PENNSYLVANIA 10-15-18

PENNSYLVANIA EDITION

How to Make Your Commute Productive 4 Easy Ways to REDECORATE YOUR OFFICE

Playing the Real Estate Matchmaker

FEATURED AGENTS

SCOTT LIPSCHUTZ NANCI LOREI NILA PORTER & CATHY BURKETT JASON RUGH COVER STORY

MARK CARR

SOUTH CENTRAL PA’S POWER PLAYER

PENNSYLVANIA EDITION

NILA PORTER & CATHY BURKETT

e relatively new to the real estate indusNila Porter and Cathy Burkett have already lished themselves as a force to be reckoned in the Pittsburgh area. Working under the ces of Berkshire Hathaway, these two longfriends have already built a business largely on referrals and open houses, a sure sign ccess in this highly-competitive industry. solid, client-first ethos is responsible for reputation as top agents who consistently heir buyer’s and seller’s needs front and r during each and every transaction.

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Cathy and Nila cherish the relationships they 11 have built with their clients, and work hard to maintain and nurture them. “Social media is such a powerful tool,” says Nila, “so we utilize that to communicate with them and stay in touch. Of course, we also do the texting and phone calling, and we personally invite them to events.” Additionally, the pair send out emails with local information that might be valuable, particularly to those new to the area, or first-time home buyers.

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SCOTT LIPSCHU

Scott Lipschutz of Keller Wi Realty in Wayne, Pennsylvania u stands intuitively what it takes t Top Agent. While relatively new real estate industry, Scott has al distinguished himself as a truste Expert marketing has also played a huge role estate advisor who can be c a combat Army veteran who served in OperationNILA Des- PORTER in the pair’s success. “Every MARK client is unique,” CARRsays Nila, “so SCOTT LIPSCHUTZ tently counted on to place his c orm, and Cathy, a former hospital employee, have been we do have a unique marketing plan for each of them. One of & CATHY ds since 2004, and they entered the real estate industry upon BURKETT the things we do that a lot of other agents don’t – because it needs front and center in every y’s suggestion. “She said that we have drive and determirequires a lot of legwork – is we print and distribute up to 300 ation. Whether working with b n,” says Nila, “and that we should use that as agents. She flyers for an open house, and we hand deliver them to people 23 24 urprised when I said, ‘okay, let’s do it.’ I also told her that in the surrounding neighborhood. This also gives us a chanceor sellers, Scott’s integrity-based approach has endeare were going to do it, we were going to do it wholeheartto talk to the neighbors and just get a lot of excitement goingto his customers, assuring an ever-growing business ba and commit to it one hundred percent.” Commit they did, in the community, letting everyone know that there’s a home Nanci Lorei launched it comesclients. to listing properties, Nan largeher partcareer on repeatWhen and referred heir business is growing by leaps and bounds, based on on the market.” willingness to go above and beyond for their many clients. in real estate more than forty years with the times, and she leverages hig hing is too big or too small to help our clients with,” says While neither of them considers real ago. estate work, becauseup, theyNanci’s parents Growing raphy and written copy to give prospec “whatever the situation is. If we have to go in and help enjoy it so much, when they do get some free time they areScott began his journey in real estate in 2015, after a always wanted to own their own look at a potential home.

Once listings clean up their home because they’re overwhelmed, we’ll basically professional volunteers. “We met through a bibleworking in property management.

“My friends began to We’ve even helped some elderly clients coordinate their study,” says Nila, “and we did everything home,from butcoordinating struggled to have their Nanci secures wide-ranging exposure ac out to me when they were looking to buy a home, askin ng because they can’t do it. Really, we’ll do anything that vacation bible schools, overseeing over a hundred volunteers. dream come to fruition.

“It was leading online listing platforms to net bu ients need from us. We’re there for them.”

That was pretty amazing.” They are both also heavily involvedmy advice; wondering if I could be their agent,” he recal I Parent/ knew my parents experience working with their church and activities such something as their children’s happened three or Nanci’s four times, and thenina light kind with of we and Cathy also point to their relationships with various Teacher Associations.

Nila is also active with two NANCI LOREI JASON wanted, andveteran’s I RUGH honestly believe another addition to her arsenal, and inve and I realized that I should really get my real estate lic ors as a factor in their continuing success. “One thing our programs, Project Journey and Woven. that if they’d had a Currently knowledgeable eye and negotiating prowess as they dev s really appreciate is that we keep in our back pocket a list selling as part of the Hardy Real Estate Group, errals. If a home needs repair, we have a handyman that we As for the future, Nila and Cathy are to grow andlooking caring realtheirestate agent on instantaneous success, in part because enjoyed almost with and have a great relationship with,” says Nila. “We team, continue providing the very best client service availtheir side, it would’ve made a big Beyond the office, Nanci makes it a p grass cutters, window cleaners, a plumber and an electriable in the Pittsburgh area,CONTENTS and to keep building their brandhonest and ethical approach, and in part due to his large s difference forname,” our family,” Nanci community. “One of the things I’ve alw These are all people we have worked with in the past, and recognition. “It would be great to become a household of influence. A high school football coach, Scott is very completely.” says Nila. As an adult, Nanci put her passion to the test and remembers. she explains. “I’m active in my local b involved with that institution, and counts much of his 4) HOW TO MAKE YOUR 17) 5 MORNING HABITS TO MAKE earned her license, beginning a career that would span more than tees for area non-profits, and I served base as originating with his athletic involvement.

COMMUTE PRODUCTIVE YOURToday, DAYsheSUPER four decades and impact countless families. has built PRODUCTIVE for eighteen years. I also volunteer for H a formidable reputation as an agent with integrity, proven experi- serve them as a budget coach.” Addition When asked what else might account for the exceptional le 8) PLAYING THEence, REAL 20)successes.

3 TIPS FOR MASTERFUL and aESTATE commitment to her clients’ a transaction, Nanci sponsors a new ch client loyalty he inspires, Scott grows thoughtful for a mo MATCHMAKER— FOLLOW THESE TO–DO LISTS Library, ensuring that the child receives before replying.

“When I go on a listing appointment,” he Erie, Pennsylvania, Nanci serves the greater region year, to inspire creativity and build read 8 DATING RULESBased TOinENSURE “I really pride myself on selling the person’s home for the 4 EASY WAYS REDECORATE as a solo agent under the banner of25) Marsha Marsh Real Estate TO sharing in the community,” she says. “ YOU MATCH YOUR CLIENT amount of money WILL in the least of always time,” he says. “ Services.

There,nilaporter@thepreferredrealty.com. she has built a business driven almost entirely fortune I’veamount had has been a ce YOUR OFFICE THAT BOOST To learn more about Nila Porter, please call 412-854-7200 or email WITH THE PERFECT HOME I’m working with a buyer, I like to alleviate all the stres earn more about Cathy Burkett, please call 412-551-9616 or email cathyburkett@thepreferredrealty.com by repeat and referral clientele—aMORALE testament to & herIMPRESS longevity In her remaining free hours, Nanci mo CLIENTS do the all the research family for them, theaswhole FOR THEM and track record as a veteran agent. In considering foremost andduring friends, well asprocess.” traveling,S Agent Magazinegenial nature also inspires goodwill amongst his clien factors in her success Copyright thus far,Top Nanci cites a personal touch think people of want As to work someone reallyNan lik and forthright communication as some of the key attributes for thewith future of her they business, working style. “The focus of my business has always been on her successful path, with plans to co Phone 888-461-3930her| Fax 310-751-7068 relational rather than transactional,” Nanci says. “Because I years to come. Finally, with forty-two y mag@topagentmagazine.com | www.topagentmagazine.com work largely by referral, I really stick with my clients for the her, Nanci Lorei reflects on what she long-term. I focus my time, energy, and resources on those rela- about her career as an agent. “There’s No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent tionships. Of course, my clients get great service during the satisfaction that comes from handing p Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published transaction, but I also stay in touch long after and remain a check at the end of a transaction,” Nanc materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. resource. Whether they need a contractor, are thinking about to make a real impact on people’s lives To subscribe or change address, send inquiry to mag@topagentmagazine.com. renovations, or have any general questions or concerns—my true value lies in this industry.”

Published in the U.S. clients know they can reach out to me. I live by a ‘Realtor for Life’ philosophy and my business thrives off of referrals from 2 Top Agent Magazine happy clients.”

For more informat

NANCI LOREI

Having seen her share of the industry’s trends and fluctuations,

please call 610 - 784 - 3

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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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NILA PORTER & CATHY BURKETT While relatively new to the real estate industry, Nila Porter and Cathy Burkett have already established themselves as a force to be reckoned with in the Pittsburgh area. Working under the auspices of Berkshire Hathaway, these two longtime friends have already built a business largely based on referrals and open houses, a sure sign of success in this highly-competitive industry.

Their solid, client-first ethos is responsible for their reputation as top agents who consistently put their buyer’s and seller’s needs front and center during each and every transaction.

Nila, a combat Army veteran who served in Operation Desert Storm, and Cathy, a former hospital employee, have been friends since 2004, and they entered the real estate industry upon Cathy’s suggestion. “She said that we have drive and determination,” says Nila, “and that we should use that as agents. She was surprised when I said, ‘okay, let’s do it.’ I also told her that if we were going to do it, we were going to do it wholeheartedly, and commit to it one hundred percent.” Commit they did, and their business is growing by leaps and bounds, based on their willingness to go above and beyond for their many clients.

“Nothing is too big or too small to help our clients with,” says Nila, “whatever the situation is. If we have to go in and help them clean up their home because they’re overwhelmed, we’ll do it. We’ve even helped some elderly clients coordinate their packing because they can’t do it. Really, we’ll do anything that our clients need from us. We’re there for them.”

Nila and Cathy also point to their relationships with various vendors as a factor in their continuing success. “One thing our clients really appreciate is that we keep in our back pocket a list of referrals. If a home needs repair, we have a handyman that we work with and have a great relationship with,” says Nila. “We have grass cutters, window cleaners, a plumber and an electrician. These are all people we have worked with in the past, and trust completely.”

Cathy and Nila cherish the relationships they have built with their clients, and work hard to maintain and nurture them. “Social media is such a powerful tool,” says Nila, “so we utilize that to communicate with them and stay in touch. Of course, we also do the texting and phone calling, and we personally invite them to events.” Additionally, the pair send out emails with local information that might be valuable, particularly to those new to the area, or first-time home buyers.

Expert marketing has also played a huge role in the pair’s success. “Every client is unique,” says Nila, “so we do have a unique marketing plan for each of them. One of the things we do that a lot of other agents don’t – because it requires a lot of legwork – is we print and distribute up to 300 flyers for an open house, and we hand deliver them to people in the surrounding neighborhood. This also gives us a chance to talk to the neighbors and just get a lot of excitement going in the community, letting everyone know that there’s a home on the market.”

While neither of them considers real estate work, because they enjoy it so much, when they do get some free time they are basically professional volunteers. “We met through a bible study,” says Nila, “and we did everything from coordinating vacation bible schools, overseeing over a hundred volunteers.

That was pretty amazing.” They are both also heavily involved with their church and activities such as their children’s Parent/ Teacher Associations. Nila is also active with two veteran’s programs, Project Journey and Woven.

As for the future, Nila and Cathy are looking to grow their team, continue providing the very best client service available in the Pittsburgh area, and to keep building their brand recognition. “It would be great to become a household name,” says Nila.

To learn more about Nila Porter, please call 412-854-7200 or email nilaporter@thepreferredrealty.com.

To learn more about Cathy Burkett, please call 412-551-9616 or email cathyburkett@thepreferredrealty.com 6

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“There is a powerful driving force inside every human being that, once unleashed, can make any vision, dream, or desire a reality.�

- Anthony Robbins

CONGRATULATIONS Nila Porter & Cathy Burkett on being featured in Top Agent Magazine!

JEANI BELLO Sr. Mortgage Consultant o: 412.465.3544 | c: 412.969.5685 f: 412.465.3546 e: jbello@unionhomemortgage.com UnionHomeMortgage.com/JBello 200 Fleet St, Suite 1050, Pittsburgh, PA 15220

Top Agent Magazine Union Home Mortgage Corp. NMLS 2229

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 8

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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Top Agent Magazine

It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 10

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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MARK CARR

SOUTH CENTRAL PA’S POWER PLAYER

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MARK CARR Top Agent Mark Carr is one-third of Berkshire Hathaway’s Carr, Cleaver & Pendergast Team in York, Pennsylvania, where he and his business partners are currently ranked as the industry behemoth’s #8 team nationally.

It is by no means a stretch of the imagination to call Mark Carr a Top Agent. As one-third of Berkshire Hathaway’s Carr, Cleaver & Pendergast Team in York, Pennsylvania, he and his business partners are currently ranked as the industry behemoth’s #8 team nationally, with over 478 transactions in 2017 alone, totaling over 12 Copyright Top Agent Magazine

$103 million in volume. Mark’s deep wealth of industry knowledge, garnered over his more twenty-four years in the industry - and coupled with his solid commitment to providing the very best client service available – has resulted in his stellar reputation as a fierce and exceptional advocate for his many buyers and sellers.

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Mark began his successful journey in real estate in 1995. “I have a Pre-Law Degree from LaSalle University,” he says, “and I was on my way to go to law school, but I was too antsy to start making money. My mother had been a real estate agent, and I thought that if she did well with it, surely I could do even better!” Despite his youth – he jokingly recalls that he looked fifteen years old when he began his career – Mark set about defining himself almost immediately as a force to be reckoned with. “I looked at what the older agents did, and I put my own spin on it,” Mark recalls. Renting a billboard for $1,600 seemed like an exorbitant expenditure for a newbie, but that gamble resulted in a number of closed transactions, and from that point on he never looked Top Agent Magazine

back as he grew his business to astounding heights, ultimately forming his own power team in 2010. Currently the #1 team in York County, the average time their homes spend on the market is an astonishingly low 22 days, while their average list price to sale price is an incredible 98.2%.

Over 70% of Mark’s business is predicated on repeat clients and referrals, one of the surest indicators of a successful real estate agent. “I think my clients continue to return to me and to refer other customers to me because of my energy and my passion for real estate,” says Mark, when asked what might inspire this level of consumer loyalty. “Also, my knowledge of the area and my 13 Copyright Top Agent Magazine

negotiating skills, and how I present myself to my clients.” Social media also plays a large role in Mark’s ever-growing success. “I embraced social media from the very beginning, starting with Facebook,” says Mark, who also leverages his personal Facebook page to great effect. “I call it the modern-day referral,” he says. “It’s like the yellow pages on steroids to me.”

Cutting-edge, thoughtful and savvy marketing of his listings also factors in to Mark’s reputation as an agent who gets his listings sold quickly and for top dollar. “I know how to make a house Copyright Top Agent Magazine Copyright 14

look its best,” says Mark, who not only uses professional photography exclusively, but also has an eye for what he calls focus shots. “It’s knowing what pictures to take,” he explains. “I want the photos of my listings to talk just as much as any words might. We’re such a visual society, and no one wants to read the details.

Marketing-wise, I go above and beyond in my presentation of the property.” A robust internet presence and - again - utilization of social media ensure that his listings are seen not only in their best light, but by as many potential buyers as possible.

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When asked what he enjoys most about what he does, Mark grows thoughtful for a moment before replying. “I think it’s the interaction with the clients, and knowing that I can take it from start to finish for them, and do it better than anyone else,” he says. “I give the same energy to a $100,000 client that I do for a high-end property. I love the challenge. When there’s a problem, others might finger-point, but my eye focuses immediately on the solution.”

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Mark’s future looks incredibly bright, and his plans are completely in-line with his already spectacular career trajectory. “I want to continue to grow my team,” he says, “and to spend more time sharing my experience and my expertise. I foresee pushing myself really hard for the next fifteen to twenty years.” All the while, of course, focusing on providing the most amazing client experience available in not just Pennsylvania, but pretty much anywhere.

Copyright Top Agent Magazine 15

For more information about Mark Carr, please call 717 - 891-1262 or email Mark@theCCPteam.com

Copyright Top Agent Magazine 16

Top Agent Magazine

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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Top Agent Magazine

Top Agent Magazine

SCOTT LIPSCHUTZ Scott Lipschutz of Keller Williams Realty in Wayne, Pennsylvania understands intuitively what it takes to be a Top Agent. While relatively new to the real estate industry, Scott has already distinguished himself as a trusted real estate advisor who can be consistently counted on to place his client’s needs front and center in every situation. Whether working with buyers or sellers, Scott’s integrity-based approach has endeared him to his customers, assuring an ever-growing business based in large part on repeat and referred clients.

Scott began his journey in real estate in 2015, after a career working in property management. “My friends began to reach out to me when they were looking to buy a home, asking for my advice; wondering if I could be their agent,” he recalls. “It happened three or four times, and then a light kind of went on and I realized that I should really get my real estate license.”

Currently selling as part of the Hardy Real Estate Group, Scott enjoyed almost instantaneous success, in part because of his honest and ethical approach, and in part due to his large sphere of influence. A high school football coach, Scott is very much involved with that institution, and counts much of his client base as originating with his athletic involvement.

When asked what else might account for the exceptional level of client loyalty he inspires, Scott grows thoughtful for a moment before replying. “When I go on a listing appointment,” he says, “I really pride myself on selling the person’s home for the most amount of money in the least amount of time,” he says. “When I’m working with a buyer, I like to alleviate all the stress and do all the research for them, during the whole process.” Scott’s genial nature also inspires goodwill amongst his clients. “I think people want to work with someone they really like,” he

says, “so I really work hard to establish a relationship with my clients and make them feel welcome, or that they can ask me anything at anytime. I keep all lines of communication open.”

The best evidence of Scott’s professionalism and dedication is perhaps found in this glowing testimonial to his services on Zillow.com: “Scott did a great job from start to finish. Scott took the fear out of the home buying process and walked me through each step along the way. He is a very knowledgeable agent and I would recommend him to anyone looking for an experienced and reliable agent who knows the buying process inside and out!”

Despite the considerable financial rewards of a career in real estate, it’s the more personal side of the industry from which Scott derives the most job satisfaction. “I love talking and meeting new people,” says Scott. He also enjoys the flexibility his job affords him. “I like that it’s not a typical nine-to-five job.

I’m on the run a lot, which I love because I hate sitting still. So I think the job really lends itself to my personality. I think one of the reasons I’ve succeeded is because it really suits me.”

Scott’s plans for the future of his business are fairly simple: to employ his stellar work ethic and just keep his head down and keep moving forward. “I don’t believe in setting goals…

I think it’s more important to just work as hard as you can. I think that gets recognized by both your clients and your peers, and everything else just falls in line.”

Scott has a few words for prospective clients: “When I take you on as a client and we start working together, I really want you to enjoy the experience of working with me and getting to know me and my family. I want to get to know you and your family. It’s a journey we take together that is much more than a professional relationship, it’s a sense of community, a sense of brotherhood.”

For more information about Scott Lipschutz , please call 610 - 784 - 3279 or email ScottLip@kw.com Top Agent Magazine

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3 Tips For Masterful To-Do Lists

by Rob Flitton

Here are three masterful tips to easyto-prepare and easy-to-perform todo lists.

1-Important v. Urgent.

Always prepare your lists based on what is important, not what is urgent. Why? Let’s define our terms.

“Important” in this context is about what matters to you. “Urgent” in this context is about what matters to others.

People have a tendency to not only assemble their lists based on the needs of other people, they get derailed by interruptions and distractions from the pressing needs of others—they get on phone calls, discussions, text-threads, or emailexchanges that take away their focus.

The corollary tricks here are to (i) negotiate for time and space in advance, and (ii) learn to say “no.”

Since you want to focus on what’s important and not on what’s urgent, it causes you much less friction to negotiate ahead of time with those who matter to you for the time and space you need to be able to focus.

This keeps you from worrying about family matters when at work, and work matters when enjoying your family or leisure time.

When we are afraid in life to politely say “no” to the wrong thing, we makes ourselves unavailable to say “yes” to the right things. Those who appreciate and understand you will cooperate—those who do not will simply have to adjust.

2-Obey The Crow.

Sometimes these urgency-intruders There should never be more than 7 can be close to you and hard to say items on your to-do list. No one no to—your spouse, boss, children, can concentrate on too many things at once. customers, or strangers.

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To be able to focus, a person needs to be able to discern which activities or ideas are most important to him at that moment, and at any given moment a person is only able to hold, focus on, or visualize perhaps somewhere between 4 and 7.

This limitation was understood from an experiment observing a flock of crows gathered in a clearing. When various groups of men would cross the clearing and then enter the nearby woods, the crows would flee to the Top Agent Magazine

treetops only to return when the full number of men could be accounted for—i.e., when they felt safe.

If one man went in and then came back they would return to the clearing. If three men went into the woods and only two returned, they wouldn’t. If five men went into the woods and only four returned, they felt safe to return to the clearing.

This means that the crows could only hold 3 or 4 units of the men in their focus.

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Focusing on where the money comes from strips away all of the non-essentials.

For humans, the same is true but may be slightly higher. Look at a forest—you can perceive and focus on and count about 6 or 7 trees at one time, but you can never focus on or count an entire forest.

being the most important, and 1 dollar sign being the least important—like movie, book or restaurant ratings.

At the end of the to-do list period— whether it is a daily, weekly, monthly or annual list—you need not have completed every item, but you need to have entirely completed or accomplished the 4- and 5-star items. You would rather fully complete three 5star items than partially complete all seven items on your list.

The powerful piece of knowledge here is that by using unit economy— by limiting your ideas and activities into manageable groups—you can greatly overcome these limitations and leverage your means to tackle more and more work. By breaking lists down into groups of 4 to 7 Money is a measuring stick for how units, you can accomplish hundreds, effective you are at conducting your if not thousands, of important jobs business—it is really the only objective means of measuring your and tasks annually. effectiveness. Yes, there are plenty of non-monetary goals and outcomes 3-Dollar Signs.

The matter of deciding what should we all want to achieve, but I assert be at the top of your list should that being profitable matters the come down to the money. Money is most, and your to-do lists need to best barometer of what you should establish the mental attitude required spend your time on. Bookkeeping is to achieve maximum profitability. an important task in business, but Focusing on where the money comes closing sales is significantly more from strips away all of the nonimportant—no sales adds up to no essentials. need for bookkeeping.

Rob Flitton is a Seattle Real Estate MarAssign everything on your to do list a number of dollar signs, 5 dollar signs 22

keting specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

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NANCI LOREI Nanci Lorei launched her career in real estate more than forty years ago. Growing up, Nanci’s parents always wanted to own their own home, but struggled to have their dream come to fruition. “It was something I knew my parents wanted, and I honestly believe that if they’d had a knowledgeable and caring real estate agent on their side, it would’ve made a big difference for our family,” Nanci remembers. As an adult, Nanci put her passion to the test and earned her license, beginning a career that would span more than four decades and impact countless families. Today, she has built a formidable reputation as an agent with integrity, proven experience, and a commitment to her clients’ successes.

Based in Erie, Pennsylvania, Nanci serves the greater region as a solo agent under the banner of Marsha Marsh Real Estate Services. There, she has built a business driven almost entirely by repeat and referral clientele—a testament to her longevity and track record as a veteran agent. In considering the foremost factors in her success thus far, Nanci cites a personal touch and forthright communication as some of the key attributes of her working style. “The focus of my business has always been relational rather than transactional,” Nanci says. “Because I work largely by referral, I really stick with my clients for the long-term. I focus my time, energy, and resources on those relationships. Of course, my clients get great service during the transaction, but I also stay in touch long after and remain a resource. Whether they need a contractor, are thinking about renovations, or have any general questions or concerns—my clients know they can reach out to me. I live by a ‘Realtor for Life’ philosophy and my business thrives off of referrals from happy clients.”

Having seen her share of the industry’s trends and fluctuations, Nanci offers clients unmatched insight into the transactional process. What’s more, she understands the high stakes emotional impact on the lives of her clients and acts as a steadying force throughout the buying or selling process. “One of the things that I am always aware of when working with clients is that there is plenty of stress attached to the process,” Nanci says. “Because of that, one of my biggest jobs is to make things easier and even try to add some fun along the way. I alleviate some of that stress by applying steady communication and by keeping expectations up to date and in check. Stress mounts when people are unsure of what’s next, so I do my best to keep people in the loop every step of the way.”

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When it comes to listing properties, Nanci’s approach has evolved with the times, and she leverages high-quality digital photography and written copy to give prospective buyers an immersive look at a potential home. Once listings are prepped for market, Nanci secures wide-ranging exposure across social media and the leading online listing platforms to net buyer interest in short order.

Nanci’s experience in working with investment properties is another addition to her arsenal, and investors trust her discerning eye and negotiating prowess as they develop their portfolios.

Beyond the office, Nanci makes it a point to participate in her community. “One of the things I’ve always done is give back,” she explains. “I’m active in my local board, I serve on committees for area non-profits, and I served on a municipal authority for eighteen years. I also volunteer for Habitat for Humanity and serve them as a budget coach.” Additionally, each time she closes a transaction, Nanci sponsors a new child through Imagination Library, ensuring that the child receives a book each month for a year, to inspire creativity and build reading skills. “I really enjoy sharing in the community,” she says. “Paying forward the good fortune I’ve had has always been a central part of my work.”

In her remaining free hours, Nanci most enjoys time spent with family and friends, as well as traveling, painting, and gardening.

As for the future of her business, Nanci intends to forge ahead on her successful path, with plans to continue her growth in the years to come. Finally, with forty-two years of experience behind her, Nanci Lorei reflects on what she has come to value most about her career as an agent. “There’s nothing like the personal satisfaction that comes from handing people their keys or their check at the end of a transaction,” Nanci says. “As agents, we get to make a real impact on people’s lives. To me, that’s where the true value lies in this industry.”

To learn more about Nanci Lorei email Nanci.Lorei@MarshaMarsh.com, visit NanciLorei.com, or call (814) 881 – 0580 www.

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JASON RUGH A REALTOR® whose clients consider him more of a friend than a business contact must be doing something right. As Franklin County, Pennsylvania, REALTOR®, Jason Rugh, puts it, “Real estate is about relationships, not transactions.”

Jason, who entered real estate well over a decade ago after purchasing his own first home, enjoys the connections the business allows him nurture.

Because of his focus on people and his expertise in Franklin County, Jason receives more than 80% of his business by way of referral or repeat buyers and sellers.

Jason has enjoyed the pleasure of experiencing the growth in demand for residential real estate in Franklin County communities stretching from Chambersburg to the border of Maryland and up past Shippensburg. “Everything in our local market is rarely on the market longer than two weeks before it’s sold,” says Jason. Given this, Jason has endless opportunities to showcase his local area expertise, his relentlessness on behalf of buyers and his thorough marketing packages for listings.

He explains that each relationship starts by getting to know each other, with Jason learning the client’s greatest goals, needs and motivations. “They feel comfortable, which makes a huge difference in how we work together.” It’s not uncommon, for example, that a buyer feels comfortable enough to call Jason at night if they learn of a home they may want to view. Jason is known for getting people into homes as early as possible and for working tirelessly through the negotiation stage and all the way through closing.

“One of the biggest decisions people are going to make in their life is buying their home,” he says. “I enjoy helping people through that and getting to know them along the way.” Jason’s team includes another agent who specializes in buyers, along with a marketing coordinator. Together, they deliver hands-on service, with Jason involved in each relationship and transaction. “I am also looking carefully for an agent to specialize on REOs and foreclosures,” he adds. This effort speaks to his understanding of the business and the importance of customer service. He knows that the world of foreclosures and REOs can be a business in and of itself; he wants to ensure each of his clients gets the time and attention they deserve.

With his sellers, Jason provides a comprehensive marketing package, including professional photography, aerial drone images and heavy online marketing including syndicated 24

listings to hundreds of websites. “I also do HD virtual tours and targeted ads on Facebook and all other social media,” he explains. Additionally, he co-manages an app with a local mortgage lender through which they promote each listing.

“And of course I take advantage of my website and networking with other agents.”

In an area that is family focused and community-centric, being an active local neighbor is another way that Jason naturally markets both his business and his listings. “I sponsor the local sports in the area and I assistant coach whenever possible for my son’s soccer team.” Whenever he is asked to support a local nonprofit or charity drive, he is more than happy to participate, first and foremost as a way of personally giving back to the community that he serves.

“I also have a family,” says Jason, explaining that the family enjoys time at the park, plus getting outside and relaxing together. “I make a point of not working on Sundays; it’s important to be there for both my clients and my family!”

Meanwhile, by gradually building a strong team that embraces his own values of service and relationships, Jason expects to free up more family time for himself while allowing other professionals to grow and thrive in Franklin County Real estate.

To learn more about Jason Rugh, visit jason.rugh.homesale.com or go to his Facebook page, email jrugh@homesale.com or call 717.267.3222 http://

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4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it?

The fact is humans take all sorts of social, behavioral, and emotional cues from our environments.

And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners?

Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible.

You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time.

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3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated.

If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture.

Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations.

Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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Laughs!

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