VIRGINIA 10-5-20

VIRGINIA EDITION

3 Team Building Exercises to REVITALIZE MOMENTUM IN THE OFFICE THERE GOES THE NEIGHBORHOOD: How to List High When Neighbors Are a Nuisance

If it’s Good for the Soul,

IT’S GOOD FOR THE BUSINESS

COVER STORY FEATURED AGENTS

MATTHEW HOGAN KEVIN RAAD MAHRUKH TARIQ

CATHY STRITTMATER

VIRGINIA EDITION

MATTHEW HOGAN

KEVIN RAAD MAHRUKH TARIQ

coming to thework United six years work tha wi military in 2018, Although he enjoys atthew Hogan went outAfter to retiring from theSince is States far more meaningful thanthe negotiations 19 her Kevin7Raad continuing pursuing his15 career as has made real estate real estate entails, as well20 as working withw ago, Mahrukh Tariq process e night, he had no idea that just assisting people in buying or a REALTOR®, which he#1began in college his peers, it’s the ability to find his clients ardor.

“WheninI got here, I couldn’t speak as simple me he got home he would selling homes.

“The best part of this 2005. He already had experience investing in exactly what they need and negotiating the English,” she recalls. “I’ve always known I real estate, and upon hiswouldn’t own agent’s best dealpeople that is Kevin’s of his ew job opportunity lined is theforability help get favorite part besuggesa good job candidate a 9 to 5tojob.

“Because tion he chose to give the industry a try, got work.

“I enjoy the various dynamics of Since a very early age, I remember minutethis I stroke of luck he met a real where they feeling want great tojob.be.

Our slogan licensed shortly after that and has not looked But most of all I enjoy meeting people about helping others.”

Real Estate allows her she asser ent in a restaurant and was One Door Atlearning A about what they back since. He started out in a team setting, is ‘Changing Liveslistening to them, to put her skills and purpose in life to the test. competit but transitioned in 2013 to operating his own want and what they’re to a brokerage. He decided Time’.

Real estate has given me thetrying to accomplish After studying diligently and passing the real business. Kevin works with The Real Estate and going out there and finding itbuilding for them MATTHEW HOGAN KEVIN RAAD MAHRUKH TARIQ leap of faith andCATHY give the ability to be able to be successful estate exam, she recalls, “I made a commitment leaders.”

Group, serving the Hampton Roads area.

That’s the most gratifying part. At the end STRITTMATER to myself to devote while my time,helping knowledge, and looking real estate a try. He’s been others, andit isatthethe of the day continuing relationship educating, encouraging, and guiding A significant part of skills Kevin’sin business is end that really means the about the the siness close to four years of the day that’s all most. that It is not using with purchasing the home of their rest. “I p comprised of repeat andindividuals referral customers, transaction. It is about the relationship!” he owner of The Hogan matters.” which he believes comesdreams.” down to him do what’s Shetrying insiststothere is nothing more joyful than seeing service to my clients, eam of Keller Williams in their best interest. “Ia family always acquire look at homeownership. it from their Kevin spends mostyears of his pursuing his business “In my first two astimeoping long-term rela perspective and what I would want someone working goals, but when he does have time off he likes to dedi a realtor, I didn’t own a car but was still able to assist many each and every client erving clients throughout Roanoke and For Matthew life’s not all about getting, but also for me to do in any given situation.

I never look homeowners,” at the cate it to therecalls. person that matters the most: his daughter families with becoming ng areas. about giving. he she is they partenjoy of the Ronald CONTENTS goal line, I look at the current moment, and all That’s scenarioswhy Together boating trips, going to the beach Mahrukh reports that that could arise, and find those solutions charity and courses surfing, and spending time outdoors.

And as someone McDonald where he also volunteers and In the business now for five years, Mahrukh is a solo agent What Mahrukh appr of action to handle any situation.

I tell clients to who has Multiple Sclerosis (MS), Kevin also spends strong work ethic has allowed Matthew tomy from every His team withdonates Century 21 Accent Homes, single Inc.basedclosing. in Alexandria, own boss. “I lov 4) THEREtrust GOES THE he says. Another part of his17) A STEP-BY-STEP GUIDEheher TO the process,” success time helping with whatever can at the local MS Virginia.

Her territory is a 30-mile radius from her office responsible for my his network of clients and get plenty of also has“I yearly car giveaways to events. those who might with clients is integrity honesty. don’t tell clients chapter and NEIGHBORHOOD: HOWand TO CONVERTING INTERNET LEADS “I started outhaving working withthe renters, and I’m a commitment to m what they want I tell them what they should beamostly usiness. “I’m very disciplined and toa hear, bit center. benefit from vehicle most.

LIST HIGHhearing WHEN NEIGHBORS TO REAL LIFE SALES slowly building up my buyer/seller clientele,” she notes.

Dream of h on the current market conditions. A lot of Going forward Kevin’s focus American rests on the continua aholic, but it’s worked in mybased favor,” he “Many of my renters have returned to buy, andbusiness. several He is a goal-oriented indi times this is an emotional experience for them, that’s expansion of his ARE A NUISANCE d his stats back it up, and beenthis theprocess When he’sselling, not21) atsoand work Matthew enjoys his buyers are now that’s helped grow my clienMahrukh believes in why he’s I approach with care, empathy vidual who strives to meet hisrole and his client’s objectives 3 TEAM BUILDING EXERCISES calmness I can two help them achieve theirHe dream and be annually.

He isstrong always looking to improve his profes teleas base.”

She credits herREVITALIZE commitment and donates to local prog ng Agent at his brokerage for thesopast a dad. also plays and coaches icework hockey, TO MOMENTUM IN 13) IF IT’StheGOOD FOR steady force to makeethic it happen for them.” sional knowledge and become the most diverse agen from her childhood.

Her motto: “Be the captain of as I feel that takes aw row. An important part of his success is and has written a book that he’s getting ready to THE OFFICE he navigate can be. He has completed the appraiser’s course THE SOUL, IT’S GOOD your own ship, just make sure you it with others ation and commitmentClients he shows toonhis publish, called acronym for can count Kevin to often go above and“The beyondMOE andEffect”, the homean inspectors course, has future, earned Ma his in mind first.”

As and for the FOR THE what’s BUSINESS required of him, a trait he exhibits even when it undergraduate degree in finance and real state, as wel My clients know that I get the job done. “Mindset Over Everything.” The book is based on help 500 families or m comes to marketing his listings. Aside from using stanas his Master’s degree. Kevin has also worked in new short time, of Mahrukh has already exceptional real estate service org agents might tell you what you want to In ahis years experience as agarnered motivational speaker dard methods such as MLS, and social media platforms, construction and has studied the process so that he can reviews.

One client recently wrote: “I requested info and take part in hom it’s a different story when it comesneeds, to he for corporations and athletes.

Goingitforward he for his marketing also circle prospects around better understand and begin building homes himself aboutonadoors rentalandproperty Mahrukh manages.

During our advocates, build rela the neighborhood knocking reaching out All of these things have had a great impact in helping done. If I say I’m going to sell your conversation would like to expand his team buying into more locashe recommended I consider instead pate in charitable init to neighbors. It’s this type of drive and dedication that his clients. He also plans on getting more involved in en it’s going to happen.helped I’ll get creative tions.last He also wants to his continue hishemotivational of renting based on my circumstances referred center will become a him close 48 transactions year, and got him cityand so that canme be to a positive influence to others Phone 310-734-1440 | Fax 310-734-1440 mortgage broker withand expertise VA loans to review able communities fo marketing, I’ll do whatever need60 to speaking work educating people about the on track toI close thisayear. andinthe community. situation.

It wasof incredibly helpful and resulted my will be about to visit mag@topagentmagazine.com | www.topagentmagazine.com it done. That’s what sets me apart from my importance mindset.

“Your mindin controls choice to purchase a more home.

I thoroughly enjoyed working Agent out of real estate tra No portion of he this says. issue may be reproduced ineverything, any manner whatsoever without priorKevin consentRaad of thechange publisher. Top To learn about nts, my persistence,” and your mindset can your with Mahrukh.

We made 5 offers and looked at many and confident in their Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published kevinraadrealestate.com, or call (757) 714–2643 email kevin.raad@gmail.com, visit entire life.

The bottom line is, discipline and hard before an offer was accepted, and by sheits was materials, Top Agent Magazine cannot be properties held responsible for opinions expressed or facts supplied authors. says, “If you can drea always professional, friendly, polite, punctual, and fun to on activities to it and ev To subscribe or change address, inquiry to mag@topagentmagazine.com.

Matthew enjoys the success he’s send been work will always pay off.

Stay on course, focus Published in the U.S. Copyright Top Agent Magazine chieve in his career, he believes that his your goal, and don’t pay attention to the noise.”

To learn more about Mahrukh Ta www.

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Top Agent Magazine For more information aboutemail mahrukh.tariq2@gmail.com, Matthew Hogan visit her website o

https://www.century21.com/real-estate-agent/profile/mahrukh-tariq-P

mailto:mag@topagentmagazine.com

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There Goes the Neighborhood:

How to List High When Neighbors are a Nuisance Troublesome neighbors are a relatively common issue that agents come across. You can control the image of your client’s property and you can control your listing presentation, but you can’t always control what’s happening on your client’s street. How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers?

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First of all, it takes tact and a gameplan. With that in mind, let’s consider a few ways you can maintain a listing’s viability and competitive edge—even when bothersome neighbors are involved. Here are a few common neighborly scenarios agents encounter and how to diffuse them to your advantage.

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How do you diffuse difficult neighbors that could lower your bottom line or embarrass you in front of prospective buyers? It takes tact and a gameplan.

as a courtesy introduction to the neighborhood.

While it may seem like needless busy work, it can dramatically improve prospective buyers’ perceptions of the area. Plus, you may positively ingratiate yourself with neighbors in the area and demonstrate your above-and-beyond service to your clientele in the process.

Is the neighbor’s landscaping an eyesore?

Here’s your recourse.

Most towns and cities have established ordinances regarding yard upkeep. If any of the properties adjacent to your listing are wildly overgrown, littered with junk, or otherwise in a state of obvious disrepair—take it up with the city. Rather than get directly involved at first glance, you might loop in city officials whose job it is to monitor clean-up efforts on rundown yards and properties. If this doesn’t work, you may have to take a more hands-on approach.

Start by thinking small and operating from a place of authenticity and neighborly service.

You might explain to the neighboring tenant that you’re listing and offer to mow their lawn Top Agent Magazine

Are there foreclosed or abandoned homes on your client’s block?

Do your homework.

It may take a little research and digging to figure out the banking entity that owns a foreclosed home, but it’s well worth the effort. Banks are typically required to maintain foreclosed homes on at least a basic level. If you’re worried about

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squatters, an unsightly façade, or general disrepair of a neighboring foreclosed property—go to the source. Sometimes banks take their time in hiring a third party to maintain a foreclosed property, but with some proactive prodding on your part, you may be able to speed the process along and resolve eyesores even before prospective buyers come calling. Remember: the squeaky wheel gets the grease. An improved bottom line will be your reward for those few prodding phone calls and emails.

Noisy, nosy, or annoying neighbors?

Don’t be discouraged.

Obnoxious neighbors can really rain on a seller’s parade, especially the kind of neighbor 6

that takes their less-than-stellar behavior to their porch, front yard, or sidewalk. While this sensitive issue may seem daunting, there are a few official channels you can utilize to thwart the issue before getting personally involved. If the neighborhood in question is governed by an HOA, you might take it up with them. If the troublesome neighbor is harassing passersby or taking to the sidewalk—in other words, public space—then you may be able to involve local authorities in worst-case scenarios. Of course, it’s always possible to talk to troublesome neighbors faceto-face, but do so with caution and with safety as the priority. Always reason gently and empathetically, utilizing I... phrasing, instead of accusatory You... phrasing. After all, some neighbors are clueless about their impact on the neighborhood and may adjust their behavior after being called out. If the issue persists and no third-party authority can help, then you may have to disclose the neighbor’s issues to prospective buyers, depending on the disclosure laws in your region. While this may seem like a blow, you can at least rest easy knowing you pursued all the potential avenues for resolution available. Likewise, your client will likely appreciate your thorough efforts to resolve the issue.

While troublesome neighborhoods can bring down an optimistic mood when listing a property, sometimes being real estate is all about being resourceful. With diligence, digging, and a little follow-up, you just may be able to resolve some of the issues plaguing your neighborly plot.

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CATHY STRITTMATER Top Agent Magazine

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Top Agent Cathy Strittmater has built a thriving business and pulled together a powerhouse, dedicated team that includes her husband, Dave, and another agent Janice.

Top Agent Cathy Strittmater – Lead of Cathy’s Home Team at Keller Williams in Haymarket Virginia – has nearly two decades of solid experience as a real estate agent, and during that time has frequently been named the number one Realtor in her market. Her commitment to honesty, integrity and her true go-above-and-beyond business ethos 8Copyright Top Agent Magazine

has translated into a stellar reputation as an agent who can be trusted to place her clients’ best interests front and center during every transaction.

Cathy began her journey in the world of real estate in 2001, shortly after relocating to Virginia. “I started working as a Listing Top Agent Magazine

Coordinator for a very successful team,” Cathy recalls, “because my goal was to learn the industry from an inside perspective, rather than going directly into sales. I stayed in that role for six months, and in 2002 I became licensed and continued working on that team as a sales representative.” Cathy remained with that team until 2007, when she launched her own personal business.

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Since then, Cathy has built a thriving business and pulled together a powerhouse, dedicated team that includes her husband, Dave, and another agent Janice Hall-Singh, who joined forces with her in 2010. “My husband focuses on the more administrative side of my business and works with buyers. Janice works with both buyers and sellers. We all work well together.”

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Nearly two-thirds of Cathy’s overall business is based upon repeat clients and referrals, a true indicator of the exceptional level of customer service she and her team provide.

Nearly two-thirds of Cathy’s overall business is based upon repeat clients and referrals, a true indicator of the exceptional level of customer service she and her team provide. “I think it’s because of my longstanding roots in my community,” says Cathy, when asked how she has inspired such impressive customer loyalty, “and my straightforwardness and honesty.”

Further evidence of her clients’ satisfaction is her perfect, five-star overall rating comprised of scores of glowing testimonials on Zillow.com.

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When she’s not working, Cathy is deeply committed to giving back to her community, and does so through a variety of ways, most notably through her helping to found the notfor-profit, anti-bullying organization Payton’s Project, which was launched in 2016 following the suicide of a sixteen-year-old neighbor.

“That affected me,” she recalls. Cathy felt a profound empathy for the situation due to her own sons’ proximity to a school shooting by a bullied teen that was fortunately aborted Top Agent Magazine

before any fatalities could occur. “The only reason that it was stopped is because someone took a moment who had a personal relationship with the young boy and convinced him to lay down his guns,” she explains. “When Top Agent Magazine

there are reports of school bullying, Payton’s Project brings the kids together with an intermediary, who are trained specifically on how to deescalate the bullying.” She is also deeply proud of her association with Keller Williams, Copyright Top Agent Magazine 11

Regional Director Lee Beaver and owner Gary Keller’s commitment to dealing directly with race relation issues within the company.

with them is looming on the horizon, though she admits she’d like to get more involved in the coaching aspect of the real estate business.

Cathy also enjoys spending her downtime with her husband, four grown children, their spouses and her five grandchildren, and slowing down a bit on the sales front in order to spend more time

“I love the relationships I get to form with people,” says Cathy, when asked what she enjoys most about her chosen profession, “and I really love helping people.”

For more information about Cathy Strittmater, call 703-608-6342 or email Cathy@Cathyshometeam.com or learn more about Payton’s Project by visiting paytonsproject.org www.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

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

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

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

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

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

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

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

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

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

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

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

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

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 14

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MATTHEW HOGAN When Matthew Hogan went out to dinner one night, he had no idea that by the time he got home he would have a new job opportunity lined up. By a stroke of luck he met a real estate agent in a restaurant and was recruited to a brokerage. He decided to take a leap of faith and give the world of real estate a try. He’s been in the business close to four years now is the owner of The Hogan Home Team of Keller Williams Realty, serving clients throughout Roanoke and surrounding areas.

Having a strong work ethic has allowed Matthew to grow his network of clients and get plenty of referral business. “I’m very disciplined and a bit of a workaholic, but it’s worked in my favor,” he says. And his stats back it up, and he’s been the Top Listing Agent at his brokerage for the past two years in a row. An important part of his success is the dedication and commitment he shows to his clients. “My clients know that I get the job done.

A lot of agents might tell you what you want to hear, but it’s a different story when it comes to getting it done. If I say I’m going to sell your house, then it’s going to happen. I’ll get creative with my marketing, I’ll do whatever I need to do to get it done. That’s what sets me apart from other agents, my persistence,” he says.

While Matthew enjoys the success he’s been able to achieve in his career, he believes that his

work is far more meaningful than just assisting people in buying or selling homes. “The best part of this job is the ability to help people get where they want to be. Our slogan is ‘Changing Lives One Door At A Time’. Real estate has given me the ability to be able to be successful while helping others, and at the end of the day that’s really all that matters.”

For Matthew life’s not all about getting, but also about giving. That’s why he is part of the Ronald McDonald charity where he also volunteers and donates to from every single closing. His team also has yearly car giveaways to those who might benefit from having a vehicle the most.

When he’s not at work Matthew enjoys his role as a dad. He also plays and coaches ice hockey, and has written a book that he’s getting ready to publish, called “The MOE Effect”, an acronym for “Mindset Over Everything.” The book is based on his years of experience as a motivational speaker for corporations and athletes. Going forward he would like to expand his team into more locations. He also wants to continue his motivational speaking work and educating people about the importance of mindset. “Your mind controls everything, and your mindset can change your entire life. The bottom line is, discipline and hard work will always pay off. Stay on course, focus on your goal, and don’t pay attention to the noise.”

For more information about Matthew Hogan please email m.hogan@kw.com or call (540) 494–1268 Top Agent Magazine

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A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online.

Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales.

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RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up.

Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 18

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease.

Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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KEVIN RAAD After retiring from the military in 2018, Kevin Raad continuing pursuing his career as a REALTOR®, which he began in college in 2005. He already had experience investing in real estate, and upon his own agent’s suggestion he chose to give the industry a try, got licensed shortly after that and has not looked back since. He started out in a team setting, but transitioned in 2013 to operating his own business. Kevin works with The Real Estate Group, serving the Hampton Roads area.

A significant part of Kevin’s business is comprised of repeat and referral customers, which he believes comes down to him trying to do what’s in their best interest. “I always look at it from their perspective and what I would want someone working for me to do in any given situation. I never look at the goal line, I look at the current moment, and all scenarios that could arise, and find those solutions and courses of action to handle any situation. I tell my clients to trust the process,” he says. Another part of his success with clients is integrity and honesty. “I don’t tell clients what they want to hear, I tell them what they should be hearing based on the current market conditions. A lot of times this is an emotional experience for them, that’s why I approach this process with care, empathy and calmness so I can help them achieve their dream and be the steady force to make it happen for them.”

Clients can count on Kevin to often go above and beyond what’s required of him, a trait he exhibits even when it comes to marketing his listings. Aside from using standard methods such as MLS, and social media platforms, for his marketing needs, he also circle prospects around the neighborhood knocking on doors and reaching out to neighbors. It’s this type of drive and dedication that helped him close 48 transactions last year, and got him on track to close 60 this year.

Although he enjoys the negotiations that real estate entails, as well as working with his peers, it’s the ability to find his clients exactly what they need and negotiating the best deal that is Kevin’s favorite part of his work. “I enjoy the various dynamics of this job. But most of all I enjoy meeting people, listening to them, learning about what they want and what they’re trying to accomplish, and going out there and finding it for them.

That’s the most gratifying part. At the end of the day it is the continuing relationship that means the most. It is not about the transaction. It is about the relationship!”

Kevin spends most of his time pursuing his business goals, but when he does have time off he likes to dedicate it to the person that matters the most: his daughter.

Together they enjoy boating trips, going to the beach, surfing, and spending time outdoors. And as someone who has Multiple Sclerosis (MS), Kevin also spends time helping with whatever he can at the local MS chapter and events.

Going forward Kevin’s focus rests on the continual expansion of his business. He is a goal-oriented individual who strives to meet his and his client’s objectives annually. He is always looking to improve his professional knowledge and become the most diverse agent he can be. He has completed the appraiser’s course and the home inspectors course, and has earned his undergraduate degree in finance and real state, as well as his Master’s degree. Kevin has also worked in new construction and has studied the process so that he can better understand it and begin building homes himself.

All of these things have had a great impact in helping his clients. He also plans on getting more involved in his city so that he can be a positive influence to others and the community.

To learn more about Kevin Raad email kevin.raad@gmail.com, visit kevinraadrealestate.com, or call (757) 714–2643 www.

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MAHRUKH TARIQ Since coming to the United States six years ago, Mahrukh Tariq has made real estate her #1 ardor. “When I got here, I couldn’t speak English,” she recalls. “I’ve always known I wouldn’t be a good candidate for a 9 to 5 job.

Since a very early age, I remember feeling great about helping others.” Real Estate allows her to put her skills and purpose in life to the test.

After studying diligently and passing the real estate exam, she recalls, “I made a commitment to myself to devote my time, knowledge, and skills in educating, encouraging, and guiding individuals with purchasing the home of their dreams.” She insists there is nothing more joyful than seeing a family acquire homeownership. “In my first two years as a realtor, I didn’t own a car but was still able to assist many families with becoming homeowners,” she recalls.

In the business now for five years, Mahrukh is a solo agent with Century 21 Accent Homes, Inc.based in Alexandria, Virginia. Her territory is a 30-mile radius from her office center. “I started out working mostly with renters, and I’m slowly building up my buyer/seller clientele,” she notes.

“Many of my renters have returned to buy, and several buyers are now selling, so that’s helped grow my clientele base.” She credits her commitment and strong work ethic from her childhood. Her motto: “Be the captain of your own ship, just make sure you navigate it with others in mind first.”

In a short time, Mahrukh has already garnered exceptional reviews. One client recently wrote: “I requested info about a rental property Mahrukh manages. During our conversation she recommended I consider buying instead of renting based on my circumstances and referred me to a mortgage broker with expertise in VA loans to review my situation. It was incredibly helpful and resulted in my choice to purchase a home. I thoroughly enjoyed working with Mahrukh. We made 5 offers and looked at many properties before an offer was accepted, and she was always professional, friendly, polite, punctual, and fun to

work with. The inspection, offer, and closing process went smoothly, and Mahrukh made it as simple as possible.”

“Because real estate is my full-time job, every minute I am doing something for my business,” she asserts. “I have differentiated myself from competitors by thinking outside the box and building strong partnerships with other industry leaders.” Mahrukh says she is constantly looking for innovative marketing ideas and using the latest technology to stay ahead of the rest. “I pride myself on providing unparalleled service to my clients,” she asserts. “I look forward to developing long-term relationships and achieving success for each and every client.”

Mahrukh reports that her volume in 2019 was $10 million.

What Mahrukh appreciates most about her work is being her own boss. “I love the flexibility and I like that I am responsible for my own success,” she says. “I’ve made a commitment to my clients to help them achieve the American Dream of home ownership and I stand by that.”

Mahrukh believes in being charitable in her community and donates to local programs. “I just don’t like to talk about it, as I feel that takes away from the intention,” she says.

As for the future, Mahrukh wants to expand her team and help 500 families or more every year. She desires to build a real estate service organization where individuals can come and take part in homeownership classes, meet with credit advocates, build relationships with lenders, and participate in charitable initiatives. It’s her dream that her service center will become a major developer that will build affordable communities for families. Most importantly, families will be about to visit one central location to take the stress out of real estate transactions as well as feel comfortable and confident in their journey toward homeownership. She says, “If you can dream the unthinkable, commit your daily activities to it and everything is possible.”

To learn more about Mahrukh Tariq, email mahrukh.tariq2@gmail.com, visit her website or call (571) 733-6852

https://www.century21.com/real-estate-agent/profile/mahrukh-tariq-P25355113?gclid=CjwKCAjw97P5BRBQEiwAGflV6VlOQR1xNPxJTgkJPlHEgxlnBb_DqJuDyVU9UMxTC2vR6GbBp3_cBxoC8y

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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 22

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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Putting the power of humour to work for you!

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