PENNSYLVANIA 7-1-22

PENNSYLVANIA EDITION

TURN OPEN HOUSES INTO DESTINATIONS

KEEPING IN TOUCH –

6 Habits of Highly Productive Agents

HOW TO STAY IN YOUR CLIENTS’ LIVES FOR THE LONG HAUL

FEATURED AGENTS

SHARON ST. CLAIR LANA SYPEN COVER STORY

AURIA ROMAN

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day.

Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it.

As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list.

You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second.

We all do it!

Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful.

Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova5

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news?

Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 6

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business.

Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about.

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AURIA ROMAN Top Agent Magazine

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Top Agent Auria Roman works out of the Keller Williams Realty Group and leads a team of seven agents serving Montgomery County, the Main Line district and some of Delaware County.

Auria Roman knows her way around real estate.

From Construction to Lending, she’s done it all.

“It’s been in my blood,” she says, “lending, the family business, construction. I can wire your whole house. My dad was an electrician and I picked it up.” Her family was in construction for over 40 years, so she grew up in the real estate industry. As an adult, she spent over a decade in lending until 2008 “when everything toppled over.” Having just purchased a home in the area, she decided to get her contractor’s license. “The family construction (business) was not licensed in Pennsylvania, so she went and got her general contracting certification for Pennsylvania, “ByeBye Renovations” and started servicing referred clients. “So obviously”, she says, “This is my niche. I’m in my element, doing what I love, Real Estate in all capacities.”

The connection is key, Auria says, with more than half of her business coming from repeat business and referrals. “I stay in touch with them. Most importantly, I’ve built a network of connections, where, if it’s not real estate, I’m helping them either with lending, renovation work or just simply 8Copyright Top Agent Magazine

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staying in touch.” Keller Williams has an amazing CRM platform that helps her stay in touch with her clients. “We always keep them informed with anything that happens in the housing and financial market. I’m constantly being referred because of my presence.”

Her relationships with past clients also help when marketing new listings. “Last month, I just listed Top Agent Magazine

26 properties from a repeat customer,” she says.

“What I do is, I utilize my database to help unite buyers and sellers alike. Especially in a seller’s market, like we have today. I unite past or current clients to homes that have not hit the market yet.

Because right now, if you have 5-10 people putting in offers, realistically there are 4-9 losers and only 1 winner. I bring the buyers to them and we negotiate a deal; we get it closed.”

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Last year after closing 40 deals, I decided to build a team, Auria says. “We’re called the Dream Team and I’m very selective.”

Auria works out of the Keller Williams Realty Group, brokered by Terese Brittingham and Tom McCouch. They bring together the community through Red Day Contributions, large donations through Alex’s Lemonade and so much more. In addition to the charity work that Keller Williams Realty Group offers, Auria stays engaged through her own charity groups such as Freebies, a group site she created on Next Door. “We clear out a lot of homes, so what I do is engage with the community, everybody in that Main Line district,” she says. They post free items available to anyone in that vicinity.

“When we had the hurricane and the tornado, we donated a lot of stuff. Everything is free; so no selling allowed.” When the pandemic hit, she sent out an email through her database and delivered large care boxes with toiletries, sanitizing supplies etc., to anyone that needed help. She’s the real deal.

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Auria’s hobbies are music and poetry. “I like to play the piano, the guitar. I like to write. I’ve published a couple of poems back in my day,” she says.” One song was actually sung by a famous country singer in the 80’s.”

Looking ahead, Auria’s focus is to continue servicing current and past clients with their referrals and growing her team. “That’s what I will call retirement,” she says. “We have some amazing agents that I continuously help to shine and excel in our business.”

Auria has seven agents on her growing team. They serve Montgomery County, the Main Line district and some of Delaware County. “So, I’ve been working solo, up until now,” Last year after closing 40 deals, I decided to build a team, she says. “We’re Top Agent Magazine

called the Dream Team. I’m very selective,” she says. “There are certain people out there that are what I would call ‘people’s people.’ They really Top Agent Magazine

have that heart-to-heart connection; they want to do the right thing; they really care for the customer.

That’s who I want on my team,” she says.

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The Dream Team Agents are: Auria Roman – Specializes in General Contracting Flips & Reselling With a strong background in Negotiations and Lending.

Gina Aiello – Specializes in investment sales for sellers. She is a single mom, Christian, hardworking and passionate. She’s been in fitness and nutrition for over 30 years; far more than anything she loves her children. Her strengths in Real Estate are caring and amazing customer service.

She loves the transaction from start to close with buyers or sellers and is very knowledgeable with every deal.

Harriet Morton – Specializes in Land for both buyers and sellers.

She enjoys reading mysteries, traveling to new and exciting places, trying new foods and exploring new restaurants. Reading is also an enjoyable pastime. She walks for exercise and is looking forward to lifting weights to supplement walking. Her passion is photography and she enjoys taking photos of flowers and nature.

Ferris Griffin – Specializes in community housing, rentals & 1st time homebuyers. She enjoys exercise, swimming, cooking food and having family get togethers. She loves watching good movies, going to the beach and making clothes.

She has great love for animals, especially dogs and cats.

Bill Johnson – Specializes in Commercial, New Construction & Building He loves travelling to beaches from the Jersey shore, to Mexico and Virgin Islands. Is a sailboat enthusiast and loves scuba diving. His expertise is in New Construction, building and helping people realize their dreams.

Auria is additionally welcoming these rising stars to the team: Heather Merin, and Kelly Sandora!

To learn more about Auria Roman, please call 610.563.4281, visit mainlineteam.com, or email auriaroman@kw.com www.

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HOW TO STAY IN YOUR CLIENTS LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work. To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside.

Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: Top Agent Magazine

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INDIVIDUAL PERSONAL CONTACT One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch.

Of course, nothing beats face-to-face contact. Stopping by to say hello can be a great way to keep in contact. An even better way to catch up and maintain that friendship is to set up a lunch or coffee date with past clients. Giving individual clients your undivided attention goes a long way towards maintaining that bond you formed during the transaction and earning your client’s loyalty and trust. Interactions like this make a lasting impression on your clients.

Of course, many busy REALTORS® may not have time to follow up with every client oneon-one. A great way to still give personal attention to your clients without meeting each and every one for lunch is to throw a client appreciation party. This allows you to get in some face-to-face time with each client and make sure they all get your undivided attention and quality time to catch up with you, even if it’s only for a short time.

Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s interests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS One way that many REALTORS® keep in touch with their clients is by sending them newsletters. This form of contact can be a double-edged sword. You want to make sure you provide them with useful information that reminds them of your value as a real estate professional.

Otherwise your communication will amount to nothing more than spam, and clients will think of you less as a trusted friend and more as a nuisance salesperson.

Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and 14

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housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note.

GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it.

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TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time.

You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts.

This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED No matter how you choose to keep in contact with past clients, make sure to be consistent.

Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year.

Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business.

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SHARON ST. CLAIR There’s an old saying in sports that “numbers don’t lie.” Basically, it means you don’t have to suspend belief if you can see it all laid out on paper in black and white. ® For REALTOR Sharon St. Clair, the numbers are staggering for someone who earned her license in 2020. In her first full year in 2021, Sharon sold 23 units for a total volume of $8,267,919. For the first three-and-a-half months of 2022, she closed 28 units for $5,872,990, putting her on target for $20 million or more for the year. That doesn’t include any referrals she made across the U.S. or off-market properties she secures for clients. And it all started on an instinct.

universities such as Carnegie-Mellon – and yet, at the same time, maintaining an affordable housing market.

“I am the co-founder of a national award-winning inspection company. I got to see the transaction from a completely different perspective, and I got to work with a lot of brokerages and agents and clients in a very important part of the transactions,” said Sharon. “When COVID hit in early 2020, intuitively I knew that people were going to need quality representation. My background, aside from being in the inspection business, is I am a former practicing attorney. Not that I practice in real estate but there were certain elements and skills and a way of thinking. I just realized COVID was going to be a game-changer and I decided to hang my license.”

Sharon has also positioned herself well in the community. She said she grew up poor, and that going to college and eventually buying her first home was a huge deal for her. It was her incentive to not only get into real estate but to become part of Habitat for Humanity, as well as to donate funds from her inspection company to animal shelters.

Don’t look for her name anywhere, though. She prefers to work in the background and if there’s a need to be met, she meets it. Going forward, her focus is on building a team.

Sharon described herself as an air traffic controller, directing resources so that the client is best served.

She noted that Pittsburgh and the area remains a robust technology city surrounding by great research

“When I set up the inspection company, I set it up to have what I would have wanted as a consumer when I bought a house. I look at the experience and built a company and systems of not only confidence and knowledge, but for client experience.

I then took that approach and I introduced it into real estate,” Sharon said. “What we do and how we do it is quite different than probably what other clients are used to. I believe fundamentally it’s about a client experience and agents being able to show value. We are in a market where you must position people. Positioning is the key to success.”

“It’s incumbent on the professionals to be the best versions of ourselves. Whether you’re a lender, agent, or inspector, you’re there to step up and serve the client and to give them the best of what you have to offer to help position them to be successful in the transaction but beyond the transaction,” Sharon said. “What you do has a long-term effect.”

You can reach Sharon St. Clair on her cell phone at 724-503-0014.

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Laughs!

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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

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The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property Top Agent Magazine

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success.

Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks.

But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately.

1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming.

2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 22

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud!

3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits.

4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know.

Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone.

5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it.

Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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LANA SYPEN In early 2018, Lana Sypen decided to make a change and joined one of the top-rated firms in her area- Keller Williams. Lana joined Keller Williams after a few slow months with EXP Realty. She felt she needed to find a company that was the right match for her, and Keller Williams seemed to be the perfect fit. She has since found the support and guidance she was looking for to take her career to the next level. With her passion for real estate and dedication to her clients, she ensures that her clients have the best experience possible.

When you work with Lana, you can expect dedicated service and a commitment to finding the perfect property for you. As a solo agent, Lana serves the Bucks, Montgomery, Lancaster, and Pocono County areas of Pennsylvania. “I love to drive, so 2 or 3 hours of distance away is OK for me.” Living in the USA since 2010, Lana has built a wide network of contacts and is familiar with all the different neighborhoods in her coverage area. Lana is also part of an excellent referral program that helps bring in new clients and ensures she has access to a variety of listings across the state.

found a “for sale by owner” on Facebook and was able to bring that client 15K over their asking price. Lana is a pro at negotiating. Her lender calls her a “good witch” because she always seems to bring good luck to her clients. When an offer is accepted, Lana feels like everyone wins. She loves the feeling of excitement and happiness that comes with it.

In her free time, Lana enjoys spending time with her sons. They like playing in the park, visiting lakes, and enjoying nature. She also loves relaxing and watching Netflix. Lana doesn’t believe in planning because she believes that whatever can go wrong will go wrong; she prefers to be dynamic and go with the flow. Last year was a breakout year for Lana after quadrupling her output and purchasing her primary residence. She purchased her first investment property in April of this year, and looking ahead she hopes to add another investment property to her portfolio and possibly build out a team. With her strong work ethic and drive for success, there’s no doubt that Lana will achieve all of her goals!

Lana keeps in touch with all her past clients to remain friendly and top of mind. She knows that it’s important to keep those lines of communication open because you never know when someone might need her services again. She calls, sends text messages, postcards, and sends flowers on anniversary dates. “I had a client who had a friend that arrived in the US and needed a place to stay. I found them a rental and was able to refer them to my daycare.” Her clients trust Lana and know they can call her with any questions. Last year she closed 42 transactions as a single mother raising three kids - talk about impressive!

With over 20,000 followers on her Instagram profile, Lana has the reach and influence to get your listing seen by the right people. And she’s not afraid to think outside the box when it comes to marketing - she once Top Agent Magazine

To learn more about Lana Sypen email svetasypen@gmail.com, call 267-815-6560 (cell), 215-757-6100 (office) or visit lanasypen.com www.

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