NATIONWIDE & INTERNATIONAL 11-9-20

NATIONWIDE & INTERNATIONAL EDITION

COVER STORY

JANELLE PIERZINA FEATURED AGENTS

CHRISTY BOHLEN CRYSTAL BONIN EMA & MITKO BOYKOVA SHARON BYRD IRMA CAPAS WINDY CARTER & MINDY O’BRIEN ERIC CHARLEBOIS SILVA CHRISTOV ALSHUN COLE SUE COON AMY DOWNS MONIQUE FIELD ALI FOWLER SAVANNAH FULTZ

DOMINIC FUSCIA JENNIFER GILBERT MATTHEW GUBA KENDRA HAVEMEIER BEN HAWAN GREG JUNGE LAURIE LIONNET BRANDI & DREW LOLATO DELINCE LOUIS KIMELA LYNN & JAMEY RICHARDS DANIEL MACIEL DEREK & TAMYRA MANASCO AUTUMN RACHELLE MAST

ROB MARIN NICK MONSON MELISSA ZUPNER MONTGOMERY AGNES MROCZKA GABRIELLA NAVICK ART OBLETON JR. SID POLISH SHAHZANA RIPP MEGHAN RITCHIE ORIANA VAN SOMEREN BRYAN TROMBLEY YOANA VASILEVA JOSH WHITMORE JC YOUNG

NATIONWIDE & INTERNATIONAL EDITION

Security Title Agency is proud to congratulate Alex Miller is proud to congratulate

DEREK & TAMYRA GREG JUNGE MANASCO 15

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10 JANELLE PIERZINA

DEREK & TAMYRA

GREG JUNGE

on being featured for the State of MANASCO on being featured for the Oregon State ofin Top Agent Magazine!

Arizona in Top Agent Magazine!

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ROB MARIN

SILVA CHRISTOV MATTHEW GUBA

ERIC CHARLEBOIS

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Alex Miller, CPA office: 971.239.0967 | 877.659.1407 cell: 503.580.9703

Alyssa Axelrod | AVP/ Sales Executive 7317 Canebery Ct NE, Suite 13 • 602-677-1125 | Visit their website here

Keizer, Oregon 97303

4722 N 24th Street, #200, Phoenix, AZ 85016

ART OBLETON JR.

BEN HAWAN CRYSTAL BONIN

SHAHZANA RIPP JOSH WHITMORE , KALAMAZOO, MI — RISING STAR IN REAL EST AUTUMN RACHELLE MAST CHRISTY BOHLEN

YOANA VASILEVA

A Fidelity National Financial Company/Fortune 500 Company

SILVA CHRISTOV

MATTHEW GUBA

When Crystal Bonin left her corporate

There’s a lo

It’s no wonder that Christy receives stellar As the leader of Christy Bohlen Sells career as a District Sales Manager for a fromreviews estate, and f 70 work experience for my clients Ohio State forwith her esteemed ethic.

Oneev Homes62 Team at Keller Williams in66 Katy, Matthew Guba graduated 69 58 major corporation in the late 1990’s, her the fact tha start by finding out what th a degree in Sociology, and was headed towards client recently wrote: “Christy is an excepTexas; Christy Bohlen has built a team and I do my best to helpher the working in the social sector. tional After college he that plan was to become a stay-at-home mom people’s liv Realtor really understands that has “consistently ranked in the Top spent some time working in a community correc- that. Sometimes that includes She used a professional 1200 out of 34,000 the Houston and Realtors devotein as much oftions herfacility attention as years,business! thatdescription, I stager play s for a couple before realizing aren’t in the job and hired professional to Metroplex for possible the last five through and Ben Hawan a background in enginee to years” her husband a family int you buildphotographer a long-lasting bon that children. he wanted to When make a career change.

Heahas then makewhich sureintrothat our homehecareer stood out as her knowledge, and dedication to open tomer,” says. as anthe age startedhis a home inspection project management—a oftruly probl herdrive husband decided to own busi- company, It And is a duced him to the real estate community. gem that it was. She priced the house right serve her clients and community.

These skills shone through when he fo ness, however, Crystal chose to go back I’m helping Matthew quickly realized that real andestate brought us multiple offers within 2 CRYSTAL BONIN SHAHZANA RIPP WHITMORE CHRISTY BOHLEN AUTUMN RACHELLE drawn to real estate industry.

With was the he needed.

He jumped in thelisted. to JOSH work and supplemental income another area O’BRIEN days of our house being Because of her expertise, Prior to entering the realWINDY estateearn field,CARTER Christy hadchange a& MINDY headfirst and got his licenseoperate in 2017. He MAST at the top level, he attained his forintheir family to ensure they our would a difficult ti EMA & MITKO BOYKOVA home set the new record high sales price.

We were successful career the corporate world.

She that credits currently works as a solo agent The at Keller Mindy O’Brien and Windy Carter, two team markets their listings on their ® so fortunate to have her expertise to helpbuyer ushenavigate her husband with her decision to stable pursue real estate as and a transition dove in.

“The rest is history,” says. “ be financially during the find Williams serves clients throughout Byrd is aanddifferent kind of utilizes social media such way as through am, Mitko Early on, they made a promise beShe availseasoned real to estate agents since 2014, personal website, on two MLS sites, o Born and raised in athe Outside our home selling81 process.” profession.

“I had been She working 60-80 hour weekMilwaukee, inOhio.our Northeast aspect of my career, from walking throu 74 78 77 period. figured real estate would be the didn’t even 73 ® embodiment of able seven days a week and to always teamed up two Wisconsin years ago to formand Team social media, and on their corpo-hol OR because of her diverse Facebook Instagram to help Alshun “Al”myCole is a fulthrough Texas the corporate world, spendingarea, very little time with home negotiating a great deal for setting goals, respond promptly.

If necessary, Mitko Windy/Mindy at Threewill Sixty Lakeand Martin rate page.to“We also offer a blog that apeople perfect career give her a been greatin workfor loan.”

Having the business for only To bestin serve her clients, Christyof embraces all avenues family,” recalls.

“I “We’re foundreal myself getting frustrated market her listings and givementor. them und.hard, Herthey goal in real estate dedicated estate agent and forward to king even help sellers with she property mainteSilva Christov got started in real estate 2004 consists repeats and re in Dadeville, Alabama. both likelove,” says Mindy.

Most of all, I truly appreciate the op life balance.

Having a highly competitive spirit, Crystal decorating and she stage Josh Whitmore started his career in real estate in A big part of Josh’s marketing strategy in aand few Matthew has alreadythe TopShe Agent Autumn Mast islarger a Luxury Home to help them achieve theirreal goals. Whether she is doorwith theEma whole corporate world.

My husband said years, to is An infomercial about empathetic and e true for themnance issuesRachelle that arise. and Mitko are wanting to help people. a audience.

When she not minded with the same high standards, so After the 2008 stock market crash, Al local com acquired impressive rate of repeat improve the livesfor of my vendors and pu 2012 as an investor.

After a few years ofBonin flipping having professional photography, while working part-time for a ansmall company. lems people ismedia, a inc p started her own company, Crystal Realty, a year ® knocking, holding to social me, ‘Why don’t you get into real You’d be great willing to “walk extra mile,” toRealtyOne help REALTOR with Group Signature, wethe decided we’d better serve our estate. clients Both open agentshouses, enjoy posting whatmakes they doit for aHet estate industry inspired Irma clear and referral clients, which hedrone attributes a REALTOR®Residential she takes herDevelopment busy working, she loves to work out, had been working as a mortgage broker, future. houses and truly enjoying the process, he decided photos.

He also takes his time to do people sell their home orI She find the home orShe’s sending out email campaigns, she with after getting her real estate been in the It is“For important forall Cryst atif it.’

So, took asays leap of faith, quitactual my job, and went that her career, however, started explains.

“Iapproaches so happy we worked together,” Mindy exclaims. variety of reasons. me,am it’s about the to hislicense. excellent service.

“I am throughout Utah.

Capas tocustomer take aand chance and that itDraper, might be something worth pursuing fullthrough videos that he shares on various ng completed a With her past serving of theirclients dreamstobecause, ultimately, this ishealthy ry seriously. and active.

Her butstay decided toKeller make the switch into his busine enthusiasm dedication. real estate school” That was six years ago,Williams and she’s Today, Ben is agent New Zea business for nearly eleven years and now serves clients why donates to relationships weisan build andshe thefor connections committed tofavorite create the best possible when she joined and became a help them make the bes o obtain green what they enjoy mostlooked about their job.He left his job as a banking time. branch manager media portals.

And his marketing techniqu change her career.

She is now As she grows never back. we maintain.

Many of our clients become The dynamic duo work with one other real estate.

Since 2009 he has worked his team Sotheby’s International Realty, wher nces in customer service personal hobby is plants, which she throughout the Greater Baton Rouge area. that support her local Autumn Rachelle Mast got her start in real estate And I’m a firm believer that if you know everyThis customer is full-time agent, she has now been doing foraALSHUN rived in Chicago SHARONagent BYRD WINDY EMA & MITKO IRMA CAPAS already paying off.

“It’s firstservice full-time ye and assistants obtained hiswhich license in 2019.

Josh CARTER currently COLE Christy isservices also strong believer in my giving back to her and several who round life-long friends,” Windy exclaims.

“Iis also licensed as ain real estate agent and family more in whenimportant she was just a Shahzana child. AsOutside the daughter of began athe genthing about your product, no her matter what it She is, I’m you clients throughout Wellin Ripp her real estate career after the area and have ashe few minutes, with real estate sales and purchases in Al loo Copyrigh work, enjoys spen he just how has plenty of at home. likes ets. knows Mitko began of work, Boykovas support ® & MINDY O’BRIEN BOYKOVA REALTOR works as a solo agent at Jaqua Realtors and serves , and I’m on track to make $4 m over 10 years.

Silva had been a leading buyer’s much of her growth to.

Sh community.

In addition to charity events throughout the With a volume of $8-$10 million a year, eighty percent love looking at all of the beautiful homes.” out the team, serving the Lake Martin eral contractor, Autumn used to play in her dad’s can always sell it if you just know how to communi® urant as a dish- with her clients a local high school’s Homecoming; Region.

Specializing in lifestyle prope has been working in the business wants to spen Real estate can look deceitfully easy when a on REALTOR celebrating 28 years o Milwaukee and the surrounding areas. and within ommunicate to dance and listen to different types she had an eye-opening experience buying her knock the door to say hello.

I have b clients throughout Kalamazoo, MI, and the surin sales volume by the end of the year,” he year in support of community organizations, Christy of her business is repeat and referral clientele.

“Our area and its surrounding environs.

With model houses.

Although her original aspirations cate,” she says.

Clients know that by working with attendant, aspossesses well as the in th agent on several top agent teams before, until she before transitioning into factory contribute to a ministry in Africa committed to digging luxury homes, heCrystal does their job well.

“A lot of my telladds, me that I’ve alsoin loves for 13 years.

Her only regret islevel Though she a sales soProject, far of $38 million this year, Mindy Mindy “I also love the fact that you never know rounding cities. sponsors aand holiday event fordogs. the Ballard House Katy, He provides hisantoclients with aclients smooth, hopes toisex a mission isthe toAutumn provide amusic. gold service ourproved clients,” she were to go toindilaw school, shehome. eventually became her they’re getting agent who knows the ins en attothe their specific of jobs same time.

In 2006, wells; and give time and resources tovolume Boaz first Her own real estate agent connect on a personal and establish became ready to successfully lead her own.

She past, so customer service tise and attention to detail needed to m and Windy report that their business is mostly repeat and what each day will bring.

Our work is very exciting.”

Texas.

All of the proceeds from the Festival of Trees asserts.

“We treat every person like a member of the dad’s assistant and realized that she had a traveling during her tim them to lookthat into working in did real estatechange because eal estate,She hoping to earn some which serves orphans from Russia, India, andinspired Kenya. that she not careers establish her bu enjoyable process has already led his team. needs. currently has her ® clients, and that goes a lon unreliable, Shahzana ended upI ranked doing all the with my referral clientele.

“We are dedicated to the“HUG” transis consistently in the top 1% for Realtors everything she “I’m natural knack for talking to clients andso sellgo back toand the facility, which houses patients and their family and give them what like tomaking call the ait strong work ethic and in-depth knowlsell some of the Capital’s finest ho time to do things in her commuIHaving make seem like so much fun.

Butship that’s only because her focus is does. to stay on to referrals accounting for about forty about fou and pursue real estate earlier. being mpany “DIVERSITY ONE In the near future, Sharon would like action process for our clients go as easy and smoothly The women strongly believe inlife-threatening givingcontinue of their time for ing houses, and thus her real estate career caregivers for treatment of illnesses. ko took a calculated risk, leaving Mitkolegwork and Ema’s dedication to helping others also comes experience, meaning everyone gets athetheoretical hug. edge of the area, and local market, has helped and homework on her own.

“I realized in the area and continues to provide top-notch she says, and she strives and constantly improve of theThey hard work we put inbeyond behind the scenes. as possible,” says.

“We go above and tohelp their community and are members of and the Lake Martin was born.

She’s beenwhen in the business for We 11 percent of his business. hopes thatt Irma hasconsists built aThroughout team educating surance work alongside hisin across they talk about their long-term plans.

“We hold asuccessful beautiful festival that includes food, music, also striveMindy to change lives build wealth.”

What Y” andto serves clients and tobuild have aand diverse team tofully give Josh a business network that Phone 310-734-1440 | Fax 310-734-1440 When listing a property, Ben prefe honest and low-pressure customer service and real estate expertise to the goal is to always be tha the years, I have created my own Dream Team, and with how interesting it is, and I fell in love with real Clients appreciate the personal attentio years now, and works as a Luxury Home and exceed our clients’ expectations.”

Resource Center, which holds several events throughout dream. I had to put myself in an recently hired an agent to join them and three additional a craft show, and tree decorating,” she says.

The event Christy loves most about her job is the opportunity to will quadruple his yea of referral and repeat clients.

“I’ve beenlooks pretty oflicenses sixclients people who serve clients from“We’re Sacramento towith Starting order toout, help th he triad North Carolina. individuals are her themake best service.

She hands-on approach. he REALTOR with the year. very involved lake cleanups and o learn and grow.” Residential Development working ®toward obtaining their marketing.

She wants them I’m able to the transaction process as smooth Southern Fairfield County, Connecticut area. tise in the real estate indus isineagerly anticipated notwith only byShahzana. the Ballard House buth help people on afortunate daily basis.

“Our work not only about Iwhen estate,”serving Shahzana recalls.

“So it started my they work “Wh that thanks toiswith word-of-mouth haven’t In addition to his background both the realpersonal mag@topagentmagazine.com | “We www.topagentmagazine.com Fresno and the East Bay, and has also athelarge RealtyOne Group clients with Signature, the intention of joining M & E adds, Realty Group.

Asboth Windy were born and raised here, so she maintenance tobuilt keep area beautiful year-round forward to growing her business but ducts a home inspection quickly as possible.

“I as possible, so that, on closing day, it’s all smiling faces the community as a whole. the transaction,” she says.

“We assist them in building Even while going through chemotherapy, energy level great int had anythe need for marketing,” he says.Al “Clients throughout have their own thriving busi- Draper, MitkoUtah. puts it, “My heart is full.

This is beautiful, helping own research as aknow homebuyer, and ended with me with clients, I years. put together aand custom we a lot about area.

That’s critical because forisour community to enjoy,” says Mindy.

They alsotai estate and mortgage industries, also aSilva licensed Through his unique network of clients who she has helped over the It took Irma so ives by the motto of “Integrity and Ethics” wants to do it on her terms.

Not one to follow organizes his entire workflow around abc their personal wealth.”

— everyone is happy,” she says. we can serve even more appreciate myclients expertise.

Myescrow years indonate bankoup, which serves the city of people to grow.” Eventually, he Ema envision amissed firm never a day of work or the gym.

“My her clients back a weand become a resource for our long after an angel tree at Christmas tocoming the Tallapoosa contractor, so he is well-prepared to confront any become an expert in When notprehensive working donating her Once time, Christy enjoys becoming anworking agent.”

She started with them,” sheor says.

“I listen to the but now that to-do list. the house issc ues herarea.constantly growing network ofdevelop conventional roles, Sharon isColdwell taking an innovative service at all times.” rounding On average, withthat seven toAutumn ten agents out two One of the the skills helps ing offices. andweascan anrecommend investor have given me for aGirls unique closes.

Forof example, great service Ranch, which provides family-style residenbusiness and my clients were what kept me going herequips business as She being with her family, and As for To stayand in touch with her clients, Christy makes phone possible situation. believes that high level of known ingardening. thewell.

Milwauk 10 and $12 million inlong sales per relationships Mitko “knows opportunities challenges areShahzana lasting with more herin clients, and prepared, hetraveling, histime clients with pr background that allows me to be help guide them providers like“I plumbers or electricians, whatever tialthis homes for Alabama’s needy, neglected, or abused Irma believes that she her team keep people coming to helping Banker 2004, and since then has built take extra steps by previewing home Crystal credits herHe work ethic, knowledge, energy nd referral business that she has achieved in approach. want my company toand successful, the future, Christy hopes to expand her business to alld calls, holds events throughout the year, does pop-byes, through this successfully.” and a half hours each heir business consistscontinuously of repeat grow coming.”

He continues to dream big because he and Ema her network, is her open knowledge and experience sets him apart from other each of his clients, wh they need.” and school-aged girls. through every step of the transaction, and make for her our large network ofthem repeat to them because they help clients comfortpeople in ely short amount time.communication.

Shestrong is extremely but I relationships don’t want to be like everyone else.

I five don’t and trusting with clients who show toand my clients.

When do areas offeel Houston.

“We want tothe be able to Iserve and holds educational seminars.

“We want clients understand that “sometimes you have to take aback risk. marketing Take andof honest “I’ve always with former clients, and itreal as easy and agents smooth“My as possible,” he“If says.

AndI get estate in the area.

I show a buyer a buyers ready to make referral business. clients know that the job action.

Get up and do something.

You can’t just wait for the people of our community so they can achieve their to learn something about the market,” she says of her been good at communicating with people. able and supported.

They make sure toworking createorTop personal hereboth forwomen a reasot Agent Magazine ve of her2 client’s needs and her dedication want the world to define me.

I want tograteful define what It’s not surprising that the team receives stellar reviews for he When not donating their time, value her accessibility, hard work, and perin order to show his clients how is for strategies for marketing p Silva’s superior work ethic and dedication to tko and Ema begin with placethe golden bird to land on your shoulder. When he does, house,” Althey explains, not looking itand with tors looking for loves help financial realthem estate goals.” community realwork estate programs. done, andOne appreciate my honesty and ability to their esteemed ethic. client recently “We love enjoy what Lake Martin has to offer. connections with the“I’m clients and to toat guide them through is,” Windy Irma advisf hasand gained theirwebsites trust. She always ready I stand for.” their business Josh likes towrote: host client appreciaow other portal youishave to be ready to grab him.” sonal attention. herhave soprofessional valued most of her like toandhave diversity in d Copyright Top asclients anis agent, I’m that looking atthat ittoas a business contractor says that favor were so fortunate tojust have such andAgent caring spend time with heras familyAl dog out on his the lake, difficult conversations soMagazine we can achieve tion events.

arious social media platforms.

SHARON BYRD

COLEranked i Top Agent Silva Christov ALSHUN is consistently for Realtors in Southern Fairfield County, Con

IRMA CAPAS

SAVANNAH FULTZ

Savannah Fultz began her professional career holding ope ALI FOWLER 90 in corporate sales.

“I was working my way doors of a l 86 89 82 85 up the ladder when a broker client of mine invite neigh real prid asked me to do an open house for him,” sheAli Fowler is a child of opportunity As an agent, Monique Field has referrals, becaus estate.

“My mother was a lender edg April Barton and her husband first Outside of her career, April is activel recalls. and “He wassocial in property management, they’ media and online marketing, but also family advertises Sue Coon’s love of houses in the mortgage business for over it cameand to IAlabama through the Army. local area.

Recently, she has volunte learned real estate is about more is her focus onisa went on to in became assistant. printhisinside of Iasoon local publication.

Sue also spends the business of real estate started 30 years,” she says.

“So, I got to offe Serving for nine years, one overDevinee, an outreach movement realized that I should doing this on myabout people ad thanbeproperty—it’s agencySavannah could tha po lot of her time networking. after she purchased her first see the workings of one side of help She got and herand license in November of driving a transactio seas own.” deployment, as building a military safe awareness throughout the relationships.

As she she keeps her sa the SAVANNAH business fromFULTZ a young age.” home at the young age of 22.

She MONIQUE FIELD ALI FOWLER 2007 and has looked when ayou cliec veteran, she builtnever a says,“everything life in back.

MobileBRANDI important toDREW give backclient as much SUE COON AMY DOWNS about buying and theasattent & LOLATO KENDRA HAVEMEIER Plus, her husband, Dan Fowler, Ali JENNIFER GILBERT LIONNET owner,” shey Not many people are lucky enough to do a job that they decided to pursue her fromnewfound the ground LAURIE up.

When looking leave something better and safer than selling iswith emotional and the people potential b opened doors toknow his and firstveryFirs She is now a broker associate Compass spe through hoops to ask a question; I’mis her Kendra Havemeier worked Jennifer Gilbert beganFor her years, real estate of media in getting each listing truly love.

But for Sue, her work passion.

“My passion and started working her asocial second career that allowed her of that, April invests in and renovates lo mortgage company 17 years ago. be Brandi and Drew Lolato never anticiin a memora Laurie Lionnet began for her real estate career All this adds up to results that speak want to know open home, as sf servingexposure. the 97 Denver Metro area.

“I’m that a solothey are well career after working as elementary right there.”

Jennifer iscan also in an corporate America,way serving an area 94 being 98 estate tomaximum continue serving her community, Mobile.

When she’s not helping 93 job doesn’t feel like work because it’s something I clien love upas from ainagent licensed “You say real has been born and breed intodistribut min pated a career in real estate as a dynamic are 5 years ago, after working sales for most themselves: last year, Laurie did a little ov supported and we know what inspections any I work seven otherthat agents, Savannah i school teacher. “I’d always had a passion enthusiasticbutabout thealongside quality of marmanager for ALDOApril Group andto overturned real estate.

“Real estate was my true calling,” the community, April is enjoying spare me, not to mention my love for interior design, so the star husband-and-wife team, but when their platforms an of her life.

“In the past 20 years before real $21 million in volume all by herself.

T doing.

It combines the two things I really enjoy: people assistant to an agent, to one of the and we all support each other which is wonderful,” she community.

“I am invo for real estate,” Jenniferseeing says, after reloketing resources she has access to they are through.” meeting a buyer herit going outstanding service, Kendraan administrative three stores around Grand Rapids industry is a natural fit,” she she says.added it’s children camereports ofFor age,that was time for addition to estate, I“I covered thirdwith of the United States assista says. fell in alove helping people claim their piece family. cating to Alabama sheand decided to get Onshe Keller Williams, including KW says.

Savannah her business isyear, 87% repeat wherethe wechance clean up form and homes.

I really cherish the interactions I have with founding partners of through Realty Trust has won a terrific reputation around Kalamazoo. aDominic whim, a colleague to Fuscia started out in real For his genuine approach, Dominic has won a gt atte their next chapter to begin.

Brandi dove candid comm for two different companies,” she explains. and a transaction coordinator to help hand of the American dream of homeownership.” her license. “Once I started, I absolutely International.

“It clientele. is a global MLS what in people have told me, and before referral “From the Thrive Center, whic Grand Rapids, with the vast majority of suggested that sold she explore getting into my clients,” she says.

Group.

She later her interest in Realty Trust Two years ago, Monique soldpeers her home, that stories, and learn Licensed three yearsLooking ago, Ali one works solo with Seramur tech intofirst, closing an impressive 57isown homes getting t “I was by looking to change positions and find all that business, and she currently loved it and wanted to put everything I addition the local MLS,” she explains. estate renovating and selling dous around town, with the near ent ahead toSavannah the future, April env what sets me apart from myreputation my honesty and the isis an avidout foot her volume coming from either repeat real estate.

Kendra took him seriously.

Properties, based in so Valparaiso, Indiana, specializing inexplain. new in her debut year.

Soon after, Drew the it Jennifer merged to become Windermere 101 something that would keep me closer to track to match last year’s volume. had into real estate.” haswith been inWindermere “Any listing I have goes through that she had lived in for eighteen years, and not only does goals is key to he fact that I’m therevolume for my clients take care of be outdoors.

From hikin Today, April is an agent/broker foralways RE/MAX growth ofcontinues her business.

In the coming homes around Philadelphia with his coming from either repeat clients o clients or Realty referrals.

Inand fact, she “I’mshe so has gladbuilt I took that chance and dove high-end listings with boutique service.

Herpeople territory isrelated welt followed her lead and his license. buy a hous business 4 years now, and global MLS, where people all earned over the home.

My best friend and my sister are both A good testament of her love for all things home Realty Trust.

When she first branched out on her own, she understand the emotions her clients are experiencing, achieve them like they’re family,” she asserts. generally be found outsi Professionals, where she services clients throughout Mobile pursuing her license in Mississippi, wh JENNIFER GILBERT BRANDI &on DREW advising her clients long after the years deals theFUSCIA real estate industry,” she says.

“Isuggested LAURIE his brother. the way, he rals.

But not too focused numbers.

“Ot northern Indiana.

With only a few in the the business, her reputation on DOMINIC hardinto work, personalworld can seebe it.”good Now in their third year ofhe’s business, who wants agents, and theyAlong IKENDRA would Laurie gives back to her community she also understands important feeling connected totooff, ishow the fact that even in her time Sue spends the after gaining a couple years of experience, Sue worried HAVEMEIER LOLATO the surrounding areas.

A certified Military Relocation to serve an even wider base of client LIONNET are done, keeping in touch long-term haven’t looked backand since.”

NICK MONSON ized service, and her continuous striving she already boasts three of the biggest sales in the county, Ali Brandi and Drew have risen to become engage with at it, and I’ve been that doinghe it ever In the that in As KW Kares, donating came to realize had a knack course of areceives deal, stellar Iparticipating become good friends with mos It’s since.” not surprising Savannah reviews the future, Savann SID POLISH process can be.

The first thing Monique does after Her dedication and Pricing Strategy Advisor, she combines she looks forward tofor the new stories to educate her clients about the Giving back to hereXp community is ensure that they are thriving indecorating their new majority of ither working onstate her own house whether itprocess. would be Professional possible for herLaurie’s to the even cover the including the sale of apercentage palatial lake home to Michelle don one of the top Realty teams in their home of people, and weofdo itonthe ot past few years business has really of her commission eve for her esteemed work ethic.

Alyssa, a former client, say right now my busin After having her son, Gabriella Navick the vast majority her volu Agnes Mroczka is a first-generation immientire database, as well as the surroundin for the industry, specifically for clients.

We keep in touch throughout the year, a important to Jennifer, and she has Nickcost Monson entered the world of real says.

But when it comes to marketing, homes.

Every Christmas, she even goes Today, Kendra iswith a Partner and Associate compassion, grit Her and outstanding workFor ethic tothan fit the needs lie ahead.

“As an agent, ISt. care about m Obama’s chief ofRichard staff in 2018.

“It was the biggest resiChe an open home ishave to ring her vendor toshopping let them know her real estate Oklahoma.

What’s more, they have built aAs reputation seed, and from there, peo She also and golfing time of childcare her earnings. worries turned more thirty years, “Sid” his backgro taken off, thanks to her relationships with clients closing to charity.

She also donates toclients Jude el inwith the to clients who just closed escrow. recently wrote: “Savannah isenjoys incredible! first-time she says.

“Iwhen think the on began searching forstrong a106 career that allowed her either repeat orChildre referr DELINCE LOUIS 113 110 As worked a Realtor® Keller Williams even been able to incorporate chargrant from She came toher United neighborhood, and she shares informatio 109 the ways itthecommitment spoke to his passion know they can contact me about any real estate n estate at the young age of 23.

He was hePolish believes there no tricks, and that 105 so far asasare to gift baskets—all Broker atPoland. her growing office, Bellabay 102 dential sale for allthem of Porter County,” she notes. bein has served a prepare firefighter and put his valuable per of any client. we create a consensual, team-minded as agents known for their effectiveness, approachable we’re a husband-and-wife who value and dedication to them.

Research Hospital.

When she is not working, Lau how it went, and she maintains this open communication “Business in He permits.

Going forward, Sue would like to continue out to be futile, because within three months of starting home buyers we were a little intimidated by the process volume, but for right now to balance her fulfilling home life with her serves the Birmingham itable giving into her open houses. yHoover, with Jennifer hisinspired father.

It’s my way of congratulating them by a college professor who focusing on executing the essentials States seven years ago, right after college about the listing on all the top real estat life on the line to rescue those in need.

When examine a off with a hand-written card.

“I gardening, lovetofinding Grand Rapids. She runs office team there.

On top com style, and personal touch. for anhelping others and loves traveling, and spending time with ourselves a higher standard, we’re aph throughout atopped sale or purchase. she before Delince was she raised To stay in touch with past customers, Delince relies ofimproving buying but Savannah was there every step ofhe the way. clients andran help them re and Hoover also area.she It’s had easyasto see why business At aAt recent open house, she donated ® Louisentrepreneurial spirit. the encouragement Gabriella is equally passiona working in real estate for as long as possible.

She feels so much that had to hire a fullhe relocated from Delaware to Maryland, “As a firefig worked a REALTOR , and upon to a high standard is the way to go.

“It Ali’s sales volume has continued to “At climb each year inshe isisw ways toher make the transaction personal,” she says. of training and she has graduation, withmentoring aWhen single suitcase.

“I including Zillow, where Beyond the office, Brandi As aupcoming Keller Williams agent, Laurie serves of metro grandkids. sted real estate and letting them know Ieasy am always listing a agents, home, April leans on background in noalways matter what.” a certain appreciation of on Redfin’s proprietary database.

“The technology clientsin want to come back and work with with $5 per attendee to aall the Make-a-Wish life in his hometown.

Inspired, he Outside his career, Dominic is tremendously activ Savannah made the process -websites, she was availfeeding hom had poor experience with his agent that tothe look for of her husband’s aunt, aToday, successful Realtor, first-time homebuyers.

The graduating he decided tofor get hisout. license. might seem like a basic thing, but there fortunate that one day she will be able to pass her rea time assistant to help And Sue passed her love of the business.

In 2019, she hit $16 million.

“I have grown mew Bellabay, we genuinely care about the wellbeing and made a name herself as a tireless advocate for Brandi and Drew serve clients across Tulsa community through thei New Orleans.

The majority of her business comes couldn’t do much because of the language Premier Agent.

Jennifer again or refer her to their friends and family. and sheable plans to do aout similar charitable programming andbegan expertise inme the market tohis that real estate.

“My momFoundation, always enables to reach inensure apatient qualitative manner,” heof and responsive, with our MANY questions, piqued interest in the her real estate industry. decided toHe’s get myher available if they need me.”

Gabriella exploring the real estate immigrants, she understand “Everybody wants to feel comfort and assurance,” and, for many earned his license, and he hasn’t looked back since. community.

On top frequent donations to area s been in the business for close to are still listings out there with dark, my business organically and many of my clients are hum happiness ofto our clients.” clients. and its surrounding region.

There, they have amassed supportsOutside children from repeat and referral clients, an impressive feat that Into the future, Laurie planswhich to continue growing estate her son and business partner over the real to her son, James, who knew that he “Clients appreciate howestate hard I down work,” she says.

“It’s tie-in on future open houses.

She and her daughters Seeking set abaton new standard for Realtors of h had property in Boston, so says.

“Iand also to make personal calls when I can.” barrier, which minimized my job options, so a like great advocate throughout negotiations, inspecclients reach a“Iwide audience of prospective buyers.

With industry. knew I’d found the perfect fit,” she of homeownership to a grow he recalls.

That referred,” she says.

“My clients do tell me that I’m one Monique says, “and I feel that’s what we give them.” school to distrib 14 years now and works as a solo agent low-resolution pictures, and ineffective he also supports and volunteers foreducational Cradles to Ch a16, following largely driven by referral clientele who tional speaks the® trust and loyalty she inspires.

“I’m always business, bringing on more people helpactive herpaths. overs important to me wanted to help them every stepisa ofsomething the way toofalso love to help with an annual Christmas tree auction everywhere, he decided toaction attain his license, inthe this which last 16 years.

She knows that he will ensure that tocleaning become REALTOR at estate the age of and tion, and objections.

Her quick and availability Her favorite part of the job istolearning abou I started houses and think this isisn’t an Associates in Supervisory Leadership and Bachelors in says.Iat “Real your traditional nineparents struggled back when of the hardest working agents they know.

I never settle As at Today, RE/MAX, serving clients throughout property descriptions.

You don’t have Outside of her career, Kendra has taken an active listing a property, Kendra and her team offer trust their proven track record.

Combining Drew’s and Drew most enjoy time with I can.When Whatever they need, I make the local children’s hospital.

When she is not and he quickly found success.

This year, Sid on the Exec Comfort, assurance—and trust, which Monique knows, nominated by th available to my clients,” Laurie says.

“It’s everybody’s the operation so she can step back a bit in a few yea andeverything he’s never Daniel markets his listings online using Habitat for Humanity and Philabundance—all Dominic is the lead of the Dominic Fuscia Team I’vefor always been aware and Due tohelped the current health crisis, ensures that us close in prepare under aDelince month!

If ethics you wantthat to work GABRIELLA SID POLISH same values and have been her over joined mom at work full-time immediately after AGNES Business, she utilizes her background to best atime propher clients’ hopes and dreams. listen ta when real estate was born in to-five job.

It’s demanding, and it requires to America, and motto I“I can still re DELINCE LOUIS MACIEL NICK for anything less than thelevel best.” busi the area inDANIEL Minnesota. todecided spend acommunity. lot ofhis money on marketing ming pool. to take work tocombination the next sure I respond asSouth quickly asahis I passion can to any phone calls or working orMONSON giving back, Jennifer enjoys spending role in her On top of serving on the aMetro unique blend of traditional and modern strategies. background in sales and team-building with Brandi’s loved ones, on the lake, ORIANA VAN SOMEREN biggest deal, and you have to treat it that way.”

Laurie’s indomitable work ethic ensures that she w can take time to build.

Using a of new As she states, “ JC YOUNG with someone who is friendly, knowledgeable and in yourWhen he’s not giving developed a for passion for,” online listings are state ofthose the art.who He NAVICK incorporates MROCZKA professional photography and video. forgraduating Coldwell Banker Preferred, where he assists clients need it most. erty market targeted digital and social media tenacity.

But there’s nothing more rewarding.” of pride on my father’s face and opened his ownwill brokerage. in various she messages they send me.

My clients findAfter that Ihome work awith lot with herthrough family, especially her three kids and attending the years continue.

“My motto is to treat everyone from Portland State University.

Together my clients very carefully and work hard t me,” she says. she realized she wanted if you can optimize the fundamentals.” knack for details and people, this duo has turned their pilot’s license.

As for th Beautification Committee for the Association on After preparing a professional cleaning, continue to bring about great results for herself and h corner, do yourself a favor and hire Savannah!” he fifteen says. Delince went on– professional photography and videosshe into virtual school and old school strategies, sets out to career, “become somebody else.” teers and co For Oriana Van Someren Outside of her Oriana isfirst tremenharder than your agent.” their athletic events.

It’s no wonder she receives stellar reviews for her bought our house.

Today campaigns.

Meanwhile, April utilizes her plentiful resources he can be found traveling, snowboarding or rela allaverage throughout Philadelphia.

Having grown uppromote in the city “We on the MLS, real estate JCof Young always knew she’d eventually get is for most people their larges Having been inJames theand business for ayears, while He also likes to use Facebook and passion into an outstanding second act career.

“A Brand and Drew intend Brower Lake, she sponsors at the Fourth of what July Fun staging photography, she proceeds to market meet their expectations and needs,” Agne to become an agent, Agnes attended real Clients value Laurie’s excellent work ethic, and the clients.

“One of my favorite things about real est the way Iowner want to be treated,” she says.

Sue and serve the Eastside Portland.

Having worked in the real estate industry sales,” not only toluxury get a retail real estate walkthroughs, tours, and floor plans.

Delince says Today, Sid is the of Sid Sells Maryland Realty Elsewhere, Sid, having that trusted authority, where people want to reach out to worked in management and dously active in her community.

Currently, esteemed work ethic.

One recently wrote: “Ali Currently, Gabriella is the owner Navick Properties, look inasclient each and every one ofthe my clients into real estate sales.

She had been buying asset,” says.

Nick’s been able toover ashe considInstagram to promote listings.

“It’s at RE/MAX and professional connections tomarketed provide addilot of people may see real estate as aI’ve part-time job,” strong as125 their business Run inof Michigan.

Elsewhere, she serves member 121 the listing an array of digital and social 122 way she “digs deep” on media their behalf, leaving stone ishis that always ashe workaholic, but now I tcg 114more 118 andestate offering than sixteen years of professional real home with his beloved family. says.

“Being aabeen part of one bigges where overcame the chalbroker/owner of websites, local publications, radio, 117 Savannah says that her friends have nicknamed her for 15 years, Zupner Montgomery knows license–but to school, become aamass real estate attorney.

That his listings are expertly through Redfin. whereMelissa heno assists clients throughout Washington DC’s 19, is of donating his plas As a former teacher, Jennifer alsotraining. brings her educaIn the future, Jennifer plans to emphasize the education After having children, she began she serves on the board ofwith 360 Youth and investing inand property for years, plus her was an absolute pro all theait,” way through the process. you by the time you get there, they feel like they And, in the end where she services clients throughout Southeastern Drew says, “but you have to take it seriously.

There eye the possibility of add erable network of repeat and referral very cost effective and you can reach of Rockford Chamber of Commerce.

Passionate platforms.

Meanwhile, her remarkable open houses unturned in the housing search.

“I work with a lot of compensated for she says a laugh.

More th tional support for her clients.

“I love the mentorship I receive greater metropolitan area,a the Eastern Shore Maryland thean hopes of helping oth ‘Savvy,’ sothrough she’s named business Savvy theof City.

15to years ago, and he’s back.

“They reach multiple channels as well asof decisions their lives is honor.

Ther lenges ofgrown studying alooked second language and ®out has grown her business recognizable ofJC prop tion background realexperience, estate in aseeking big never way.

“I make aspect ofher hersocial business even more.

“I would likeher to into bring estate hein has built ansister unmatched workflow Having up in Portland, Sue immense sed in was Turlock, media and direct marketing,” was ahas REALTOR . in “I think my biggest With regards to marketing, util apotential career that balanced home life Services, ain not for profit that provides Everything from the attention to detail to keeping the deal Connecticut.

Born and raised the region and equipped Outside of her career, Gabriella is activ are some 4,000 agents in Oklahoma, and they sell an their ranks in the years to already know you.”

“It’s very rewar clients.

He credits his caring approach large audience.” about education, she is also involved with the Our showcase the full of a property.

Through it investors,” Laurie says, “and I take the initiative for anything, Laurie looks forward to continuing to ser and the greater Baltimore area.

Here, he has applied his he’s not assisting client from she says.

“They provide me with allMaui the through social media,” he states. a point to really sitbecame down withlicensed. mywith clients and educate agents on with me and educate them on everything brand all across the Island of in Hawaii. states, hurdle at the time was taking the test,” she methods with social media, You is no way to describe how wonderful itch i “It was aRE/MAX,” long journey for her passion for marketing and helping housing and for homeless and on track was We were so impressed with Having been involved in the ajust sales person.

It sounds that puts his clients first.

“I aFor straightforward rule Going forward, Dominic has strong plans for h“m knowledge of the area, itscoming houses, and the local Meghan Ritchie, real estate commitment, Meghan has won an outst average of only 4that’s to 5church homes afantastic. year.

If you get up with over nine years ofmarket. professional experience, she nity.

She currently volunteers at her passion community service to uncover aservices niche market atdeal home his famil asnow the reason why clients keep back.

“I rsees a He team ofall, he says. them.

Ihave don’t wait for properties to come on thefor market. her clients and get them the best possible.

Savior Lutheran and school.

When she’s not though, Kendra keeps the sale running smoothly and I with could see tools and top-of-the-line education I need to sell a home!” them,” she says.

“Often I find that they’ve gone through about real estate,” she says, “because lacking Savannah loves staying in touch with her clients.

“I know works for Redfin in Boston, serving South jokes.

“I successful was so nervous, butofI firefighters, passed on the paid advertising to get the most ex She currently ranks in the Top 5% of Real a blessi others.

Then her husband, a high-risk youth.

Elsewhere, she has been her work ethic.

She was always accessible, and on the to hand the keys to thrilled new owners at me to become real estate licensed, but it was law enforcement and military locations.

“I signature pico dewill gallo. in the morning, get out there and talk to people Now, with three sterling residential remodeling and home fying toto be able to help pe has cultivated unique process around personalization, school and church.

During the holidays believe that ifteam: youin take of people, and make sure For Nick, real estate isyou more than just a job, and he’s Vacant land isand scarce, so I it’s find vacant land, track working, Kendra can bemaking found spending time on the and without acare hintvintage of stress.

“We cover allaisIn the bases with my ‘Treat everyone the way you’d want to beHer ness.

As his volume continues grow, he runs in the family. mother tation around Ohio, with the majority ofy She specializes in homes fascinated by multiple real estate transactions the past that no one in our world.”

Above all, Jennifer wants to old-fashioned, but Icontinue like phone calls over Monique’s experience, social media create this End, Back Bay, South Boston, Jamaica Plain, Boston, Delince says he loves what he does because hehelps gets he Central Valley first try!” her sellers.

“I promote each listing Estate Agents on Maui and is aexceed Certified orchestr rare time she was not, she would respond and say, “call love guiding our local heroes and their families through home builder and land developer suggested appointed aan commissioner ofofthe Naperville and try your best, you’re going to that easily. and success, Brandi and closing!”

Her business motto is a phrase she believes i worth it.

I absolutely love my job.

It became my lifestyle.” communication and attentive customer service. in assortment food drives and fu you’re putting them in a good situation, everything able to perform at such a high capacity because he down the owners, and contact them, sometimes even lake or relaxing at home with a cozy jigsaw puzzle. for our clients,” she says.

“But it’s important not to ever explained to them.

So I want to make sure they helping her clients and their families make their real improvement business for 20+ research.

If a client has a texting,” she says.

“During COVID, I’vetime been reaching toto make sure it gets and her aunt, Ritchie, were coming from either repeat clients orprepare referra and treated,’” Brookline.

On heThanks moves 50-60 transto be part of the ‘American Dream.’

“Every their architecture. towho her vast expertise and he average, says.

“No matter the is, I Holly will put continue mentoring the up and coming members Elsewhere, April prefers the same attentive approach when familiarity, giving people the opportunity to get todemographics know Looking ahead, Sid has the homebuying process,” he says.

“There’s nothing more you in 20.”

In ahis time where technology is trying disrupt that she explore real estate.

“Iclient wish I’d Planning andIlike Zoning Commission, elected eunderstand has been ranked What Daniel loves most about job Residential Specialist for the area.

Melissa Every day this is our lives, we love it, and we get to they enjoy most about the whole process so they can make the estate dreams come true.

“I love working with families, knocking on their front door to introduce myself and ask else falls into place.

I truly care about my clients truly loves what he does.

“What I do doesn’t feel town—all to support those who need it m let them get overwhelmed.

We’re always looking for whole heartedly: A Home Changes Everything. the right people,” she says.to “There She’s been practicing full since 2013 out a lot.”

Pre-pandemic, she held client events and often years inthe Alaska, Bryan answer, I’m happy find actions per year bringing inmy $35 million.

Delince sell asays home, it’s an emotional experience, both for themore rewarding than giving back toTrombley those who keep us safe.” of friendships hisTo brokerage.

As hea learn more both Realtors, and she grew up she cares about the ma assisting her buyers, taking them through each step ofwhole the years in the industry, she’s been able to acquire atime abusiness. lot of But different this isschool a great example of that gotten license ten years ago,” she to her parochial board, and iscan myself on the other side of the table and get to the heart team. he is equally satisfied with the fulfilling her and learn about For example, Monique MELISSA ZUPNER works primarily (or has worked primarily) she prov ORIANA VAN JCbusinesses, YOUNG do it together–and that’s a lot of fun.

We’ve witnessing the happiness o mostthroughout informed decision for themselves.” getting to know them, and helping them with whatever if they would be interested in selling.

I’ve had a lot of KIMELA LYNN BRYAN and I think that passion comes through when I’m work.

It’s something I’m passionate about, and I get When listing a home, Gabriella employs a series of cutting not assisting clients, Gabriella be f me his career in the is the opportunity to help people on a daily basis.

“I As for the future, Kendra has a straightforward plan: ways to simplify the process.”

MEGHAN and is a successful solo agent with EXP way to do it as each home is unique leftwell small gifts atthe her clients’ asisaa25% solo agent at Complete Real Estate LLC on expanding reports Agnes that his works business repeat and referral clientthe as asIn for me,” heanatural says.

“Idoors. get watch my took step to broadIintends like solving pro professional can’t be topped by answer. anMorton algorithm.” email him atagen sah process with aRealty personalized touch. particular, April notes with laugh.

“Right away, I approach.” realized that ato member ofHot the Arboretum MONTGOMERY SOMEREN learning ins and outs of the way.

“I love getting people to the closin needs they have.

For most people your home isand the large percentage of repeat and referral business.

“Both been married for 30 years have 3he successful adult Brandi says, “especially recently recorded a YouTube video on “Six Seller &working JAMEY RICHARDS TROMBLEY as a solo agent and focuses her efforts on the ysis tha of what they need.” and lifestyle has established in the city he success with that RITCHIE fortunate enough to have other in North Texas, covering mostly the with them, and that’s why referrals tend to up excited to do it everyday.

It’s not repetitive, there’s “Keep growing.”

In the months ahead, she will continue edge strategies to give her clients nationwide exposure. the beach or spending time with her fam When listing a home, Sid offers his clients a hands-on along the way, he will co clientele.

“INewington think clients respect my perspecclients attain their goal ofworkflow home ownership, which so reports histobusiness is real mostly really care about my clients” says.

“I’ve also forged To give back to the community, Agnes and herbeing broke inmarketing where she serves all job. ofexperience Connecticut with ahe estateJennifer’s wasunique mymilitary dream Itand perfectly Thornhill Steering Committee.

When When it comes her listings, biggest investment you’ll make, and it’s also where you his industry knowledge he says. visit compass.com how her fuels her efficient and children.

We’ve always been areach team, no matter what.” themselves ever ab Grayson Collin County area.

In 2019, her listings to sites and social medi industry from them.

After gradsays.

“There isrewarding nothing more fulfilling th South &aening North Shores of the Island, as well as strategy approach.

Starting out, he inspects the property via a their tothan thosesays. he cares about Tips,” from real estate marketing book her agency is follow,” he says. different people, different houses and new situations.

James and I always go above and beyond to provide a adding onto her team to an even greater portion Elsewhere, Kendra prefers a hands-on approach with After providing her sellers with professional photography before anything else,” she To market her listings, she utilizes the typical methods– “There’s nothing more watching tive of wearing many hats, including sales agent and is a very joyous time.

There’s a lot of satisfaction in Ali says that nothing is more exciting to her than the support the Polish Festival and the Miss Polonia beaut focus on Newington, Wethersfield, New Britain, Berlin thorough and creative approach really stands out.

She raise your kids and make memories.

For that reason melded all of my interests and skill-sets she’s not assisting clients or giving back lientele.

“I believe clients refer some lasting relationships and have made some great the sentiment is the same impressive volume reached $16 million, and very grassroots yet garners maximum communication.

“I take an extremely systemic approach,” pre-listing consultation, flagging any necessary improvedoing, you’ll never wo or call (7 and developing aAs path.

He stays in uating touch with past clients mailers and Ishe like meeting the clients learning about what Central She strives tocareer create amazing ofMaui.

Grand Rapids.

Meanwhile, she looks forward to buyers, guiding them through all the nuances of and videography, shares their property through a grows from Kent State with first time buyer that they can“After do itrelativel and h social media, real estate she’s also big onhelping providing free toIvia new clients. she her network, heher notes.

“I have the skills in sales, negotithat.” high level of service toLaurie each of our clients.

We pride emphasizesattorney,” theWhen importance of professional photograaclients home isboutique, very important, and love being a websites–but part of gratifying feeling she gets from people meet listing a home, Dominic offers his clients a flourish in their new home,” he says. serv into one.” her time, Oriana can be found relaxing at ments and assessing what the homeowners should “And what better way to she reports that her business is 28% repeat and referral and that is what it helps me to sell homes and be su pageant annually, along with local Polish Newspapers an and Rocky Hill.

She offers her hands-on When it comes to listing properties, Brandi and Drew when they buy a home, she says.

“And I give my clients the voice they need to stand phone calls, as well as social media like Facebook.

Social The process of buying or selling a house can be they want, and finding them the right house.

It’s a the new clients and deals that lie ahead.

“My career their transaction.

Notably, she stresses the imporI phy, work hard to make the transfriendships.

Every time I can help a client achieve friendships with her clientele to keep them coming back decided that real estate would be Outside of work Bryan is variety of targeted digital and social media platforms.

She Looking ahead, Gabriella intends on building, can offer legalcommunication advice.”thatclientele.

Monique prioritizes providing useful information, sending a degree inaccount business, the keys to their new home.” videos,ating, and drone footage, as well as the usefulness experience.” their real estate needs.

“They can always count on me your andthey family expect toMeghan earn from the market.

After helping his sellers ourselves onImany, our strong throughout the home with her beloved husband and two sons orfriends enter“I part believe people referevery and return because Ito for detail, beginning with high-end who didn’t think co wealth ofplus resources through Coldwell Listing clients, Isellers get watch them build their families, e Businesses.

When she isn’t working, she enjoys spendin service.

“I’m in charge of every single transaction of mine also plays aher in how Laurie markets her upmedia for their best interests.” quite daunting for which is why Nick finds it Banker’s veryand rewarding experience,” he says. allows me totheir meet someone new every day,” she says. tance of accessibility while handling alarge purchase. also utilizes extensive network to connect her her business and team, while continuing concentrates heavily on referral business which When Melissa isn’ Delince, who has one son, has been involved over the next best step, and something his community.

He dedica prepare property, he provides them with a suite of ooth as possible,” he observes. their real estate needs, it’s extremely fulfilling.” to always do what’s in their best interest,” she notes.

“I am honest and transparent,” she notes.

“I make sure to In addition to being a top North Texas realto her contacts monthly and quarterly emails with reports on taining for a small group of friends.

Today, Oriana is anwhat agentit’s for D’Aprile Properties, decided to follow in their footphotography and documentation to showcase homes show them a path and pla entire process.

That’s really it comes down to, listings, since such a powerful tool for exposing important totop ease the pressure on his clients’ shoultime with her family.

She’s also passionate about trav from to bottom, every step ofcommunicate the way,” she says.

She nothing more fulfilling than getting to know aestate.

“My clients know that they can get in touch with me Concierge marketing program, supplying them with their and thrive in their community—and the No portion of this issue may be reproduced in any manner whatsoever without consent of the publisher. with contractors, plumbers and other valuable tradesvalues for personal, compassionate professional from videography consumes alocal large portion of her real estate deals.

Committee atassis It’s no surprise his clients give him stellar reviews. the years with“There’s his schools aslives aprior volunteer and in everything, every step of thephotography—ranging way, so there several books on real You can take athe loo that he could feel passionate cate for local businesses b where she services clients throughout Naperville and the the property market in their suburb.

Once she has athere, listing, elp people attain their American steps and joined Holly’s team.

Outside of her career, Meghan is tremend a listing to the widest audience possible.

To that end, To find out more about Jennifer Gilbert, please call 205.381.1925, good service and taking care of people,” she says.

And ders and make the experience more lighthearted.

“I Outside of real estate Nick spends time volunteering client and helping them make the right decision.” at a moment’s notice.

They will never have to jump to virtual tours and 3D walkthroughs.

From Sid For her tireless service, April has already developed an people.

“The real estate industry has transformed over deserves a Realtor who will take that ex eling.

“I would like to see as many places as possible. is completely dedicated to helping her clients achieve Oneprofessional recent review reads: “I am very satisfied with fundraising events.

“I’m always happy tofuture, give back are noofsurprises.” www.jcyoungauthor.com. fond of volunteer Top Agent Magazine is published bySuburbs Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy photography, personalized postcards and better feeling in the world.” surrounding Western Chicago.

By combining Looking to the Oriana has strong ambitions for about and eventually his using the connections he’s Laurie also “just listed” cards to the publicize she relies on both social media and old school methods, shares home through aasplethora of targeted digital in her community.

Through serving on Ke know this isgoals aDelince big purchase for people and Isends take itout for Feed Mylearn Starving Children. a get dog lover wnership theand to help Investors enjoys volunteering his time toAnd help the jennifergilbert.kw.com email at jennifergilbert@kw.com, or visit the years,” Gabriella says.

“Today, the business needs,” she says. don’t treat my client working with her son has helped her create the perfect help from Louis, and IDaniel would like to inaround that capacity,” he says. outstanding reputation Mobile, with the majority of also try torewards go to Europe year to“Ivisit parents anw their and desires.

She particularly loves working To more about Brandi and Drew Lolato, email lolatotea Melissa goes all out to stay connected with her clients, ‘Wishing Well,’ her marketing savvy with her deep knowledge of home her growing career.

In theevery coming months, she will be of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied bymy its Lionnet, targeted mailers to his sphere of influence.

Moreover, and social media campaigns. homes for sale, sending out on average about 300 cards To find out more about Laurie family involved in.

He has been in the business for three business owners in the like calling, texting, and completing a 52-point seller very seriously.

But I also try to make this process and pet guardian of a yellow lab, he also fosters fourIt should come as no surprise that JC receives stellar JC enjoys every aspect of her job, from the flec Today, Meghan is a member of the Holly Ritchie Team Red Day, she and her team have volunte recommend others to get his help for home purchase innovative thinking and tech savvy approaches.

I know instead, I understand their wants, struggl her volume coming from either repeat clients or referrals. e portfolios.” local charities and organizations.

He is also actively keeping them in-tune throughout each step of the transschools give extra team dynamic, and allows them both to play to their construction, she has the insight and expertise needed to looking to expand her clientele en route to her stronFor mo siblings,” she says. with first-time home buyers.

“I feel like they need the eXp918Te call 918.600.5769 or 918-600-9997, or visit authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. To learn more about Kendra Havemeier, call (616) 821-5525 to specific demographics for each new listing.

“I also do hisand expert also shares his listings the she forges.

“I just love seet reviews her top-notch work ethic.

Oneto recently call 504-455-0100 or 504-462-9376 (cell) fun so that it’s not socoordinator stressful people.

Ifor legged friends from a local rescue.

And herelationships has years now, and currently works solo serving clients put people together.

“In checklist of tasks proven help sell awhen property. orlight sale.

Delince ismarketing very professional.

He is for very good When not working, Delince and his family love how to get things done for my clients—and Iclient know how And Ikitchens fight to make their dreams aneed. realit through Williams, where she serves clients all local soup and veterans inplease When asked about the secret to her success, cites her client anyaKeller transaction. gest year yet.

A team player, shebuyers. also intends on building Sid isshe equally thorough when assisting his By action and making sure to maintain a tohigh-level ofclosing free time, you can most guidance and wholehearted support.

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To learn more about Ap tostrengths, keep time off he enjoys ice fishing and vacationing at his havemeierhomes.com email kendrahavemeier@gmail.com or visit email laurielionnet@kw.com, totry provide guidelinelevel-headed.” forcutting listing price and others. travel.

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If she doesn’t answer the Growing up in Anchorage and knowing the area intisurprise that Monique’s last twelve sales in 2019 were all and sellers as forever friends in the community and approach back and referring me to others,” she says.

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DOMINIC FUSCIA

GABRIELLA NAVICK DANIEL MACIEL AGNES MROCZKA

MELISSA ZUPNER MONTGO

MEGHAN BRYAN RITCHIETROMBLEY

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CONTENTS 8) 5 STEPS TO ACHIEVE 56) IF IT’S GOOD FOR LONG TERM SUCCESS AS A THE SOUL, IT’S GOOD REAL ESTATE AGENT FOR THE BUSINESS 12) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

60) TIPS ON BEING A GOOD TEAM LEADER 64) LIVING ON COMMISSION

21) UNTANGLING THE 68) 5 THINGS YOU BIDDING WAR: A BUYER’S CAN DO TO ACHIEVE & SELLER’S PERSPECTIVES YOUR BIGGEST GOALS 26) 5 TIPS TO GET NEW CLIENTS 32) HOW TO GET THE BIGGEST RECHARGE OUT OF YOUR LUNCH HOUR 38) 5 WAYS TO TRANSFORM RENTERS INTO OWNERS 44) 4 WAYS MENTORING UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT 52) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

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71) MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS 75) HOW TO CUT DOWN ON DIGITAL DISTRACTIONS AND UP YOUR PRODUCTIVITY

91) ARE YOU IN OR OUT? 95) IS FINDING A NICHE MARKET RIGHT FOR YOU? 99) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE 103) TURNING YOUR PROFESSION INTO A PASSION 107) CONCIERGE CARE: SERVICES THAT LURE CLIENTS AND TRANSFORM YOUR REPUTATION 111) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

79) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING

115) WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU

83) UNCOMMON CONTACT: CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

119) COACHING 9-1-1

87) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

123) 3 TEAM BUILDING EXERCISES TO REVITALIZE MOMENTUM IN THE OFFICE

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mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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5

GREG JUNGE Top Agent Greg Junge – of Sterling Fine Properties in Phoenix, Arizona – is a hardworking, honest Realtor who consistently places the needs and wants of his grateful buyers and sellers front and center during every transaction. Greg’s focus on providing his clients with top-notch service and his commitment to forming solid relationships that transcend the closing table have earned him a stellar reputation as a trusted real estate advisor for both buyers and sellers.

Greg began his foray into real estate as an investor in 2012, and he obtained his license in 2015. “I was working for the County, sitting in a cubicle, when a friend of mine, who knew I was into investing, suggested I become a Realtor® and help people buy and sell homes. I jumped into it full-time, and I’m currently both a Realtor® and an investor.” Since then, his business has thrived based on a number of factors, most notably the personal relationships he forms with his clients.

Currently, a significant portion of Greg’s business is based upon returning clients and referrals, a sure indicator of the exceptional service he is providing. “I believe it’s because my clients trust me,” says Greg, when asked how he has managed to inspire so much trust and loyalty.

“Many of them become my friends. I think it all comes down to being real with people.”

The appreciation his clients feel for him is perhaps best made evident by Greg’s perfect overall five-star rating on Zillow.com, on which he has received scores of glowing reviews for his customer service.

When he’s not working to help his clients achieve their goals, Greg – a sports buff enjoys nothing more than spending time with his wife. The pair enjoy traveling and experiencing different countries and cultures. He is also an ardent philanthropist who takes great pride in supporting a national program which provides significant savings to firefighters, law enforcement, military, healthcare workers, and teachers when they buy or sell their house.

Greg is also co-author of a book, Success Habits of Super Achievers, that has reached number one for sales in multiple Amazon categories, which also contains contributions from many celebrities and titans of industry.

“It’s about people telling their stories about how they achieved success.”

Greg’s plans for the future include growing his business, though he is very happy with the status quo. His overarching objective, however, remains the same as always: forming solid relationships with his clients, and providing them with the exceptional customer service that has long been his calling card.

There are, of course, many other factors that have played a role in Greg’s continuing and ever-growing success story. Chief among them would be his excellent negotiation skills, and his leave-no-stone-unturned approach to marketing his properties. Both of these translate into fast sales for top dollar, not to mention happy clients who continue to return and refer new clients.

Educating his clients is important to Greg, and it’s one of the elements he enjoys most about his career in real estate. “I think it’s about being really honest with your clients and letting them know the status of the market, especially for buyers. It’s about going the extra mile.”

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For more information about Greg Junge, please visit PhoenixAzHeroes.com or email Gregisarealtor@gmail.com www.

TopAgent Agent Magazine Magazine Copyright Top

Security Title Agency is proud to congratulate

GREG JUNGE

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

Alyssa Axelrod | AVP/ Sales Executive 602-677-1125 | Visit their website here 4722 N 24th Street, #200, Phoenix, AZ 85016 A Fidelity National Financial Company/Fortune 500 Company

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

2

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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3

BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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DEREK & TAMYRA MANASCO After Derek and Tamyra Manasco moved to Oregon from Texas, they met with a local agent regarding the purchase of local property. “She was great to work with and surprised us by asking, ‘Have you both ever thought about becoming agents? I think you’d be amazing!’ I responded, ‘Actually, it’s something that’s always been in the back of my mind,’” Derek says. “We didn’t pursue it right away, but it was something I kept thinking about. Then I attended a career night and that sealed the deal.” The Manascos got their licenses two-and-ahalf years ago and have never looked back. “I wish I had done this 10 years earlier,” Derek exclaims.

Derek and Tamyra formed MPACT Real Estate for Keller Williams in Covallis, Oregon serving the Williamette Valley. Derek reports that their business has more than doubled in its second year and is already at 25% referral clientele. “We have a passion to serve others,” Derek asserts. “The ‘PACT’ in our title stands for passion, attitude, community, and trust–our 4 pillars–and we make it our mission to treat every client as if he or she were members of the family.”

It’s not surprising that Derek receives stellar reviews for his esteemed work ethic. One client recently wrote: “Derek assisted me through my first home purchase.

If I could give more than five stars, I would. Derek provided great insights to my purchase. Not only that, he set me up with very valuable resources that will help me maintain the property. It proves to me that he cares about his client and wants them to be successful in their purchases. Every step of the way, Derek went above and beyond. I knew I could count on Derek if any questions or concerns were raised. I’ll use Derek for all of my future purchases.”

The couple loves reaching out to their clients. In addition to texts, phone calls, a quarterly newsletter, 10

and social media check-ins, they host in-person events. “Right now, we’re getting ready for our client pie-drive,” says Derek. “Around Thanksgiving, Tamyra and I will hand deliver 120 pies to our past and present clients to thank them for their loyalty.”

Derek is proud of the couple’s marketing strategy. “First we bring in professional photographers to best showcase each and every property,” he notes. “Then we push them out via ‘coming soon’ and ‘just listed’ campaigns, a newsletter push, and finally, a social media campaign.” Derek admits that this year, they haven’t had a property active on the market for more than 12 days.

Derek and Tamyra are strong believers in giving back to the community. In addition to participating in KW’s Red Day, they host area Facebook sites which offer fun and interesting things to do in the community; volunteers at their church; and participate in Christmas toy drives for kids in need.

As for the future, the couple plan to continue to serve the community that’s been so good to them.

For more about Derek & Tamyra Manasco, please call call (541) 231-2157, email dmanasco@kw.com, or visit mpactrealestate.kw.com https://

Top Agent Magazine Copyright Top Agent Magazine

Alex Miller is proud to congratulate

DEREK & TAMYRA MANASCO

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

Alex Miller, CPA office: 971.239.0967 | 877.659.1407 cell: 503.580.9703 7317 Canebery Ct NE, Suite 13 • Keizer, Oregon 97303

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 12

mind, how might an agent deliver that spirit of service in a broader sphere?

The truth is, charitable giving offers nothing but upsides. Contributing to a worthy cause is a noble and meaningful endeavor, but it

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Contributing to a worthy cause is a noble and meaningful endeavor, but it also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network.

also presents positive byproducts for the giver: tax write-offs, name recognition in the community, and the ability to expand your network. If charitable giving is an idea you’ve toyed with, or a practice you’ve engaged in only now and again, here are a few ways to make it a foundational element of your business and a win-win for all.

Find causes that speak to you.

Donating funds or resources can feel anonymous if you’re divorced from the organization you’re working with. While national and international charitable organizations are certainly effective and worthwhile, you might consider partnering with local chapters of those organizations, or identifying hyper-local organizations that address need in your state, county, town, or even your own neighborhood. The first step to establishing a charitable relationship is to find a cause that you genuinely care about. For many, animal rescue is a tangible cause where resources and volunteership are always welcome. For others, children’s health and advocacy is a calling. Regardless Top Agent Magazine

of your personal passion, participation can be big or small. From sponsoring a local youth sports league to partnering with an area animal shelter for their annual spay-athon event—there are all sorts of ways to make a difference.

Unite your team for the common good.

One way to make charitable giving a staple is to do it in arm and arm with others. Supporting a local cause is a great way to bring your team together in a unifying capacity. Hosting coat drives in winter, blanket drives for local animal shelters, or backpack drives for needy students at the start of the new school year— all are straightforward and highly useful, direct ways to give to your community as a team. It’s also important to set collective goals as a way of keeping people motivated and accountable over time. Offices are productive, but often hectic spaces.

Injecting a collective goal with a positive, tangible result can create an ambiance of goodwill and generosity—both of which are worthwhile attributes to cultivate as

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the leader of your team. Lastly, consider timely giving as a way of connecting your team to their community. Natural disasters, local fundraising drives, and improvement funds are all direct ways your team can contribute, while they themselves reap the benefit in the community.

Include clients in the process.

You’ve likely heard of charitable donations made in the name of your client as an alternative to the classic closing gift, but there are a few ways you might update this method of giving. For starters, consider including your clients in the selection process. Do they have a special cause that’s close to their hearts? Likewise, you might

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consider making regular, consistent giving a part of your routine post-closing. Instead of following up with your yearly poinsettia plant or pumpkin, you might find a cause in their neighborhood or township that you can support in their name. It’s wise to choose something apolitical, but a cause that’s hyperlocal to their area demonstrates unique thoughtfulness.

There are plenty of ways in which society as a whole can benefit from charitable causes that build goodwill in the world, support those less fortunate, and bolster a positive future. Incorporating charitable giving in your business model is a generous way to make this mentality a central tenet of your team and a defining characteristic for your clients to remember.

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JANELLE PIERZINA Top Agent Magazine

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Top Agent Janelle Pierzina spearheads her work under the banner of Edina Realty serving buyers and sellers in Minneapolis and its south-metro region.

Janelle Pierzina began her career in real estate thirteen years ago when she made a splash in New York’s luxury rental market.

“I’ve always been a people person,” she says.

“I love working with different personalities and staying on-the-go, so real estate has been a natural match.” Ultimately, Janelle’s professional path wound back to Minneapolis, where she has since built a reputation for client-centric service with a personal touch.

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Today, Janelle spearheads her work under the banner of Edina Realty and in conjunction with her tightknit, two-person team. Serving buyers and sellers in Minneapolis and its south-metro region, a majority of her business is driven by repeat and referral clientele who trust her track record of success. What’s more, Janelle has long been a public-facing persona. Prior to her real estate debut, Janelle launched a parallel career as a reality TV Top Agent Magazine

star back in 2005, with regular appearances on Big Brother and The Amazing Race. “It definitely set me apart,” she says. “People feel like they know me and already have a connection with me because they’ve been watching me for decades.” Along with her Top Agent Magazine

agent expertise and television stardom has come a strong social media presence, where buyers and sellers benefit from wide-ranging exposure among Janelle’s more than 200,000 followers. To stay connected with clients past and present on a local level, Copyright Top Agent Magazine17 17

“My clients know I have their best interests at heart, and I always take care of them,” Janelle says. “At the end of the day, I have a love for getting the deal together and helping people. That’s what keeps me going.”

Janelle typically hosts seasonal client appreciation events that bring new and familiar faces together.

When listing properties, Janelle emphasizes the importance of an immersive marketing campaign that leaves prospective buyers with a memorable first impression. “When you hire someone to sell your property, it’s all about the marketing,” she says. All 18Copyright Top Agent Magazine 18

properties are equipped with high-end professional photography and videography, including custom twilight and architectural shots that showcase homes in their finest lights. From there, each listing enjoys peak visibility across the leading online listing platforms and on Janelle’s highly-trafficked social media outlets. This year, Janelle is poised to surpass thirty properties sold, even amidst a busy shooting schedule.

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Beyond the office, Janelle gives back to her community through her support of Give Kids the World, an organization that grants wishes to children who are facing life-threatening illnesses. In her remaining free hours, she most enjoys time spent with Top Agent Magazine

loved ones, and escaping to the family lake house whenever she can.

As for the future of her business, Janelle intends to keep momentum going strong.

Now, with more than a decade of experience Copyright Top Agent Magazine19 19

and insight to her name and a promising road ahead, Janelle Pierzina considers what she enjoys most about her chosen field. “My clients know I have their best interests at

heart, and I always take care of them,” she says. “At the end of the day, I have a love for getting the deal together and helping people.

That’s what keeps me going.”

To learn more about Janelle Pierzina email JanellePierzina@edinatrealty.com, or visit edinarealty.com/janelle-pierzina-realtor www.

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Top Agent Magazine

Untangling the Bidding War: A Buyer’s & Seller’s Perspectives In a competitive marketplace, bidding wars become the norm. While this may put sellers in an excellent position to recoup on their investment, it can push buyers beyond their budgets and test their temperaments in the process. As an agent, how do you navigate both sides of the coin? After all, you want to net the best results for your client—regardless of which side of the closing table they’re on. To fortify your approach to a heated bidding war, here are a few ideas and insights to better clue you in on the perspectives of buyers and sellers alike.

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Buyer’s Perspective: Emotions Running High?

Channel it.

When the market is booming, buyers feel the pressure—especially when affordable inventory is limited. This can create stress, feelings of hopelessness, and impulsivity. As an agent, how do you channel this emotional energy into something positive? Consider asking buyers to put those anxieties and high hopes onto paper. Have buyers outline

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who they are, why they’re inspired to buy a home at this juncture in their lives, and how they see their lives unfolding once they become a homeowner (or repeat homeowner). Think of it as a letter of intent.

Buyers benefit from taking abstract fears and dreams and articulating them on paper. Likewise, this document can serve as a valuable tool during a bidding war. Letters like these can help sellers with multiple offers make a personal, emotional connection with a particular buyer.

Sellers Perspective: Manage expectations.

When multiple offers are rolling in on a property, it’s easy for sellers to get carried away. Numbers are flying, expectations are heightened, and sellers may become hypnotized by higher and higher offers and ideal outcomes. While it’s good to celebrate prime market positioning, it’s also important to maintain an even keel so that your seller’s mind is clear and they’re thinking rationally through their options.

Sometimes the highest offer isn’t necessarily the sure thing. Manage your clients’ expectations by leading by example, offering a balanced perspective, and talking them through all potential outcomes so that they don’t only hone in on the best-case scenario.

During a bidding war, tensions are running high for seller’s too, who will soon begin their next chapter in another home. Keep a cool head and remind your client to see the big picture, recognize that it’s possible for some offers to fall through, and to sit tight until the closing table has been successfully reached.

Buyer’s Perspective: How do you authentically and convincingly convey your interest?

When ten or so offers are in the mix, it can be hard to differentiate your buyer from the next. While numbers will obviously do a lot of the talking, you’d be surprised how much of a difference a 22

personal touch can make. Some popular approaches to standing out include personal letters—as mentioned above—tailored to the property. Was the property in question a family home for years? You might have clients detail their dreams of raising a family inside those walls, rather than tear the property down and rebuild something to boost the lot’s value. Including a family photo is also a good tact for personalizing letters in a bidding war. Likewise, little gifts included with your offer can speak volumes about your personality and due diligence as an agent. It may seem a little cheesy, but when sellers are looking at ten near-identical offers, those personal touches can really paint a compelling, personalized picture.

Seller’s Perspective: How powerful is cash?

Data shows that cash offers—typical of investor clientele—double the chances of having an offer accepted. This goes hand in hand with waiving a financing contingency, which also helped boost the probability of an accepted offer, according to research. Cash is king, however, since offers that aren’t completely reliant on comprehensive financing seem to minimize risk for sellers, who are already eager to see a deal go through. Cash deals also tend to go through quickly, freeing sellers up to pursue their next property and move on to new horizons. While not every buyer has the ability to operate in cash, it’s a worthwhile consideration for those in ultra-competitive markets and with liquid capital.

While the bidding process can be stressful for agents and clients alike, it’s important to remember that it’s a time of opportunity, too. If you want to make the most of it as a seller, data shows that a personal touch can endear buyers to their seller counterparts. For sellers navigating a competitive process, it’s important to keep a balanced perspective. For agents, here’s the bottom line: get creative, be resourceful, and use all the tools in your arsenal to achieve the best result for the clients you serve.

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ERIC CHARLEBOIS

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ERIC CHARLEBOIS

Eric Charlebois has an innate love for his profession. “I’ve just always had an appreciation for architecture and real estate,” he observes. “I bought my first home in my early 20’s. I went on to build two homes from the ground up, and I really appreciate the process of creating something beautiful from the raw land.”

Eric was born and raised in San Diego, CA. He attended Mira Costa College where he took courses in real estate. After college, Eric managed and became president of his family’s automotive dealerships. During that time, still having the passion for real estate, he partnered with a friend and bought, developed, and sold several properties. “I guess the whole process hooked me in,” he states. Eric got his license in 2013 and has never looked back.

He now works as a solo agent at Pacific Sotheby’s International Realty in San Diego. Whether you are buying a beach cottage or an equestrian estate in the foothills, Eric is knowledgeable from San Diego’s Coast to Country and committed to his client’s service. “Not only do I get great back-up from the agents in the office, I receive amazing support from my wife. I am very fortunate,” he notes.

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Eric reports that his business is 85% repeat and referral clientele. “I think there are several reasons why my clients stand by me and my business,” he says.

“First, I take really good care of them and their needs.

I communicate every aspect of the transaction and am always available for their questions,” he says. “Secondly, I understand what it takes to buy and develop property, the construction process, and how a home is built. This is an asset that few agents have.”

He also believes in keeping things light. “Buying and selling a home can be very stressful,” he notes. “I like to make the process fun and keep my clients smiling.”

It’s no surprise that Eric receives stellar reviews for his esteemed work ethics. One client recently wrote: “Eric was very professional with every step that we went through with the sale of our home. He kept us informed on anything that needed to be taken care of and on every inspection that was being done at that time. He was even willing to get things done for us, as we have moved out of state and that was a great help. I highly, highly recommend Eric as a Realtor.”

As a top producer, in 2015 Eric was named “Rookie of the Year” at Pacific Sotheby’s International Realty– Copyright Top Top Agent Agent Magazine Magazine

Dan Conway & Associates. In 2016 & 2017, he was “Ambassador of the Year” at Pacific Sotheby’s International Realty–Dan Conway & Associates. In 2019, he was awarded the Circle of Excellence, Individual Level.

When marketing his listings, Eric says he is honest and up front from the get-go. “I will never be mean, but I will truthfully tell the client what they might consider doing to improve their home in order to get a better return on their investment,” he says. Eric believes that now, more than ever, it’s critical to have a strong visual online presence.

“Of course, we take professional photography, because it’s those first couple of photos that grab the attention of the viewer,” he says. He also posts on social media and advertises in the local newspaper, the Union Tribune.

What Eric likes most about his job are the people he works with. “I love being a part of the process with my clients and helping them reach their American Dream of home ownership,” he says.

With a blended family that includes six kids, Eric is involved with the local schools and sporting events. “My wife Amy Charlebois and I try to support the community in every way we can,” he says.

When not working or donating his time, Eric loves spending time with his family.

“We participate in everything outdoors, from boating to sitting by the pool,” he says.

“I realize how important this family time together really is.”

As for the future, Eric plans to expand his business. “My wife is studying for her license and will be joining me soon.” He says. “From there, we plan to add more agents and mentor them to be successful, so we can help more people in the community reach their real estate goals.”

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To learn more about Eric Charlebois, email him at eric@allsandiego4sale.com, visit allsandiego4sale.com, or call (760) 703-6776 www.

Copyright Top Agent Magazine 25

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 26

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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1

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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3

Partner up with a Relocation Company

4

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

5

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

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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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ROB MARIN Top Agent Magazine

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ROB MARIN

Rob Marin’s mission as a Realtor is to help people. He began his professional career in IT for graphic design in the entertainment industry. “I ultimately realized that I was more of a people person, plus my mom was a Realtor, so making that transition seemed like a natural one,” he notes. “I had a good understanding of how the industry worked.” He then transferred all of his contacts from his former job to his new profession. That was five years ago, and Rob has loved every minute of being an agent.

He now runs Rob Marin Realty for Keller Williams in Larchmont, California, and covers the Whittier area as well as L.A.’s Westside and the Hollywood Hills. Rob reports that 90% of his business is repeat and referral clientele. “I enjoy working with others, to help them reach and achieve their goals,” he asserts. “In real estate, I take that same approach. I befriend someone who has concerns, needs or questions and approach them as a friend to help them. I am detail oriented, professional, and focused on how I can best meet people’s needs.”

Certification, Fundamentals of FHA, VA & Conventional Renovation Loans Certification.

What sets Rob apart from his peers is his strong commitment to community service as well as his charitable spirit. “I have a public commitment that for every home that closes escrow, I will donate $500 to the Women’s and Children’s Crisis Shelter.” He created and chaired a fundraiser for the Women’s and Children’s Crisis Center (WCCS) for victims of domestic abuse several years ago and is now the board’s vice president. He also works with humanitarian causes in the Dominican Republic, volunteers his computer skills to the Pregnancy Care

His noteworthy certifications include First Time Home Buyer Certification, Seniors Real Estate Specialist 30

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Clinic of Orange County, serves in leadership to junior high students, and mentors high school and college students. He’s also been an Ambassador for the Whittier area chamber of commerce for a number of years and serves on the board of the Whittier Rotary. In 2019, he was given the community service award from Downey Association of Realtors. “During my acceptance speech, I ended it by stating, ‘I believe everyone is put on this earth to help and love each other, especially those in need.’”

To maintain connection with his clients, Rob sends out a weekly newsletter. “It’s not just about real estate,” he says. “The introduction always includes something about my mother, which clients tell me they find endearing. Then I offer lifestyle tips and advice and conclude with a positive message.” He’s also very active on social media, and makes a lot of calls and texts, “I also like to stop at clients’ homes and drop off gifts that are meaningful to let them know I appreciate them.” During the pandemic, Rob says four of his clients lost loved ones to the disease. “I helped one family pay for the funeral, which meant a lot to me as well,” he notes.

Rob individualizes the process when marketing his listings, because no two properties are alike.

Using his graphic design skills, Rob creates brochures and digital posts using professional photography. “I ask my clients what they want,” he says. “After all, no one knows their home better than the client.” He also utilizes mailing lists, and markets to other agents, often targeting specific regions.

Rob relishes the relationships he forges through his work. “Not only do I love helping clients through the business, but I enjoy being a resource for people in the community,” he states. “If someone is looking for a good plumber or painter, I hope they come to me first for a referral.”

When not working or donating his time, Rob can be found outdoors having fun with his two Australian Blue Heeler rescue dogs, Nalani and Kona. “I use my dogs in all of my advertising,” he laughs. He’s also big on physical fitness, working on his own home, and spending time with friends and family.

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To learn more about Rob Marin, email rob@robmarinrealty.com, or visit robmarinrealty.com/index.html, or call (562) 688-1873 http://

Copyright Top Agent Magazine 31

How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create 32

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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ART OBLETON, JR. Top Agent Magazine

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ART OBLETON, JR.

“I get so much joy and satisfaction helping people achieve their real estate goals,” says Art. “I love the entrepreneurial element of this job, and that there’s no limit to the number of people I can help.”

Top Agent Art Obleton, Jr. – of Keller Williams Greater Metropolitan in Pepper Pike, Ohio – is a real estate professional of the highest caliber.

Hardworking, deeply knowledgeable and consistently committed to providing the very best in customer service, Art has earned his stellar reputation as a Realtor who places his clients’ needs front and center during every transaction.

Having built his business on a solid foundation of honesty, integrity and empathy, there are few better suited than Art to provide top-of-the-line real estate advocacy to any buyer or seller in the Cleveland market.

Art began his journey in real estate in 2014. “I studied Business in school,” recalls Art, “but I couldn’t find a job that fulfilled me. So, I spent 36 36

some time in introspection, doing some Bible reading and meditation; I just got really reflective in prayer. The idea came to me to find out what it would take to get a real estate license.

I looked into it, found out what I needed to do, passed the test and got licensed.” Art’s decision played a role in his mother, brother and sister also deciding to join the real estate industry, and today his sister is one of the top Realtors in the busy Atlanta, Georgia market.

Art found success almost immediately. Currently, a significant – and continually growing – percentage of Art’s overall business is based upon repeat and referred clients, a sure indicator of the exceptional, caring customer service he provides his many grateful buyers and sellers. “I Copyright Top Agent Magazine

think that has a lot to do with the fact that I am committed to staying educated about the real estate industry,” says Art, when asked how he manages to instill such impressive levels of trust and loyalty amongst those he works with.

“I really believe in educating the buyer or the seller about the process, as opposed to just looking at it as just transactional. I work hard to prepare my clients about what to expect so there are no surprises and the transaction proceeds as smoothly as possible.”

Art, who has earned the prestigious ABR (Accredited Buyer’s Representative) and RENE (Real Estate Negotiation Expert) industry designations, is also an expert and thorough marketer of his listings. No expense is spared, or stone left unturned in his efforts to maximize exposure for his properties, with the result being fast sales for top dollar, not to mention happy clients.

When he’s not working, Art enjoys reading and walking, and he also donates time back to his community through homeownership workshops. “I’ve done many of them,” he says, “so I’ve done a lot of educating. For me, this isn’t just a profession, it’s a calling. So, I love sharing ideas about real estate with people wherever I go.”

Art’s plan for the future is fairly straightforward: to continue to grow his business, and to establish a team that will support his efforts to help even more clients. Above all, however, remains his overarching objective: to continue providing his buyers and sellers with the incomparable customer service that has become his calling card.

“I get so much joy and satisfaction helping people achieve their real estate goals,” says Art. “I love the entrepreneurial element of this job, and that there’s no limit to the number of people I can help.”

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For more about Art Obleton Jr., please call 216-482-9035, email ArtObletonJr@gmail.com or visit artjrhomes.kw.com https://

Copyright Top Agent Magazine 37 37

5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 38

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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1

Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

2

Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

5 4

Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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YOANA VASILEVA Top Agent Magazine

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YOANA VASILEVA

Fifteen years ago, Yoana Vasileva moved from Bulgaria to the United States. Here, she began her career helping homebuyers improve their credit; however, along the way, Yoana came to take an interest in the real estate industry. Inspired, she earned her license and dove in—and she hasn’t looked back. “Right away, I realized that I loved what I was doing,” she says. “Real estate gives me the ability to guide people to a better life. My work comes down to what I care about most: personal relationships.”

stands out above the rest. Afterwards, she lists the property through targeted digital and social media campaigns. While utilizing the wealth of resources at Virtual Properties Realty and her network of fellow agents, she is constantly there for her clients to make sure the sale goes as smoothly as possible. “I get to know all my clients on an individual level,” she says. “That way, I can keep track of them and make sure all their problems are solved by the time their property lists.”

Today, Yoana is a Realtor for Virtual Properties Realty where she services clients throughout the Atlanta metro area. Recently licensed in Florida, she also handles transactions across state lines.

A rising star in the industry, she has quickly fashioned a boutique process to assist any buyer or seller.

When listing a home, Yoana provides her clients with a comprehensive strategy. Starting out, she equips her listers with professional photography and videography—all to guarantee that their home 42 42

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Elsewhere, Yoana is equally attentive with her buyers. By protecting their interests with boundless energy and a tireless work ethic, she sees to it that her clients find a sound investment to fit their lifestyle. She also remains in touch long after closing to ensure that her buyers are loving life in their new homes. “I don’t believe in treating my clients like transactions,” she says. “Instead, I want to get to know them and cater my services directly to their best interests.”

For her commitment to client satisfaction, Yoana has won an outstanding reputation around Georgia, with the vast majority of her volume coming from either repeat clients or referrals. The key to her success?

“I love what I do,” Yoana says. “You can’t replace the joy of negotiating a great deal or helping a client into their first home.

To me, there’s nothing more fulfilling.”

Outside of her career, Yoana is active in her community, participating in Thanksgiving and Christmas giveaways around Atlanta. When she’s not assisting clients or giving back, she can be found spending quality time with her two children or playing around with her four pet dogs.

Looking ahead, Yoana has bold ambitions for her career. Having cemented her reputation as an honest, hardworking Realtor, she now intends on growing her client base and developing a team. Above all, Yoana will continue serving Atlanta in the only way she knows how. “A real estate deal is always about more than just a house,” she says. “It’s about getting to know your clients, educating them and finding the right investment to secure their future.”

To learn more about Yoana Vasileva please email soldbyyoana@gmail.com, visit Yoanavasileva.northatlantahomesalesteam.com or yoanavasileva.gocrr.com or call (678) 663-1998 www.

http://

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thought44

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can Top Agent Magazine

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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SILVA CHRISTOV

Top Agent Silva Christov is consistently ranked in the top 1% for Realtors® in Southern Fairfield County, Connecticut.

Silva Christov got started in real estate in 2004 while working part-time for a small company.

She says that her actual career, however, started when she joined Keller Williams and became a full-time agent, which she has now been doing for over 10 years. Silva had been a leading buyer’s agent on several top agent teams before, until she became ready to successfully lead her own. She is consistently ranked in the top 1% for Realtors® in the area and continues to provide top-notch customer service and real estate expertise to the Southern Fairfield County, Connecticut area.

Even while going through chemotherapy, Silva never missed a day of work or the gym. “My business and my clients were what kept me going through this successfully.”

Silva’s superior work ethic and dedication to her clients is so valued that most of her business 46

consists of repeats and referrals. “Solving problems for people is a passion of mine,” she explains. “I am so happy to educate them and help them make the best decisions possible.”

This customer service is what Silva attributes much of her growth to. She has worked as a flight attendant, as well as in the hotel industry in the past, so customer service is an integral part of everything she does. “I’m always here to help,” she says, and she strives to make the process as honest and low-pressure as possible. Her expertise in the real estate industry, as well as her high energy level and great interpersonal skills, keep her clients coming back and referring others to her business as well. She spends upwards of two and a half hours each day keeping in contact with former clients, and when it comes to her strategies for marketing properties, she says “I like to have diversity in different venues.” This Copyright Top Agent Magazine

includes magazine advertisements, social media, where she applies a high level of creativity and tech skills, and more.

Her clients can see that Silva’s dedication and work ethic make her so successful in every transaction, which in turn gives them great successes as well. One former client shared, “Silva is truly a one of a kind Realtor® & person! She was incredibly patient & understanding with me going through the entire process of buying my first investment property. Silva was always available to answer questions or address issues as soon as they came up.

I’m extremely grateful for all she has done to help me find the right property. I will absolutely use her services for my next purchase!”

In addition to her work in real estate, Silva loves staying active within her community. She is on the Board of Directors of her community and frequently contributes through her expertise of the local real estate market. Silva is also very involved with Keller Williams service projects, such as food bank drives. Additionally, Silva says, “Learning and expanding is what I like to focus on in my free time.” This includes researching, reading, and even developing a life-coaching business so that she can further help others meet their potential.

As for the future, Silva hopes to expand her business. “For my dream to continue, I want to grow a powerful team and help hundreds of families each year.” Her favorite part of her job is the interaction with her clients and that she can use her skills to help others. “I turn my relationships with my clients into friendships,” Silva says, and this mentality truly sets her apart as an expert real estate agent.

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For more about Silva Christov, please call 203.253.1565 or email schristov@optonline.net Copyright Top Agent Magazine 47

Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com 

grahamharrop.com  48

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mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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MATTHEW GUBA

Matthew Guba graduated from Ohio State with a degree in Sociology, and was headed towards working in the social sector. After college he spent some time working in a community corrections facility for a couple years, before realizing that he wanted to make a career change. He then started a home inspection company, which introduced him to the real estate community.

Matthew quickly realized that real estate was the change he needed. He jumped in headfirst and got his license in 2017. He currently works as a solo agent at Keller Williams and serves clients throughout Northeast Ohio.

experience for my clients every single time. I start by finding out what they’re looking for, and I do my best to help them achieve exactly that. Sometimes that includes doing things that aren’t in the job description, but that will help you build a long-lasting bond with your customer,” he says. And as an agent who is invested

Having been in the business for only a few years, Matthew has already acquired an impressive rate of repeat and referral clients, which he attributes to his excellent customer service. “I am committed to create the best possible 50

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in long-term relationships, Matthew makes sure that he stays in touch with clients even after the transaction is over.

Strategic marketing is a crucial part of Matthew’s success. He likes to invest in professional video and photography, as well as drone aerial footage for his listings. And when it comes to advertising, instead of casting a wide net he puts his resources into focused social media ads on Facebook and Instagram.

Thanks to his marketing techniques he is on track to surpass $6 million in sales volume this year.

Despite the financial success, for Matthew there are more important factors that make his work meaningful and enjoyable. “At the end of the day I just love working with people, and I get to meet a great variety of people in this line of work. I also enjoy the flexible schedule this job provides,” he says.

Outside of work Matthew strives to be involved in his community. He is on the board of the Avon Lake Historical Society, and he frequently donates blood in blood drives—which he also helps to organize. And when he’s not working or volunteering, he loves to spend quality time with his wife, daughter, and son.

He also enjoys playing golf and basketball.

In the future Matthew is looking to hire an assistant to help out with his social media, and other time consuming tasks, so that he can spend more time helping his clients.

And his advice to young real estate agents is: “Remember to always put yourself in your client’s shoes and look at everything from their perspective first. If you’re providing a good customer experience, they will be more than happy to provide referrals to you.”

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To learn more about Matthew Guba call 216–215–1671 or email mjguba@kw.com @RealtorCityWide on Instagram and twitter Copyright Top Agent Magazine 51

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Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits.

The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

1

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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2

THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

3

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

4

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

5

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working Top Agent Magazine

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

6

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

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PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

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THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal.

Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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BEN HAWAN

Ben Hawan has a background in engineering, IT and project management—a career of problem solving.

These skills shone through when he found himself drawn to the real estate industry. With a desire to operate at the top level, he attained his license and dove in. “The rest is history,” he says. “I love every aspect of my career, from walking through a beautiful home to negotiating a great deal for my clients.

Most of all, I truly appreciate the opportunity to improve the lives of my vendors and purchasers.”

Today, Ben is an agent for New Zealand Sotheby’s International Realty, where he services clients throughout Wellington Region. Specializing in lifestyle properties and luxury homes, he possesses the expertise and attention to detail needed to market and sell some of the Capital’s finest homes.

sional photography and videography to ensure that their property stands out above the rest. Meanwhile, he is further supported by the global marketing resources at Sotheby’s International Realty.

Ben is there for his clients with unparalleled commitment. “I go all-out for my vendors,” he says. “In real estate, my philosophy is to take advantage of every resource or opportunity within our control.

There are aspects we can’t control, but the ones we can have to be perfect, from photos to marketing to

When listing a property, Ben prefers a hands-on approach. Starting out, he conducts a personal home inspection and organizes his entire workflow around a comprehensive to-do list. Once the house is fully prepared, he equips his clients with profes54

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vendor communication and reporting. I have to exceed expectations.”

Similarly, Ben is equally as attentive when assisting his buyers. Through open communication and steadfast advocacy, he ensures that his customers find the home of their dreams.

Best of all, Ben stays in touch with his buyers long after closing, lending long-term guidance to all their property needs. “I’m not a salesman; I’m a consultant,” he says. “My clients know that I’m here to help them from the beginning to the end of our transaction— and after.”

For his outstanding client service, Ben has won a terrific reputation around Wellington and the Hutt Valley, as evidenced by his strong rate of repeat clients and referrals. However, what he values most are the relationships forged along the way. “There’s nothing more fulfilling than getting to know people and finding ways to help them. I become close friends with my buyers and sellers throughout the transaction.”

Outside of his career, Ben plays an active role in his community. On top of contributing to local charities, he volunteers at Riding for the Disabled, a program that gives children with physical and mental disabilities the opportunity to ride horses. When he’s not serving clients or giving back, Ben enjoys spending time with his young family and cutting firewood. “Woodcutting is sort of my gym and my meditation all rolled up into one,” he says with a laugh, “I don’t even have a fire, I just give it away!”

Ben has strong ambitions for his career.

Long-term, he intends on building out a team.

But for now, he’s more than happy continuing to grow his client base while raising the standard of service in the community he cares about most.

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For more about Ben Hawan email Ben.Hawan@nzsir.com, visit nzsothebysrealty.com or call +64-211-747-305 www.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night?

The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning.

REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their 56

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing.

Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says.

“There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.”

The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home.

For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!”

Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie.

We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured Top Agent Magazine

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AUTUMN RACHELLE MAST

Top Agent Autumn Rachelle Mast is a Luxury Home and Residential Development REALTOR® with RealtyOne Group Signature, serving clients throughout Draper, Utah.

Autumn Rachelle Mast got her start in real estate when she was just a child. As the daughter of a general contractor, Autumn used to play in her dad’s model houses. Although her original aspirations were to go to law school, she eventually became her dad’s assistant and realized that she had a natural knack for talking to clients and selling houses, and thus her real estate career was born. She’s been in the business for 11 years now, and works as a Luxury Home and Residential Development REALTOR® with RealtyOne Group Signature, serving clients throughout Draper, Utah.

And I’m a firm believer that if you know everything about your product, no matter what it is, you can always sell it if you just know how to communicate,” she says. Clients know that by working with Autumn they’re getting an agent who knows the ins

One of the skills that helps Autumn develop long lasting relationships with her clients, and continuously grow her network, is her open and honest communication. “I’ve always been good at communicating with people.

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and outs of real estate from every angle. “My development knowledge and being around construction my whole entire life really works in my favor in this business. My clients know that I get things done.”

As someone who’s passionate about the entire construction process, Autumn loves working with new homebuyers and building luxury custom homes. She currently has a subdivision of half-acre lots designed for luxury homebuilders as well as clients who have their own builders. She also loves the process of land acquisition knowing that it will help her community grow. “I really enjoy land acquisition and being able to create housing for more people is definitely a passion of mine.”

Besides her enthusiasm for real estate Autumn is also passionate about helping others in her community. She donates to various charities, and one cause that’s really close to her heart is helping women who have experienced domestic violence, and their children, find affordable housing. Her dream is to one day start a non-profit organization that would help them learn the necessary skills to be able to find a great career and make themselves financially independent.

Autumn is also concerned with other issues in her community, one of them being a shortage of graveyards. “There are not a lot of graveyards in Utah, and I think it’s important for people to be able to bury their loved ones. I just want to be able to help be part of the solution for any real estate related issue the community is facing,” she says.

When she has time off Autumn loves to leave town and travel around the world while getting to experience different cultures. Her goal for the future is to continue growing her business and helping out as many clients as possible.

And one of the more unique things on her to-do list is to one day own a vineyard.

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CREATE A CUSTOM KITCHEN

AUTUMN RACHELLE MAST Professional Realtor

801.541.2102 autumnrachellehomes@gmail.com www.autumnrachellemast.com

(2550 East)

CUSTOM LIVING ROOM

THE VIEW

To learn more about Autumn Rachelle Mast email autumnrachellehomes@gmail.com, visit autumnrachellemast.com, or call 801–541–2102 www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really 60

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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SHAHZANA RIPP

Shahzana Ripp began her real estate career after she had an eye-opening experience buying her first home. Her own real estate agent proved unreliable, so Shahzana ended up doing all the legwork and homework on her own. “I realized how interesting it is, and I fell in love with real estate,” Shahzana recalls. “So it started with my own research as a homebuyer, and ended with me becoming an agent.” She started with Coldwell Banker in 2004, and since then Shahzana has built strong and trusting relationships with clients who value her accessibility, hard work, and personal attention.

I’m in the area and have a few minutes, I stop and knock on the door to say hello. I have been able to connect on a personal level and establish a relationship with my clients, and that goes a long way.”

Clients appreciate the personal attention they get when they work with Shahzana. “When I work with clients, I put together a custom tailored plan for them,” she says. “I listen to the clients and take extra steps by previewing homes before I show them to my clients. When I do the quick

Shahzana serves the western suburbs of Chicago, including Naperville, Bolingbrook, Plainfield, Aurora, Joliet, Sherwood, Downers Grove, and Darien. About 70% of her business comes from repeat and referral clients, and it’s easy to see why. “I’m heavily involved, even after the closing,” Shahzana explains. “I make an effort to stay in touch with my clients on a personal level, which often means attending birthday parties, weddings, and other celebrations. If 62

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walk-through, I spot anything my client likes, and make a note of it. I’m a very good active listener and have very good empathy skills, which helps me select the best listings to streamline their search or to market their property.”

When marketing her listings, Shahzana takes an aggressive approach to getting a property in front of as many potential buyers as possible. In addition to her company website, she uses sites like Zillow, Redfin, Trulia, and Realtor.com to promote her listings, as well as individual websites for her properties. She has also recently stepped up her use of social media. “We want to make sure our property information is out there and to insure that the homes look beautiful online,” Shahzana says. To that end, she enlists professional photographers to produce everything from regular still photos to video, and also drone photography. “Our listings get a lot of shares and likes on Instagram and Facebook,” she says.

Outside of real estate, Shahzana has been involved in her community. She has done work with the Senior Services Center in Joliet, as well as in Downers Grove and Darien. It is a cause that is near and dear to her, since she was raised by her grandmother.

When she is not working or giving back her time, Shahzana loves to spend time with her two boys, and traveling.

In the future, Shahzana says she is looking to eventually have her own team and “take it to the next level.” She would also like to get her managing broker’s license. “I take each day as a new opportunity,” Shahzana says. “To be able to connect with people and be a part of their journey, and to touch people’s lives.

I have been able to create long-term relationships and friendships through real estate, and my clients are like family to me.”

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To find out more about Shahzana Ripp, call 815-483-7773, visit linktr.ee/Shahzana or email shahzanaripp@gmail.com https://

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Living On Commission

by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept.

“I could never live on that!” But loan officers have to do it all the time.

The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic.

When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation.

One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her 64

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Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all!

She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

Copyright©, Linda Brakeall.

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All rights reserved.

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JOSH WHITMORE , KALAMAZOO, MI — RISING STAR IN REAL ESTATE

Josh Whitmore started his career in real estate in 2012 as an investor. After a few years of flipping houses and truly enjoying the process, he decided that it might be something worth pursuing fulltime. He left his job as a banking branch manager and obtained his license in 2019. Josh currently works as a solo agent at Jaqua Realtors and serves clients throughout Kalamazoo, MI, and the surrounding cities.

A big part of Josh’s marketing strategy involves having professional photography, including drone photos. He also takes his time to do walkthrough videos that he shares on various social media portals. And his marketing techniques are already paying off. “It’s my first full-time year as a REALTOR®, and I’m on track to make $4 million in sales volume by the end of the year,” he says.

Having a strong work ethic and in-depth knowledge of the area, and the local market, has helped Josh build a business network that fully consists of referral and repeat clients. “I’ve been pretty fortunate that thanks to word-of-mouth I haven’t had any need for marketing,” he says. “Clients appreciate my expertise. My years in banking and as an investor have given me a unique background that allows me to help guide them through every step of the transaction, and make it as easy and smooth as possible,” he says. And in order to show his clients how grateful he is for their business Josh likes to host client appreciation events.

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It’s great to have variety at work in order to keep it exciting, and Josh has found plenty of it in real estate. “Every day is different, every client is different, every house I walk through is different, and every transaction is different. Boredom or stagnation is not an option in real estate.”

In his spare time Josh is deeply involved in local sports. He helps coach Little League Baseball—which he also sponsors— and he started, coaches, and sponsors a travel baseball team for his older son. He also coaches a flag football for YMCA, and sponsors the local hockey program.

Helping guide youth and inspire them to become successful in their pursuits is something he’s passionate about, which is why he put together a mentorship group where kids are exposed to accomplished local community and business leaders twice a month.

When he’s not working or giving back to his community, Josh likes to travel to Lake Michigan where he owns a condo with his wife. There, they enjoy relaxing and spending time with their kids. And going forward, Josh has many big plans for the future. He recently passed his broker’s test and hopes to eventually develop a team and start his own brokerage. Most importantly, he remains focused on giving his clients the best possible service. “When people ask me what kind of business I’m in, I never say I’m in the real estate business. I say I’m in the customer service business.

If I’m not providing the best customer service to my clients then I haven’t earned the right to show them a house or ask them to buy a house from me. Real estate is just the name, but it’s not the business I’m in. I’m here to serve clients.”

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To learn more about Josh Whitmore please email jwhitmore@jaquarealtors.com, visit jaquarealtors.com/agents/63261-josh-whitmore, or call (561) 603–8658 www.

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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 68

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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CHRISTY BOHLEN As the leader of Christy Bohlen Sells Homes Team at Keller Williams in Katy, Texas; Christy Bohlen has built a team that has “consistently ranked in the Top 1200 out of 34,000 Realtors in the Houston Metroplex for the last five years” through her knowledge, drive and dedication to serve her clients and community.

Prior to entering the real estate field, Christy had a successful career in the corporate world. She credits her husband with her decision to pursue real estate as a profession. “I had been working 60-80 hour a week in the corporate world, spending very little time with my family,” she recalls. “I found myself getting frustrated with the whole corporate world. My husband said to me, ‘Why don’t you get into real estate. You’d be great at it.’ So, I took a leap of faith, quit my job, and went to real estate school” That was six years ago, and she’s never looked back.

With a volume of $8-$10 million a year, eighty percent of her business is repeat and referral clientele. “Our mission is to provide a gold service to our clients,” she asserts. “We treat every person like a member of the family and give them what I like to call the “HUG” experience, meaning everyone gets a theoretical hug.

We also strive to change lives and build wealth.” What Christy loves most about her job is the opportunity to help people on a daily basis. “Our work is not only about the transaction,” she says. “We assist them in building their personal wealth.”

To stay in touch with her clients, Christy makes phone calls, holds events throughout the year, does pop-byes, and holds educational seminars. “We want our clients to learn something about the market,” she says of her community real estate programs.

It’s no wonder that Christy receives stellar reviews for her esteemed work ethic. One client recently wrote: “Christy is an exceptional Realtor that really understands her business! She used a professional stager and hired a professional photographer to make sure that our home stood out as the gem that it was. She priced the house right and brought us multiple offers within 2 days of our house being listed. Because of her expertise, our home set the new record high sales price. We were so fortunate to have her expertise to help us navigate our way through our home selling process.”

To best serve her clients, Christy embraces all avenues to help them achieve their goals. Whether she is doorknocking, holding open houses, posting to social media, or sending out email campaigns, she approaches all with enthusiasm and dedication.

Christy is also a strong believer in giving back to her community. In addition to charity events throughout the year in support of community organizations, Christy sponsors a holiday event for the Ballard House in Katy, Texas. All of the proceeds from the Festival of Trees go back to the facility, which houses patients and their caregivers for treatment of life-threatening illnesses.

“We hold a beautiful festival that includes food, music, a craft show, and tree decorating,” she says. The event is eagerly anticipated not only by the Ballard House but the community as a whole.

When not working or donating her time, Christy enjoys being with her family, traveling, and gardening. As for the future, Christy hopes to expand her business to all five areas of Houston. “We want to be able to serve the people of our community so they can achieve their financial and real estate goals.”

To learn more about Christy Bohlen, email her at christybohlen@kw.com or call (832) 795-1915 Top Agent Magazine

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CRYSTAL BONIN When Crystal Bonin left her corporate career as a District Sales Manager for a major corporation in the late 1990’s, her plan was to become a stay-at-home mom and devote as much of her attention as possible to her husband and children. When her husband decided to open his own business, however, Crystal chose to go back to work and earn supplemental income for their family to ensure that they would be financially stable during the transition period. She figured real estate would be the perfect career and give her a great worklife balance. Having a highly competitive spirit, Crystal started her own company, Crystal Bonin Realty, a year after getting her real estate license. She’s been in the business for nearly eleven years and now serves clients throughout the Greater Baton Rouge area.

Real estate can look deceitfully easy when a REALTOR® does their job well. “A lot of my clients tell me that I’ve inspired them to look into working in real estate because I make it seem like so much fun. But that’s only because of the hard work we put in behind the scenes. Throughout the years, I have created my own Dream Team, and with them I’m able to make the transaction process as smooth as possible, so that, on closing day, it’s all smiling faces — everyone is happy,” she says.

Crystal credits her work ethic, knowledge, energy and marketing for her large network of repeat and referral business. “My clients know that I get the job done, and they appreciate my honesty and ability to have difficult conversations so that we can achieve their desired outcome. I also spend a lot of time and money researching different marketing techniques to make sure that our listings are seen by as many people as possible,” she says. And on closing day she uses a Mercedes Party bus/limo to drive clients and make their day even more memorable. Thanks to her hard work, Crystal averages $15 million sales volume per year and has been recognized as being in the top one percent of real estate agents nationwide.

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There’s a lot to love about working in real estate, and for Crystal, the biggest reward is the fact that her job has a huge impact on people’s lives. “It means a lot to me knowing that I play such an important part in getting a family into a home that’s perfect for them.

It is truly a unique position to be in when I’m helping a family transition here from another area, a widow sell her home during a difficult time, or helping a first time homebuyer find their dream home when they didn’t even think they could get approved for a loan.” Crystal also loves the aspect of decorating and she stages many of the homes herself.

It is important for Crystal to help her community, which is why she donates to various charities and programs that support her local neighborhood. Outside of her work, she enjoys spending time with her husband— celebrating 28 years of marriage—children and three dogs. Crystal also loves a bit of retail therapy as well as traveling during her time off. Looking toward the future, her focus is to stay on top of cutting-edge technology and constantly improve her marketing techniques, as her goal is to always be the trendsetter when it comes to marketing. She wants her client’s properties to sell as quickly as possible. “I want to build our team so that we can serve even more clients and give them top-notch service at all times.”

For more about Crystal Bonin please call (225) 301–7088 email crystal@crystalbonin.com, or visit crystalbonin.com www.

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 72

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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EMA & MITKO BOYKOVA Husband and wife team, Mitko and Ema Boykova are the embodiment of the American Dream; setting goals, taking action, and working hard, they are making dreams come true for themselves—and others.

On May 20, 2000, having completed a two-year-long process to obtain green cards, Mitko and Ema arrived in Chicago with $200 in their pockets. Mitko began working in a pizza restaurant as a dishwasher, cook, and driver before transitioning into factory work, often holding two jobs at the same time. In 2006, Ema started working in real estate, hoping to earn some money while also having time to do things in her community. Soon thereafter, Mitko took a calculated risk, leaving a solid job with good insurance to work alongside his wife. As he says, “I had a dream. I had to put myself in an uncomfortable situation to learn and grow.”

Today, Ema and Mitko have their own thriving business, M & E Realty Group, which serves the city of Indianapolis and the surrounding area. On average, the agency closes between $10 and $12 million in sales per year, and nearly 60% of their business consists of repeat customers or referrals.

For each new listing, Mitko and Ema begin with placement on the MLS, Zillow and other portal websites through ListHub, and various social media platforms.

They send out postcards in the neighborhood, hold open houses, and utilize reverse prospecting. In addition, they try to match buyers and sellers, reaching out to other agents and looking for connections within their client network. They continually build this network, staying in touch through mailings and phone calls. They also seek out creative marketing strategies, including things like prize giveaways for past and present clients during the holiday season.

If you ask Ema and Mitko what sets them apart, they credit their flexibility and their commitment to meeting each clients’s unique needs with exceptional service.

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Early on, they made a promise to be available seven days a week and to always respond promptly. If necessary, Mitko will even help sellers with property maintenance issues that arise. Ema and Mitko are willing to “walk the extra mile,” to help people sell their home or find the home of their dreams because, ultimately, this is what they enjoy most about their job.

Outside of work, the Boykovas support a local high school’s Homecoming; contribute to a ministry in Africa committed to digging wells; and give time and resources to the Boaz Project, which serves orphans from Russia, India, and Kenya.

Mitko and Ema’s dedication to helping others also comes across when they talk about their long-term plans. They recently hired an agent to join them and three additional individuals are working toward obtaining their licenses with the intention of joining M & E Realty Group. As Mitko puts it, “My heart is full. This is beautiful, helping people to grow.” Eventually, he and Ema envision a firm with seven to ten agents working out of two offices.

Mitko “knows more opportunities and challenges are coming.” He continues to dream big because he and Ema understand that “sometimes you have to take a risk. Take action. Get up and do something. You can’t just wait for the golden bird to land on your shoulder. When he does, you have to be ready to grab him.”

For more information on M & E Realty Group, visit merealtygroup.me, call 317-531-4022, or email ema.teamboykova@gmail.com www.

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SHARON BYRD Sharon Byrd is a different kind of REALTOR® because of her diverse background. Her goal in real estate is truly wanting to help people. She says as a REALTOR® she takes her oath very seriously. With her past experiences in customer service roles, she knows just how important it is to communicate with her clients and listen to their specific individual needs. She currently has her own company “DIVERSITY ONE REALTY” and serves clients in and around the triad North Carolina.

Sharon lives by the motto of “Integrity and Ethics” and values her constantly growing network of repeat and referral business that she has achieved in a relatively short amount of time. She is extremely perceptive of her client’s needs and her dedication to them has gained their trust. She is always ready to help and will patiently take them through the step-by-step process of selling or buying.

She utilizes social media such as Facebook and Instagram to help market her listings and give them a larger audience. When she is not busy working, she loves to work out, stay healthy and active. Her favorite personal hobby is plants, which she has plenty of at her home. She likes to dance and listen to different types of music.

In the near future, Sharon would like to have a diverse team to help give her clients the best service. She looks forward to growing her business but wants to do it on her terms. Not one to follow conventional roles, Sharon is taking an innovative approach. “I want my company to be successful, but I don’t want to be like everyone else. I don’t want the world to define me. I want to define what I stand for.”

The process of buying and selling a home is an emotional time for many people and Sharon does her best to alleviate any stress her clients might be experiencing. Her clientele is very diverse, and she goes out of her way to educate them on homeownership. “My favorite part of this job is helping people understand the process of purchasing a home in the United States, which is the ultimate American Dream.” She frequently stays in touch with her clients by taking time personally to visit them and their families.

Sharon’s dedication and caring personality have made her successful in a short period of time.

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To learn more about Sharon Byrd email sharonbyrdrealtor@gmail.com, or call (336) 407–8256 Copyright Top Top Agent Agent Magazine Magazine

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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IRMA CAPAS An infomercial about the real estate industry inspired Irma Capas to take a chance and change her career. She is now licensed as a real estate agent and has been working in the business for 13 years. Her only regret is that she did not change careers and pursue real estate earlier.

Irma has built a successful team of six people who serve clients from Sacramento to Fresno and the East Bay, and she has also built a large network of clients who she has helped over the years.

Irma believes that she and her team keep people coming back to them because they help clients feel comfortable and supported. They make sure to create personal connections with the clients and to guide them through any type of issue. Irma also shares, “Everybody that comes in contact with me, they feel my magic. I respect everybody and everybody feels warm and fuzzy with me.” Irma understands that the people who come to her are experiencing emotional transitions in their lives, so she wants to eliminate the stress and take care of them throughout the process. Her positive and empathetic personality allows her to serve every client as best she can.

empathetic and caring, and this community involvement makes it clear that she prioritizes helping others.

As she grows older, Irma has learned to prioritize her family more in her life as well, and in particular, she wants to spend more time with her grandchildren.

Though she is getting ready to retire soon, she wants to establish her business enough that her team members can continue being successful. She plans to continue advising and educating them even once she stops serving clients in order to help them have a good future.

It took Irma some time to figure out her purpose in life, but now that she knows what it is, she dedicates all her time to helping her clients reach their goals and helping the people in her community live better lives. “You’re here for a reason and you need to know what that reason is,” Irma advises all readers. “For me, it’s to help and to guide.”

Irma’s clients can see the energy and effort she puts into every situation. As one former client shared, “Irma was very helpful answering all questions we asked and took us step by step on selling our first home. Communication is key and she was right there every step of the way. We highly recommend her services to anyone.”

Since beginning her career in real estate, Irma shares, “I have been able to give a lot more and it is just so gratifying in the end.” Irma volunteers at her church through teaching classes, and she believes it is important to give what you can to help people dealing with tragedies, no matter where these tragedies are occurring. Once a year, her office identifies an organization in need, whether it be a home for the elderly, a school, or something else, and they contribute to the cause as a group. Irma is very Top Agent Magazine

For more about Irma Capas, call 209-496-9266 or email irma@irmacapas.com Copyright Top Agent Magazine 77 77

WINDY CARTER & MINDY O’BRIEN Mindy O’Brien and Windy Carter, two seasoned real estate agents since 2014, teamed up two years ago to form Team Windy/Mindy at Three Sixty Lake Martin in Dadeville, Alabama. “We’re both likeminded with the same high standards, so we decided we’d better serve our clients if we worked together,” Mindy exclaims.

The dynamic duo work with one other agent and several assistants who round out the team, serving the Lake Martin area and its surrounding environs. With a sales volume so far of $38 million this year, Mindy and Windy report that their business is mostly repeat and referral clientele. “We are dedicated to making the transaction process for our clients go as easy and smoothly as possible,” Mindy says. “We go above and beyond to exceed our clients’ expectations.”

The team markets their listings on their personal website, on two MLS sites, through social media, and on their corporate page. “We also offer a blog that people love,” says Mindy.

Both agents enjoy what they do for a variety of reasons. “For me, it’s about the relationships we build and the connections we maintain. Many of our clients become life-long friends,” Windy exclaims. “I also love looking at all of the beautiful homes.”

Mindy adds, “I also love the fact that you never know what each day will bring. Our work is very exciting.”

Windy adds, “We were both born and raised here, so we know a lot about the area. That’s critical because we become a resource for our clients long after escrow closes. For example, we can recommend great service providers like plumbers or electricians, whatever they need.”

The women strongly believe in giving of their time for their community and are members of the Lake Martin Resource Center, which holds several events throughout the year. “We’re very involved with lake cleanups and maintenance to keep the area beautiful year-round for our community to enjoy,” says Mindy. They also donate an angel tree at Christmas to the Tallapoosa Girls Ranch, which provides family-style residential homes for Alabama’s needy, neglected, or abused school-aged girls.

It’s not surprising that the team receives stellar reviews for their esteemed work ethic. One client recently wrote: “We were so fortunate to have such professional and caring agents. They went above and beyond and advocated for us in a multiple offer situation. And we got our home!”

When not working or donating their time, both women love to enjoy what Lake Martin has to offer. Windy loves to spend time with her family and dog out on the lake, while Mindy loves to go boating in the summer. “We also go tailgating during football season,” she exclaims.

Windy and Mindy stay in touch with their clients via bi-weekly emails and on social media. “We love to check in and remain in front of our clients,” says Windy. “And we don’t always push out our real estate business; we also love to write and talk about the local lifestyle.”

As for the future, the agents hope to continue to grow their business and their team. “This is one of the most beautiful areas in the world, a hidden gem,” says Windy.

“We want to continue to bring people out here so they can appreciate this an amazing lifestyle.”

To learn more about Mindy and Windy, email windymindyrealtors@gmail.com, visit lifeonlakemartin.com, or call (256)749.1509 / (256) 630.5005 https://

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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile?

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The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 80

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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ALSHUN COLE Born and raised in the Milwaukee, Wisconsin area, Alshun “Al” Cole is a dedicated real estate agent and mentor.

After the 2008 stock market crash, Al had been working as a mortgage broker, but decided to make the switch into real estate. Since 2009 he has worked with real estate sales and purchases in Milwaukee and the surrounding areas.

He provides his clients with a smooth, enjoyable process that has already led to referrals accounting for about forty percent of his business.

In addition to his background in both the real estate and mortgage industries, Al is also a licensed contractor, so he is well-prepared to confront any possible situation. He believes that this high level of knowledge and experience sets him apart from other real estate agents in the area. “If I show a buyer a house,” Al explains, “I’m not looking at it with them as just an agent, I’m looking at it as a contractor as well.” He has had the hands-on experience to know what needs to be fixed or renovated, how much this could cost, and how to receive top-dollar for a sale or make a great deal on a purchase.

Clients can tell that this knowledge and experience, as well as Al’s overall dedication and passion, pays off during their transactions. One former client shared in a review, “Al is professional, patient and proactive! Al showed me every house I wanted to see, some twice. He was very helpful in pointing out considerations that I would have overlooked.

He also has a team available to help with renovations.” Al recognizes that though selling homes is not difficult in the current market climate, marketing is still an important process. He typically focuses on digital and online platforms to promote properties, including using the MLS and email blasts.

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Outside of real estate, Al is an avid Texas hold ‘em player, and he looks forward to getting more involved with local community organizations in the future. He has big plans for the future of his business as well, including growing his team and increasing their volume.

Al is looking for like-minded agents, and within the next year and a half, he hopes to add at least five new agents to his team. He already sells a volume of about four million dollars per year but hopes that this move to add new agents will quadruple his yearly volume.

Through his unique background experience, Al has become an expert in the field and especially wellknown in the Milwaukee area. He loves working with each of his clients, whether they are first-time home buyers ready to make their dreams a reality or investors looking for help from the purchase to the sale.

Al says that his favorite part of his job is “helping people achieve their goal of home ownership,” and no matter who you are or what your situation is, Al is ready to help you buy or sell your property.

For more information about Alshun Cole, call 262-293-6341 or email al@alsproperties4u.com Copyright Top Agent Magazine 81 81

SUE COON Sue Coon’s love of houses and the business of real estate started after she purchased her first home at the young age of 22. She decided to pursue her newfound passion and started working her way up from being a licensed assistant to an agent, to one of the founding partners of Realty Trust Group. She later sold her interest in Realty Trust before it merged with Windermere to become Windermere Realty Trust. When she first branched out on her own, after gaining a couple years of experience, Sue worried whether it would be possible for her to even cover the cost of childcare with her earnings. Her worries turned out to be futile, because within three months of starting she had so much business that she had to hire a fulltime assistant to help out. And Sue passed her love of real estate down to her son, James, who knew that he wanted to become a REALTOR® at the age of 16, and joined his mom at work full-time immediately after graduating from Portland State University. Together Sue and James serve the Eastside of Portland.

Having grown up in Portland, Sue has immense knowledge of the area, its houses, and the local market.

She specializes in vintage homes and is fascinated by their architecture. Thanks to her vast expertise and years in the industry, she’s been able to acquire a large percentage of repeat and referral business. “Both James and I always go above and beyond to provide a high level of service to each of our clients. We pride ourselves on our strong communication throughout the entire process. That’s really what it comes down to, good service and taking care of people,” she says. And working with her son has helped her create the perfect team dynamic, and allows them both to play to their strengths, as she enjoys the listing side of the business while James loves working with the buyers.

Sue’s marketing process is comprised of a healthy mix between modern and traditional methods. She utilizes 82

social media and online marketing, but also advertises in print inside of a local publication. Sue also spends a lot of her time networking.

Not many people are lucky enough to do a job that they truly love. But for Sue, her work is her passion. “My job doesn’t feel like work because it’s something I love doing. It combines the two things I really enjoy: people and homes. I really cherish the interactions I have with my clients,” she says.

A good testament of her love for all things home related is the fact that even in her time off, Sue spends the majority of it working on decorating her own house.

She also enjoys shopping and golfing when time permits. Going forward, Sue would like to continue working in real estate for as long as possible. She feels fortunate that one day she will be able to pass her real estate baton to her son and business partner over the last 16 years. She knows that he will ensure that the same values and ethics that have been her motto over the years will continue. “My motto is to treat everyone the way I want to be treated,” she says.

To learn more about Sue Coon please call (503) 730–8354, email scoon@windermere.com, or visit suecoon.withwre.com www.

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 84

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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AMY DOWNS For Amy Downs, real estate has always been a passion. “I was working for a property management company, and they offered to help me get my real estate license,” she says. “So I got it, and soon I decided to go out on my own and become an agent.”

It ended up being one of the best decisions she’s ever made, as she is now the CEO and Team Leader of the Amy Downs Team in Dallas, Texas. Currently she has three agents on the team, two operational staff and a director of sales. Serving all of North Texas, the vast majority of their business consists of repeat clients and referrals, a testament to their superior customer service. “We keep in touch with everyone we’ve worked with,” she explains. “We call, email, and have events every quarter.”

This level of communication is present throughout the transaction as well, and is their top priority. “The number one reason people get frustrated with agents is lack of communication, so we always want to be in front of them with as much information as possible to avoid that.” When clients call Amy or her team, they make it a point to respond within five minutes or less.

Even before they begin working together, Amy and her team clearly outline what to expect, giving them all the details they need beforehand so they are never in the dark. “We make sure we know what their goals are and that their expectations are met.” Whether Amy and her team are helping a buyer get the most for their money, or getting a seller the best deal possible, they will go above and beyond to meet their needs.

Afterwards, clients leave raving reviews about their time together. One recently said, “Working with Amy and her team was the best experience we had. She is very knowledgeable, professional and patient.

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Emily and the operation team are awesome. They are very thorough and kept us updated on all showings, closing and we thoroughly enjoyed working with all of them. Thank you gang for a smooth closing. We look forward to working with you again!” Another wrote, “Amy Downs team did a great job helping us with our purchase. Very informative and helpful every step of the way. Grateful for their support and will use them again.”

The Amy Downs Team recently partnered with Place, Inc. The largest real estate expansion team in the US. With this partnership, team members can plug into the proven systems, tools and models along with the accountability and coaching provided to immediately start earning a six figure income as a Realtor.

Looking ahead, Amy is growing her team, focused on training agents to become successful. She loves the opportunities this career can bring and wants to help others experience its benefits.

“Being able to help others grow and become the best they can be is one of my favorite parts about this career. We have a training program for agents to join, and I’m so excited to expand it.”

For more about Amy Downs or if you are interested in an opportunity to partner with the Amy Downs Team, call 972-839-8367 or email amy@amydowns.com 85 Copyright Top Agent Magazine 85

MONIQUE FIELD As an agent, Monique Field has learned real estate is about more than property—it’s about people and building relationships. As she says,“everything about buying and selling is emotional and people want to know that they are well supported and that we know what they are going through.”

Two years ago, Monique sold her own home, one that she had lived in for eighteen years, and so not only does she understand the emotions her clients are experiencing, she also understands how important feeling connected to the process can be. The first thing Monique does after an open home is to ring her vendor to let them know how it went, and she maintains this open communication throughout a sale or purchase.

“Everybody wants to feel comfort and assurance,” Monique says, “and I feel that’s what we give them.”

Comfort, assurance—and trust, which Monique knows, can take time to build. Using a combination of new school and old school strategies, she sets out to “become that trusted authority, where people want to reach out to you and by the time you get there, they feel like they already know you.”

In Monique’s experience, social media helps create this familiarity, giving people the opportunity to get to know her and learn about the business. For example, Monique recently recorded a YouTube video on “Six Hot Seller Tips,” from a real estate marketing book her agency is providing free to new clients. As she grows her network, Monique prioritizes providing useful information, sending her contacts monthly and quarterly emails with reports on the property market in their suburb. Once she has a listing, she relies on both social media and old school methods, like calling, texting, and completing a 52-point seller checklist of tasks proven to help sell a property.

Though she gets clients through many channels, it’s no surprise that Monique’s last twelve sales in 2019 were all 86

referrals, because what sets her apart from other agents is her focus on hands-on customer service. Though her agency could potentially sell up to 50 properties a year, she keeps her sales to just over 30 in order to give each client the attention she feels they deserve. Her vendors know potential buyers won’t have to wait until a Saturday open home, as she will make herself available for private inspections any day. While open homes are important, meeting a buyer for a private inspection gives Monique the chance to get to know them personally, hear their stories, and learn their goals. And understanding people’s goals is key to her success; Monique believes if you “help people achieve their goals, you will achieve your own.”

Her dedication to building relationships extends beyond her real estate business. Monique remains involved in “Business in Heels,” an organization for working women she ran before becoming an agent. She also supports feeding the homeless, sponsors junior sports programs and, for many years, has worked with a local public school to distribute monthly kindness awards to children nominated by their peers, teachers, and administrators.

As she states, “everybody can do something kind for somebody else.”

And, in the end, that’s what matters most to Monique: “It’s very rewarding, helping people through their lives, and I could see myself doing this forever.”

For more about Monique Field, please call (+61) 0403 021 172, visit moniquefieldproperty.com.au, or email monique.field@smileelite.com www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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ALI FOWLER Ali Fowler is a child of real estate. “My mother was a lender in the mortgage business for over 30 years,” she says. “So, I got to see the workings of one side of the business from a young age.”

Plus, her husband, Dan Fowler, opened the doors to his first mortgage company 17 years ago.

“You can say real estate has been born and breed into me, not to mention my love for interior design, so the industry is a natural fit,” she says.

Licensed three years ago, Ali works solo with Seramur Properties, based in Valparaiso, Indiana, specializing in high-end listings with boutique service. Her territory is northern Indiana. With only a few years in the business, she already boasts three of the biggest sales in the county, including the sale of a palatial lake home to Michelle Obama’s chief of staff in 2018. “It was the biggest residential sale for all of Porter County,” she notes.

Ali’s sales volume has continued to climb each year in the business. In 2019, she hit $16 million. “I have grown my business organically and many of my clients are referred,” she says. “My clients do tell me that I’m one of the hardest working agents they know. I never settle for anything less than the best.”

It’s no wonder she receives stellar reviews for her esteemed work ethic. One client recently wrote: “Ali was an absolute pro all the way through the process.

Everything from the attention to detail to keeping the deal on track was fantastic. We were just so impressed with her work ethic. She was always accessible, and on the rare time she was not, she would respond and say, “call you in 20.” In a time where technology is trying to disrupt a lot of different businesses, this is a great example of that a professional can’t be topped by an algorithm.”

Ali says that nothing is more exciting to her than the gratifying feeling she gets from helping people meet their real estate needs. “They can always count on me to always do what’s in their best interest,” she notes. “I Top Agent Magazine

pride myself on being honest, trustworthy, and knowledgeable in the real estate market. I know how important it is for people to find their dream home or get the best offer for their property, so I will make it my mission to help them achieve those goals.”

Ali uses a variety of methods to market her listings.

First, she tours the home and makes notes on what can be fixed, cleaned up, or improved. Then she will determine if a home needs staging. “Successful promotion starts with the best photography, because as we all know, it’s those first couple of photographs that capture our attention.” Next, she turns to both old-school and hightech methods of marketing. “I’ve advertised in the local newspapers and magazines social media marketing as well as through the MLS,” she says.

Ali gives back to the community by volunteering and donating to her children’s schools. She’s also on the Chesterton Branding board. In her free time, she enjoys being with family and friends. Two of her daughters are competitive gymnasts. “One of her greatest joys in life is watching them compete,” she exclaims. “It reminds me truly what life is about–patience, perseverance, and humility.”

As for the future, Ali wants to continue to grow her business, “to be one of the top luxury agents in Indiana,” she says.

To learn more about Ali Fowler, email ali@seramurproperties.com, visit seramurproperties.com/agents/ali-fowler.html or call (219-508-4142

www.

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SAVANNAH FULTZ Savannah Fultz began her professional career in corporate sales. “I was working my way up the ladder when a broker client of mine asked me to do an open house for him,” she recalls. “He was in property management, and I went on to became his assistant. I soon realized that I should be doing this on my own.” She got her license in November of 2007 and has never looked back.

She is now a broker associate with Compass serving the Denver Metro area. “I’m a solo agent but I work alongside seven other agents, and we all support each other which is wonderful,” she says. Savannah reports that her business is 87% repeat and referral clientele. “From what people have told me, what sets me apart from my peers is my honesty and the fact that I’m always there for my clients and take care of them like they’re family,” she asserts.

It’s not surprising that Savannah receives stellar reviews for her esteemed work ethic. Alyssa, a former client, recently wrote: “Savannah is incredible! As first-time home buyers we were a little intimidated by the process of buying but Savannah was there every step of the way.

Savannah made the process easy - she was always available and responsive, patient with our MANY questions, and a great advocate throughout negotiations, inspection, and objections. Her quick action and availability helped us close in under a month! If you want to work with someone who is friendly, knowledgeable and in your corner, do yourself a favor and hire Savannah!”

holding open houses. “I like to knock on the doors of a listed home’s neighborhood and invite neighbors to a preview. It’s a great opportunity for them to suggest friends and family they’d like to live next to,” she says.

Savannah admits there’s a lot of tears when a transaction closes. “I love that moment, when a client realizes he or she is a homeowner,” she says “It’s a monumental moment and very special.”

Savannah is big on giving back to her community. “I am involved with Give Back America, where we clean up for the elderly, and I volunteer for the Thrive Center, which helps kids in need,” she says.

Savannah is an avid football Broncos fan and she loves to be outdoors. From hiking to camping to BBQs, she can generally be found outside, enjoying the Colorado air.

As for the future, Savannah wants to stay the course. “I’d say right now my business is a nicely oiled machine,” she says. “I think the only thing I’d want to grow is my volume, but for right now, I want to continue to serve my clients and help them reach their real estate goals.”

Savannah says that her friends have nicknamed her ‘Savvy,’ so she’s named her business Savvy in the City.

Savannah loves staying in touch with her clients. “I know it’s old-fashioned, but I like making phone calls over texting,” she says. “During COVID, I’ve been reaching out a lot.” Pre-pandemic, she held client events and often left small gifts at her clients’ doors.

To market her listings, she utilizes the typical methods– social media, real estate websites–but she’s also big on 90

To learn more about Savannah Fultz, email him at savannah@savvyre.com, visit compass.com/agents/savannah-fultz, or call (720) 505-4448 www.

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Are You In or Out?

by Barry Eisen

Have you ever felt like you’re doing all the right things but your wheels are just spinning? You’ve invested a lot of time into a business, a job, a relationship, a sport, a course of study, but the results don’t justify the effort or time. You have so much invested, you just can’t walk away. You can see the light at the end of the tunnel but it doesn’t seem to be getting closer.

What to do, what to do?

As a business/personal coach I hear feedback every week from those who feel frustrated, powerless, and stuck in one or more areas. The reasons, or justifications for continuing doing things they tolerate rather than love are many. But, like panic attacks, unless you address the issues and make changes they get worse and you get more of them. For most, not paying attention and continuing in the same direction is a mind numbing experience, which produces a low selfesteem and is a recipe for a boring life.

Ask yourself the question, “What area Top Agent Magazine

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.)

Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune?

When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way.

(Damn those bright shiny objects!)

A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 91

Visualize the success you desire. Top performers do this in every field. Do it too...with consistency.

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time.

Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions.

At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!”

Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories.

Keys to getting unstuck: 1) Be willing to own your shortcomings 92

and poor attitude as well as your strengths. The truth CAN set you free.

2) Be teachable and open to learn better ways of thinking and acting.

Learn from those ahead of you, not the ones behind you.

3) Associate with those who will support, not tear you down.

4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics.

5) Accountability buddies and coaching work. Live up to goals.

6) Visualize the success you desire.

Top performers do this in every field. Do it too...with consistency.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

DOMINIC FUSCIA Dominic Fuscia started out in real estate by renovating and selling homes around Philadelphia with his brother. Along the way, he came to realize that he had a knack for the industry, specifically for the ways it spoke to his passion for helping others and improving life in his hometown. Inspired, he earned his license, and he hasn’t looked back since.

Today, Dominic is the lead of the Dominic Fuscia Team for Coldwell Banker Preferred, where he assists clients all throughout Philadelphia. Having grown up in the city and offering more than sixteen years of professional real estate experience, he has built an unmatched workflow that puts his clients first. “I have a straightforward rule with my team: ‘Treat everyone the way you’d want to be treated,’” he says. “No matter who the client is, I will put myself on the other side of the table and get to the heart of what they need.”

When listing a home, Dominic offers his clients a wealth of resources through Coldwell Banker’s Listing Concierge marketing program, supplying them with professional photography, personalized postcards and targeted mailers to his sphere of influence. Moreover, his expert marketing coordinator also shares his listings over a variety of cutting edge digital and social media campaigns. Through it all, Dominic leans on his knowledge of the city to generate word of mouth buzz around a property. “My team and I have a deep understanding of the neighborhoods we serve,” he says. “Taking what we know, we look to create a community around each listing.”

Dominic finds that his background as a lifelong Philadelphia resident also comes in handy when assisting his buyers, providing them with all the insight needed to make informed decisions in the market. “If I notice a problem that raises a red flag when showing a house, I’d rather say something to my clients than just try to make the easy sale,” he says. “At the end of the day, the dollar amount doesn’t matter as much as openness and honesty.”

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For his genuine approach, Dominic has won a tremendous reputation around town, with the near entirety of his volume coming from either repeat clients or referrals. But he’s not too focused on the numbers. “Over the course of a deal, I become good friends with most of my clients. We keep in touch throughout the year, and they know they can contact me about any real estate needs.”

Outside his career, Dominic is tremendously active in his community. On top of frequent donations to area schools, he also supports and volunteers for Cradles to Crayons, Habitat for Humanity and Philabundance—all to help those who need it most. When he’s not giving back, he can be found traveling, snowboarding or relaxing at home with his beloved family.

Going forward, Dominic has strong plans for his business. As his volume continues to grow, he will look to continue mentoring the up and coming members of his team. But he is equally satisfied with the fulfilling career and lifestyle he has established in the city he loves.

“There’s nothing more rewarding than watching a client flourish in their new home,” he says. “After serving my clients, I get to watch them build their families, establish their lives and thrive in their community—and there’s no better feeling in the world.”

To learn more about Dominic Fuscia please call (215) 605-4280 email dfuscia@cbpref.com, visit thedominicfusciateam.com or www.

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JENNIFER GILBERT Jennifer Gilbert began her real estate career after working as an elementary school teacher. “I’d always had a passion for real estate,” Jennifer says, after relocating to Alabama she decided to get her license. “Once I started, I absolutely loved it and wanted to put everything I had into real estate.” Jennifer has been in business 4 years now, and she has built her reputation on hard work, personalized service, and her continuous striving to educate her clients about the process.

As a Realtor® with Keller Williams Hoover, Jennifer serves the Birmingham and Hoover area. It’s easy to see why clients want to come back and work with Jennifer again or refer her to their friends and family.

“Clients appreciate how hard I work,” she says. “It’s important to me to help them every step of the way with everything I can. Whatever they need, I make sure I respond as quickly as I can to any phone calls or messages they send me. My clients find that I work a lot harder than your average agent.”

As a former teacher, Jennifer also brings her education background to real estate in a big way. “I make a point to really sit down with my clients and educate them,” she says. “Often I find that they’ve gone through multiple real estate transactions in the past that no one ever explained to them. So I want to make sure they understand the whole process so they can make the most informed decision for themselves.”

When it comes to marketing her listings, Jennifer’s thorough and creative approach really stands out. She emphasizes the importance of professional photography, videos, and drone footage, as well as the usefulness

of social media in getting each listing maximum exposure. Jennifer is also enthusiastic about the quality of marketing resources she has access to through Keller Williams, including KW International. “It is a global MLS in addition to the local MLS,” she explains.

“Any listing I have goes through that global MLS, where people all over the world can see it.”

Giving back to her community is important to Jennifer, and she has even been able to incorporate charitable giving into her open houses.

At a recent open house, she donated $5 per attendee to the Make-a-Wish Foundation, and she plans to do a similar charitable tie-in on future open houses. She and her daughters also love to help with an annual Christmas tree auction at the local children’s hospital. When she is not working or giving back, Jennifer enjoys spending time with her family, especially her three kids and attending their athletic events.

In the future, Jennifer plans to emphasize the education aspect of her business even more. “I would like to bring agents on with me and educate them on everything about real estate,” she says, “because that’s lacking in our world.” Above all, Jennifer wants to continue helping her clients and their families make their real estate dreams come true. “I love working with families, getting to know them, and helping them with whatever needs they have. For most people your home is the biggest investment you’ll make, and it’s also where you raise your kids and make memories. For that reason a home is very important, and I love being a part of that experience.”

To find out more about Jennifer Gilbert, please call 205.381.1925, email at jennifergilbert@kw.com, or visit jennifergilbert.kw.com www.

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 95

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 96

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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KENDRA HAVEMEIER For years, Kendra Havemeier worked in corporate America, serving as an area manager for ALDO Group and overseeing three stores around Grand Rapids and Kalamazoo. On a whim, a colleague suggested that she explore getting into real estate. Kendra took him seriously.

“I’m so glad I took that chance and dove into the real estate industry,” she says. “I haven’t looked back since.”

Today, Kendra is a Partner and Associate Broker at her growing office, Bellabay Grand Rapids. She runs an office team there. On top of training and mentoring upcoming agents, she has made a name for herself as a tireless advocate for her clients.

When listing a property, Kendra and her team offer a unique blend of traditional and modern strategies.

After preparing a home with professional cleaning, staging and photography, she proceeds to market the listing over an array of digital and social media platforms. Meanwhile, her remarkable open houses showcase the full potential of a property. Through it all, though, Kendra keeps the sale running smoothly and without a hint of stress. “We cover all the bases for our clients,” she says. “But it’s important not to let them get overwhelmed. We’re always looking for ways to simplify the process.”

Elsewhere, Kendra prefers a hands-on approach with her buyers, guiding them through all the nuances of their transaction. Notably, she stresses the importance of accessibility while handling a purchase.

“My clients know that they can get in touch with me at a moment’s notice. They will never have to jump

through hoops to ask a question; I’m right there.”

For her outstanding service, Kendra has won a terrific reputation around Grand Rapids, with the vast majority of her volume coming from either repeat clients or referrals. In fact, she continues advising her clients long after the deals are done, keeping in touch long-term to ensure that they are thriving in their new homes. Every Christmas, she even goes so far as to prepare them gift baskets—all topped off with a hand-written card. “I love finding ways to make the transaction personal,” she says. “At Bellabay, we genuinely care about the wellbeing and happiness of our clients.”

Outside of her career, Kendra has taken an active role in her community. On top of serving on the Beautification Committee for the Association on Brower Lake, she sponsors at the Fourth of July Fun Run in Michigan. Elsewhere, she serves as a member of the Rockford Chamber of Commerce. Passionate about education, she is also involved with the Our Savior Lutheran church and school. When she’s not working, Kendra can be found spending time on the lake or relaxing at home with a cozy jigsaw puzzle.

As for the future, Kendra has a straightforward plan: “Keep growing.” In the months ahead, she will continue adding onto her team to reach an even greater portion of Grand Rapids. Meanwhile, she looks forward to the new clients and deals that lie ahead. “My career allows me to meet someone new every day,” she says.

“There’s nothing more fulfilling than getting to know a client and helping them make the right decision.”

To learn more about Kendra Havemeier, call (616) 821-5525 email kendrahavemeier@gmail.com or visit havemeierhomes.com http://

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LAURIE LIONNET Laurie Lionnet began her real estate career 5 years ago, after working in sales for most of her life. “In the past 20 years before real estate, I covered a third of the United States for two different companies,” she explains.

“I was looking to change positions and find something that would keep me closer to home. My best friend and my sister are both agents, and they suggested I would be good at it, and I’ve been doing it ever since.” In the past few years Laurie’s business has really taken off, thanks to her strong relationships with clients who value her commitment and dedication to them.

As a Keller Williams agent, Laurie serves all of metro New Orleans. The majority of her business comes from repeat and referral clients, an impressive feat that speaks to the trust and loyalty she inspires. “I’m always available to my clients,” Laurie says. “It’s everybody’s biggest deal, and you have to treat it that way.”

Clients value Laurie’s excellent work ethic, and the way she “digs deep” on their behalf, leaving no stone unturned in the housing search. “I work with a lot of investors,” Laurie says, “and I take the initiative for them. I don’t wait for properties to come on the market.

Vacant land is scarce, so I find the vacant land, track down the owners, and contact them, sometimes even knocking on their front door to introduce myself and ask if they would be interested in selling. I’ve had a lot of success with that approach.”

Laurie stays in touch with past clients via mailers and phone calls, as well as social media like Facebook. Social media also plays a large part in how Laurie markets her listings, since it’s such a powerful tool for exposing a listing to the widest audience possible. To that end, Laurie also sends out “just listed” cards to publicize homes for sale, sending out on average about 300 cards to specific demographics for each new listing. “I also do a lot of networking with other high-performing agents,” Laurie says. “I have a group of agents that continuously bring me buyers.”

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All this adds up to results that speak for themselves: last year, Laurie did a little over $21 million in volume all by herself. This year, she added an administrative assistant and a transaction coordinator to help handle all that business, and she is currently on track to match last year’s volume.

Laurie gives back to her community by participating in KW Kares, donating a percentage of her commission on every closing to charity. She also donates to St. Jude Children’s Research Hospital. When she is not working, Laurie loves traveling, gardening, and spending time with her grandkids.

In the future, Laurie plans to continue growing her business, bringing on more people to help her oversee the operation so she can step back a bit in a few years.

Laurie’s indomitable work ethic ensures that she will continue to bring about great results for herself and her clients. “One of my favorite things about real estate is that I’ve always been a workaholic, but now I get compensated for it,” she says with a laugh. More than anything, Laurie looks forward to continuing to serve her clients and get them the best deal possible.

To find out more about Laurie Lionnet, call 504-455-0100 or 504-462-9376 (cell), email laurielionnet@kw.com, or visit her online at laurielionnet.com www.

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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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BRANDI & DREW LOLATO Brandi and Drew Lolato never anticipated a career in real estate as a dynamic husband-and-wife team, but when their children came of age, it was time for their next chapter to begin. Brandi dove in first, closing an impressive 57 homes in her debut year. Soon after, Drew followed her lead and earned his license.

Now in their third year of business, Brandi and Drew have risen to become one of the top eXp Realty teams in their home state of Oklahoma. What’s more, they have built a reputation as agents known for their effectiveness, approachable style, and personal touch.

Today, Brandi and Drew serve clients across Tulsa and its surrounding region. There, they have amassed a following largely driven by referral clientele who trust their proven track record. Combining Drew’s background in sales and team-building with Brandi’s knack for details and people, this duo has turned their passion into an outstanding second act career. “A lot of people may see real estate as a part-time job,” Drew says, “but you have to take it seriously. There are some 4,000 agents in Oklahoma, and they sell an average of only 4 to 5 homes a year. If you get up in the morning, you get out there and talk to people and try your best, you’re going to exceed that easily.

Every day this is our lives, we love it, and we get to do it together–and that’s a whole lot of fun. We’ve been married for 30 years and have 3 successful adult children. We’ve always been a team, no matter what.”

When it comes to listing properties, Brandi and Drew account for every detail, beginning with high-end photography and documentation to showcase homes

in a memorable light. Likewise, listings are distributed across a range of online platforms and social media outlets, in addition to mining local interest through candid communication. “We’re all about getting out there and talking to people,” the explain. “Most everyone wants to buy a house or knows someone else who wants to buy a house. You have to engage with your neighbors and talk to people, and we do it the old school way. Wee plant the seed, and from there, people seem to really like that we’re a husband-and-wife team that makes it work.”

Beyond the office, Brandi and Drew give back to their community through their work with Street School, which supports children who fall outside of conventional educational paths. In their free hours, Brand and Drew most enjoy time spent with their family and loved ones, on the lake, and for Drew—enjoying his pilot’s license. As for the future of their enterprise, Brand and Drew intend to keep momentum going strong as their business continues to grow and they eye the possibility of adding new team members to their ranks in the years to come.

Now, with three sterling years of experience, insight, and success, Brandi and Drew Lolato consider what they enjoy most about their chosen field. “I love witnessing the happiness of the people we work with,” Brandi says, “especially those that never envisioned themselves ever being able to own home.” For Drew, the sentiment is the same. “I like the joy people have when they buy a home, and it’s neat to find people who didn’t think they could do it, and we’re able to show them a path and plan to make it possible.”

To learn more about Brandi and Drew Lolato, email lolatoteam@exprealty.com, call 918.600.5769 or 918-600-9997, or visit eXp918Team.com www.

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DELINCE LOUIS Delince Louis was raised with a certain appreciation of real estate. “My mom always had property in Boston, so this is something of which I’ve always been aware and developed a passion for,” he says. Delince went on– not only to get a real estate license–but to become a real estate attorney. That was 15 years ago, and he’s never looked back.

He now works for Redfin in Boston, serving South End, Back Bay, South Boston, Jamaica Plain, Boston, and Brookline. On average, he moves 50-60 transactions per year bringing in $35 million. Delince reports that his business is 25% repeat and referral clientele. “I think clients respect my unique perspective of wearing many hats, including sales agent and attorney,” he notes. “I have the skills in sales, negotiating, building, plus I can offer legal advice.”

It’s no surprise his clients give him stellar reviews.

One recent review reads: “I am very satisfied with the help from Delince Louis, and I would like to recommend others to get his help for home purchase or sale. Delince is very professional. He is very good to provide the guideline for listing price and others.

My property got offers quickly, 4 days after listing.

His response is always prompt, even after work hours and on weekends. He follows up to make sure every phase goes smoothly. His team is amazin,g too. Team members Shelly Maple, Stephen Mecham, and others are responsible and supportive. Thanks for the hard work from Delince and his team, the whole process of selling the property went quite well.”

To stay in touch with past customers, Delince relies on Redfin’s proprietary database. “The technology enables me to reach out in a qualitative manner,” he says. “I also like to make personal calls when I can.”

Due to the current health crisis, Delince ensures that online listings are state of the art. He incorporates professional photography and videos into virtual walkthroughs, tours, and floor plans. Delince says his listings are expertly marketed through Redfin.

“They reach out through multiple channels as well as through social media,” he states.

Delince says he loves what he does because he gets to be part of the ‘American Dream.’ “Every time I sell a home, it’s an emotional experience, both for the client as well as for me,” he says. “I get to watch my clients attain their goal of home ownership, which is a very joyous time. There’s a lot of satisfaction in that.”

Delince, who has one son, has been involved over the years with his local schools as a volunteer and in fundraising events. “I’m always happy to give back in that capacity,” he says.

When not working, Delince and his family love to travel. “Getting to see different parts of the world is so important to us, and we like to travel several times a year,” he says.

As for the future, Delince says he has big plans and exciting news but can’t disclose the information as of yet. “It remains my mission to be available to my clients and continue to help them reach their ultimate dreams,” he says.

To learn more about Delince Louis, email delince.louis@redfin.com, visit redfin.com/real-estate-agents/delince-louis, or call (617) 945-6207 www.

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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DANIEL MACIEL At 17, Daniel Maciel worked in the construction industry with his father.

“I was always interested in real estate and investing, so I decided to get my real estate license,” he recalls. That was 25 years ago, and he’s never looked back.

Daniel is now the broker/owner of Atlantic Realty based in Turlock, California. He oversees a team of agents who cover the Central Valley region. Daniel says he has been ranked top 10 in sales volume throughout his career in the Central Valley. He also reports his business is mostly repeat and referral clientele. “I believe clients refer and return because I work hard to make the transaction process as smooth as possible,” he observes.

“It’s my passion to help people attain their American Dream of home ownership and to help Investors build their real estate portfolios.”

It’s no surprise that Daniel receives stellar reviews for his esteemed work ethic. One client recently wrote: ‘It was an honor to work with Daniel Maciel while purchasing our home! He made the entire process smooth, clear, and exciting for us. He is extremely knowledgeable and took the time to build a rapport with my family through the process. He is quick and responsive whenever a question arises. It is evident that he has a true passion for what he does. We will highly recommend him to all our friends and family.’

To stay in touch with his clients, Daniel sends out a bi-monthly magazine, annual calendars, and handwritten cards. “I also reach out with personal cards

to clients who have just closed escrow.

It’s my way of congratulating them and letting them know I am always available if they need me.”

Daniel markets his listings online using professional photography and video.

“We promote on the MLS, real estate websites, local publications, radio, social media and direct marketing,” he says.

What Daniel loves most about his job is the opportunity to help people on a daily basis. “I really care about my clients” he says. “I’ve also forged some lasting relationships and have made some great friendships. Every time I can help a client achieve their real estate needs, it’s extremely fulfilling.”

Daniel enjoys volunteering his time to help the local charities and organizations. He is also actively involved in the Portuguese Community.

When not working or giving back his time. Daniel loves being with his family; his wife and three children. “We enjoy sports and traveling,” he explains.

“We’re very active and I treasure that time together,” he says.

As for his future plans, Daniel hopes to expand his database as well as repeat and referral business.

“Otherwise, I’m pretty happy with the way my business is running right now,” he observes. “Just as long as I can help others reach their real estate goals, I’m happy. Perhaps one day, one of my children will take over the business.”

To learn more about Daniel Maciel, email daniel@macielproperties.com, or visit danielmaciel.com, or call (209) 678-3159 www.

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NICK MONSON Nick Monson entered the world of real estate at the young age of 23. He was inspired by a college professor who also worked as a REALTOR®, and upon graduating he decided to get his license.

He’s been in the business for close to 14 years now and works as a solo agent at RE/MAX, serving clients throughout the South Metro area in Minnesota.

Having been in the business for a while Nick’s been able to amass a considerable network of repeat and referral clients. He credits his caring approach as the reason why clients keep coming back. “I believe that if you take care of people, and make sure you’re putting them in a good situation, everything else falls into place. I truly care about my clients and I think that passion comes through when I’m working with them, and that’s why referrals tend to follow,” he says.

The process of buying or selling a house can be quite daunting for many, which is why Nick finds it important to ease the pressure on his clients’ shoulders and make the experience more lighthearted. “I know this is a big purchase for people and I take it very seriously. But I also try to make this process light and fun so that it’s not so stressful for people. I try to keep everyone level-headed.”

The life of a real estate agent can be quite hectic, and not everyone can find the time to keep up with past clients. But Nick’s useful trick is to call them while he’s driving. “A lot of us spend a considerable amount of time in our cars. Why not take advantage of it,” he

says. But when it comes to marketing, he believes there are no tricks, and that focusing on executing the essentials to a high standard is the way to go. “It might seem like a basic thing, but there are still listings out there with dark, low-resolution pictures, and ineffective property descriptions. You don’t have to spend a lot of money on marketing if you can optimize the fundamentals.”

He also likes to use Facebook and Instagram to promote his listings. “It’s very cost effective and you can reach a large audience.”

For Nick, real estate is more than just a job, and he’s able to perform at such a high capacity because he truly loves what he does. “What I do doesn’t feel like work. It’s something I’m passionate about, and I get up excited to do it everyday. It’s not repetitive, there’s different people, different houses and new situations.

I like meeting the clients and learning about what they want, and finding them the right house. It’s a very rewarding experience,” he says.

Outside of real estate Nick spends time volunteering for Feed My Starving Children. And as a dog lover and pet guardian of a yellow lab, he also fosters fourlegged friends from a local rescue. And when he has time off he enjoys ice fishing and vacationing at his lake house and spending quality time with his family.

Together they love hosting friends for Vikings games on football Sunday. Going forward he would like to continue growing his business at a steady pace.

“I like to grow every year, but I also want to stay hands-on. My goal is to balance my growth.”

To learn more about Nick Monson, email monsonhomes@gmail.com, visit Nickmonson.com, or call (952) 239–5664 www.

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Concierge Care: Services that Lure Clients and Transform Your Reputation It’s a no-brainer: customer service is central to success in the real estate industry. While properties may be the product, this industry really revolves around people and the relationships you cultivate along the way. With that in mind, how would you describe the service you provide? If solid service is the baseline, then to set yourself apart you must deliver service that’s exceptional. But, how? Returning calls and displaying a friendly face won’t necessarily separate you from the pack. If you really want to take your customer service to the next level and build a reputation for white-glove, concierge-level courtesy, then keep a few of the following tips in mind as you create a professional style that’s completely bespoke.

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Make your communications matter For many agents, communication during and after a transaction are perfunctory affairs, with one-sizefits-all newsletters or promotional postcards that feel mass-produced. To really grab the attention of your clientele, you’ll want to build a recognizable brand. To accomplish this, begin by adding value to your regular communications. Clients are likely to bypass your communications if they think your only intent is to sell them something. Focus instead on creating content that’s compelling and dishes out value to your clientele. Just like a favorite blog you revisit again and again for its quality content, con-

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sider your communications as an extension of your brand and identity. A few popular ideas from which clients can derive value include: local restaurant guides, tax tips for homeowners, reports on home values and the marketplace, or highlighting home décor and landscaping trends. Make your communications readable and useful, and your clients past and present will think twice before skipping past your name.

Showcase the lifestyle Clients remember when you go the extra mile, and that additional effort distinguishes run-of-the-mill agents from high-powered professionals. Whether listing or buying, consider a property’s lifestyle.

First, think about a client’s everyday experience.

Where’s the best breakfast spot nearby? How’s access to public transportation or bike paths? Which outdoor recreational opportunities exist in the area?

Where might your client swing by for coffee?

Neighborhood guides that outline the livability of a home and its area not only boost value and highlight potential, but they also demonstrate your ability to think outside the box and connect on a personal level. After all, a home isn’t just a house; a home is all about the daily experience that unfolds within and beyond those four walls. With that in mind, do your homework and make yourself a local expert.

Your clients will feel they’re in good hands and will better envision their future unfolding, all thanks to your thorough legwork.

Customize your approach to clients As an agent, it’s only natural that you build your own daily routines and practices that keep your business running. While it’s necessary to create positive habitats that streamline your workflow, it’s also important to remain adaptable. For instance, Millennial clients may prefer to chat by text, instant 108

message, or email, whereas older clientele may prefer face-to-face time or connecting by phone call.

Adapting your communication style is as simple as a brief discussion: ask your client how they prefer to communicate and adapt accordingly. While it may seem like a small matter, it provides clients with a sense of comfort and control. Again, the key here is communication. Talk with your clients about their preferred methodology. Maybe they prefer a marathon house-hunting trek on a weekend day, or perhaps they rather sift through listings online before making in-person visits to a narrowed list. It’s okay to encourage clients or fill them in on industry norms, but it’s important to create an experience that’s tailored to their style and personality.

Authentically seek feedback While it may feel uncomfortable, asking for feedback during and at the end of a transaction can dramatically improve your working style and professional blind-spots. It can also help you adapt your working style to better suit your respective clients.

Of course, it’s important to be open-minded and to quash the need to be defensive. Not all feedback will be useful, but you can incorporate the parts that are. This not only grows your skillset, but it also demonstrates to clients that you are open to constructive criticism and sincerely prioritize a job well done over personal praise. As a bonus, positive feedback can be parlayed into client testimonials, which are incredibly useful tools to boost your business on the whole.

It’s no secret that real estate is a busy, self-determined business. While your client care may feel all accounted for, there is always room to grow. Professionals at the top of their field know this and never stop building out their repertoire. If you want to take your business to the next level and create an imprint that’s synonymous with concierge care, then keep these ideas in mind as you build your relationships and your brand.

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AGNES MROCZKA Agnes Mroczka is a first-generation immigrant from Poland. She came to the United States seven years ago, right after college graduation, with a single suitcase. “I couldn’t do much because of the language barrier, which minimized my job options, so I started cleaning houses and I think this is when a passion for real estate was born in me,” she says. After she realized she wanted to become an agent, Agnes attended real estate school, where she overcame the challenges of studying in a second language and became licensed. “It was a long journey for me to become real estate licensed, but it was worth it. I absolutely love my job. It became my lifestyle.”

Agnes works as a solo agent at Complete Real Estate LLC in Newington where she serves all of Connecticut with a focus on Newington, Wethersfield, New Britain, Berlin and Rocky Hill. She offers her clients boutique, hands-on service. “I’m in charge of every single transaction of mine from top to bottom, every step of the way,” she says. She is completely dedicated to helping her clients achieve their goals and desires. She particularly loves working with first-time home buyers. “I feel like they need the most guidance and wholehearted support. It’s not about the transaction to me; it’s about helping my clients to find the perfect home and seeing them happy.”

Her customer service is unparalleled, and her clients know that if they call her at ten o’clock at night, she will pick up the phone and have an expert answer to their questions. “I’m always available for my clients and they know that they are my priority,” she says. Agnes stays in touch with her clients long after the transaction is over, letting them know she cares and is there for them. “My customer service is the result of training and mentoring from my broker Margo Mikunda. She is the huge part of my success,” she explains.

When it comes time to market a listing, Agnes’s expertise really shines. She posts daily about listings on Facebook and Instagram, where she has robust followers.

She sends “Just listed” and “Just Sold” postcards to her Top Agent Magazine

entire database, as well as the surrounding neighborhood, and she shares information about the listing on all the top real estate websites, including Zillow, where she is a Premier Agent.

Her favorite part of the job is learning about her clients’ hopes and dreams. “I listen to my clients very carefully and work hard to meet their expectations and needs,” Agnes says. “Being a part of one of the biggest decisions of their lives is an honor. There is no way to describe how wonderful it is to hand the keys to thrilled new owners at a closing!” Her business motto is a phrase she believes in whole heartedly: A Home Changes Everything.

To give back to the community, Agnes and her broker support the Polish Festival and the Miss Polonia beauty pageant annually, along with local Polish Newspapers and Businesses. When she isn’t working, she enjoys spending time with her family. She’s also passionate about traveling. “I would like to see as many places as possible. I also try to go to Europe every year to visit my parents and siblings,” she says.

For the future, Agnes plans to study for her broker’s license, as well as designations such as Short Sale Specialist. And having worked so hard to achieve the American Dream, she wants to continue helping her clients to do the same.

To find out more about Agnes Mroczka, please call (860) 770-0029 or email at Agnes.Mroczka@Gmail.com 109 Copyright Top Agent Magazine

GABRIELLA NAVICK After having her son, Gabriella Navick began searching for a career that allowed her to balance her fulfilling home life with her entrepreneurial spirit. At the encouragement of her husband’s aunt, a successful Realtor, Gabriella began exploring the real estate industry. “I knew I’d found the perfect fit,” she says. “Real estate isn’t your traditional nineto-five job. It’s demanding, and it requires tenacity. But there’s nothing more rewarding.”

Currently, Gabriella is the owner of Navick Properties, where she services clients throughout Southeastern Connecticut. Born and raised in the region and equipped with over nine years of professional experience, she has cultivated a unique process around personalization, communication and attentive customer service.

When listing a home, Gabriella employs a series of cutting edge strategies to give her clients nationwide exposure.

After providing her sellers with professional photography and videography, she shares their property through a variety of targeted digital and social media platforms. She also utilizes her extensive network to connect her sellers with contractors, plumbers and other valuable tradespeople. “The real estate industry has transformed over the years,” Gabriella says. “Today, the business rewards innovative thinking and tech savvy approaches. I know how to get things done for my clients—and I know how to get them done efficiently.”

the vast majority of her volume coming from either repeat clients or referrals.

Gabriella is equally passionate about assisting first-time homebuyers. The child of Italian immigrants, she understands the importance of homeownership to a growing family. “My parents struggled back when they first came to America, and I can still remember the look of pride on my father’s face when we finally bought our first house. Today, I live to see that look in each and every one of my clients.”

Outside of her career, Gabriella is active in her community. She currently volunteers at her children’s Catholic school and church. During the holidays, she participates in an assortment of food drives and fundraisers around town—all to support those who need it most. When she’s not assisting clients, Gabriella can be found relaxing on the beach or spending time with her family. “I’m a mom before anything else,” she says.

Looking ahead, Gabriella intends on steadily growing her business and team, while continuing to scale her own values for personal, compassionate assistance. “Everyone deserves a Realtor who will take that extra step for their needs,” she says. “I don’t treat my clients as transactions; instead, I understand their wants, struggles and ambitions.

And I fight to make their dreams a reality.”

Elsewhere, Gabriella stands for her buyers as a careful guide, looking out for their best interests throughout the transaction. Above all, she is best known for her candor and long-lasting commitment. “I’m never phony,” she says. “When someone is deciding on a home, they need as much information as possible. My clients trust that they can come to me with any problem and find the right solution.”

Throughout her career, Gabriella has also specialized in military relocations, and she cherishes the opportunity to give back to our service members. Moreover, her speedy process, along with her down-to-earth personality, has won an outstanding reputation throughout the area, with 110

To learn more about Gabriella Navick please call (860) 460-3516 email NavickProperties@gmail.com, or visit NavickProperties.com Top Agent Agent Magazine Magazine Copyright Top

5

SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

4

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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SID POLISH For more than thirty years, Richard “Sid” Polish has served as a firefighter and put his life on the line to rescue those in need. When he relocated from Delaware to Maryland, he had a poor experience with his agent that piqued his interest in the real estate industry.

Seeking to set a new standard for Realtors everywhere, he decided to attain his license, and he quickly found success. This year, Sid decided to take his work to the next level and opened his own brokerage.

Today, Sid is the owner of Sid Sells Maryland Realty where he assists clients throughout Washington DC’s greater metropolitan area, the Eastern Shore of Maryland and the greater Baltimore area. Here, he has applied his passion for community service to uncover a niche market of firefighters, law enforcement and military locations. “I love guiding our local heroes and their families through the homebuying process,” he says. “There’s nothing more rewarding than giving back to those who keep us safe.”

When listing a home, Sid offers his clients a hands-on approach. Starting out, he inspects the property via a pre-listing consultation, flagging any necessary improvements and assessing what the homeowners should expect to earn from the market. After helping his sellers prepare their property, he provides them with a suite of professional photography—ranging from videography to virtual tours and 3D walkthroughs. From there, Sid shares the home through a plethora of targeted digital and social media campaigns.

Sid is equally thorough when assisting his buyers. By leaning on his more than fifteen years of real estate experience, he always goes the extra mile in finding the right home for their needs. “It’s my responsibility to bend over backwards for my clients as much as humanly possible,” he says. “I’m honest and upfront throughout the transaction, and I advise them as if they were my own family.”

Over the years, Sid has won an outstanding reputation in his community, with the vast majority of his volume coming from either repeat clients or referrals. Elsewhere, Top Agent Magazine

his background as a firefighter provides a valuable perspective on home purchases. “I examine a property inside and out,” he says.

“As a firefighter, I know what safety hazards to look for when selecting a home.”

Outside of his career, Sid is tremendously active in his community. Currently, he is on the Executive Board of the local swimming pool. Since his children are enrolled in various sports around town, he volunteers and coaches for numerous local teams.

Elsewhere, Sid, having recently recovered from Covid19, is donating his plasma and platelets to hospitals in the hopes of helping others recover from the virus. When he’s not assisting clients, he can be found spending time at home with his family or whipping up a batch of his signature pico de gallo.

Looking ahead, Sid has strong ambitions for the future of his brokerage. As he continues to grow his team, he intends on expanding his work across state lines. But along the way, he will continue standing as a loyal servant to those he cares about most. “If you enjoy what you’re doing, you’ll never work a day in your life,” he says.

“And what better way to spend an afternoon than helping your friends and family decide on their dream homes?”

To learn more about Sid Polish email richard.polish@gmail.com, visit sidsellsmaryland.com or call (202) 528-9245 www.

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KIMELA LYNN & JAMEY RICHARDS When the Real Estate Firm Kimela Lynn was with was bought out by a local Century 21, she met Jamey Richards and soon after they began their partnership. They have been working together as a team for over ten years. “We work really well together but we both have different personalities,” Jamey explains. This dynamic has led to many successes for The Lynn Richards Group. Their team includes seven other people who work at the office with them, and they serve Fort Bragg and Fayetteville, North Carolina, and the surrounding areas.

Kimela and Jamey’s business revolves around their referrals. They believe that what sets them apart and earns them these referrals is “We really believe in homeownership. We like helping people.” Between the two of them, Kimela and Jamey have close to 200 transactions per year. They typically market homes through word of mouth, online and social media advertising campaigns.

Their hard work is obvious, and clients of The Lynn Richards Group see that Kimela and Jamey always put their best feet forward. As one former client shared in a Zillow review, “Kimela and Jamey are very attentive and personal. They made sure we got everything we asked for and they always follow up with you. I was in a position where I was in a different state than where I wanted to purchase my home. However, they ensured that the separation didn’t change the service they provide.” Kimela and Jamey believe that when it comes to a transaction, “It’s not just like a one-time deal.” They visit all of their local past clients each Christmas with a gift and, connect through social media, sending cards and emails to check in.

In order to be even more connected to the Fayetteville/ Fort Bragg community, Kimela and Jamey do their best to get involved and give back. One way in which 114

they do so is through joining with Noonday Kitchen. They have also run projects that aim to specifically benefit people affected by disasters and children who rely on school lunches. Outside of this community involvement, Kimela and Jamey both agree that they love spending time with their husbands and families, reading books, going shopping, and traveling to new places when they have free time.

When asked what their favorite part of working in real estate is, Kimela responded, “It’s never the same thing every day, it’s a lot of work but we also have a lot of fun.” The pair definitely stays busy keeping track of all their referrals and transactions, but thankfully, they are able to help each other out and say that their clients receive a “two-for-one” when either of them serves as their agent. Recently, Kimela and Jamey began growing their business even more by working with a new partner and purchasing a property management company. Their current goal is to work on building that property management company, which should help them serve their community even more in the future.

For more about Kimela Lynn &Jamey Richards, please call 910-491-3594 or email lrg@lynnrichardsgroup.com Top Agent Agent Magazine Magazine Copyright Top

What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives.

But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling.

With that in mind, see how you fare when it comes to post-workday habits...

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Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul.

Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge.

This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option.

Just make sure that you establish some foundational boundaries so that you maintain an 116

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine.

Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress.

In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance.

People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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MEGHAN RITCHIE For Meghan Ritchie, real estate runs in the family. Her mother and her aunt, Holly Ritchie, were both Realtors, and she grew up learning the ins and outs of the industry from them. After graduating from Kent State with a degree in business, Meghan decided to follow in their footsteps and joined Holly’s team.

Today, Meghan is a member of the Holly Ritchie Team through Keller Williams, where she serves clients all throughout the Northeastern Ohio Valley. Alongside her aunt, she possesses the negotiation skills, attention to detail and business acumen to navigate even the toughest transactions. “My aunt and I have been able to apply our education in business and marketing to set a high standard of customer service,” she says.

“Together with our team, there’s nothing we can’t do.”

When listing a home, Meghan takes a dynamic approach. On top of sharing the property over targeted digital and social media campaigns, she also hosts open houses to generate plenty of buzz in the neighborhood—providing both a local and nationwide reach.

Elsewhere, Meghan is just as attentive when assisting her buyers, carefully guiding them through the transaction from start to finish. A hands-on Realtor, Meghan personally sees to all aspects of the deal; that way, she can guarantee that her buyers are making safe and savvy purchasing decisions. “I’m there for my clients each step of the way, from the home inspection to the closing,” she says. “That way, I can be sure to identify and solve any problems that might come up.”

For Meghan, service lasts well after the deals are done.

She prefers to keep in touch with her clients well after closing to make sure they are satisfied in their new homes. Moreover, the team’s annual client appreciation Christmas party draws more than a thousand past and present clients from the area. Because of this lasting Top Agent Magazine

commitment, Meghan has won an outstanding reputation around Ohio, with the majority of her volume coming from either repeat clients or referrals. However, she cares more about the friendships made along the way. “I love getting people to the closing table,” she says. “There is nothing more fulfilling than showing a first time buyer that they can do it and handing them the keys to their new home.”

Outside of her career, Meghan is tremendously active in her community. Through serving on Keller Williams Red Day, she and her team have volunteered to help local soup kitchens and veterans in need. She has also contributed to renovation efforts in the parks around Salem. When she’s not assisting clients or giving back, Meghan can be found playing a round of golf or enjoying quality time with her husband and family.

Going forward, Meghan has strong plans for the future.

As her volume continues to grow, she will be stepping into more of a managerial role at the Holly Ritchie Team and mentoring their staff of up-and-coming agents. But most importantly, she will continue serving clients in the community she calls home. “I love my career,” she says. “For me, the greatest reward comes from getting my clients what they want and knowing that I’ve made a difference in their lives.”

To learn more about Meghan Ritchie email meghanritchie@kw.com, visit meghan.thehollyritchieteam.com, or call (330) 692-0351 http://

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BRYAN TROMBLEY Having been involved in the residential remodeling and home improvement business for 20+ years in Alaska, Bryan Trombley took the natural step to broadening his industry knowledge and developing a career path. He decided that real estate would be the next best step, and something that he could feel passionate about and eventually get his family involved in. He has been in the business for three years now, and currently works solo serving clients throughout Anchorage, Eagle River and the Valley.

Growing up in Anchorage and knowing the area intimately has certainly been beneficial to Bryan’s business, as clients naturally trust his knowledge and expertise.

But that hasn’t been the only trait that makes him stand out as an agent. “I think what separates me from other agents is my great attention to detail. I like knowing every single detail about each particular transaction. I don’t pass things on to others; I personally take care of every step of the transaction. That’s why I prefer to take on a smaller amount of transactions and have the certainty that I’m not going to drop the ball on any of them,” he says.

For Bryan building long lasting relationships with clients is an important part of his business, which is why he works hard to stay in touch long after a transaction is over. “People get so many emails everyday that they tend to gloss over that type of stuff. So I prefer to make personal phone calls. But mostly I meet people where they’re comfortable. If they don’t like phone calls and answer to texts, then I’m happy to do that,” he says.

Bryan also likes to utilize technology for marketing.

Besides putting all his listings on MLS, he also uses Facebook, YouTube and other social media platforms.

Real estate has brought Bryan a sense of excitement and fulfillment that he lacked in his previous work. “I have always seen myself as more of a consultant than 118

a sales person. It sounds cheesy, but it feels very gratifying to be able to help people. And I really enjoy doing research. If a client has a question and I don’t know the answer, I’m happy to find the person that does have the answer. I like solving problems and finding solutions,” he says.

Outside of work Bryan is a big believer in strengthening his community. He dedicates his time to being an advocate for local businesses by supporting them, as well as using the connections he’s made to refer clients to other business owners in the community, and thus helping put people together. “In this way, I believe we build a stronger community and hold each other accountable to high standards of practice and everyone wins.”

In the future, Bryan wants to continue growing his business. He would love to be joined by his wife and kids one day, making it a family business. His advice to junior agents is: “This is an amazing business and it creates great opportunities for income. If you’re just starting out remember to ask a lot of questions, and dig deep. The beauty of working in real estate is that you’re going to identify with a certain population, and you can be successful regardless of your background.”

To learn more about Bryan Trombley email bryan.trombley.ak@gmail.com, visit bryantrombley.remax.com, or call (907) 952–5861 http://

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Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with Copyright©, Walter Sanford. All rights reserved. us online at www.waltersanford.com.

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ORIANA VAN SOMEREN For fifteen years, Oriana Van Someren worked in luxury retail management and training. After having children, she began seeking a career that balanced her home life with her passion for marketing and helping others. Then her husband, a successful home builder and land developer suggested that she explore real estate. “I wish I’d gotten my license ten years ago,” she says with a laugh. “Right away, I realized that real estate was my dream job. It perfectly melded all of my interests and skill-sets into one.”

Today, Oriana is an agent for D’Aprile Properties, where she services clients throughout Naperville and the surrounding Western Suburbs of Chicago. By combining her marketing savvy with her deep knowledge of home construction, she has the insight and expertise needed to complete any transaction.

When listing a home, Oriana applies her degree in marketing to give her clients a comprehensive experience. After preparing the home with professional photography and videography, she shares it over a wide variety of digital and social media platforms. Elsewhere, her open houses are known to draw plenty of attention to a property. Oriana also stays on the cutting edge of her industry, utilizing innovative or outside the box strategies such as Matterport home tours or custom-made hardbound books for luxury listings. Better yet, the elite marketing staff at D’Aprile Properties also guarantees that her clients will stand out above the rest.

Meanwhile, Oriana prefers a hands-on approach when assisting her buyers, prioritizing accessibility and attention to detail throughout the process. For Oriana, service lasts beyond closing, as she remains in touch with her clients well after a purchase to ensure they are satisfied with their new homes. “I go above and beyond for all my clients,” she says. “Even once a deal is done, I’m still connecting them with tradespeople, sending them hand-written notes or checking in. They know I’m here for them, no matter what.”

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Outside of her career, Oriana is tremendously active in her community. Currently, she serves on the board of 360 Youth Services, a not for profit that provides housing and services for homeless and high-risk youth. Elsewhere, she has been appointed a commissioner of the Naperville Planning and Zoning Commission, elected to her parochial school board, and is a member of the Morton Arboretum Thornhill Steering Committee. When she’s not assisting clients or giving back her time, Oriana can be found relaxing at home with her beloved husband and two sons or entertaining for a small group of friends.

Looking to the future, Oriana has strong ambitions for her growing career. In the coming months, she will be looking to expand her clientele en route to her strongest year yet. A team player, she also intends on building onto her network while training upcoming agents.

Above all, though, Oriana most looks forward to the new opportunities and clients that lie ahead. “I love helping people. In real estate, everything you do comes down to fostering relationships with your clients and advocating for their needs. Everything I do is focused on putting my buyers and sellers at the forefront of their transaction.”

To learn more about Oriana Van Someren email ovansomeren@daprileproperties.com, visit daprileproperties.com or call (312) 343-1614 www.

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JC YOUNG JC Young always knew she’d eventually get into real estate sales. She had been buying and investing in property for years, plus her sister was a REALTOR®. “I think my biggest hurdle at the time was taking the test,” she jokes. “I was so nervous, but I passed on the first try!”

She’s been practicing full time since 2013 and is a successful solo agent with EXP Realty in North Texas, covering mostly the Grayson and Collin County area. In 2019, her impressive volume reached $16 million, and she reports that her business is 28% repeat and referral clientele. “I believe people refer and return because I am honest and transparent,” she notes. “I make sure to communicate everything, every step of the way, so there are no surprises.”

It should come as no surprise that JC receives stellar reviews for her top-notch work ethic. One client recently wrote:“I have used JC for two sales and two purchases.

I have used another agent in-between these transactions and it made me appreciate her even more. She is the most responsive realtor I have used. If she doesn’t answer the phone she promptly calls back. She truly seems to have your best interest at heart and not just looking to make a quick sale and commission.”

JC is incredibly passionate about helping clients find the home of their dreams and adopting the tools of our trade necessary for sellers and buyers today. Her can-do attitude and ability to embrace technology to connect with clients and collaborate with other real estate professionals around the globe is a huge asset to both buyers and sellers.

“I’m a phone person,” JC says about her favorite method of staying in touch with her past clients. “I like to pick up the phone, say ‘hi,’ and see how they’re doing.” She also sends out personal home equity updates to each client.

“They really appreciate having that information, and I’m there to help them make more informed decisions about

what is for most people their largest financial asset,” she says.

With regards to marketing, JC utilizes many methods with social media, YouTube, and paid advertising to get the most exposure for her sellers. “I promote each listing to specific demographics to make sure it gets in front of the right people,” she says. “There is no one way to do it as each home is unique. I am also fortunate enough to have other agents post my listings to their sites and social media. It can be very grassroots yet garners maximum attention and that is what it helps me to sell homes and be successful.”

In addition to being a top North Texas realtor, JC has several books on real estate. You can take a look these at www.jcyoungauthor.com.

JC enjoys every aspect of her job, from the flexibility to the relationships she forges. “I just love seeing homebuyers with families closing escrow and handing them the keys to their new home,” she exclaims. “It’s so satisfying and brings joy all around.”

JC is very involved in community charities. At the moment, she’s busy organizing the local Coats for Kids.

“We’re getting started early this year,” she says. “I hate to be cold, so we want to make sure the kids have what they need by September-October.”

JC lives in North Texas with her family on what they call the Triple J Ranchette. their own 1.5 acres of heaven. “We love to fish, hike, and be outdoors,” she says.

JC is very happy with the trajectory of her business. She is blessed with a strong business network to help her in closing transactions. “What we are doing is consistently exploring new methods and technology for better business practices, so we can continue to pivot quickly and serve our clients in this ever-changing environment,” she says.

To learn more about JC Young, email jc.young@exprealty.com, visit jcyoung.exprealty.com or call (214) 799-9139 https://

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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 124

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

Top Agent Magazine ®

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MELISSA ZUPNER MONTGOMERY Having worked in the real estate industry for 15 years, Melissa Zupner Montgomery has grown her business into a recognizable brand all across the Island of Maui in Hawaii.

She currently ranks in the Top 5% of Real Estate Agents on Maui and is a Certified Residential Specialist for the area. Melissa works primarily (or has worked primarily) as a solo agent and focuses her efforts on the South & North Shores of the Island, as well as Central Maui. She strives to create amazing friendships with her clientele to keep them coming back and concentrates heavily on referral business which consumes a large portion of her real estate deals.

Melissa goes all out to stay connected with her clients, keeping them in-tune throughout each step of the transaction and making sure to maintain a high-level of customer service in every deal. “Staying in touch has been really important in keeping my clients coming back and referring me to others,” she says. “I’m always available and give them a really high level of service.”

She finds it super important to educate her clients and make sure they are clear as to what’s going on during the process in order for them to remain informed. She utilizes social media advertising, through platforms like Instagram, to help connect with her clients on both a personal and professional level. Seeing as a lot of her clients don’t live in Hawaii year-round (simply buying 2nd or 3rd homes to escape to on the Island), she loves to use social media to stay in touch and market to those who may be out of state. In fact, networking with numerous agents in various cities throughout the U.S. and beyond has led to good growth in referral business for Melissa in recent years.

Melissa’s energetic and creative approach to real estate, alongside her undivided attention to clients has led to plenty of 5-star reviews from satisfied homeowners over the years. One client points out, “Her responsiveness is second to none. Melissa accepted the daunting task of selling my peculiar home. Her marketing and advertising skills are honed and she is an expert in Maui property Top Agent Magazine

sales,” which details just how well Melissa knows the area of Maui, and the true value of property on the Island. Another review states, “I do not reside in the state so it was a blessing that Melissa was able to skillfully orchestrate cleaning, touchup and repairs to prepare the unit for sale. Once ready for sale, she provided me with a balanced market analysis that allowed us to come up with a good strategy enabling the sale to be completed in a relatively short period of time.”

When Melissa isn’t working, she’s a member of the MLS Committee at the Realtors Association of Maui and is fond of volunteering for various charities, including ‘Wishing Well,’ which is an organization that helps schools give extra supplies to kids in need. During any free time, you can find Melissa playing a round of golf or simply enjoying the beautiful beaches that the Island of Maui has to offer.

At the end of the day, Melissa truly loves helping people and feels rewarded when she is able to exceed her clients’ expectations. “I’m dedicated to professionalism and integrity, and aim to provide the highest level of service to my clients.”

For more about Melissa Zupner Montgomery, please call 808-281-1751 or email MelOnMaui@gmail.com 125 Copyright Top Agent Magazine

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