SOUTHERN CALIFORNIA 9-11-23

SOUTHERN CALIFORNIA EDITION

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TIPS TO GET NEW CLIENTS

The Daily Schedule of a SUCCESSFUL REAL ESTATE AGENT

HOW TO SPEED UP

FIRST-TIME HOMEBUYER TRANSACTIONS Top Agent Tips and Questions for

FEATURED AGENTS

CARLOS ORTEGA CYNTHIA NEMELKA KEITH LIVERMAN

CHOOSING YOUR LISTING AGENT

COVER STORY

AILINE VAKIAN

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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AILINE VAKIAN

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Top Agent Ailine Vakian works primarily in the San Fernando Valley, Ailine focuses on the southern side along the Rt. 101 corridor, stretching from Studio City to Tarzana to Calabasas.

With a career spanning more than a decade, Ailine Vakian’s journey into real estate began unexpectedly. After spending 14 years in the money management business as a marketing manager for a Fortune 500 company, a pivotal moment presented itself. Her office was relocating to northern California, prompting her to make a life-changing decision. ‘Somebody made the comment to me, “Hey, why don’t you try real estate,”’ recalls Ailine. “I was tired of being in an office all day and felt like I needed more human interaction. I’m a people person, and my job was starting to weigh on me after 14 years.”

Ailine decided to act on her friend’s suggestion, and that leap of faith reshaped her entire career trajectory. Working primarily in the San Fernando Valley, Ailine focuses on the southern side along the Rt. 101 corridor, stretching from Studio City to Tarzana to Calabasas. Today, Ailine is on track to 8Copyright Top Agent Magazine

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double her average annual volume, a feat only accomplished due to her empathetic nature which aligns with the needs of her clients.My clients know that my primary goal is to serve them above all else. It’s about building relationships and gaining their trust.”

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Ailine has a strong penchant for working with buyers. “I know a lot of agents cringe at that thought,” she notes, “but I love the idea of being able to help somebody with such a big first step in their lives. It’s very fulfilling for me.”

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Known for her remarkable marketing strategies, Ailine leaves no stone unturned in promoting her listings. She invests significantly in each property, ensuring it captivates potential buyers from the moment it hits the market.

Known for her remarkable marketing strategies, Ailine leaves no stone unturned in promoting her listings. She invests significantly in each property, ensuring it captivates potential buyers from the moment it hits the market. From meticulous staging and preparation to high-end photography, videos and specialized websites for each listing, Ailine’s attention to detail is unrivaled. “I Copyright Top Agent Magazine 10

focus on hosting really nice open houses,” she adds. “I invite all the neighbors. I really create a buzz around the home.”

When she’s not helping clients navigate the real estate world, Ailine relishes time with her family. Together with her husband and two boys, she explores the world through travel, seizing every opportunity to create Top Agent Magazine

memorable experiences. As for the future of her business, Ailine intends to continue growing her volume while maintaining her one-on-one connection with clients.

She aims to expand further into the luxury market, building on her recent success in handling upscale listings.

The most satisfying part of Ailine’s job is being a trusted real estate consultant

to her clients, friends and family. “Many people call me for advice, even if they’re not particularly ready to buy or sell,” she shares. “They respect and value my opinion. In my previous job I felt like I wasn’t having an impact on people. But in real estate, I love being able to help people, whether they are a first time buyer or seller or a seasoned investor. I love all of it!”

The most satisfying part of Ailine’s job is being a trusted real estate consultant to her clients, friends and family.

“Many people call me for advice, even if they’re not particularly ready to buy or sell,” she shares.

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For more about Ailine, please call 818-399-0060, email homesbyailine@gmail.com or visit homesbyailine.com or Facebook

https://www.facebook.com/people/Ailine-Vakian-Realtor/100038120746080/

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The Daily Schedule

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

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

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

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

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

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

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

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

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

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

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

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

1.5 hours – Spend this time prospecting and appointment setting.

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

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

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

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

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

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CARLOS ORTEGA Meet Carlos Ortega, an emerging force in the world of real estate who transformed his career from cabinetry to property investment and sales.

With an infectious enthusiasm for his craft, Carlos’ journey into the real estate realm began as a mere investment strategy. After two decades in the cabinet industry, he craved more financial freedom and saw an opportunity in real estate. “I thought I would do this part-time to make extra money and then use that money to invest in real estate,” recalls Carlos.

But as he delved deeper, his perspective shifted. “I realized I’ve been working 20 years for someone else making sure they’re doing OK. And then I concluded, why not just do that for myself? Real estate allows me to do that.”

Embracing this new direction wholeheartedly, Carlos has been in the real estate game for a total of three years. What sets him apart is his one-manshow approach. He takes pride in being a solo act, proving that a determined individual can thrive in the bustling market of Coachella Valley, southern California. “It’s just me,” he states confidently.

His territory is an area he describes as a hidden gem of the real estate world. Coachella Valley, a fast-growing region, offers a unique mix of affordability and diversity, making it a magnet for people from various backgrounds, locations and even foreign countries. “It’s a very diverse area,” he notes, “from entry level all the way to multi-million-dollar homes. And it’s still somewhat affordable.” Carlos’ genuine excitement for the potential of this area is infectious.

His business model is rooted in building relationships. Carlos believes in the power of personal connections.

“The best way for me to generate business is to just go and talk to people, creating relationships,” he says. He acknowledges the effectiveness of traditional methods such as mailers and emails, but finds that a simple phone call can often be the most impactful. “Sometimes it’s best to just pick up the phone and say hi,” he adds.

Despite his relatively brief time in the field, Carlos has managed between 30 and 40 transactions. But his deepest satisfaction emanates from the people he has helped along the way. “I’ve met so many different kinds of people,” he says with enthusiasm. “Just being able to help them is the best value I can give. Most people don’t understand that there’s so much that real estate can do for their lives; I love revealing that to my clients.”

Outside of his career, Carlos finds solace in family time. “With my family, we just hang out,” he shares.

“It’s the small things.” As for the future, Carlos envisions a business that operates like a well-oiled machine, allowing him to focus more on his investment endeavors. “My goal is to create a real estate system where I don’t have to put that much work into it anymore,” he explains, “and then leverage that for my business in property investment.” Carlos envisions transitioning towards a broader entrepreneurial landscape that includes an investment portfolio. With his story still unfolding, promising new chapters of innovation and success await Carlos Ortega.

For more information about Carlos Ortega, please call 760-625-9224 or email MyRealtorCarlosOrtega@gmail.com, visit his Instagram, Facebook, or LinkedIn https://www.instagram.com/carlosthedesertsrealtor/

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https://www.facebook.com/TheDesertsRealtor/ https://www.linkedin.com/in/carlos-ortega-7820a6197

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How to Speed Up First-Time Homebuyer Transactions Working with first-time homebuyers can be among the most rewarding real estate transactions an agent can embark upon.

Not only are you helping guide newcomers into the housing market, but you’re also witness to the excitement and triumphs along the way, including handing over those keys for the first time. While 16

helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

So, what’s the best way to streamline the homebuying process for first-timers, while maintaining the magic and keeping your sanity along the way?

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While helping first-time homebuyers navigate the transactional process can be a reminder of real estate’s benevolent power, it can also come with its own bumps and bruises.

Set expectations upfront and often.

It’s no secret that communication is a cornerstone of a successful real estate practice and client relationship. Amidst a transaction as complex as buying (or selling) a home, it’s important that no wires get crossed, no questions go unanswered, and no information gets lost in translation. To accomplish this, create communication parameters with your clients up front. Inquire about the communication medium they’re most comfortable with—a text, a call, an email, etc.

Then, tailor your outreach accordingly.

Also, consider setting a weekly time to check in, even if no official progress has been made. This helps clients and agents touch base, float questions and concerns, and get ahead of any problems or developments. Another helpful tool is to draft a transaction timeline for your client that outlines the major milestones along the way, what sort of information will need to be gathered, what steps taken, and what outcomes are possible. This might seem like exhaustive work, but in the era of digital research, clients will come to their own conclusions and biases Top Agent Magazine

whether you like it or not. To stay on the same page and timeline, be the foremost resource for your client, and don’t leave their questions up to chance.

Know your first-time homebuyer programs and perks.

There are a variety of national, state, regional, and local grants and programs that aid first-time homebuyers as they pay their down payment, shop for home or mortgage insurance, and otherwise deal with the financial implications of becoming a homeowner. Sometimes these programs are neighborhood-specific in certain cities, with incentives to buy in up and coming areas. In some cases, there are grants that support underrepresented minority communities breaking into homebuying, and these can go a long way in making the burden of a down payment and associated fees doable. In other words, do your research.

The right program or grant could make the difference in nabbing a dream starter home for your client, while setting them up for future financial success.

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Get pre-approved for a mortgage—and shop around for the best rate.

Not all mortgage rates are made equal. As an agent, you likely have good relationships with area lenders that you trust, but it’s still important to complete your due diligence when helping first-time homebuyers find the rate that suits their longterm housing goals. Also remember that first-time homebuyers are new to this process, and while real estate transactions are complex in their own right, the borrowing and lending processes can be alienating in their complexity. As an agent, it’s your job to play intermediary and teacher, ensuring your clients know their options, are prepared to make an educated decision, and

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feel confident that they’ve chosen correctly. Talk with your preferred mortgage partners to best outline options for your clients’ understanding, laying out a framework that’s informative, projected into the future, and allows them to feel empowered by knowledge.

All in all, working with first-time homebuyers can be an exciting and joyous occasion, as long as you’re adequately prepared for some hand-holding and instruction along the way. Aside from the enthusiasm of successful first-timers at the closing table, you’ll also enjoy the lasting benefit of strong referrals to their friends and family, many of whom will be shopping with you for their own first dream homes.

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CYNTHIA NEMELKA From law firm controller to revered real estate maven, Cynthia Nemelka’s journey is far from conventional.

After working for 16 years at a law firm, Cynthia’s employer told her he was going to be retiring in a year.

She took that as an opportunity to decide on what career path to take next. “At age 43 I thought I should probably figure out what I wanted to be when I grew up,” Cynthia explains. “My current field of work was not fulfilling. I wanted to have a career that helped people, so I started focusing on nursing.” Cynthia’s father Larry, who was a Realtor®, encouraged her to get her license for extra income while going back to school. Cynthia took his advice and immediately fell in love with her new career as a Realtor®. A year later the market crashed. Instead of leaving the business, as many agents did, she “niched” her way through those first rough years, closing over 60 transactions. In 2008, she launched a property management company which provided a stable income for her and her parents. In 2012, she purchased a RE/MAX Franchise. Although she loved the RE/MAX brand, after 10 years she decided to open an independent brokerage, Menifee Real Estate Group, to hyperfocus on serving the residents of Menifee.

But Cynthia is not just about business. Raised by parents who spent their lifetimes serving others, the apple didn’t fall far from the tree. Cynthia is a community champion, deeply rooted in her beloved city of Menifee, and she has received multiple awards for her service. Several events are sponsored each year: Movies in the Park, the “special prize” eggs at the SpringFest, and the costume trophies at the Fall Festival, to name a few. Cynthia feels that her greatest community achievement is the publishing of an online community calendar, HelloMenifee.com. At any given time you can visit the website to see all of the events that are happening specifically in the City of Menifee. Menifee is one of the fastest growing cities in California. With so many new families moving in all the time, Cynthia wants to make sure the new residents, as well as the old, always know about events happening in Menifee.

Cynthia’s charisma is not easily forgotten, as evidenced by her substantial repeat and referral business. Approximately 50% of her clientele comes from repeat and referrals, with the remainder often attributing their choice to her familiar presence in the community.

One of her strengths is her expert knowledge of the local real

estate market, and her extensive experience and knowledge that help guide clients through every step of the transaction. Cynthia relies on delivering a high-quality service marked by swift responses and efficient work. “When clients come back to me again, it’s because they remember how hard I worked for them, and how much I cared,” she explains. It’s her authentic, heartfelt care for her clients that truly sets her apart. Cynthia recently checked up on an 80 year old past client, Jane, who has now become a dear friend. When she asked Jane if there was anything she could do to help her, Jane replied, “Well, my car battery is dead.” Two hours later Cynthia had installed a new battery in Jane’s car. “My actions show that I care,” she says. “And I think that makes a huge impact, knowing that I am always here for them and will work hard for them each time they need me.” This inherent empathy and dedication is what differentiates Cynthia and keeps her name ‘top of mind’ for anyone entering the real estate market in Menifee.

Cynthia’s life outside of real estate is filled with vibrant energy and youthful spirit. For fun, she plays what she fondly terms “old lady baseball,” which is actually senior women’s slowpitch softball, a pastime she has enjoyed for over seven years.

Family is the main cornerstone in her life, and she adores spending quality time with her 3 children and 7 grandchildren. “As a Realtor®, I love that my work hours are flexible. I can work 60 hours a week, and still not miss my granddaughter’s first day of Kindergarten.” At 61 years old, Between work and family, Cynthia tries to sneak in some adventure. She says she is in her 8th year of “learning” how to surf. She jokes, “I can catch the whitewater of the waves, almost every time and ride them all the way into the shoreline. But, one of these days I would like to be able to catch the waves BEFORE they break.”

In the coming years, Cynthia wants to continue expanding her hyperlocal property management division, Menifee Property Management, and increase her sales. Her goal is to hit 100 sales per year, by following the relationship-centric Ricky Carruth method. This method is right up her alley, as the main focus is calling people in your target areas, and seeing how you can help them, in ANY way they need help. “To be able to give and to help others, without expecting anything in return, is a beautiful thing,” says Cynthia. “I’m thankful that I have a career that I love, that includes those opportunities of service to others.”

For more information about Cynthia Nemelka, please call 951-259-9019 or email cynthia@ilovemenifee.com. Visit MenifeeRealty.com and facebook.com/cynthia.nemelka www.

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Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers.

Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent.

During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 20

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce.

Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to How will you market the property? Each agents’ opinions. Top Agent has a unique set of online or local

marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however.

You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours.

What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price.

They’ll also educate you on how best to balance both market time and list price relative to sales histories your area.

Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements.

Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches.

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What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses?

Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client.

Either approach is wonderful; you get to decide what suits you.

Now, let’s list!

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KEITH LIVERMAN Keith Liverman of Hesperia, California, has enjoyed thirteen years of success in the real estate industry by relying on a straightforward approach distilled and perfected over the course of his career.

“I’m constantly staying in contact with past clients while simultaneously trying a few new things. I reach out to a lot of people and I’m constantly marketing – it all works because I enjoy meeting new people and changing their lives. If you enjoy something, you’re probably going to be good at it!”

Prior to formally entering the real estate arena, Keith pursued a career working with a construction company in Southern California. “I was a supervisor for twenty-seven years,” he recalls. “My sister is a REALTOR® in Yuma, and in 2010 I decided to go ahead and get into real estate.” After three short years, Keith was recognized as the Top Producing Agent and Top Listing Agent for his brokerage, and he has consistently ranked as a top producer ever since.

Today in 2023, Keith services a wide geographic swathe of Southern California, including the High Desert, Inland Empire, San Bernardino, and Los Angeles. He averages between $13 million and $20 million in annual volume as a solo agent (with the help of a transaction coordinator), bolstered by a book of business that is over seventy-five percent repeat and referral clients. “I rely on the fundamentals, and that’s worked for me so far. I market my ‘Just Listed’ opportunities and share every ‘Just Sold’ transaction, I send out flyers and postcards, and I stay in touch with my past clients – at this point, there’s a lot of them.” His growing database of past clients benefits from both his expertise as a REALTOR® and his prior career in construction. Keith understands the literal and metaphorical nuts and bolts of his enterprise, and he readily shares his knowledge and understanding with past and present clients.

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Keith’s testimonials broadcast a sincere disposition, a penchant for client education, and a dedication to transparent communication that puts first time home buyers immediately at ease. “I just like improving people’s situations,” he exudes. “Working with a client who has rented their whole lives, and turning them into a homeowner – the happiness that brings them just lights up their face.” Beyond his clients and colleagues, Keith goes to great lengths to bolster his extended community: he regularly volunteers for local homeless shelters and supports them with ongoing clothing and food donations.

As he approaches the close of another year of business (on track to exceed $10 million in volume), Keith plans to stay the course to maintain his steady trajectory. “I plan to stay doin’ what I’m doin’, and get a little bit better at it every day. It’s worked for me so far, and as long as I can still make clients happy while finding a little bit of time to go fishing or spend time in the mountains, I aim to stay with it.”

For more about Keith, call 760-486-4074, email kliverman@yahoo.com, or visit https://www.facebook.com/KeithLivermanRealtor/ https://www.linkedin.com/in/keith-liverman-52923618/ his Facebook or LinkedIn 23 Copyright Top Agent Magazine

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