He considers his team family, and in a more literal sense some are!

“Recently, I had my sons and wife join the team. It is a great feeling to have their support, but and even greater feeling being able to spend time with them.”

Raj hopes to continue his business as a family affair, “I hope that my family gets to experience the same joy I’ve had.” Anyone who has worked with Raj would know, when they are working with Raj and the Team they are part of the “Real Estate Family”.

And yes it does come with perks.

Every year Raj likes to show his appreciation to his real estate family by throwing his annual Customer Appreciation Party. Now on its fifth year Raj recalls how it started. “It was 80 people the first year, then 200, then 400… you see where it’s going.” Many people can confirm, Raj likes to party and truly knows how to show out. Being an accredited Master of Music, he will grab the mic and show off his vocal abilities. That same passion for life keeps him drawn and attentive to his life’s mission of helping families with their dreams and passions.

“We look to take the stress off the client. Purchasing a home is the biggest investment people make, it is important to keep that process enjoyable,” he says. Despite enormous success Raj continues to develop himself and his team, meeting with his peers, trainers, and brokers to continually enhance his business.

Raj’s advice to any upcoming real estate agent is to remember, “You are never done learning. Through education, any success in life is possible.”

To find out more about Raj Jaggi, visit teamrajjaggi.com, call (516) 996-3633, or email admin@teamrajjaggi.com www.

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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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STAV SOFI Stav Sofi, Broker/Owner at Top Homes Realty in the borough of Queens, brings to the New York real estate game a fresh, young perspective and a business ethos based on honesty and integrity. Stav’s commitment to providing the very best service available in the Empire State has translated into a reputation as a straight-shooting yet empathetic real estate advocate for both buyers and sellers alike.

“My father has been in the business for about twenty years,” says Stav, when asked what inspired him to enter the world of real estate. “He started off as a broker and then transitioned into a developer. Even at the age of eighteen, I knew I wanted to get into real estate.” First, however, came college and a degree, though during those years he worked summers as an intern at a Manhattan real estate company handling violations, inspections and other aspects of the business, all of which prepared him well for the day he would eventually obtain his license, which he did in 2015.

Stav and his team at Top Homes Realty sell primarily in the neighborhoods of both the Queens and Brooklyn bouroughs, though their reach also frequently extends out to the western Long Island county of Nassau. With an impressive market share and a business based in large part on referrals from satisfied past clients, Stav is clearly doing something right. When asked to account for the impressive level of loyalty his clients have demonstrated by referring friends and family to him, he pauses thoughtfully for a moment before replying. “It’s about honesty,” he says. “I learned pretty early on that I’m in a business where I’m dealing with human beings, not machines. Most of my buyers are purchasing their first home, so this is the biggest investment of their lives. I’m also a straight-shooter; I tell my clients everything, whether it’s good news or bad news. I’m straightforward and I never promise anything I can’t deliver.”

Exceptional customer service is also a major factor in Stav’s ever-increasing success. “We are at the service of every single client we work with, any time of day,” he explains. “I think of this as a 24/7 job. They know they can contact me any time they need me, and I think that is really reflected in the positive reviews I’ve been receiving.” Many

of those glowing testimonials can be found on Zillow.com, on which site he is a Premier Agent and where he predominantly markets his listings.

“I love real estate because every day is different,” says Stav, when asked what he enjoys most about what he does for a living. “I love the face-to-face interaction I have with my clients.

Every day I work with someone new, hear a different story, work on a different file. I was never a guy who felt comfortable sitting behind a desk and working nine-to-five. While I do respect that, it’s just not for me.”

When he’s not working – which is rare – he enjoys his life in Manhattan and can be found hanging out with friends, watching sports or working out at the gym. He is also an ardent philanthropist, and donates to local churches and synagogues, as well as a number of worthy charities. His company has also teamed up with American Student Books to provide workbooks to parents interested in tracking their children’s progress in school.

“Real estate is a good way to make money,” he replies, when asked what advice he might have for those contemplating a career in real estate. “But it’s important to look other people in the eye and treat them with the respect that they deserve. I’m a true believer in that, and it’s what drives me every single day.”

For more information about Stav Sofi, call 718-413-5270 or email StavSofi@gmail.com Copyright Top Agent Magazine

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