VIRGINIA 3-16-20

VIRGINIA EDITION

5 STEPS

TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT FEATURED AGENTS

COVER STORY

MICHAEL SOBHI

LESLIE HOBAN CHRIS MARTIN ANDREA SCHATZ HAYES PETE TUCKER DIANA WOLFSON

VIRGINIA EDITION

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MICHAEL MICHAEL SOBHI SOBHI 25

PETE TUCKER

ANDREA SCHATZ HAYES

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LESLIE HOBAN31 CHRIS MARTIN

Though Leslie Hoban steppedChrisdesign inte Martinand hadremodeling, a successfuland Chr away from the real estate busi-career allows her to feel confident that in disaster restoration sevh ness earlier in her career to raisefor “arsenal professionals” sh sixteen ofyears.

Always thatbei a family and become an inte-interested in real estate, he also also rior designer, her heart neverworked Capital Home is a closely withProfessionals an agent to left real estate – to the extentto purchase local philanthropy, W investment especially prop- Chr Thata agent encouraged that she kept her MARTIN license activeerties.tries, large food bank and spo pa DIANA WOLFSON LESLIE HOBAN CHRIS to follow hisfour passion hel while working in other careers.Chris“One out of kids for in Fairfa 2018, Chris took insay About five years ago, she wentreal estate. of the In wealthiest counties th and atbecame back to it full time. “I just can’tthe leap hungry night,”licensed. says Leslie.kay Sh the ground running and, wit imagine doing anything else, she says. “I love theHe hit makes a difference with food CONTENTS he wasand in the Top 40 the action. I love the culture of it. And I love helping people.in 2019, awareness funding. agents out of the over 1,100 and Homeownership is what we all want to achieve.” agents in his area. He nowLeslie’s serves goals all ofthis Roanoke, the year includin Botetourt, Franklin,tions, and Craig counties.

She takes particular pleasure in Bedford, serving the Washington seeking out a business pa metropolitan region –Virginia, Maryland, and D.C. – clients downsize their homes or Already least 40% of his business where she grew up, and says her local at expertise gives ready. comes When from not repeat working o and referral clients.

His experience in the disaster her a significant advantage over her competition. “I went is passionate about working o industry about with the importance from elementary school all the restoration way through collegetaught in him outdoors her two dogs (he of area communication andof responding promptly to clients.

Virginia,” she says. “I know this like the back area offers a wealth of amenit His clients rave that his knowledge and my hand.” Although she and her company – the Hoban parks and local attentivewineries, where ness of help transactions go smoothly.

When“Sometimes it comes to you j Real Estate Group – handle an array real estate transand clients. staying in touch with past clients, Chris likes to use a actions, Leslie specializes in the luxury home market, more than work,” she says. “En warm approach that’s “part Jetsons, part Flintstones.” where she also lives.

Enjoy my animals, my pets, my He sends holiday gifts and doesn’t hesitate to pick up just enjoy life. And I think that’s the phone to catch up, yet he also uses social media to Though she returned to real estate somewhat recently, stay apprised of major events in his clients’ lives. one indicator of her success is that much of her business comes from referrals, many of which flow from For listings, Chris starts by sitting down with clients to LinkedIn, Facebook and Instagram. love about utilizing find out“Imore their situation, hopes, and goals, those tools,” she says. “I think that’s where most as well as to askpeople them about things they love about see my style, my authenticity.” Social media allows the home.

Healso then does a thorough walk-through of her to share her diverse experience, including almost the property, taking photos to help him write up his twenty years in the design industry.

“I amHe notadvises trying on minor improvements and description. to mimic producers that have been in the business for the home look its best. When decluttering that will help Phone 310-734-1440 | Fax 310-734-1440 20 years,” she says. “I’m just trying to be me and give he drafts the marketing materials, he tells a moving mag@topagentmagazine.com | www.topagentmagazine.com people everything that I can give farproperty as real that tugs the heartstrings and storythem aboutasthe estate goes.” without prior consent No portion of this issue may be reproduced in any manner whatsoever of the the publisher.

Agentof Magazine is He hires highlights specialsTop aspects the home. published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent professional photographers to create listing photos To that end, supplied Leslie started Professionals, Magazine cannot be held responsible for opinions expressed or facts by itsCapital authors.

To subscribe or change address, thatHome shine, with aerial photos for larger send properties. The Toapproach learn more a group that brings together experts part ofpersonalized result from of thiseach thorough, is oftenabout inquiry to mag@topagentmagazine.com. email lesliehoban1 the home professionals’ arena toa quick offer commercial c sale at a veryand competitive price.

Published in the U.S. residential clientele a full array of services including mortvisit lesliehobanh gage lending, home inspection, financial management, or call (703) 80

DIANA WOLFSON 4) 5 STEPS TO ACHIEVE 19) 3 MIND–BENDING LONG TERM SUCCESS AS A REAL ESTATE AGENT

6) INCORPORATING CHARITABLE GIVING IN YOUR REAL ESTATE PRACTICE

PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE

23) MODERN EMAIL ETIQUETTE FOR TODAY’S AGENTS

27) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS

30) HOW TO OVERCOME YOUR WORKPLACE FEARS

16) CREATIVE WAYS TO SAY THANK YOU

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

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

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FIND A MENTOR

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

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CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

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BUILD A SOLID FOUNDATION

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SET GOALS

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

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

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

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Incorporating Charitable Giving in Your Real Estate Practice

As real estate professionals, taking part in the community and serving others is central to a long-lasting practice. After all, agents are in the business of homeownership, building a financial future, and helping their clients begin new and fruitful chapters. With that in 6

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

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

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

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

Find causes that speak to you.

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

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

Unite your team for the common good.

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

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

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

Include clients in the process.

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

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

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

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MICHAEL SOBHI Top Agent Magazine

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MICHAEL SOBHI

Top Agent Michael Sobhi has had tremendous success serving the Northern Virginia, MD and DC area and has led him to become the #1 Top Sales Agent in his brokerage out of 1800 agents.

Michael Sobhi leads with his personality. “I like to make the process of home buying and selling as exciting as I can, whether it’s negotiating a great deal for a clients, winning a home that has multi10Copyright Top Agent Magazine

ple offers, or selling a home that did not sell the first time around, I always get the job done while making the process as smooth as possible for my clients,” he says.

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Getting into the business ten years ago, Michael found out that “the real estate business is easier said than done.” Michael knew that he needed to learn as much as possible to succeed in the field. “I hired a coach, Andrew Lacey, who helped me distinguish myself and taught me effecTop Agent Magazine

tive selling and negotiation techniques for expired and withdrawn listings,” he says.

Michael attributes his success to expired listings, “They taught me what does and does not work in real estate, and I have continued to apply those skills to all of my real estate transactions since then.”

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That focus has led Michael to tremendous success serving the Northern Virginia, MD, and DC area and has led him to become the #1 Top Sales Agent in his brokerage among 1,800 local agents. A sizable chunk of that business comes from repeats and referrals, as Michael’s winning personality and excellent communication skills keep clients coming back.

Michael got into the business with construction and built his career from the ground up, and that growth is still happening. His team is small but growing, 12Copyright Top Agent Magazine

and he’s growing it sustainably. Val Khoroshun, a recent law school graduate, recently joined the team. Together they are working to expand their sales force through marketing and brand awareness.

Michael also completed his pilot’s license and frequently incorporates flying into his business, “my pilot’s license lets me service clients who are looking for waterfront properties in Ocean City, Virginia Beach, and Lake Anna.”

On a personal level, Michael likes to donate his time to causes such as Pilots N Paws and Warrior Cruise. “Pilots N Paws is an Top Agent Magazine

Michael also completed his pilot’s license and frequently incorporates flying into his business, “my pilot’s license lets me service clients who are looking for waterfront properties in Ocean City, Virginia Beach, and Lake Anna.” awesome organization that lets licensed pilots schedule rescue flights for animals that are up for adoption,” he says. Michael also captains his boat out for the Warrior Top Agent Magazine

Cruise, “I’m involved in the boating community, and every year we host a Warrior Cruise, an annual boating trip for veterans and their families” he says.

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Michael also likes to take his friends, family, and clients out on the water, “I love showing people all of the beautiful DMV harbors” Michael also likes to stay active year-round and enjoy skiing, tennis, and freediving in his free time, “I just got back from freediving at Koh Tao, a little island in Thailand!” he says.

Since his personality is what connects him to clients, Michael wants to make sure that he’s able to maintain a personal touch. “I genuinely care about people, and I love the excitement and happiness that I see in their faces or hear in their voices when I let my clients know I got the job done for them,” he says. “I just simply love helping people with one of the biggest purchases they will ever make.”

To find out more about Michael Sobhi, please visit thesobhigroup.com, or follow his sales and adventures on Instagram and Facebook at: @TheSobhiGroup. You can reach him directly at (703) 973-7555 or email him at mikesobhi@gmail.com www.

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Sara Michalski is proud to congratulate

MICHAEL SOBHI on being featured for the State of Virginia in Top Agent Magazine!

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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ANDREA SCHATZ HAYES

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ANDREA SCHATZ HAYES Andrea Schatz Hayes started purchasing real estate at the age of 21, when a family friend with a real estate team told her she’d make a great Realtor®. Andrea took her up on the offer, and today, 11 years later, she’s serving all of northern Virginia. It’s become a real family business, too: Andrea works alongside her mom, also a licensed real estate agent, who handles a lot of her team’s public relations; her husband is a licensed agent and associate broker; and her sister-in-law is licensed in Richmond, extending the team’s service area.

In the last 12 months, the Schatz Hayes team estimates about an 80-90% repeats and referral rate, though Andrea says it’s generally closer to 90%. She attributes this success to the team’s attention to detail and the Golden Rule. “We treat everyone how we would want to be treated,” she says.

“We really have very personalized care and even though we are very busy...in the office, everybody feels like they’re a top priority.”

“I think what sets us apart is that we’re not transactional, we’re very much relationship,” Andrea explains. “We’re really just getting started once our clients reach the closing table. We become their referral source and resource not only for their house but for their family or even where they go to eat on Friday night.” And Andrea is the perfect person to ask about the community; she’s active in her kids’ school activities, planning restaurant nights for school events and fundraisers. She’s also part of a small business networking group and supports a number of charities including St. Jude’s and Children’s National Hospital.

In keeping with the idea of building solid, lasting relationships that go beyond the transaction, Andrea and her team make a concerted effort to stay in touch with each and every client. They use a CRM tool to help, but Andrea takes it a step further with a personal touch. “I’m constantly

writing at least 50 handwritten notes a month. [Clients] are receiving an email and a snail mail letter from us once a month, so we’re reaching out...at least twice.” She’s also sure to honor her clients’ special days. “I send Starbucks birthday cards and house-iversary cards for their house anniversaries,” she says. “We have a really great way of keeping in touch and being authentic about it.”

When it comes to marketing, Andrea knows that while she and her team have to remain agile in the face of changing technology, it ultimately starts at the personal level. “I’ve worked hard in the past 11 years to not only have great relationships with our clients, but also...with other agents in the industry.” The team works with the Real Estate Action Committee Council (REAC), where agents from different brokerages can help one another strategize and brainstorm.

It’s this community spirit that gives Andrea the most joy in her job. “I love the people,” she says. “I love meeting the people, I just enjoy how much the people want to be with us.” She says that her clients love working with her so much that at closing, “the comment is, ‘Oh my gosh, does this mean I’m not going to talk to you a couple of times a week?’”

“We try to make what is a very stressful and anxious process something that is more enjoyable and completely educated. It’s really important that I always feel that my clients are very informed and making educated decisions.”

And Andrea knows the importance of making educated decisions when it comes to her career and life, too. “With the help of my business coach, I have been able to have a super-successful business while at the same time while at the same time taking care of myself and my family. I would tell everybody how important that is, and I think it’s one of the reasons why my business [has been] so successful.”

For more about Andrea Schatz Hayes, visit schatzhayeshomes.com, email andrea@schatzhayeshomes.com, or call (571) 384-8752 www.

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3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional life—whether you’re mapping your monthly goals or creating an overarching plan for growth.

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Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss.

No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

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Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term.

By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress.

While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch.

No matter how you envision your profes20

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract.

To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way.

While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success.

Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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PETE TUCKER Top Agent Magazine

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PETE TUCKER After pursuing a career as a chef in Pennsylvania, Pete Tucker decided to dedicate himself to real estate when his family moved to Fredericksburg. In the seven years since, Pete’s honest attitude and passion for real estate have built him a stellar reputation as one of the foremost agents in his community. Although Pete does business in all of the greater Fredericksburg area, much of his work focuses on Spotsylvania and King George County.

Pete credits his relatable and honest attitude as being one of the key drivers of his success. “I try to be as relatable and personable as possible when I communicate with my clients,” says Pete. “It’s all about creating a bond of trust. I pride myself on being 100% honest with them, so that when it comes down to it, they know I’m going to do everything in my power to make sure they get a good deal.”

Pete’s contact with his clients doesn’t end with the close of their transaction, and he uses a combination of phone calls, text messages, handwritten notes, and a monthly newsletter to keep in touch with former clients. Additionally, he and the other agents in his office throw an annual client appreciation party. “We host a pumpkin party at the Belvedere plantation around Halloween so that our clients and their families can get together and celebrate with us,” Pete says.

If you ask Pete what he likes most about his job, he’ll tell you that it’s all about the people. “I love helping people solve problems,” he explains. “Moving is a major step in people’s lives because they only do it a few. I love helping make the whole process run smoothly.”

When Pete isn’t working, he loves to spend time with his family, especially his seven-year-old son, Maks, who is an avid practitioner of Muay Thai.

With an eye to the future, Pete plans to begin building out a team, and is excited to continue working in the industry that he loves. “I have so much fun as an agent, I absolutely love it. I think that really shines through to the clients I work with.”

A huge advantage of working with Pete is the wide range of services he provides for his clients. Pete has a number of well developed relationships with local lenders, so whenever he works with buyers they find it remarkably easy to get prequalified. When it comes to listings, Pete places a huge emphasis on the presentation of a home, and is equipped to help homeowners with whatever they need to get it looking its best. “I give every seller I work with a front and back checklist that lists everything that needs to get done to make their home look like a Martha Stewart magazine before we take photos and/or make walk-through videos,” Pete For more information about Pete Tucker, explains. “If they need help with anything visit belcherrealestateva.com/agent/pete-tucker, I have a roster of contractors and other call 434-996-2018 or email petewtucker@gmail.com service providers I can refer them to.” www.

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

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

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

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

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

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

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

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

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

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 24

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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DIANA WOLFSON Top Agent Magazine

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DIANA WOLFSON Diana Wolfson was immersed in real estate long before she thought to become an agent. Because she and her family relocated every three years or so, she was regularly looking at houses, buying and renting, even becoming a landlord. With the knowledge and experience she gained, it seemed natural for her to transition into the business, especially given that she enjoyed it.

“It’s a really fun thing to do,” she says. “Everybody likes to look at houses!” When she moved to Kilmarnock, Virginia in 2013 to open up two restaurants with her husband, she got her license, then took up real estate full time a few years later.

An agent at Isabell K. Horsley Real Estate since 2017, Diana works primarily with the “amazing” waterfront properties on an idyllic peninsula called The Northern Neck between the Potomac River and the Rappahannock River with the Chesapeake Bay to the east. The area lies about ninety minutes from Richmond, Virginia and two and a half hours from Washington D.C. While the area is not quite an island, she says part of the charm is that it’s island-like.

Most of her clients are looking for a retirement home or a second home on the water, as well as a more laidback lifestyle, without traffic, big box stores or sub-divisions.

They are also drawn to unique homes and properties, with the layout of every home being based on the geography of the waterfront. Even more appealing, she has them at every price point, and says that homes in the area can be a real bargain. “We have some million-dollar properties that if you were to go up into the Hamptons, you would literally be adding more zeros to the price,” she says.

Although she has been in the business a relatively short time, one measure of her rapid success is that she gets a lot of referrals from clients who appreciate her quick response rate, her upfront nature, her excellent customer service, and her 26

home-grown knowledge – which includes recognizing that “old school” print advertising in the local real estate magazines can be more effective than social media, especially with tourists who might just happen into the area. Part of the appeal of Northern Neck, she says, is that it operates according to different rhythms than much of the rest of the world, which means not being as reliant on social media.

Not that she doesn’t use social media to get the word out to the many people, even in the region, who don’t know that the area exists. “I’m trying to show that the lifestyle out here is a very good lifestyle, that we have the best of everything. There are great restaurants out here. There’s plenty of festivals to go to. Or you can just live on your own nice, quiet property and watch the birds. Sometimes you’ll be on your dock and some dolphins will come up to you.”

Outside of real estate, Diana is involved in her children’s schools and with NN Burger (Northern Neck Burger), the popular local restaurants she and her husband started. Her future plans include opening several more of the restaurants, while continuing to grow with Horsley Real Estate, meeting client needs in the amazing area she feels lucky enough to call home.

For more about Diana Wolfson, email dwsellsnnk@gmail.com, visit horsleyrealestate.com/agents/diana-wolfson, or call (940) 395-1775. Visit Diana_wolfson at Instagram and on Facebook at Countryroads&Coastalhomes 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 28

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LESLIE HOBAN Though Leslie Hoban stepped away from the real estate business earlier in her career to raise a family and become an interior designer, her heart never left real estate – to the extent that she kept her license active while working in other careers.

About five years ago, she went back to it full time. “I just can’t imagine doing anything else, she says. “I love the action. I love the culture of it. And I love helping people.

Homeownership is what we all want to achieve.”

She takes particular pleasure in serving the Washington metropolitan region –Virginia, Maryland, and D.C. – where she grew up, and says her local expertise gives her a significant advantage over her competition. “I went from elementary school all the way through college in Virginia,” she says. “I know this area like the back of my hand.” Although she and her company – the Hoban Real Estate Group – handle an array of real estate transactions, Leslie specializes in the luxury home market, where she also lives.

Though she returned to real estate somewhat recently, one indicator of her success is that much of her business comes from referrals, many of which flow from LinkedIn, Facebook and Instagram. “I love utilizing those tools,” she says. “I think that’s where most people see my style, my authenticity.” Social media also allows her to share her diverse experience, including almost twenty years in the design industry. “I am not trying to mimic producers that have been in the business for 20 years,” she says. “I’m just trying to be me and give people everything that I can give them as far as real estate goes.”

To that end, Leslie started Capital Home Professionals, a group that brings together experts from each part of the home professionals’ arena to offer commercial and residential clientele a full array of services including mortgage lending, home inspection, financial management, Top Agent Magazine

design and remodeling, and interior design. The group allows her to feel confident that her clients are getting an “arsenal of professionals” that she trusts implicitly.

Capital Home Professionals is also heavily involved in local philanthropy, especially Western Christian ministries, a large food bank and pantry in Fairfax County.

“One out of four kids in Fairfax County, which is one of the wealthiest counties in the country, goes to bed hungry at night,” says Leslie. She’s proud that her group makes a difference with food drives, and by raising awareness and funding.

Leslie’s goals this year including doubling her transactions, seeking out a business partner, and helping older clients downsize their homes or leave the area if they’re ready. When not working or volunteering, Leslie is passionate about working out and spending time outdoors with her two dogs (her kids are grown). The area offers a wealth of amenities, including beautiful parks and local wineries, where she often takes friends and clients. “Sometimes you just need to say, there’s more than work,” she says. “Enjoy this beautiful area.

Enjoy my animals, my pets, my friends, my family, and just enjoy life. And I think that’s what I try to do.”

To learn more about Leslie Hoban, email lesliehoban1@gmail.com, visit lesliehobanhomes.com, or call (703) 801– 9850 www.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

1

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

2

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

3

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 30

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

4

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, you’re taking in your fears and figuring out ways to overcome them.

5

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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CHRIS MARTIN Chris Martin had a successful career in disaster restoration for sixteen years. Always interested in real estate, he also worked closely with an agent to purchase investment properties. That agent encouraged Chris to follow his passion for real estate. In 2018, Chris took the leap and became licensed.

He hit the ground running and, in 2019, he was in the Top 40 agents out of the over 1,100 agents in his area. He now serves all of Roanoke, Bedford, Botetourt, Franklin, and Craig counties.

Chris Martin loves the flexibility of real estate. “I work seven days a week, but I have a new son and I love being able to have family time, too. It’s a blessing.” He also enjoys connecting with clients and helping them to achieve their goals. To give back to the community, Chris sponsors local youth sports teams. “I played sports as a kid and it taught me so much. I want to help provide that experience to children today,” he says. In his free time, he enjoys hunting, fishing, and kayaking with his wife, and of course, spending time with his son. He also enjoys unwinding at his cabin in the country. For the future, he plans to hire an assistant and continue to expand his business while maintaining the same personalized, caring service to his clients.

Already at least 40% of his business comes from repeat and referral clients. His experience in the disaster restoration industry taught him about the importance of communication and responding promptly to clients.

His clients rave that his knowledge and attentiveness help transactions go smoothly. When it comes to staying in touch with past clients, Chris likes to use a warm approach that’s “part Jetsons, part Flintstones.”

He sends holiday gifts and doesn’t hesitate to pick up the phone to catch up, yet he also uses social media to stay apprised of major events in his clients’ lives.

For listings, Chris starts by sitting down with clients to find out more about their situation, hopes, and goals, as well as to ask them about things they love about the home. He then does a thorough walk-through of the property, taking photos to help him write up his description. He advises on minor improvements and decluttering that will help the home look its best. When he drafts the marketing materials, he tells a moving story about the property that tugs the heartstrings and highlights the specials aspects of the home. He hires professional photographers to create listing photos that shine, with aerial photos for larger properties. The result of this thorough, personalized approach is often a quick sale at a very competitive price.

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To find out more about Chris Martin, email cwrm2018@gmail.com, www.remax.com/real-estate-agents/chris-martin-daleville-va/101965325 call 540-519-7018, or visit his website here Copyright Top Agent Magazine 31

mailto:mag@topagentmagazine.com

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