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Business Growth Hack: Absorb Your Clients’ Stress!

Establishing Yourself As A Local Area Expert Is Starting A Team The Right Solution For Your Business?

Reconsider Referral-Only When Planning For The Future

5 Reasons Why You Need A Mentor

Modern Email Etiquette For Today’s Agents

ELLEN HOLMES STEEVES-LEBLANC — HEL CINDY HILBRICH — SERVING BIRMINGHAM BLOSSOM WHEREAND YOU CARE ARE PLANT CLIENTS WITH FAITH, PURPOSE, FEATURED REAL ESTATE PROFESSIONALS After a lifetime of moving, Ellen Holmes

Ellen’s appro

After a 12-year career coaching college finally found her adopted her commitment to being availabl Steeves-LeBlanc deeply client ANGEL L. RAMOS-ROJAS — BUILD basketball, Cindy Hilbrich felt God leading ever her clients need. She wan home in Eastern North Carolina. From her the values sh her in a new direction. Realyears estate became know she is STABILITY, there as a“Keep resource, a AN as an Army brat to herTHROUGH time as a Marine SERVICE, the fait for almost 20 years, Ellen moved honest, more than a career change;Corps for wife Cindy, it a trusted relationship be long afternev c 50 times across 13 states, giving her a deep Clients often Angel L. Ramos-Rojas grew up in useful, he believes o became a ministry. She saw the opportuLooking Cindy says of transition, and ough, hardwo Cruzanadaptation, chose real confidently recommend topicts inner-city New and Jersey neigh- back, can do is simply nity to serve people, guideunderstanding themAnamarie through the many emotions involved in moving and and highly pr started versations with Kellerallow William KEVIN — SERVING METRO estate because BOSTON she wanted aTHROUGH approa borhood, where the That ideahave ofrelationship-focused home him KATIE ANDERSON — CLEARY SERVING NORTHWEST FLORIDA WITH meaningful decisions, and influence others real estate. Those experiences taught Whether rese She alsoconnected would implem on deep her meaning an early check have inafter personally, career whereCOMMUNITY shetook could make a sheat stays closin PROPERTY, PEOPLE, AND through faith, care, and purpose. Nine years EDUCATION, LOCAL KNOWLEDGE, ALAN DANIEL ANAMARIE CRUZ ANGEL L. RAMOS-ROJAS CINDYin, HILBRICH STEEVES-LEBLANC what itAND means toHEART start over, settle and cre- ELLEN HOLMES ing out pote Profit The First sends model earlier ord age. Hein remembers watching long after the in transac meaningful difference peoperiodically, personalized later, continues to shape every LAWRENCEVILLE, GAthat calling HINESVILLE, GA PHOENIX, AZ ALABASTER, AL WILMINGTON, NC ate a sense of home wherever life leads. details, or he invest, and donate more, and c Brady Bunch a important 13-inch e Anderson has always loved helping throughple’s her website, social Kevin Cleary was to real estate Kevin also on believes in telestaying lives.YouTube, Buying or media, selling milestones, and stays part ofdrawn her business. Ellen works t Looking back, Ange ple achieve their goals. She first did that and personal relationships. vision and seeing that home aspurchased aconhave investment Ellen’saconnection toone real of estate began early.clients Her mother, JAIME GRAM SOUTHWEST MICHIGAN LINDA SM because of two things: property and — SERVING connected with through people with c home is the biggest media. Most importantly, she wa KRISHNA CHINNAM time estate, management teacher and while supporting gifted-edSteeves, licensed inshapes multiple states after a Toof symbol of warmth, stability, and the American dream. Outside Cindy Cindy working works aswith a solo serving Shelby people. He rooted enjoys both,agent Cynthia sistent, practical communication. Hisreal HerTRUST, background inwas education still CLIENTS THROUGH REFERRALS, AND CARE decisions a person can make, she is always available when th ion teachers, building a career WITH EXP requires discipline, career as a psychiatric registered nurse, and Ellen grew Her interior design backgr Angel, a home was never simply walls and a roof. It reprethe way she serves clients. Katie wants peoBUILD OPPORTUNITY counties in the Birmingham Manna a food bank in andeducation. over theand pastJefferson 21Before years, comapproach includes email, directMinistries, mail, ervice, guidance, and After realthat estate, Jaime Gram Jaime believes theloves best marketing is built on trust, conand she being able to questions. continue growing, an up herfamily, study for real exams,on attend open distinctive level of serv ple watching to understand the process, feel prepared, sented the foundation which people en years of encouragement from has herarea. best What lovesin most about thesafety, region is simple: theestate that serves around 700aInfamilies each Saturda built her career retail mansistency, and results. Herand business is primarily drivenphone bination shaped ashe career built and old-fashioned calls. a he approaches botha h andby know have someone they can conguide clients that listthey properties, andthrough serve clients. Eventheas a child, nize what may improve nd, she left education entered real market agement, where she learnedhouses, referrals and repeat clients, which she considers Smith build their lives. Real estate hasOperations, beenLinda a passion onand relationships, business that has become increaspeople. She isknowledge, deeply connected toto the community where President of Warehouse sheserh Looking back, Anamarie would tinue call long after closing. She stays that great service is not aboutEllen greatest measure of success. To her, it means the peohelped by writing down For Sale By Owner propbuyers visualize possibilit ground in public te, where she discovered that the harder process with care and conficareer becaus forthem. Krishna Chinnam since childand consistent service. For ingly Kevin inHELPING touch through personal andtechnology-driven, works, and serves, and that gives ordering food, unloading trucks, building and t selling, but Kevin, about listening,erties ple during she hasconnection served trustestate, hercalls enough to texts, recommend her UILDING RELATIONSHIPS AND worked, the more people she couldshe help.lives, things again, especially trusting bus rides so her mother could contact atstill first glance. Her experie Before entering real Angel spent years serving and to personal growth, TIFFANY McALISTER — HELPING ST. PET dence. For Anamarie, real estate is about advocating for ity while raisi home-anniversary and birthday cards, and problems, building to their family, friends, and colleagues. While she uses hood, but his path to pursuing it estate her offers thesolving opportunity to values direct connection and the l estate also gave herreal the opportunity towork added meaning. Helping clients make importtenance, inventory rotation, and the behindReal estate was part of her upbringing, and Ellen believes construction, and relocation rity, and compassion protecting the community. As a Special Agent, he develrelationships, and staying comm trust, and creating an excepprofessional photography, video, social media, online client-appreciation events, sometimes even Being availab HEIR PLACE INher THE PUGET SOUND her clients’ best interests, helping them reach their goals, FEEL HEARD, PROTECTED, AND te greater financial freedom for famhelpJAIME people make important deciimportance of reaching out personprofessionally required patience GRAM ANDERSON KEVIN KRISHNA CHINNAM LINDA real and design areto in genes. spective that also helps clients m ant decisions in the place sheboth calls home allows Cindy work that keeps the SMITH ministry running. tionalKATIE experience. She enjoyed advertising, and strategic exposure, herher approach remains oped high-level skills, crisis management renting outestate aCLEARY local icenegotiation cream shop for everyseasons. She would contin while continuing to do work that makes a andleading was importa making sure they feel supported every step of the way. KALAMAZOO, MI PENSACOLA, FL BOSTON, MA OVERLAND PARK, KS ELKHART, IN sions while working in a dynamic market where ally. Those touchpoints help him remain a trusted while he awaited the proper work people and helping rooted in relationships, education, honest market insight, Community involve confidence. onethe to enjoy. tells every client she combine local knowledge with heart She of someone who that experience, and a commitment to absolute That who believe ningful difference in people’s lives. with people inHe her, m estate gave he Today, Ellen has been in real estate for almost 20integrity. years and customers through important guidance. When Tiffany McAlister first moved to St. use Cindy gives all glory and ishonor tohe Jesus, believ every Shannon property and every client brings something resource for clients long after aauthorization. transaction Once received doesand notapproachable disappear after closing and remains his and family. acti e and feel confident about where they are Whitfield’s interest in real what ma genuinely cares about the people and families around her. background gave him a deep desire to guide people safely decisions, but she wanted a career where she could makealso bringsPetersburg, more than 35 years of experience as an interior For Ellen, real estate is ab a career whil she wasworks a first-time homebuyer ZilA Now years intoforthe business, Anamarie as her ashe tothegrow. If sheisthrough could do anythin wgin her seventh year,different. Katie works as a solo agentfive servavailable trusted advice, local recommendations, and Because Jaime runs a referral-based business, client complete. thing has been given His and that she opportunity, he jumped in withREBEKAH JOHNSON — SERVING SOUTH DF Realty of SHANNON LONG — GUIDING next. an even greater impactheaded on someone’s life. Real estate gavethrough high-stress which made estate atransaction. estate her own experiences buyers to ge designer. She previously held aclosing real estate license inreal Hawaii She considers h Northwest Florida, from the Alabamagrew border tofrom Fort questions about their home. relationships do notalways endsituations, at the table. She stays who had been drawn to real estate. listo in their lives. solo agent serving Hinesville, Ludowici, Richmond Hill, remind herself not to be afraid of her that opportunity, allowing her to combine service, out hesitation has She loved every preparing listings, Cindy focuses onCLIENTS what buyers been called toWITH steward itand well. isas also efforts such Tha d Most of her business is inWhen WITH RESILIENCE, EXPERIENCE, AND connected through regular check-ins, market updates, natural next chapter. Buying or selling a home can be emoton. Pensacola, Milton, CLIENTS EXPERIENCE, RES and has spent years remodeling and improving homes long many clients, remaining a tr Unfortunately, her own educabuying experience onl strategy, works and personal connection intakes aserving meaningful way. Boston, volunteer at Kevin with a looking team Metro Community involvement is Shaw central tohisKevin’s Nimrata a homes. hands-on, modern approach buying and selling She and erty special Looking back,the Katie would stillher lead with service, Pooler, Savannah, and surrounding communities. She comfort zone. Every transaction step of the journey ever since. For Krishna, real estate isP community events. home value reviews, client appreciation events, monthly truly She helps ensure each property has James for leadership through theand e,e Cantonment, Navarre, and Gulfare Breeze. While she for. tional and overwhelming, and Angel brings calm, steady before the concept of “flipping” became popular. That ing and referring clients acr left her feeling unsupported. Calls went serving as a room mother, helping w tion, and a willingness to work hard for every client. She an area appreciates for its youthfulness, energy, life and work. He serves as President of AllstonNow 10 he years into the real estate, Jaime operates as an blog newsletters, and social media. Looking back, Jaime to marketing that goes beyond standard listing ks independently, she is quick to credit people who not only about helping people buy and sell homes, but the Grimaldo Gr enjoys the strong sense ofproperly, community throughout theAhead area ence has her grow, and she Rebekah Johnson’s path into moreand likehelped friends often receive persona pstrong curb appeal, isand staged clean, and preand Inspire communities, and to Lea Shannon Long’s interest in of real postcards, quar husband had bought sold four times the door. background gives her aconversations unique ability to dismissive, help buyers world when needed. She s guidance to clients as they make important decisions. unanswered, felt independent agent while believing strongly that no one would not change a single thing. Every challenge, tranwould also still work side by side with Chad. If she could do supporting their many extracurricu constant movement. The With regionexperience offers a help unique Brighton Little League, supporting local youth and a high level. Her husband, Chad, promotion. across real estate, real estate was shaped by her or phone calls. She also as sends Christmas also about guiding them toward opportunities that can agent and shared val estate began in junior high, when and targeted m Lif dher serve clients atand the to people find a place they can journey while trusting that hard w as move-in ready as possible. She believes the for coaching her authentically both a per succeeds alone.sented Over and the years, sheopportunity has built partnerships sition, and lesson has helped her evolve her systems and sellers see what a property is, what it can become, and what Facebook, letter writing, anything differently, sheStewart would become more intenand thehave focus seemed to fasmove quickly Peter has been resource forpresent. clients who rely gs extensive knowledge of in renovations, home repairs, began a and career that Those allowed herfor to five years, and found herself mix neighborhoods, styles, businesses, families through sports and community engagelife asshe areal former military spouse. ents, past simple tou marketing, andShannon business she brings she babysat for as neighbors who likely buyers. with of trusted professionals andhousing developed collaborative serve clients better. If could offer younger self app strengthen their future. thanks his wife Now six years into estate, Angel has joined forces tional with operations, her calendar and time blocking earlier inher her ninsurance requirements may need attention before moving forward. relationships personal and truly call home. The region offers a meaningful mix of photos tell the story, so every detail matters before a home business owner. With faith at thecalling center of hS toward preapproval instead of helping her became to many showings and listing relationships withcommunity other agents at various stages of their advice, it would be to trust the process sooner, invest in work a lifelong rooted After moving often, she had her belief that clients should feel reme schools, and life, giving Kevin and his ment. He is also a member and Past President of owned a real estate office. Hearing listings, giving cinated by real estate since deal experience, and results-d both strategy and creativity to the way NJ ing career to support better work-life balance. She also would When it c Anamarie is proud to support th with his son to form The Ramos Legacy Group. Together, business, his son fo genuinely enjoying the process. Years towork, giving back contin throug it ointments, while hercareers. transaction coordinator, Kayci, understand the process and make confident goes to From there, she works tothe price each propatthatabout the center ofted her Cindy military members, local businesses, and schools, Depending onfamilies, hermarket. clients’ needs, she can leverage relationships even more intentionally, andservice remember them talk their work and the them afteras touri bought and sold enough homes the transaction. vice, and helping people achieve their Ellen works with eXp Realty and does not have a team, Now five years into the business, Krishna works a team the opportunity to serve clients with a wide Allston-Brighton Kiwanis Club, continuing have started creating educational content sooner, knowing the Properties presents listings and connects with ps organized behind the scenes. destined4this.com), sponso NAND PETER REBEKAH JOHNSON SHANNON LONGMaricopa SHANNON WHITFIELD TIFFANY McALISTER they serve clients throughout andzation Pinal counRamos Legacy Gro those relationships to appropriately, provideSTEWART additional support, specialsuccess is built through consistency, patience, learning, childhood. Two of his uncles and the oppor e every detailNIMRATA decisions. That experience stayed with her erty giving sellers the best opportunity totoneed clients move forward with c Shannon sim difference they made in appreciates people’s earlier, she had also worked part-time giving Anamarie the chance toprofessional serve clients aBirmingham-area wide to understand the process sharing what she knows allows her to helpwith people long which aligns with her “continuity of care” philosophy solo agent, primarily serving Johnson County while also of needs. Whether helping someone buy, his commitment service and local leadership. FEDERALrange WAY, WA INDIANAPOLIS, INHerthat ALVARADO, TX GENEVA, IL the BURLINGTON, NC ST. PETERSBURG, FL absolut ized expertise, and seamless service. clients work and showing up for people when they you most. the community. Her team uses and supporting priests inself G Peter stays connected with pa Shannon stays ties. Angel especially values diversity of the clients he His many blessings. Looking back, Rebekah would because she knew there had to be a better y meaningful way. She is especial lives immediately intrigued her. From that point forward, at Katie loves most about the Pensacola area is the combefore they are ready to buy or sell. Now 34 years into real estate, Linda ha from a personal perspective. worked in the industry, and attract serious buyers and move forward with confidence. care, and purpose. in real estate. She is dedicated to helping through directly with while also benefiting from range of needs and goals. sell, orin invest, Kevin values the variety and pace Through these roles, Kevin clients remains connected aut assisting clients throughout Kansasto andshares Missouri. He real aJaime model home for aa strong new home devel& Warner’s CR

ANAMARIE CRUZ — GUIDING CLIE WITH TRUST, COMMUNITY, AND CA

SHANNON WHITFIELD — SERVING ALAMAN WITH HEART, AUTHENTICITY, AND LOCAL CO

PETER STEWART — BUILDING AN INV FOCUSED LEGACY IN INDIANAPOLI

photography and video,works MLS and estate and continue growing ski Jaime isway deeply grateful toknew theasclients who have trusted and the might opportunity tosave help people from many and the belief that ho toonline serve people. tion of coastal living, history, accessibility. Shannon real estate was the career she wanted to always purwith multiple drip campaigns shewith figured she well some network whenand it adds value to theirThe experience.Eventually, ily, who believed in ported by ahave trusted team. She hasher a buy the offering guidEllen is especially gratefu esta hisentire once served Katie is a member ofgrandfather the process Pensacolapersonally, Junior League, where consistent

Business Growth Hack: Absorb Your Clients’ Stress! Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find you have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth. 4

You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your clients’ lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable. Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family. And their loan officer outlined various, detailed options to help Laura and Raj make smart, long-term financial decisions. Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service. Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know Top Agent Magazine

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly. Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted. Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has 6

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller at a listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’” Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares. If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help. When clients feel cared for, they remember the agents and partners who helped them.

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ALAN

DANIEL

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ALAN DANIEL — GUIDING GWINNETT COUNTY CLIENTS WITH EXPERIENCE, CONSISTENCY, AND TRUST

Long before Alan Daniel became known as “The Realtor with the Hat,” he was helping people navigate the financial side of homeownership as a mortgage banker. That experience gave him an inside understanding of financing, contracts, and the challenges buyers and sellers face. Believing he could provide a higher level of communication, service, and follow-through, Alan became a licensed REALTOR® in 2009 and built his business around helping clients make informed, confident decisions. Alan has worked in the mortgage and real estate industries since 2002 and has called Gwinnett County home since 1976. Today, 8

he serves buyers and sellers throughout Gwinnett and surrounding communities, supported by an administrative team that helps him provide attentive, personalized service. His deep local roots and experience through changing market cycles give clients practical guidance grounded in both long-term perspective and current market conditions. What Alan values most about Gwinnett County is its diversity. The area offers a remarkable range of communities, cultures, lifestyles, and property types. Whether a client is buying a first home, moving up, downsizing, relocating, or selling a longCopyright Top Agent Magazine

time family home, Alan understands that every move is personal and requires a plan tailored to the client’s goals. Marketing is a cornerstone of Alan’s listing strategy. He combines professional digital marketing, his website, social media, direct mail, and local outreach to give each property broad exposure. He also understands that successful marketing is more than simply placing a home online—it requires thoughtful positioning, accurate pricing, consistent communication, and timely adjustments based on buyer response and market activity. Alan believes the relationship should continue well beyond the closing table. He stays in touch with past clients throughout the year and sends an annual client gift as a personal expression of appreciation. For Alan, real estate is not about completing a single transaction; it is about earning lasting trust and remaining a dependable resource for clients, their families, and their friends whenever a real estate need arises. Looking back, Alan says he would still begin his real estate career by working with buyers. Those early years taught him how people make decisions, how financing affects a transaction, and how emotional the Top Agent Magazine

search for the right home can be. If he could change one thing, he would have begun consistently marketing to his own neighborhood and other key areas for sellers sooner. That lesson helped shape the disciplined, relationship-driven approach he follows today. Alan’s commitment to service has earned him recognition as a Five Star Real Estate Agent from 2017 through 2026 and Best of Gwinnett honors from 2020 through 2024. He is also proud to support the Tunnel to Towers Foundation, whose mission is especially meaningful to him. Grateful for the support of his family and the clients who have trusted him over the years, Alan continues to live by the promise behind his brand: “All your real estate needs under one hat.”

For more information about Alan, please visit: Facebook | Instagram | LinkedIn https://www.facebook.com/realtorwiththehat/

https://www.instagram.com/realtorwiththehat/

https://www.linkedin.com/in/alandanielrealtor/

Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament to client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the 10

idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expand into a new sector. Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expand into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business. If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost. Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movie theatres, as well as lead generation that identifies potential buyers, sellers and Top Agent Magazine

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique. Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews. Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina. The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market.” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business. Even professionals with more than three decades’ experience and deep referral networks know the importance of business

marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.” Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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ANAMARIE CRUZ — GUIDING CLIENTS WITH TRUST, COMMUNITY, AND CARE Anamarie Cruz chose real estate because she wanted a career where she could make a meaningful difference in people’s lives. Buying or selling a home is one of the biggest decisions a person can make, and she loves being able to guide clients through that process with care and confidence. For Anamarie, real estate is about advocating for her clients’ best interests, helping them reach their goals, and making sure they feel supported every step of the way. Now five years into the business, Anamarie works as a solo agent serving Hinesville, Ludowici, Richmond Hill, Pooler, Savannah, and the surrounding communities. She enjoys the strong sense of community throughout the area and the opportunity to help people find a place they can truly call home. The region offers a meaningful mix of families, military members, local businesses, and schools, giving Anamarie the chance to serve clients with a wide range of needs and goals. What Anamarie loves most is helping clients find more than a house. Because she knows the neighborhoods and surrounding communities well, she is able to help buyers understand the lifestyle, location, and opportunities each area offers. Whether someone is relocating, buying their first home, selling, or searching for the right place to settle, Anamarie takes pride in helping clients make decisions that fit both their current needs and future plans.

and confidently recommend to their family and friends. That relationship-focused approach also shapes the way she stays connected after closing. Anamarie checks in periodically, sends personalized messages, remembers important milestones, and stays connected through social media. Most importantly, she wants past clients to know she is always available when they need advice or have questions. Looking back, Anamarie would do many of the same things again, especially trusting the process, building relationships, and staying committed during challenging seasons. She would also continue surrounding herself with people who believe in her, mentor her, and push her to grow. If she could do anything differently, she would remind herself not to be afraid of opportunities outside her comfort zone. Every transaction, challenge, and experience has helped her grow, and she has learned to enjoy the journey while trusting that hard work pays off. Anamarie is proud to support the Make-A-Wish organization and appreciates the opportunity to give back in a meaningful way. She is especially grateful to her family, who have always believed in her and supported her throughout her journey. She also thanks her broker for mentoring her, guiding her, and continually encouraging her to step outside her comfort zone and achieve more. With a business built on trust, service, and genuine connection, Anamarie continues to help clients throughout coastal Georgia move forward with confidence.

Anamarie markets her listings through a combination of professional photography, social media, online exposure, open houses, networking, and word-of-mouth referrals. She understands that visibility matters, but she also believes trust is at the heart of every successful real estate relationship. As an agent, she focuses on building her personal brand through social media, client relationships, her involvement in the Hispanic community, and consistent communication. Her goal is for people to see her as more than a real estate agent. She wants to be someone clients can trust, rely on, Top Agent Magazine

Find out more about Anamarie, please visit: Instagram and Facebook https://www.instagram.com/anamariecruzrealtor

https://www.facebook.com/AnaARealtorYouCanTrust

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ANGEL L. RAMOS-ROJAS — BUILDING LEGACY THROUGH SERVICE, STABILITY, AND HOMEOWNERSHIP Angel L. Ramos-Rojas grew up in an inner-city New Jersey neighborhood, where the idea of home took on deep meaning at an early age. He remembers watching The Brady Bunch on a 13-inch television and seeing that home as a symbol of warmth, stability, and the American dream. To Angel, a home was never simply walls and a roof. It represented safety, family, and the foundation on which people build their lives. Before entering real estate, Angel spent years serving and protecting the community. As a Special Agent, he developed high-level negotiation skills, crisis management experience, and a commitment to absolute integrity. That background gave him a deep desire to guide people safely through high-stress situations, which made real estate a natural next chapter. Buying or selling a home can be emotional and overwhelming, and Angel brings calm, steady guidance to clients as they make important decisions. Now six years into real estate, Angel has joined forces with his son to form The Ramos Legacy Group. Together, they serve clients throughout Maricopa and Pinal counties. Angel especially values the diversity of the clients he works with and the opportunity to help people from many different backgrounds pursue their goals. Whether clients are buying their first home, selling a property, or planning for the future, he approaches each relationship with patience, care, and a focus on long-term stability.

useful, he believes one of the most meaningful things he can do is simply pick up the phone and call. Those conversations allow him to maintain genuine relationships, check in personally, and continue being a trusted resource long after the transaction is complete. Looking back, Angel says he would focus intensely on time management and self-development. Real estate requires discipline, consistency, and the willingness to continue growing, and those lessons have shaped the way he approaches both his business and his clients. His background in public service, combined with his commitment to personal growth, allows him to bring structure, integrity, and compassion to every transaction. Community involvement is also important to Angel and his family. He actively supports his local church, and through Realty of America, he participates in charitable efforts such as Thanksgiving Turkey Drives and other community events. Angel is grateful to Juan Grimaldo of the Grimaldo Group, who welcomed him as a new agent and shared valuable insight and knowledge. He also thanks his wife for her support and involvement in the business, his son for taking a leap of faith to build The Ramos Legacy Group with him, and God Almighty for His many blessings. With a career rooted in faith, service, and the belief that home creates stability, Angel continues to help families throughout Maricopa and Pinal counties move forward with confidence.

Angel’s marketing efforts are centered on social media content and referrals. Through online visibility and relationship-based business, he works to stay connected with the community while sharing helpful information with buyers and sellers. For The Ramos Legacy Group, education is also an important part of service. The team hosts seminars for the community and shares local neighborhood data and home equity updates to help clients better understand the market and make informed decisions. Staying connected with past clients is a priority for Angel. While market updates and community information are 14

For more about Angel, please visit Instagram | Facebook | TikTok

https://instagram.com/angelrayro

https://www.facebook.com/jessyandangel

https://tiktok.com/@angel.rayro

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Is Starting a Team the Right Solution for your Business? You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same time, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision. 15

The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans16

actions in sometimes stressful circumstances. Having the right team spirit, so to speak, is what will help your business and team grow. The ultimate goal of a team is to have thriving careers for everyone on board. So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we? Top Agent Magazine

CINDY HILBRICH — SERVING BIRMINGHAM CLIENTS WITH FAITH, PURPOSE, AND CARE After a 12-year career coaching college basketball, Cindy Hilbrich felt God leading her in a new direction. Real estate became more than a career change; for Cindy, it became a ministry. She saw the opportunity to serve people, guide them through meaningful decisions, and influence others through faith, care, and purpose. Nine years later, that calling continues to shape every part of her business. Cindy works as a solo agent serving Shelby and Jefferson counties in the Birmingham area. What she loves most about the region is simple: the people. She is deeply connected to the community where she lives, works, and serves, and that connection gives her work added meaning. Helping clients make important decisions in the place she calls home allows Cindy to combine local knowledge with the heart of someone who genuinely cares about the people and families around her. When preparing listings, Cindy focuses on what buyers are truly looking for. She helps ensure each property has strong curb appeal, is staged properly, clean, and presented as move-in ready as possible. She believes the photos tell the story, so every detail matters before a home goes to market. From there, she works to price each property appropriately, giving sellers the best opportunity to attract serious buyers and move forward with confidence.

her commitment to being available for whatever her clients need. She wants them to know she is there as a resource, a guide, and a trusted relationship long after closing day. Looking back, Cindy says she would have started with Keller Williams sooner. She also would have implemented the Profit First model earlier in order to save, invest, and donate more, and she would have purchased investment properties. Outside of real estate, Cindy helps run Manna Ministries, a food bank in Alabaster that serves around 700 families each Saturday. As Vice President of Warehouse Operations, she helps with ordering food, unloading trucks, building and truck maintenance, inventory rotation, and the behind-the-scenes work that keeps the ministry running. Cindy gives all glory and honor to Jesus, believing everything she has been given is His and that she has simply been called to steward it well. She is also grateful to James Shaw for his leadership through the Pivot: Shift Ahead and Inspire communities, and to Leah McCann for coaching her authentically as both a person and a business owner. With faith at the center of her life and service at the center of her work, Cindy continues to help Birmingham-area clients move forward with confidence, care, and purpose.

As an agent, Cindy’s personal marketing is rooted in authenticity. She does not try to be anyone else, and she does not believe in forcing a persona that does not reflect who she is. Her business is built on service, trust, and helping others achieve their goals. Clients know they are working with someone who will be honest, present, and committed to their needs beyond the transaction itself. Cindy stays in close contact with past clients throughout the year, reaching out nearly 100 times annually through birthdays, anniversaries, home evaluation reports, events, holidays, and monthly postcards. For her, staying connected is not simply a marketing system; it is a reflection of Top Agent Magazine

For more about Cindy please visit: Facebook https://facebook.com/cindy.hilbrich

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ELLEN HOLMES STEEVES-LEBLANC — HELPING YOU BLOSSOM WHERE YOU ARE PLANTED Ellen’s approach is direct, thoughtful, and deeply client-focused. Her motto reflects the values she brings to every relationship: “Keep the faith, never say never, be genuine, be honest, never give up, and always listen.” Clients often describe her as patient, thorough, hardworking, honest, compassionate, and highly protective of their best interests. Whether researching neighborhoods, pointing out potential concerns, coordinating details, or helping clients compare options, Ellen works to educate, advocate, and guide people with clarity.

After a lifetime of moving, Ellen Holmes Steeves-LeBlanc finally found her adopted home in Eastern North Carolina. From her years as an Army brat to her time as a Marine Corps wife for almost 20 years, Ellen moved 50 times across 13 states, giving her a deep understanding of transition, adaptation, and the many emotions involved in moving and real estate. Those experiences taught her what it means to start over, settle in, and create a sense of home wherever life leads. Ellen’s connection to real estate began early. Her mother, Cynthia Steeves, was licensed in multiple states after a career as a psychiatric registered nurse, and Ellen grew up watching her study for real estate exams, attend open houses, list properties, and serve clients. Even as a child, Ellen helped by writing down For Sale By Owner properties during bus rides so her mother could contact them. Real estate was part of her upbringing, and Ellen believes both real estate and design are in her genes. Today, Ellen has been in real estate for almost 20 years and also brings more than 35 years of experience as an interior designer. She previously held a real estate license in Hawaii and has spent years remodeling and improving homes long before the concept of “flipping” became popular. That background gives her a unique ability to help buyers and sellers see what a property is, what it can become, and what may need attention before moving forward. Ellen works with eXp Realty and does not have a team, which aligns with her “continuity of care” philosophy in real estate. She is dedicated to helping clients through the entire process personally, offering consistent guidance from start to finish. Serving all of Eastern North Carolina, with a special love for Coastal North Carolina and the Southern Outer Banks, Ellen brings a practical and compassionate understanding to clients navigating relocation, second-home purchases, investments, and major life transitions.

Her interior design background also allows her to offer a distinctive level of service. She helps sellers recognize what may improve a home’s presentation and helps buyers visualize possibilities that may not be obvious at first glance. Her experience with design, remodeling, construction, and relocation gives her a no-nonsense perspective that helps clients make informed decisions with confidence. For Ellen, real estate is about much more than a single transaction. She considers herself a “Forever Realtor” for many clients, remaining a trusted resource long after closing and referring clients across the country and around the world when needed. She stays connected through texts, Facebook, letter writing, and hosting parties, keeping relationships personal and lasting. Ellen is also committed to giving back through her nonprofit work (www. destined4this.com), sponsoring a woman in Guatemala, and supporting priests in Ghana and Uganda. Ellen is especially grateful to her late mother, Cynthia Steeves, whose example shaped so much of who she became professionally. With deep roots in real estate, decades of design experience, and a lifetime of understanding what it means to move, Ellen continues to serve Eastern North Carolina clients with vision, honesty, faith, and heart.

For more about Ellen, please visit: Facebook | Zillow | Realtor.com | Instagram | LinkedIn https://www.facebook.com/ellenholmes4homes

https://www.zillow.com/profile/Holmes4Homes

https://www.realtor.com/realestateagents/5681b04ebb954c0100697bba

https://www.instagram.com/ellenholmes2010

https://www.linkedin.com/in/ellen-holmes-steeves-leblanc-32a00023

10 WAYS TO BECOME ® A CELEBRITY REALTOR ON SOCIAL MEDIA

Establishing yourself as a well-known REALTOR® on social media requires developing a solid personal brand, producing captivating content, and engaging with your audience. Here are some steps to help you achieve that: Top Agent Magazine

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1. Produce Regular Content

6. Communicate With Your Audience

Create a content plan that matches your brand and appeals to your target audience. Share a mix of professional real estate content, behind-the-scenes glimpses of your life, and engaging personal content. To keep it interesting, use a variety of content types, including photos, videos, and written posts.

Respond promptly to comments and messages. Ask questions and encourage interaction in your posts. Host live Q&A sessions or virtual tours to engage with your audience in real-time.

2. Use Creativity in Marketing

Share educational content about the real estate market, home buying/selling tips, and industry trends. Position yourself as a knowledgeable expert in your field by providing valuable information.

Your Listings

Use high-quality images and videos to showcase your properties. Incorporate storytelling techniques to make your property listings more engaging. Highlight unique features and selling points of each property.

3. Set Your Brand Determine what makes you stand out from other REALTORS®. Discover your selling points and unique traits. Create a brand that reflects your personality, expertise, and values, and give it a name that is memorable and aligns with who you are.

4. Enhance Your Profiles Make sure you’re using high-quality, high definition profile photos. Write a bio that highlights your real estate experience, areas of expertise, and any unique qualities that make you stand out. Include contact information and links to your website or other relevant platforms.

5. Connect With Your Peers Collaborate with other influencers or professionals in the real estate industry. Attend local events and network with other professionals in your community. Cross-promote with other REALTORS® or businesses in related industries. 20

7. Provide Information and Value

8. Use and Create Hashtags Research and use relevant real estate hashtags to increase the discoverability of your posts. Create a branded hashtag to encourage your audience to share their experiences with your services.

9. Stick to a Regular Posting Schedule Establish a consistent posting schedule to keep your audience engaged. Use analytics tools to determine the best times to post for maximum visibility.

10. Be Yourself Showcase your personality and be authentic in your posts. Share your successes, challenges, and personal experiences to connect on a deeper level with your audience. Remember, building a celebrity presence on social media takes time and dedication. Stay true to your brand, be patient, and adapt your strategy based on what resonates with your audience.

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JAIME GRAM — SERVING SOUTHWEST MICHIGAN CLIENTS THROUGH TRUST, REFERRALS, AND CARE Before real estate, Jaime Gram built her career in retail management, where she learned that great service is not about selling, but about listening, solving problems, building trust, and creating an exceptional experience. She enjoyed leading people and helping customers through important decisions, but she wanted a career where she could make an even greater impact on someone’s life. Real estate gave her that opportunity, allowing her to combine service, strategy, and personal connection in a meaningful way. Now 10 years into real estate, Jaime operates as an independent agent while believing strongly that no one succeeds alone. Over the years, she has built partnerships with trusted professionals and developed collaborative relationships with other agents at various stages of their careers. Depending on her clients’ needs, she can leverage those relationships to provide additional support, specialized expertise, and seamless service. Her clients work directly with Jaime while also benefiting from a strong network when it adds value to their experience. Jaime proudly serves clients throughout Southwest Michigan, with a trusted network that extends beyond state lines. Whether clients are relocating, purchasing a second home, or helping family members buy or sell in another market, she is able to connect them with exceptional Realtors who can guide them with care. Her home base in Kalamazoo offers the balance she loves most: small-town charm and community, paired with a vibrant downtown, excellent healthcare, strong amenities, and easy access to larger cities. What Jaime appreciates about Southwest Michigan is the lifestyle it offers. From the shores of Lake Michigan and countless inland lakes to local wineries, hiking trails, and four distinct seasons, there is always something to enjoy. That variety allows her to help clients find not only the right property, but also the right community and lifestyle for their next chapter. Top Agent Magazine

Jaime believes the best marketing is built on trust, consistency, and results. Her business is primarily driven by referrals and repeat clients, which she considers the greatest measure of success. To her, it means the people she has served trust her enough to recommend her to their family, friends, and colleagues. While she uses professional photography, video, social media, online advertising, and strategic exposure, her approach remains rooted in relationships, education, honest market insight, and approachable guidance. Because Jaime runs a referral-based business, her client relationships do not end at the closing table. She stays connected through regular check-ins, market updates, home value reviews, client appreciation events, monthly blog newsletters, and social media. Looking back, Jaime would not change a single thing. Every challenge, transition, and lesson has helped her evolve her systems and serve clients better. If she could offer her younger self advice, it would be to trust the process sooner, invest in relationships even more intentionally, and remember that success is built through consistency, patience, learning, and showing up for people when they need you most. Jaime is deeply grateful to the clients who have trusted her with major life decisions, along with the mentors, colleagues, industry partners, friends, and family who have supported her along the way. With a business centered on service, relationships, and purpose, Jaime continues to help Southwest Michigan clients move forward with confidence.

Find out more about Jaime at: Instagram or Facebook https://www.instagram.com/mrsjaimegram

https://www.facebook.com/jaime.gram.3/

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KATIE ANDERSON — SERVING NORTHWEST FLORIDA WITH EDUCATION, LOCAL KNOWLEDGE, AND HEART Katie Anderson has always loved helping people achieve their goals. She first did that as a teacher and while supporting gifted-education teachers, building a career rooted in service, guidance, and education. After seven years of encouragement from her best friend, she left education and entered real estate, where she discovered that the harder she worked, the more people she could help. Real estate also gave her the opportunity to create greater financial freedom for her family while continuing to do work that makes a meaningful difference in people’s lives. Now in her seventh year, Katie works as a solo agent serving Northwest Florida, from the Alabama border to Fort Walton. Most of her business is in Pensacola, Milton, Pace, Cantonment, Navarre, and Gulf Breeze. While she works independently, she is quick to credit the people who help her serve clients at a high level. Her husband, Chad, brings extensive knowledge of renovations, home repairs, and insurance requirements to many showings and listing appointments, while her transaction coordinator, Kayci, keeps every detail organized behind the scenes. What Katie loves most about the Pensacola area is the combination of coastal living, history, and accessibility. The weather allows residents to enjoy the water much of the year, whether fishing, boating, or spending the day at the beach. She has also loved watching downtown Pensacola come back to life since she was a child, while the area’s historic neighborhoods continue to preserve the architecture and stories that make the region distinct. Katie markets each listing based on what makes the property unique. She uses professional photography and video, social media, online advertising, and direct outreach to likely buyers and agents. Her listings range from vacant land and investor opportunities to single-family homes and luxury properties, so she understands that every property requires a thoughtful approach. Katie markets herself by consistently sharing practical local knowledge and honest guidance

through her website, YouTube, social media, and personal relationships. Her background in education still shapes the way she serves clients. Katie wants people to understand the process, feel prepared, and know they have someone they can continue to call long after closing. She stays in touch through personal calls and texts, home-anniversary and birthday cards, and client-appreciation events, sometimes even renting out a local ice cream shop for everyone to enjoy. She tells every client that she does not disappear after closing and remains available for trusted advice, local recommendations, and questions about their home. Looking back, Katie would still lead with service, education, and a willingness to work hard for every client. She would also still work side by side with Chad. If she could do anything differently, she would have become more intentional with her calendar and time blocking earlier in her career to support better work-life balance. She also would have started creating educational content sooner, knowing that sharing what she knows allows her to help people long before they are ready to buy or sell. Katie is a member of the Pensacola Junior League, where she appreciates the opportunity to support local charities through both time and financial giving. She is especially grateful to her best friend, Jen Keenan, a fellow real estate professional who encouraged her to enter the business, became her mentor and team lead, and continues to support her success. She is also thankful for Rob Benson, her favorite local lender and business coach, whose coaching this year has helped her double her production. Katie is grateful as well for her husband, Chad, who works alongside her, flips houses, handles renovation projects at home, and reminds her to balance work with life. With a business built on education, service, and genuine care, Katie continues to help Northwest Florida clients move forward with confidence.

For more information about Katie, please visit: Website | Facebook | Instagram | YouTube https://katieandersonrealestate.com/

https://facebook.com/katieandersonpensacola

https://instagram.com/katieandersonpensacola

https://youtube.com/@KatieAndersonPensacola

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provide valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going through, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

pletely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t. They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out. A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and energy into it. They can see things in a com24

4. Networking

5. Encouragement At the heart of it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent years getting back up after being knocked down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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KEVIN CLEARY — SERVING METRO BOSTON THROUGH PROPERTY, PEOPLE, AND COMMUNITY Kevin Cleary was drawn to real estate because of two things: property and people. He enjoys working with both, and over the past 21 years, that combination has shaped a career built on relationships, market knowledge, and consistent service. For Kevin, real estate offers the opportunity to help people make important decisions while working in a dynamic market where every property and every client brings something different.

Kevin also believes in staying connected with clients through consistent, practical communication. His approach includes email, direct mail, and old-fashioned phone calls. In a business that has become increasingly technology-driven, Kevin still values direct connection and the importance of reaching out personally. Those touchpoints help him remain a trusted resource for clients long after a transaction is complete.

Kevin works with a team serving Metro Boston, an area he appreciates for its youthfulness, energy, and constant movement. The region offers a unique mix of neighborhoods, housing styles, businesses, schools, and community life, giving Kevin and his team the opportunity to serve clients with a wide range of needs. Whether helping someone buy, sell, or invest, Kevin values the variety and pace of the market.

Community involvement is central to Kevin’s life and work. He serves as President of AllstonBrighton Little League, supporting local youth and families through sports and community engagement. He is also a member and Past President of the Allston-Brighton Kiwanis Club, continuing his commitment to service and local leadership. Through these roles, Kevin remains connected to the people and neighborhoods he serves.

Marketing is an important part of Kevin’s business. His team uses a combination of direct mail, social media, radio, and outdoor advertising to stay visible and promote listings. That broad approach helps keep properties and the team in front of potential buyers, sellers, and community members across Metro Boston. Looking back, Kevin says one thing he would have done differently is develop a deeper understanding of the marketing side of the business sooner, recognizing how important it is to long-term growth and visibility.

After more than two decades in real estate, Kevin continues to appreciate the relationship-driven nature of the business. He understands that buying or selling property is not only a financial decision, but also a personal one, and he works to guide clients with steady support and trusted experience. He is grateful to his wife for her support throughout his career. With a business built on people, property, marketing, and community involvement, Kevin continues to serve Metro Boston clients with dedication and care.

For more about Kevin, please visit Facebook, Instagram and LinkedIn https://www.facebook.com/RemaxSelectBoston

https://www.instagram.com/remaxselectboston/

https://www.linkedin.com/in/kevincleary-0541332b/

KRISHNA CHINNAM — HELPING KANSAS CITY CLIENTS BUILD OPPORTUNITY THROUGH REAL ESTATE Real estate has been a passion for Krishna Chinnam since childhood, but his path to pursuing it professionally required patience while he awaited the proper work authorization. Once he received the opportunity, he jumped in without hesitation and has loved every step of the journey ever since. For Krishna, real estate is not only about helping people buy and sell homes, but also about guiding them toward opportunities that can strengthen their future. Now five years into the business, Krishna works as a solo agent, primarily serving Johnson County while also assisting clients throughout Kansas and Missouri. He is especially passionate about Johnson County and the greater Kansas City metro area because of the quality of life they offer. From top-ranked schools and exceptional amenities to premier dining, healthcare, and convenient commutes, the region provides a strong foundation for many different lifestyles. What Krishna loves most, however, is the warm and welcoming community, where so many of his clients are proud to call home. Krishna approaches each listing with a high-end visual marketing strategy designed to help homes stand out. He uses professional drone videography, virtual tours, custom flyers, eye-catching yard signs, and targeted open houses to showcase each property effectively. He also combines those efforts with proactive outreach, including reverse prospecting and social media distribution, to help listings reach the right buyers.

and regularly checks in with past clients when he is in their neighborhood. He also aims to be a lifetime resource by offering complimentary notary services, lending tools for do-it-yourself home projects, and providing trusted advice when clients need repairs, vendors, or guidance related to homeownership. Looking back, Krishna would keep the same unwavering focus on his clients and their best interests. Helping people build wealth and achieve strong returns through real estate has been one of the most rewarding parts of his career. If he could do anything differently, he would have invested in properties alongside his clients from the beginning. He recognized many strong opportunities early on and shared them with clients, helping them achieve meaningful results. Today, that perspective continues to shape his advice and long-term vision. Giving back is also important to Krishna. He actively supports local community organizations and charitable causes throughout the year, viewing community involvement as a meaningful two-way partnership. By contributing to local events, sponsorships, and neighborhood initiatives, he is able to support the growth and well-being of the communities he serves while building deeper connections with the people who live there. Krishna is deeply grateful to his wife, son, and daughter for their constant support, understanding, and encouragement. Real estate often requires long hours and time away from family, but their support makes his goals possible. With a career built on trust, opportunity, and sincere client care, Krishna continues to help buyers and sellers throughout the Kansas City region move forward with confidence.

When it comes to marketing himself, Krishna maintains a strong presence across platforms such as Instagram, Facebook, and WhatsApp. Still, his greatest source of business remains client referrals, which he sees as a reflection of the trust and results he works hard to deliver for every buyer and seller. That referral-based growth is meaningful to Krishna because it shows that clients feel confident recommending him to the people they care about. For Krishna, the relationship does not end once a transaction closes. He focuses on building long-term relationships 26

Contact Krishna at 913-353-6767 or 601-301-3579 or on Facebook; Instagram; WhatsApp https://www.facebook.com/p/Krishna-Chinnam-100062494221361/

https://www.instagram.com/krishnasarea/

https://chat.whatsapp.com/EPZAOV6ocAjFD8jnDpQbhL

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to a new client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

Distill concepts into their simplest terms for ultimate understanding. As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game. If you accept in advance that setbacks will occur, challenges will come, and things won’t always go according to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do. The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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LINDA SMITH — SERVING ELKHART AND ST. JOSEPH COUNTIES WITH EXPERIENCE, CARE, AND LASTING RELATIONSHIPS Linda Smith began her real estate career because she wanted flexibility while raising her two daughters. Being available for their activities was important to her, and real estate gave her the ability to build a career while remaining present in their lives. She was also able to volunteer at their private school, serving as a room mother, helping with gym classes, and supporting their many extracurricular activities. What began as a career that allowed her to balance family and work became a lifelong calling rooted in relationships, service, and helping people achieve their goals. Now 34 years into real estate, Linda has built a business supported by a trusted team. She has a buyer’s agent who helps show properties to new clients, allowing Linda to focus on her core clients and listing business. She also works with a part-time assistant and a marketing professional who help input listings, prepare mailings, and keep the business running smoothly. That support allows Linda to provide responsive, consistent service while continuing to focus on the client relationships that have shaped her career. Linda primarily serves Elkhart and St. Joseph counties, where she enjoys the diversity of the market. The variety of properties, clients, and real estate needs keeps the work interesting, and she has developed a strong understanding of the communities she serves. She also works with many Israeli clients who own properties in the area and rely on her experience when it is time to sell.

and birthday gifts, making sure they know they are remembered beyond the closing table. Looking back, she would still maintain the same personal care and attention to clients’ needs, especially in an industry that can sometimes feel overly technology-driven. If she could do anything differently, she would have added a buyer’s agent and support staff sooner to create more balance while continuing to serve clients well. Giving back has also been part of Linda’s life and business. She supports CAPS, veterans organizations, and the Salvation Army, reflecting her commitment to the community she has served for decades. Her work is grounded in the belief that clients should be treated like family, and that helping people achieve their homeownership and investment goals is at the center of a meaningful real estate career. Linda is grateful to her daughters, Pam and Lindsay, who were patient with her and even helped her farm neighborhoods when they were young. She also thanks Steve Deane, past President of Cressy & Everett, and Sue Cox, past Vice President with Cressy & Everett, for encouraging her and reminding her that real estate is a people business. Linda is thankful to Edward Hartig, President of Fidelity Title, and his team for helping closings go smoothly, as well as Craig Barrier, her significant other, whose own 30 years in the business help him understand and support her work-life balance. With decades of experience, a relationship-first approach, and a deep commitment to her clients, Linda continues to serve Elkhart and St. Joseph counties with care, professionalism, and heart.

Marketing is an important part of Linda’s listing strategy, and she benefits from the many promotional tools provided by Cressy & Everett. The company’s television show offers meaningful exposure for both her listings and her work as an agent. She also stays visible through quarterly mailings to past clients, helping maintain long-standing relationships and keeping clients informed. For Linda, marketing is not only about exposure; it is about staying connected and reminding people that she is available when they need trusted real estate guidance. Linda believes relationships are the heart of real estate. She stays in touch with clients through mailings, phone calls, Top Agent Magazine

For more about Linda, please visit her Website

http://cressyeverett.com/lindasmith

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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 30

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mag@TopAgentMagazine.com http://www.TopAgentMagazine.com

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NIMRATA NAND — BUILDING RELATIONSHIPS AND HELPING CLIENTS FIND THEIR PLACE IN THE PUGET SOUND Nimrata Nand began working in real estate during her undergraduate years, gaining experience with both Keller Williams and Berkshire Hathaway HomeServices. She quickly realized how much she enjoyed helping people navigate major life decisions and feel confident throughout the process. When COVID changed some of her original plans, it gave her the opportunity to pursue real estate full-time and turn something she genuinely enjoyed into a career.

and feel confident about where they are headed next.

Now with more than eight years of experience in the business, Nimrata serves clients as part of a team with her business partner, Christopher John. Together, they co-founded NJ Properties, building a business rooted in relationships, local knowledge, and a shared commitment to helping clients feel supported throughout the buying and selling process. Along with a strong network of trusted professionals, Nimrata and Christopher have created a team-centered approach that gives clients both personal guidance and reliable resources from start to finish. Nimrata primarily serves the Puget Sound region in Washington State, with a focus on King, Pierce, and Snohomish Counties, including Federal Way, Tacoma, Seattle, Bellevue, Gig Harbor, and surrounding communities. Her connection to Federal Way and the greater Puget Sound area is an important part of who she is. She loves the diversity of the region and the way it offers access to major cities, mountains, lakes, beaches, and the beautiful Pacific Northwest outdoors. With major employers, strong local businesses, restaurants, shopping, and natural beauty all close by, Nimrata sees the Puget Sound as offering the best of both worlds. For her, helping clients find their place in the area means understanding not only the property, but also the lifestyle each community offers. Whether someone is relocating, buying their first home, selling, or looking for a new chapter, she enjoys helping people make informed decisions

Nimrata takes a hands-on, modern approach to marketing that goes beyond standard listing promotion. With experience across real estate, marketing, and business operations, she brings both strategy and creativity to the way NJ Properties presents listings and connects with the community. Her team uses professional photography and video, MLS and online syndication, social media, targeted online advertising, open houses, and creative content to maximize exposure for each property. She also focuses heavily on personal branding, social media presence, creative storytelling, and community reach, using those tools to connect with and educate the local community while helping clients’ homes stand out. Relationships remain central to Nimrata’s business. She stays in touch with past clients through personal check-ins, social media, email, and client events, making an effort to stay connected beyond the transaction. Looking back, Nimrata would absolutely continue building relationships and putting people first. If she could do anything differently, she would trust herself sooner, stay consistent from the beginning, and give herself more grace while learning the business. Nimrata and her team have supported organizations and causes including March of Dimes, Keller Williams RED Day initiatives, Habitat for Humanity, the YMCA, breast cancer awareness, prostate cancer awareness, donation drives, and community events throughout the Puget Sound. She is especially grateful for her business partner, Christopher John, her close friends, the Keller Williams Puget Sound community, and most importantly, her mom and dad, who have supported her throughout her journey. With a business built on connection, teamwork, and care, Nimrata continues to help Puget Sound clients move forward with confidence.

For more about Nimrata, visit: Instagram | Facebook | Facebook Bus. | TikTok| Instagram Bus. https://www.instagram.com/nimratan_

https://www.facebook.com/nemo.nand

https://www.facebook.com/njpropertiesco

https://www.tiktok.com/@njpropertiesco

https://www.instagram.com/studio205sea

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 to 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 of 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, 34

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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PETER STEWART — BUILDING AN INVESTORFOCUSED LEGACY IN INDIANAPOLIS REAL ESTATE Peter Stewart has been fascinated by real estate since childhood. Two of his uncles worked in the industry, and his grandfather once served as president of MIBOR while also owning and operating multiple apartment buildings. Growing up around that influence helped shape Peter’s understanding of real estate as both a profession and a vehicle for long-term opportunity. With a strong entrepreneurial spirit and a desire to build financial success, real estate became a natural fit. Now more than 17 years into the business, Peter works as the primary producing agent in his business, supported by a licensed assistant who helps keep operations running smoothly. He serves Indianapolis and the surrounding metro area, reaching roughly 30 miles beyond the city. For Peter, Indianapolis is more than a market. It is his hometown, and he has watched it grow from a quieter, lesser-known city into a respected powerhouse of the Midwest. Peter’s listing strategy is straightforward but highly intentional: make the property look its best, capture it well, describe it effectively, and maximize exposure. That begins with staging guidance, preparation advice, and walkthroughs designed to help sellers present their homes as strongly as possible. From there, he uses high-definition photography, and sometimes video, along with detailed property descriptions, proper signage, individual property websites, and broad syndication to ensure buyers see the home wherever they are searching. When it comes to marketing himself, Peter allows his track record to speak for itself. Over the course of his career, he has sold more than a quarter billion dollars in real estate and consistently sells more than 100 properties per year. He is also the number one individual agent at the Keller Williams Carmel office, a position he has held for multiple years in a row. Much of Peter’s business is investor-focused, and he has become a trusted Top Agent Magazine

resource for clients who rely on his market knowledge, deal experience, and results-driven approach. Peter stays connected with past clients through a CRM with multiple drip campaigns, along with social media on Facebook and Instagram. His clients include many investors, so consistent communication and market awareness are especially important. By staying visible and sharing relevant information, Peter remains a resource for clients who are evaluating opportunities, managing portfolios, or preparing for their next move. Looking back, Peter says the one thing he would have done differently is purchase more properties earlier in his career. Having spent years helping others build wealth through real estate, he understands how powerful early investment decisions can be. His perspective gives him a practical, experience-based approach when working with investors, helping them evaluate opportunities with both short-term goals and long-term potential in mind. Peter is proud to support Riley Children’s Hospital and the Hamilton County Humane Society. He is also grateful to his mentor and former team leader, Richard Schulman, whose guidance played an important role in his career. With deep Indianapolis roots, an investor-focused business, and a record built on consistent results, Peter continues to help clients throughout the metro area buy, sell, and build opportunity through real estate.

For more about Peter, please visit Facebook and Instagram https://www.facebook.com/indyhomeseller https://www.facebook.com/indyhomeseller

https://www.instagram.com/peterstewartrealty https://www.instagram.com/peterstewartrealty

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REBEKAH JOHNSON — SERVING SOUTH DFW CLIENTS WITH RESILIENCE, EXPERIENCE, AND CARE Rebekah Johnson’s path into real estate was shaped by her life as a former military spouse. After moving often, she had bought and sold enough homes to understand the process from a personal perspective. Eventually, she figured she might as well save some money and become a real estate agent herself. What began as a practical decision grew into a career that has allowed her to combine experience, adaptability, and a genuine desire to help others through major life transitions. Rebekah has been in real estate for 17 years on and off, including 15 years full-time. Today, she works as a solo agent serving South DFW, Arlington, Fort Worth, Saginaw, Johnson County, Ellis County, Tarrant County, and occasionally Dallas County. Her own background with relocation gives her a strong understanding of the emotions and logistics that come with moving, especially for military families and veterans, who remain an important part of her business. What Rebekah appreciates about the areas south of Fort Worth is the combination of affordability, growth, and diversity. With lower taxes and more approachable purchase prices than some nearby markets, the region offers opportunities for many types of buyers. She enjoys watching the area continue to grow while helping clients find homes that fit their needs, budgets, and long-term plans.

more like friends often receive personal check-in texts or phone calls. She also sends Christmas cards to all clients, past and present. Those simple touchpoints reflect her belief that clients should feel remembered beyond the transaction. Looking back, Rebekah would absolutely stay in real estate and continue growing her skills. While she enjoyed time in the medical field, real estate has always felt like where she belongs. If circumstances had been different, she would have liked to remain in one market longer to build her brand earlier, but life and relocation shaped her path in a different way. Those experiences ultimately gave her a broader perspective and a deeper appreciation for the people she serves. Community involvement is also important to Rebekah. Since moving to Alvarado after her divorce, she has become increasingly involved in her children’s schools and is gradually becoming more connected in the community. She also strongly supports veterans, who make up a significant part of her real estate business. Rebekah is especially grateful to her husband, Colton Johnson, whom she describes as her biggest fan and supporter. As newlyweds, his partnership has shown her what true support looks like. With a career built on resilience, personal experience, and steady client care, Rebekah continues to help South DFW buyers and sellers move forward with confidence.

Rebekah primarily uses Facebook and Instagram to market listings and stay visible with clients and prospects. She also uses her CRM to help boost exposure and maintain consistent communication. At the same time, she still believes in simple, personal connection, whether that means talking with people, handing out business cards, or making sure clients know she is available when they need guidance. For Rebekah, staying in touch is part of building lasting relationships. Her CRM helps her keep connected with past and present clients, and those who have become 36

For more information about Rebekah, please visit Instagram https://www.instagram.com/beks__j

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results. Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated. Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is a great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 38

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content? How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience. Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post. Things are always changing on the social media frontier, but some rules never shift. Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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SHANNON LONG — GUIDING NORTHERN ILLINOIS CLIENTS WITH EXPERIENCE, RESILIENCE, AND CARE Shannon Long’s interest in real estate began in junior high, when she babysat for neighbors who owned a real estate office. Hearing them talk about their work and the difference they made in people’s lives immediately intrigued her. From that point forward, Shannon knew real estate was the career she wanted to pursue. She began working in the industry at 19 as a real estate office administrator and earned her license as soon as she turned 21, taking an intensive one-week course, passing the exam, and never looking back. Today, Shannon has more than 37 years of experience in real estate. She works alongside her husband, John, as The Long Team with Baird & Warner. Before joining the company in 2009, Shannon owned several real estate franchise offices, a real estate school, and a title company from 2000 to 2006. Now, John primarily assists buyers while Shannon specializes in listings, allowing them to combine their experience and strengths to provide clients with dedicated, well-rounded service. Shannon primarily serves Boone and Winnebago Counties, where she lives and conducts much of her business, along with several surrounding Northern Illinois counties. Over the past year, her work with two companies specializing in novation transactions has brought her back into many former markets and expanded her reach into central Illinois. With the MLS now covering a broader territory, Shannon and John are able to confidently serve clients throughout many areas of Illinois they know well.

postcards, quarterly magazines through ReminderMedia, and targeted marketing tailored to each property’s most likely buyers. She also provides full-color brochures at her listings, giving buyers something memorable to take with them after touring multiple homes. Shannon stays connected with past clients through Baird & Warner’s CRM, which helps her track important dates, including home purchase anniversaries. She reaches out with personalized emails and cards, as well as quarterly property updates that provide estimated current home values. Looking back, Shannon would still build her career around consistent follow-up, relationship-building, and traditional marketing. What she would prioritize sooner is personal safety, having learned the importance of sharing appointment details, using a buddy system when appropriate, and trusting her instincts. Giving back is also important to Shannon. She supports local food pantries, youth-focused charities, community sports programs, and Baird & Warner’s Good Will Network, contributing a portion of each commission check to charitable initiatives. Shannon is especially grateful to her husband, John, whom she calls her rock, teammate, and greatest source of support, especially throughout the past year as she continued working full-time while battling two forms of breast cancer. She also thanks Baird & Warner, the Fox Valley office support staff, Broker Manager Gustin Harshbarger, and her past and current clients for their trust, referrals, and encouragement. With a career built on experience, resilience, and genuine care, Shannon continues to serve Northern Illinois clients with dedication and heart.

What Shannon loves most about real estate is being part of the communities she serves, meeting new people, and discovering new places. She especially enjoys helping first-time buyers become homeowners. Their excitement and enthusiasm are contagious, and being part of such an important milestone in their lives remains one of the most rewarding parts of her work. Baird & Warner provides a strong marketing foundation for both its listings and agents, and Shannon complements that support with consistent, personalized outreach. Her strategy includes monthly mailings, just-listed and just-sold Top Agent Magazine

Find out more about Shannon at: Facebook | LinkedIn | X https://www.facebook.com/NWCommercialandResidentialRealEstateServices/

https://www.linkedin.com/in/shannon-long-2364a91/

https://x.com/BrokerShannon

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SHANNON WHITFIELD — SERVING ALAMANCE COUNTY WITH HEART, AUTHENTICITY, AND LOCAL CONNECTION Shannon Whitfield’s interest in real estate grew from her own experiences buying and selling homes. She and her husband had bought and sold four times in five years, and Shannon found herself genuinely enjoying the process. Years earlier, she had also worked part-time in a model home for a new home development, which first sparked her interest in homes and the industry. When her youngest child started preschool, she knew it was time for a change. Her husband had always worked incredibly hard to provide for their family, and Shannon wanted to build a career she loved while also contributing more financially. Shannon has now been working in real estate for more than seven years. She passed her state and national real estate exams on February 21, 2019, which also happens to be her birthday. Today, she works as a solo agent serving Alamance County, where she was born and raised and still calls home, as well as surrounding counties including Orange, Guilford, Randolph, and Caswell. What Shannon loves most about the area she serves is that even with all the growth it has experienced, it still has a small-town feel. Having lived there her whole life, she enjoys running into familiar faces and having real connections throughout the community. At the same time, the area continues to offer growth and opportunity, making it an exciting place to live and work. For Shannon, it is especially meaningful to help people find their place in a region that has always been home to her. Online marketing and social media are an important part of how Shannon promotes her listings. She uses professional photography, creative video content, and strong online exposure to showcase each home’s personality

and what makes it stand out. Her goal is for buyers to get a feel for what makes a property special before they ever walk through the door. When it comes to marketing herself, Shannon simply tries to be herself. She shares real estate, but she also shares her family, everyday life, and the real moments in between. Being genuine and personable has helped her build meaningful connections with the people she serves. She stays in touch with past clients through check-ins, social media, and community connections, and she loves that many of those relationships continue well beyond the closing table. Looking back, Shannon would still lead with relationships and genuinely caring about the people she serves. That has always been at the heart of her business. If she could do anything differently, she would believe in herself sooner. Her confidence has grown over the years, and she has learned to trust her knowledge, instincts, and abilities. She would tell her younger self to believe in herself and know she was more capable than she realized. Shannon serves on the committee for her local YoungLives ministry, which supports and encourages teen moms, a cause especially close to her heart because she was a teen mom herself. She also serves with the BurlingtonAlamance County Association of REALTORS® and enjoys supporting small businesses throughout the community. Shannon is grateful to her husband, Justin, and her children, Chandler, Presley, Evan, and Autumn, for their love and support. She is also thankful for her family and clients, whose trust, referrals, and encouragement continue to mean so much. With a business built on authenticity, relationships, and care, Shannon continues to help clients move forward with confidence.

For more information about Shannon, please visit: Facebook | Instagram | TikTok https://www.facebook.com/SoldwithShannonW/

https://www.instagram.com/shannonwhitfield_nc

https://www.tiktok.com/@soldwithshannon

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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 lessons along the way. As an agent, much of your working philosophy is derived from firsthand experi-ence and your work on the ground. This means that new agents are less prepared for the inev-itable 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 thoughtTop Agent Magazine

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. Mentorship 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 a mentor can 42

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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TIFFANY McALISTER — HELPING ST. PETERSBURG CLIENTS FEEL HEARD, PROTECTED, AND AT HOME When Tiffany McAlister first moved to St. Petersburg, she was a first-time homebuyer who had always been drawn to real estate. Unfortunately, her own buying experience left her feeling unsupported. Calls went unanswered, conversations felt dismissive, and the focus seemed to move quickly toward preapproval instead of helping her understand the process and make confident decisions. That experience stayed with her because she knew there had to be a better way to serve people. Around that same time, someone very close to Tiffany encouraged her to pursue real estate and told her she would be great at it. She decided to take the leap with a simple goal: to become the kind of agent she had been looking for. Today, nearly eight years into the business, that mission still drives the way she works. Tiffany wants her clients to feel heard, educated, protected, and genuinely cared for throughout the entire process. As a luxury and waterfront real estate specialist with Compass, Tiffany primarily serves St. Petersburg and the greater Tampa Bay area. What she loves most about the area is the lifestyle. The region offers an incredible mix of waterfront living, beautiful neighborhoods, beaches, boating, culture, restaurants, and community. Clients can live on the water, walk downtown for dinner, spend an afternoon at the beach, and still feel part of a close-knit city. Tiffany especially enjoys helping clients understand the personality of each neighborhood, because in St. Pete, where someone lives truly shapes how they live. Tiffany believes great marketing starts with understanding the story of the home and identifying the ideal buyer. She uses professional photography and video, social media, targeted online marketing, property-specific content, open houses, agent-to-agent networking, and direct outreach to create strong exposure. She also

uses enhanced listing platforms, including Zillow Showcase and Homes.com, to give listings added visibility and a more elevated online presentation, especially for luxury and waterfront properties. Lifestyle marketing is central to Tiffany’s approach because buyers are often purchasing much more than a house; they are buying the life that comes with it. She markets herself the same way she works with clients: authentically and consistently. Through real estate education, local business features, neighborhood content, market insights, home tours, and behind-the-scenes moments, she helps people feel like they know her before they ever sit down together. Tiffany is equally intentional about staying connected after closing. Her business is now driven heavily by repeat clients and referrals, a reflection of the relationships she has built over the years. Her past clients receive meaningful touches throughout the year, including personal calls and texts, market updates, client events, a quarterly home magazine, and anniversary boxes of cookies made by a local St. Petersburg baker. Community involvement is also an important part of Tiffany’s life. She is a member of BNI, has served in leadership within her chapter, and created Coastal Women of Impact to bring local women together for connection, support, and community giving. Through that event, approximately $14,000 was raised for Daystar Life Center. Tiffany is especially grateful to her daughter, Harley, one of her greatest motivations; her father, who shaped her work ethic and values; Josh Naylor, whose encouragement and support played an important role in the early years of her real estate career; and Paul Hendricks, her mentor and broker. With a business built on advocacy, lifestyle, and genuine care, Tiffany continues to help St. Petersburg clients move forward with confidence.

For more information about Tiffany, please visit: Instagram | Facebook | YouTube | Website https://instagram.com/tiffanydreamlivingfl

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https://www.facebook.com/dreamlivingflorida/

https://www.youtube.com/@dreamlivingflorida727

https://dreamlivingflorida.com/

Establishing Yourself as a

LOCAL AREA EXPERT For real estate agents and local business professionals, carving out a reputation as a go-to local expert is invaluable. 44

Below are tailored strategies for real estate professionals eager to become their community’s trusted authority.

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Deep Dive into Local Insights

Boost Your Digital Footprint

Gain an intimate understanding of your community’s pulse—its history, cultural nuances, and what makes it tick. Keep abreast of housing trends, economic shifts, and unique local attributes that influence the market.

Craft a compelling online presence with a professional website and active social media channels. Share insights on local happenings, market updates, and valuable content that positions you as the local expert.

Hone Your Specialty Pinpoint a market niche that aligns with your community’s specific needs. Whether it’s a focus on historic homes, luxury properties, or first-time homebuyers, specializing sets you apart.

Forge Local Connections Immerse yourself in the community by attending events, joining local organizations, and engaging in activities that matter to your neighbors. Cultivating relationships with fellow businesses and professionals enhances your network and referral potential.

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Collaborate with Neighborhood Businesses Partner with area businesses and groups for mutual promotion. These partnerships can broaden your visibility and reinforce your community ties.

Commit to Community Service Demonstrate your dedication to your area through volunteering and supporting local causes. Authentic engagement with your community can significantly bolster your personal brand.

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Educate Your Audience

Maintain Cohesive Branding

Offer your expertise through informative content that addresses the local market’s nuances. Publishing guides, articles, or videos can make you the go-to source for real estate advice in your area.

Ensure your branding is consistent across all platforms. A recognizable brand identity makes you easily identifiable and strengthens your market presence.

Stay on the Pulse of Your Community

Leverage Client Success Stories Utilize testimonials from local clients to underscore your impact. Encouraging satisfied clients to share their experiences online can further solidify your reputation.

Engage with Local Media Position yourself as a local real estate authority by contributing to local publications and websites. Offering insights on real estate trends or market forecasts can increase your visibility and credibility. 46

Keep informed about local developments, news, and events. Sharing your perspective on how these could affect the local real estate scene showcases your expertise and keeps you relevant. By diligently applying these strategies, you can establish yourself as the definitive real estate authority in your local market, enhancing both your credibility and your opportunity for growth within the community.

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Q & A Replies David Newman — Arizona Q: How long have you been in real estate? I started in 2001. Q: Do you work independently or with a team? I have a team of two. Q: What areas do you serve? Paradise Valley, Scottsdale, and the East Valley. Q: What do you enjoy most about the area? I love the shopping, restaurants, and people. Q: How do you market your listings? We always try to do off-market sales first, and if that doesn’t work, we go on the market and then spend six figures marketing our listings to out-of-state buyers. Q: How do you communicate with clients? Emails, social media, and phone calls. Q: If you could go back to the beginning, what would you change? I would probably do everything differently. I would’ve invested in a good CRM, become very organized, and probably gotten a business coach. But times have changed so much since I started 25 years ago. Q: Are there charities that are important to you? There’s a charity called Comfy Cozy that helps children with cancer. I know a majority of the money goes to the families, and it’s an organization I believe in. Q: Where can readers find you online? Instagram: David.Newman Facebook: David Newman Q: Who would you like to recognize? My team for working hard and being coachable. Top Agent Magazine

Q & A Replies Emily Reece — North Georgia Q: What inspired you to pursue a career in real estate? Family. Q: How long have you been in real estate? 6 years. Q: Do you work independently or with a team? I work with a team of three. Q: What area do you serve? North Georgia. Q: What do you enjoy most about what you do? Helping people buy and sell their dream homes. Q: How do you market your listings? All three MLS systems. Q: How do you stay connected with clients? CRM. Q: If you could go back to the beginning of your career, what would you do differently? Nothing, just get my name out there more. Q: Are there any charities, causes, or community organizations that are important to you? Local families and foster families. Q: Where can readers find you on social media? @emilyreecerealtor on all sites. Q: Is there anyone you would especially like to recognize? My family, team, and assistant Ashlee. 48

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Q & A Replies Tanya Johnson — Virginia Q: How long have you been in real estate? 29 years. Q: Do you work independently or with a team? I have a small team. Q: What areas do you serve? Northern Virginia and the Northern Neck of Virginia. Q: What do you enjoy most about serving Virginia? Virginia is a great place to live with four seasons, close proximity to major airports, good schools, shopping, restaurants, and employment opportunities. Q: How do you market your business? Social media, website, and print. Q: How do you stay in touch with past clients? We have several client events, and we email, call, and text our past clients. Q: If you could start your career again, what would you change? I would do a lot of it the same, but I would have learned about business, finances, and taxes early on. Q: Is there a cause that is important to you? K5K. Q: Where can readers find you? Facebook: talktotanya Instagram: @talk2tanyarealestate and @t2trealestate Q: Who would you like to recognize? My husband, Kevin Stakem, who is my rock, and Brooke Kane, who has been my Operations Partner for over 15 years. She is amazing. Top Agent Magazine

Q & A Replies Terry Young — Central Indiana Q: What inspired you to pursue real estate? What inspired me to pursue a career in real estate was realizing that it has the power to transform lives, not just by helping people buy or sell a home, but by creating opportunities to build wealth and long-term financial security. Q: How long have you been in real estate? I have been in the real estate industry for six years, with the past three years as a licensed Realtor. Q: Do you work independently or with a team? I’m fortunate to be part of a great team that allows us to better serve our clients and community and provide a higher level of support throughout the entire process. Q: What areas do you serve? I serve clients throughout Central Indiana, with a strong focus on the Indianapolis metropolitan area and surrounding communities. Q: What do you enjoy most about the area? I enjoy helping clients discover what makes each community unique and finding the place that truly fits their goals. The relationships I’ve built here and the people I get to work with are what make serving this area so rewarding. Q: How do you market your listings? I approach every listing with the mindset that it’s more than just a property; it’s an opportunity. I combine professional presentation, digital marketing, networking, and personal outreach to connect with Realtors and the right buyers.

Q: If you were starting again, what would you change? Looking back, I would do the same thing I’ve always done: build authentic relationships, take care of people, and continue learning. Those values have been the foundation of my career and the reason I’ve been able to grow in this industry. If I could change one thing, I would start thinking bigger sooner. Real estate has so much potential to create opportunities, build wealth, and make an impact. Q: What organizations or causes are important to you? We are proud sponsors of NAHREP and support their mission of increasing homeownership opportunities and empowering communities through real estate. I believe homeownership is more than just owning a property; it’s a pathway to stability, opportunity, and long-term wealth. Q: Where can people find you online? simplequarters.com Q: Who would you like to recognize? I would like to recognize and thank everyone who has been part of my journey—my clients, my team, my mentors, and my family. Every relationship and every experience has played a role in shaping who I am as a Realtor today.

Q: How do you stay connected with past clients? I stay in touch through regular check-ins, personal messages, new inventory, and by simply making the effort to see how they’re doing. The relationship doesn’t end at closing. Staying connected with past clients is one of the most important parts of any business. I want to be a trusted source long after the transaction is complete. 50

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Q & A Replies Tony Long — Kansas City Q: What inspired you to pursue real estate? I studied hospitality at K-State and worked at Enterprise after graduating. I’ve always been drawn to roles where I can connect with people, and I have multiple mentors who were already successful in the industry, so real estate was a natural fit. Q: How long have you been in real estate? I first got licensed in the spring of 2006, so I have officially been selling houses for over two decades. Holy cow. Q: Do you work independently or with a team? I have an awesome team, and I know the main reason we consistently rank amongst the top teams in Kansas City is because everyone has a dedicated role and we all support each other. That way, we can each focus on serving our clients to the best of our abilities within our unique roles while supporting each other as a team. Q: What areas do you serve? We have a few pockets around town where we’ve specifically developed a lot of client relationships, but we work all over the metro in both Kansas and Missouri. From Smithville to Osawatomie and Topeka to Warrensburg, we will go anywhere our clients need us. Q: What do you love most about serving your market? I serve a lot of clients in Johnson County, and they are often growing families in some way. It’s been amazing over the years to see couples adopt their first dog or bring kiddos home from the hospital and eventually need more space, or to congratulate a client on the huge promotion they’d been working toward and see them relocate or buy their dream home with their new salary. I get to see people move and grow in so many areas of their lives. Now I’ve even had the opportunity to help the children of my past clients purchase their own homes. Does that make me feel old? Yes. Is it worth it? Also yes. Q: How do you market yourself and your business? I don’t consider it marketing as much as cultivating relationships. Yes, we have a newsletter, post on social media, and host annual client events, but what that all comes back to is staying in touch with and routinely saying “thank you” to all of the amazing clients, friends, and family who have supported me and my team all of these years. More than 90% of our business is based on referrals and Top Agent Magazine

repeat business from past clients, and I’ve found that as long as I am good to them, they continue to be good to me. Q: How do you stay connected with past clients? In addition to the marketing touches we do, I am a big stickler for birthday cards. We send a card or some kind of personalized message to every single client on their birthday. It’s such a quick way to remind someone you care and are here for them if they need anything. We also send a CMA on every purchase anniversary to see how a client’s home is treating them and let them know how the numbers in their area are looking in case they are considering making a change. Q: What would you do differently if you were starting again? There truly isn’t much I would change. I had the opportunity to work on a couple of different very successful teams that taught me so much, and although I eventually went out to create my own team, I wouldn’t trade those experiences for the world. As a team leader myself, I think one thing I would change is when I hire new team members. This is a commission-only business and it’s hard to commit to paying someone when you’re not sure if the money will be there, but then when you’re working around the clock and need assistance, you don’t have time to train a new person. I think if I could do that over, I would set sales goals based on our current number of team members. When we got close to reaching those, I would know it was time to add another agent or administrator to the team and still have time to train them. Q: What causes are important to you? Before I had four amazing but wild kids with my wonderful wife Tara, I was on the board of Inclusion Connections. They are a local nonprofit with so many incredible programs to help individuals with disabilities have the best and most fulfilling life possible. Although I am no longer able to serve on the board, my team and I still volunteer with their organization and support them financially. Q: Where can people follow you? @soldbylong on Instagram, Pinterest, YouTube, and TikTok. Long Real Estate Team on LinkedIn and Facebook.

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