NEW YORK 4-19-21

NEW YORK EDITION

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

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EASY AT-HOME DIY PROJECTS TO INCREASE PROPERTY VALUE FEATURED AGENT

KYLE KELLY

COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS COVER STORY

MICHAEL LAMORTE

NEW YORK EDITION

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MICHAEL LAMORTE

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KYLE KELLY

CONTENTS 4) RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

21) COOPERATION, NOT COMPETITION, CREATES MUTUAL SUCCESS FOR AGENTS

13) 3 EASY AT-HOME DIY PROJECTS TO INCREASE PROPERTY VALUE

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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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MICHAEL LAMORTE

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Head of The Michael LaMorte Real Estate Team, at Keller Williams NY Realty in White Plains, Michael works with clients across several New York counties, as well as Connecticut.

has been very gratifying to build a business from the ground up.”

Michael LaMorte first became interested in real estate as an investor, a journey that has led him to a brilliant career in the industry.

After completing his coursework to become a licensed Assistant Appraiser, Michael earned his Real Estate Salesperson license and began to focus on sales. “It really took off from there,” Michael says. “I discovered I loved it, and that I was good at it. It 8Copyright Top Agent Magazine

With over ten years in the industry, Michael is now a Real Estate Associate Broker at Keller Williams NY Realty in White Plains, New York. Serving a broad area, Michael works with clients across several counties.

He is also licensed in Connecticut and has experience there as well. Michael heads “The Michael LaMorte Real Estate Team,” leading a group of dedicated professionals who are committed to delivering excellent customer service.

A relationship-based approach is at the heart of Michael’s philosophy and guides his business practice. It is not a surprise that the majority of Michael’s business comes from Top Agent Magazine

repeat clients and referrals. Personable, dedicated, and creative, Michael works hard to provide every client with a smooth, stressfree experience, at every price point. “Most Top Agent Magazine

of my clients do become friends,” Michael says. “I’ve been invited to weddings and home-warming parties, and it’s very rewarding. Over the years, I’ve developed a slogan: Copyright Top Agent Magazine9

“It’s always rewarding to be able to help someone transition in their lives,” Michael says. “Whether they’re upgrading or downsizing, or buying a first-home, I love being part of the process with them.”

‘Come as a customer, become a client, remain a friend.’ That is what governs how I do business.”

the process of buying or selling a home, and you need someone who is able to think creatively and flexibly.”

Along with his compassionate and clientcentered approach, what sets Michael apart is his ability to think on his feet and to work rapidly through challenges. “When a seller or potential client asks me what makes me different from other agents, my answer is: mindset. I’m a natural problem-solver.

You’re going to encounter challenges in

To market his listings, Michael uses a comprehensive strategy that includes digital and social media campaigns that feature custom videos for each property. Additionally, Michael leverages his extensive network to advertise his clients’ homes to his wide database, attracting competitive offers.

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For Michael, his job has never been about the money or the sales. “It’s always rewarding to be able to help someone transition in their lives,” Michael says. “Whether they’re upgrading or downsizing, or buying Top Agent Magazine

a first-home, I love being part of the process with them. Some people when they get into real estate focus on the money. I never did that. I focused on the person in front of me.”

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Active in many charitable organizations, Michael was an MVP of the Year 2020 Candidate, helping to raise $25,000 to support Mariano Rivera’s Learning Center and STEM education. When he is not busy helping clients or giving back his time, Michael is a dedicated family man. Michael loves to spend time with his other half, Danielle, his daughter, Luciana, his step son, Dominic, and their dog, Mason.

Michael is energized about the future and what it holds, planning to continue to grow his business to help more clients, as well as to mentor agents and give back to the future of the industry. Passionate about people, Michael finds much in his career that is fulfilling. “All the people I have met and become friends with, that is what keeps me motivated,” Michael says. “All the new relationships are a reward that cannot be measured with money.”

To find out more about Michael LaMorte, please email michael@michaellamorte.com, visit MichaelLaMorte.com, or call 914.844.6011 www.

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Top Agent Magazine

3 Easy At-Home DIY Projects to Increase Property Value Most homeowners have a lengthy list of chores and bit projects they intend to accomplish around the house. Oftentimes, those to-do items are completed piecemeal over a long stretch of time, or else sometimes not at all. However, when it comes time to prepare a home for market, all those tasks begin to pile-up and overwhelm. The Top Agent Magazine

list of things to do before the photographer comes or the first open house is held might seem endless, but not if you tackle just a few things here and there as you go. These sorts of projects—easy, DIY, at-home tasks you can accomplish in a few hours or less, with tools you most likely have on hand— go a long way with marginal effort.

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Complete a quick rehab of closets and storage areas Many agents advise clients to declutter and depersonalize their spaces ahead of professional photography and home showings. The idea is to provide prospective buyers with a neutral palette. Not only does this allow them to imagine their own lives unfolding within those four walls, but it also helps make a home’s square footage stand out. One way to add visual space to your home without calling in the contractor is to declutter common storage areas and closets. When buyers can get a complete look at a closet’s capacity, or a pantry’s depth, or the garage’s full functional potential, they get a better sense of a home’s potential and thus, its value.

In that vein, consider decluttering and cleaning your high-traffic storage spaces: the garage, pantries, closets, attics, and basements. Besides, organizing and discarding unwanted items help you prep for a move anyway, while giving potential buyers a peak at how spacious your home really is.

Add easy curb appeal with a bit of sweat equity Sure, curb appeal can arrive in the form of a new mailbox, pathway lighting, or updated house numbers, but it can also come cheaper than that. Curb extends to the upkeep of your lawn, landscaping, and home’s façade, and there are plenty of ways 14

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you can give these zones a refresh without spending anything but time. Keeping your front and back yard green and uniform adds a lux layer to exterior square footage.

Likewise, polishing the outside of your windows, trimming hedges, and sweeping the walkway can make a tidy and wellcared for first impression. There are other measures you can take too. Planting wildflower seeds in empty beds, or collecting some landscaping rocks to frame mulched areas can add a bit of character to your residence. Repainting the front door, ensuring trees are trimmed, and keeping back patios Top Agent Magazine

neat and uncluttered also underscore a home at its finest, which is ripe for buyers to snatch up.

Transform tiled spaces into sparkling clean surfaces.

Bathrooms and kitchens are where sellers can stand to add plenty of value in the process of selling a home. While pricey renovations might be out of the question for some, there are still affordable and time-effective ways you can transform for these spaces for the better. Cleaning,

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bleaching, or redoing your tile grout—in either kitchens, bathrooms, or other tiled spaces—can give these high-trafficked areas a new lease on life. Ensuring windows, mirrors, stainless steel appliances and backsplashes are streak-free and polished also demonstrate to buyers that your home is well-cared for and practically move-in ready. Sometimes, the devil is in the details. You might consider relining drawers, changing out knobs and fixtures,

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or else decluttering cabinets and shelves for a fresher look.

No matter the challenges ahead as you prepare your home for sale, completing a few small tasks every weekend or so can put you miles ahead of the competition.

Without spending a dime, you can add serious value to your home’s bottom line, setting you up for success as you begin your own home-shopping adventure.

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KYLE KELLY Top Agent Magazine

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KYLE KELLY

“Real estate was always in the back of my mind,” Kyle Kelly says, while discussing his career. He entered the industry after closing his restaurant in 2008. “I didn’t know what to do after that, and eventually I thought, why not try becoming an agent?” He earned his license in 2010 and hit the ground running, soaking up as much information as he could. Today he leads The Island Wide Team based in Patchogue, New York, which consists of seven members. The vast majority of their business derives from repeat clients and referrals, which Kyle credits to their superior service and dedication. Whether they’re helping a first time buyer or seasoned investor, Kyle and his team go above and beyond to get them towards their goals.

and many more.” Kyle’s heavy involvement in the industry means he is extremely knowledgeable and well-equipped to guide his clients throughout their transactions. For his buyers, he makes sure to educate them on the process so they are never left in the dark. By listening closely to their needs, he is able to find the best property for their lifestyle and utilizes his negotiation skills to get them the

“I’m extremely involved in different aspects of the industry,” he says. “I’m on many different committees on the local, state, and national level, including the Professional Standards Committee, Grievance Committee, REALTORS® Political Action Committee, 18

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best price the market will allow. Meanwhile, his sellers enjoy professional photography, matterport 3D tours, videos and drone footage. “We use the footage from the videos and matterport to advertise on social media, this is where a lot of our buyer leads come from because we are able to target them online, showing the ads to people who are interested in buying.”

After the transaction, clients leave glowing reviews about their time together. One recently said, “I was looking for a knowledgeable, communicative, and diligent real estate agent. Kyle Kelly delivered on all those points and so much more. He was a great negotiator and made sure to keep all parties moving forward towards our closing. The buying process can be stressful and Kyle took the time to talk and keep me focused on our goal of owning our own home. We would not have found the house we did and closed as fast as we did without Kyle. I can’t say enough. If you want the best look no further.”

When Kyle isn’t working, he’s staying active in the community with Habitat for Humanity and his own nonprofit organization. “We host fundraisers and donate to local nonprofits.

We are particularly focused on children with autism.” Kyle is also a member of the PTA at his children’s school and spends any free time with his kids. “My wife works full-time, and I operate this business with two little ones at home, so I’m able to stay with the kids while simultaneously running a successful business.”

Looking ahead, he is eager to continue growing his team and hopes to reach ten team members by the end of 2021. In the meantime, he’s enjoying every minute of his work. “It’s all about the community for me. Helping families get a start is incredibly rewarding. It’s so much more than just the transaction.”

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For more information about Kyle Kelly, please call 631-831-0912 or email KKellyny@gmail.com Photos by Photografik Studios Copyright Top Agent Magazine 19

John Cain is proud to congratulate

KYLE KELLY

on being featured for the State of Maine in Top Agent Magazine!

John Cain | Mortgage Loan Originator | NMLS# 67464 877-781-7788| 516-946-7944 cell jcain@eastcoastcap.com | eastcoastcap.com www.

25 Melville Park Road, Suite 200 | Melville, NY 11747 |NMLS# 1403

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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 22

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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