VIRGINIA 4-19-21

VIRGINIA EDITION

Three Mental Tricks That Will Take Your Business TO THE NEXT LEVEL

HOW TO BUILD A TEAM THAT WILL WIN BIG

NO MATTER ITS SIZE FEATURED AGENTS

JESSICA MOIR JP BLANKENSHIP

HOW TO RECOGNIZE TRUE LUXURY PROPERTIES COVER STORY

MATT LEIVA 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

VIRGINIA EDITION

JP BLANKENSHIP

After working in the corporate world for When JP is 7 15 20 a few years, JP Blankenship was ready back to the for a change. “It just wasn’t the best fit, ities, especi so when I was introduced to a real estate like Whole team I decided to start working for them,” mission is to he explains. He hit the ground running, children in c learning as much as he could in the span of with ECHO eight years before he went off to start his individuals own company. Today he is the president achieve pe and team lead of Blankenship Properties, success. Du MATTwhich LEIVA includes his younger JESSICA MOIR JP BLANKENSHIP brother Ray found hangi Blankenship, Drew Piccone, John Rayner, a full- basketball or golf, or soc time contract coordinator and a social media expert.

Together they focus on the northern Virginia area, Much of JP’s focus lat CONTENTS specifically Loudoun County, with the vast majority of including adding a few their business consisting of repeats and referrals. can haul out junk for c 4) HOW TO BUILD A 18) 3 WAYS TO MAKE new line of business to TEAM THAT WILL WIN BIG YOUR WORKSPACE “It’s our client care experience that keeps people Project which is essen NO MATTER ITS SIZE WORK FOR YOU coming back,” JP says. “We strive to go above and be- renovation costs for a yond for our clients by getting back to them right away means to do that,” he s 14) 3 MENTAL TRICKS 21) HOW and focusing on THAT them.” Understanding that thisTO is one goals, he is still enjoyin WILL TAKEofYOUR BUSINESS TRUE just love to serve peopl the largest purchases a personRECOGNIZE will make in their TO THE NEXT LEVEL LUXURY PROPERTIES lifetime, JP and his team guide their clients throughout our clients is very impo the transaction, making sure no questions are left un- to be a part of their jour answered. This includes getting to know their clients’ needs and goals. Born and raised in the Loudoun Phone 310-734-1440 | Faxthe 310-734-1440 County area, team strategizes offers and provides mag@topagentmagazine.com www.topagentmagazine.com sound advice so the |best decisions can be made.

No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top During competitive markets, JPorand his team aren’t Agent Magazine cannot be held responsible for opinions expressed facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com. afraid to get creative with their approach. One recent Published in the U.S.

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buyer said, “JP helped us find our dream home! Me and my husband were first time home buyers and a little overwhelmed with the whole process. JP was extremely knowledgeable of the area and about things

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How to Build a Team That Will Win Big No Matter its Size In the real estate world building a team is a goal almost every agent strives towards achieving. Doing business with a team as opposed to solo has numerous advantages. With more agents handling clients as well as other employees specialized in areas such as marketing and administrative support there to assist you; you can greatly increase your business and sales.

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So, when creating a team, logic would tell us that the bigger it is, the better, right? Wrong. When it comes to real estate teams, size doesn’t matter so much as the players you bring onto that team to work with you. A team doesn’t have to be big to win big, and here are the secrets to building a team that wins big no matter its size.

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

You’ve probably heard the saying, “you’re only as strong as you’re weakest link.” That idea holds true for any kind of team, including those in real estate. If you have weak members on your team, then it’s not possible to have a strong team. Drawing strong team members to your business is essential.

Finding strong team members is just one part of the equation. As the leader of your team, you now have to assess each member’s strengths and weaknesses and position them appropriately. You want the best player for each role playing that part and catering to their strengths. Choose your team member’s roles wisely, and place each individual in the position where their strengths can shine and they can best contribute to a win for the entire team. Every role is important to the team working smoothly and winning as a whole, so it is important to place each team member in the role most suited to his or her skills.

To better understand what kind of person would make a strong addition to your team, you need to ask yourself what skills and characteristics you want your team members to possess. The strongest members are often ones that share their leader’s values. When you share values with your teammates, you are all running along the same course towards the same goal as one. Your definition of a victory in this case is also your teammates’ definition of it. This helps strengthen even the smallest of numbers because you are all working together toward a common goal.

Another characteristic too look out for in potential team members is a positive attitude. You can teach someone the skills needed in real estate, but you can’t teach someone how to have a positive attitude.

Positive members tend to achieve more due to their optimistic nature, but more importantly, they spread that positive attitude to the rest of the team, which improves every members’ performance.

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Communicating Your Vision to Your Team

Your team members are the key ingredients to ultimate victory, but what recipe do you follow now to lead them to victory? That is what communication is for a winning team; the recipe you will use to

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help best utilize each team member and instruct them on how they need to work together to fulfill the recipe that will lead them to be a winning team. Your team members need to know the plan and you must give them the tools to successfully execute it.

It is up to the leader of a team to help your players see your vision and help them understand what a victory looks like. The goal may seem simple and obvious to you, but you must communicate it over and over again to your team members, so they understand it as well as you do. With different personalities coming together to form a unit, you are going to be dealing with numerous challenges such as competing agendas. You will find this on any team. You must keep the goal and at the forefront of your player’s minds in order to encourage them to put aside their own personal desires in order to come together as one cohesive, single-minded unit and push towards the team’s goal.

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Give Your Team Members the Tools to Help Them Perform at Their Best The final thing all great leaders do is equip their team members with the proper tools and training needed for them to succeed. You have to show them how they can each come together with their different strengths to work as a team towards one unified goal. This involves more than simple skills training, but also endurance, so they can last as a team and win even those matches that seem unending and impossible.

Think of all the challenges that they could possibly face ahead, and clear their path to victory by giving them the necessary training and tools they will need to get past any obstacle. As the leader, you must be prepared to continually communicate the team’s goal and your vision. Use that vision to motivate your team members throughout the journey towards victory.

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MATT LEIVA

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Top Agent Matt Leiva attributes his success to maintaining a consistently high level of service in a market that is always changing. “We put a lot into selling our properties and I think that’s where our clients really see the value of working with us.

One of the things Matt Leiva loves about real estate is its constant capacity for surprise. That’s not to say every experience has been pleasant. “I first got my license in 2006, just before the market crashed. I was young, and didn’t know what I was doing yet, so I wasn’t positioned well to survive the downturn. I had to drop out.”

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He spent the next decade developing two successful businesses related to children’s sports and recreation, and when he decided to get back into the market in 2017 with Keller Williams Chantilly he was better prepared. In his first year serving his northern Virginia market, he sold eleven homes for a volume of 5.5 million. His volume increased to 18.5 the following year, and in 2020 he started a team, which closed just under 36 million in sales, and is already at 14 million early in 2021. After only three years, an impressive eighty-three percent of his business comes from repeat clients and referrals.

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Matt attributes his success this second time around to maintaining a consistently high level of service in a market that is always changing. “We put a lot into selling our properties and I think that’s where our clients really see the value of working Top Agent Magazine

with us. A lot of agents are going really cheap on their photos and things right now because it’s a seller’s market and they feel like they can. We don’t. We do professional pictures and video for every property. We also offer some unique serCopyright Top Agent Magazine9

“It’s just as important to have good relationships with other agents throughout your network as it is with homebuyers themselves. We make sure we are known, especially in the markets we consistently represent.” vices you won’t find with your average agent, such as our renovate-now/pay-later program that makes it easier for clients to get their homes ready to sell.”

His clients also benefit from a comprehensive marketing strategy. Matt markets through the MLS and across all of the social media platforms, of course, but he also spends a lot of time creating connections with other offices. “It’s just as important to have good relationships with other agents throughout your network as it is Copyright Top Agent Magazine 10

with homebuyers themselves. We make sure we are known, especially in the markets we consistently represent. It’s very common for an agent to call us asking about upcoming availability in neighborhoods they know we work often.”

Matt confesses to being a little obsessed with his work. “I really enjoy what I do.

It’s a high-energy world, which works for me since I never really shut off. I love the challenge, meeting new people, negotiating new deals every day. Talking to Top Agent Magazine

someone at ten or eleven o’clock at night is no problem.”

Even when he’s not working, Matt is kind of working. He coaches soccer at Top Agent Magazine

Paul VI Catholic High School, something he’s done for the last thirteen years. But when he does take leisure time it’s spent with his wife and two little girls. He likes to ski in the winter Copyright Top Agent Magazine 11

and hit the lakes or ocean in the summer.

He’s also learning tennis.

As to the future of his business, Matt is optimistic. “Our goal is to make sure we

continue to provide exceptional service in our markets, and to add like-minded members to our team. We are targeting 125 transactions this year with an expected volume of $65 million.”

To find out more about Matt Leiva, please call 703-400-7012 or email Mattleiva@kw.com

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic.

Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique.

Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead.

Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibil14

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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JESSICA MOIR

“I love working with people,” says Jessica Moir, award-winning ICON agent describing her favorite part of being a top agent in Virginia. “I have the opportunity to help them with one of the biggest investments they’ll make in their lifetime, and I take it extremely seriously. That is why I work under the name Heart & Home Group. So much heart goes into every transaction, it’s extremely rewarding.”

Jessica has operated out of the Fredericksburg-Stafford area in Virginia for the past six years. She serves a 20mi radius from Fredericksburg, including Spotsylvania, Stafford, and Prince William counties. Prior to real estate, Jessica was a Government Programs Manager within the DoD industry and has visited military installations in almost all 50 states.

Most of Jessica’s business comes from repeat and referral clients. Jessica credits her clients’ loyalty to her sincerity and high level of customer service.

“A lot of my clients become like friends and family! I keep in touch with them, I know their kids.”

A recent client who sold with Jessica says, “Jessica is an outstanding and very professional agent. She 16

kept us updated every step of the process. With her wealth of information, we were able to make excellent decisions with the sale of our home. We would highly recommend her to anyone who wants to sell or buy a home.”

Jessica is a sales and marketing veteran and when it comes to marketing her listings, she loves drumming up interest through ‘coming soon’ campaigns on social media, both organic and pay-per-click, and her MLS. “I do as much pre-marketing as I can to gain momentum prior to going active,” she says. Jessica always uses professional photography, and she posts portal-friendly 3D tours whenever possible. Other marketing tools she uses include drone videos and photography, custom feature lists, and personalized marketing videos shared across social media platforms. “I want to make sure that I’m showcasing the full scope of the property,” she says. Jessica specializes in new construction properties and prides herself on noticing upgrades in general workmanship that others might miss. “I notice the dovetail drawers, standing seam roofs, and 3/4’” solid wood floors,” she says, “knowing what makes a property stand out Copyright Top Agent Magazine

is key to proper marketing and not everyone can spot the subdued upgrades.” She also turns open houses into full events, “I call them Mega Open Houses,” she says. She promotes in the neighborhood and surrounding areas, posts directional signs at all major intersections around the home, and puts large 8’ banners across the front yard, just to name a few marketing items. A selling client shared, “Jess is a rock star. She helped us from start to finish selling our house. She provided an in-depth break down of exactly how she planned to market our house and followed through.”

Outside of work, Jessica and her husband are deeply involved with the military community.

Jessica began two fundraisers that she hopes will return to annual events once COVID-19 restrictions lift. For Military Caregiver Awareness Month she worked with local businesses to create a Military Trivia Night at Adventure Brewing, one of their most highly attended trivia nights!

Jessica says, “It was a blast and we raised funds to go to The Independence Fund, a nonprofit which supports military caregivers.” Jessica and other sponsors matched donations during the event.

The second fundraiser coincided with Purple Up Day, a day to wear purple to show support and thank military children for their strength and sacrifices. Jessica says, “It ended up being a really exciting community event, the kids loved it.”

When she isn’t working hard for her clients or community, Jessica loves spending quality time with her family. “We have an almost two-yearold and a six-year-old,” she says. “We’re always active, whether that’s doing obstacle courses in the basement, exploring the woods, or spending time in the pool.”

Looking to the future, Jessica is excited to expand her business while maintaining her high quality of service. “Right now, I’m having to prioritize initiatives due to my current volume, having sold over 12mil in 2020” she says. She is currently in the process of expanding Heart & Home Group, starting with an administrative assistant.

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For more about Jessica Moir, call 540-242-1602, email Jessica@HeartHomeGroup.com, or visit JessicaMoir.com www.

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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JP BLANKENSHIP After working in the corporate world for a few years, JP Blankenship was ready for a change. “It just wasn’t the best fit, so when I was introduced to a real estate team I decided to start working for them,” he explains. He hit the ground running, learning as much as he could in the span of eight years before he went off to start his own company. Today he is the president and team lead of Blankenship Properties, which includes his younger brother Ray Blankenship, Drew Piccone, John Rayner, a fulltime contract coordinator and a social media expert.

Together they focus on the northern Virginia area, specifically Loudoun County, with the vast majority of their business consisting of repeats and referrals.

“It’s our client care experience that keeps people coming back,” JP says. “We strive to go above and beyond for our clients by getting back to them right away and focusing on them.” Understanding that this is one of the largest purchases a person will make in their lifetime, JP and his team guide their clients throughout the transaction, making sure no questions are left unanswered. This includes getting to know their clients’ needs and goals. Born and raised in the Loudoun County area, the team strategizes offers and provides sound advice so the best decisions can be made.

During competitive markets, JP and his team aren’t afraid to get creative with their approach. One recent buyer said, “JP helped us find our dream home! Me and my husband were first time home buyers and a little overwhelmed with the whole process. JP was extremely knowledgeable of the area and about things to consider inside the home. It was a competitive time of year that we were looking, but JP found us a property pre-market, so we were the first to see it and ended up making an early offer that got accepted.

We are now settled and loving our new home, couldn’t have done it without JP!” 20

When JP isn’t working, he loves giving back to the community through local charities, especially those that benefit children like Whole Hearted Foundation, whose mission is to provide support to families of children in cardiac crisis. He’s also involved with ECHO, an organization that empowers individuals with disabilities, helping them achieve personal, social and economic success. During any free time, he can be found hanging out with his family, playing basketball or golf, or socializing with friends.

Much of JP’s focus lately has been on future plans, including adding a few trucks to their company so they can haul out junk for clients. “We are also adding a new line of business to our company called Top Value Project which is essentially going to finance home renovation costs for a seller who does not have the means to do that,” he says. As he works towards his goals, he is still enjoying every minute of his work. “I just love to serve people. The impact that we have on our clients is very important to us. It’s really amazing to be a part of their journey.”

To learn more about JP Blankenship, please call 703-898-7621 or email jp@blankenshippropertiesva.com Top Agent Magazine

How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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