VIRGINIA 5-4-20

VIRGINIA EDITION

Turn Open Houses Into Destinations Why Employee Appreciation Matters

Are You A VALUE-ADDED AGENT?

FEATURED AGENTS

GREG KOLANDJIAN MARK LAING ANNA PADUHOVICH CHRIS WHITE COVER STORY

LILIAN JORGENSON

VIRGINIA EDITION

7

LILIAN JORGENSON

19

2

15

MARK LAING

20 ANNA PADUHOVICH 23 CHRIS WHITE GREG KOLANDJIAN

Chris White started his real Forinspired Anna Paduhovich, entering of Christma Greg Kolandjian was first of supporting local service memb career while he was a gra real estate contributes industry was a new home w to go into real estate at athe Christmas a portion of each student at UVA, sellingsal p serendipitous event.

She started After listing party, when a friend asked for his a program that gives back to ties part time and on wee off her professional career atCharlottesville amilitary to work and help with selling a house.

While responders, and veteran in the area.

Fortune 500 company, that, but her price.asI close he worked a te assisting his friend, Greg realized independent, spirit closing wen guidance counselor that he possessed the instincts and entrepreneurial On top ofandhis work with Home Fairfax County school sy felt she could be doing more to up and sign GREG KOLANDJIAN ANNA CHRIS WHITE savvy for PADUHOVICH the marketplace. “I knew donates regularly to St. Jude’ butsisterat real estate onca pave “From her own Hospital way. “My definitely it was right for me,” he says. andkept Wounded Warriors. time basis.

“Then real in-law worked for a developer, so to helpthefeed there, I became a full time agent.” soring a food truck t volume increased to a job as an agent with hopes When shetheis CONTENTS I tookwhere I had to make a decision whether to go ful creating a business built on tenets that community.

Today, Greg is a Realtorofateventually New Castle Group, a team takes timehetosays gi with the realBut estateGreg or thealso school system,” reflect my own values,” she says. That was fourteen herself, she 4) AREwithin YOU Keller A 17) WHY EMPLOYEE Williams, where he services clients in clients, throwing appreciation p years ago, and Anna hasn’t regretted it for a moment nesses.

Dur Naturally, Chris real&estate.

All told, he’s b Stafford, Prince William, Alexandria, King George, year.chose During the holidays, he ev VALUE-ADDED AGENT? since. Today she APPRECIATION MATTERS CAN has a team including three assistants new restaur the business 30 years, now focusing exclusively Fredericksburg and the surrounding BOOST areas. His busi- BOTTOM celebrationLINE where clients and tho and two buyer’s agents. YOUR Together they serve Virginia she his team consists of hiscreators ness OPEN is steadily growing, handling an averageestate. of 33Today,pictures with Santa. wife and tw 13) TURN HOUSES Beach and surrounding areas.

A growing percentage of Alexandria, what makes all working together, serving the Fort transactions and $12 million in volume per year.

Most and Mount Vernon areas of Virginia. their business 21) consists of repeat clients and referrals, unique and INTO DESTINATIONS 4 WAYS MENTORING importantly, Greg has found a career where hetocan apply Looking which they attribute their commitment to ahead, honestyGreg hopes to a UP-AND-COMING EMPLOYEES his passion for helping and people and giving backChris to his coming months.

“I take as an opr says the business’s repeat and referral integrity while providing superior service.

Asitshe looks MAKES YOU A BETTER AGENT high.

“For example, we just sold a house for the community. improve,” he says. “Recently, I and increase time over a 30-year period,” he says.

He says the who had sold three houses in the “We make sure we provide outstanding service,” people to h several people keep coming back to them When listing a house, Greg out all“Inthea stops.

Hereasons soldthe nine in the first transaction, six months Annapulls explains. business where stakes are recommending them to friends and family. “N Phone 310-734-1440 | Fax 310-734-1440 hires professional photographers videographers to team—you collaborate andwheth make high, and and results are directly correlated withhands-on people’s them one, we have a very approach to the tr ensure that a home looks immaculate in all our its promomag@topagentmagazine.com | lives www.topagentmagazine.com and wellbeing, clients to work with tion.

Wedeserve like to meet with the clientsmatter right atwhat the s tional materials.

From there, he runs advertisements over On the client side, Greg hopes an agent who values them as people and understands every secon the process, we publisher. can guideTop them into what theyto s No portion of this issue may be reproduced in any manner whatsoever without prior consent so of the media to extend a this lister’s reach.

Beyond utilizing relationships that brought himdesto do.”

The team also with two interior Agent Magazine issocial published

by Feature Publications GA, Inc. Although precautions are taken to ensure the process to the highest degree.”

Anna andworks heraccuracy team of published materials, Agent Magazine be held responsible for opinions expressed or facts supplied by helpsure clients stage homes forits minimal cost,toa theseTopmodern outlets,cannot Greg also knocks doors, sends place.

“My clients have access have systems inon place towho make their clients are authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. with contractors andalways construction business marketing postcards, andalways conducts open about houses. “and I Thursday will excee updated theasprocess.

“Every I work to remodeling.

“So we’re able to provide not on call and tell them where we stand, what our plan is, ideas, but also the people who get the work done and what aspects we should focus homeMagazine By taking this comprehensive approach, Greg has on to get theirAgent reasonable price,” heTop says. sold. In the we focus earned an outstanding reputation as meantime a Realtor who puts on meeting all of the

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

Top Agent Magazine

3

Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients.

• I have a written listing presentation.

• I am honest.

• I am trustworthy.

Are these ‘value-added’ attributes? Or, does the client expect these attributes and services?

4

Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional?

• Because you want to set yourself apart.

• You want to create client loyalty.

• You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business!

• Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words.

If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take.

Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time.

Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!).

• Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home.

2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation.

The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally.

And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit?

What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails.

What’s the impre agent?

Are they professional? Do they state the company n TIP: represent your culture and image?

Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points.

In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Copyright ©, 2016 Carla Cros

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales.

Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com.

6

Top Agent Magazine

Top Agent Magazine

LILIAN JORGENSON Top Agent Magazine

7

Top Agent Lilian Jorgenson is currently listed among the Top 200 Agents by the Wall Street Journal, and is recognized as being among the Top 1% of Agents Nationwide by the Realty Alliance Sales Awards.

Top Agent and billion-dollar-plus producer Lilian Jorgenson – of Long & Foster Real Estate in McLean, Virginia – is a consummate professional who has dedicated herself to providing her many grateful buyers and sellers with unparalleled customer service.

With a focus on honesty and integrity and 8Copyright Top Agent Magazine

armed with well over three decades of industry knowledge, Lilian’s reputation as a trusted real estate advocate is well-established.

A Denmark native who relocated to the United States in 1962, Lilian began her journey in real estate in 1984. Her career Top Agent Magazine

quickly blossomed, based on her solid work ethic and commitment to staying abreast of the ever-changing real estate market. Lilian also points to her childhood, working in her father’s grocery store, as having provided the foundation for her career working Top Agent Magazine

with buyers and sellers. “I vividly recall my father’s attention to detail and painstaking approach to ensure product quality and customer service,” recalls Lilian, “and the warm, caring relationships he had with lifetime customers.”

Copyright Top Agent Magazine9

Having sold over $1.57 billion during her storied career, Lilian’s business continues to thrive. Based in McLean, Lilian has sold homes all over Virginia, based on her clients’ needs.

Currently listed among the Top 200 Agents by the Wall Street Journal, recognized as being among the Top 1% of Agents Nationwide by the Realty Alliance Sales Awards, and having sold over $1.57 billion during her storied career, Lilian’s business continues to thrive and grow with each passing year. While based in McLean, Lilian has sold homes all over Virginia, based on her clients’ needs.

Lilian’s commitment to excellence extends to every facet of her career, including thorough Copyright Top Agent Magazine 10

and intelligent marketing of her listings.

Among her methods are print ads in multiple magazines, professionally hosted open houses, and mail outs to targeted neighborhoods, all of which combine to ensure quick sales for top dollar. “I conduct myself with the highest professionalism, sincerity, empathy and a strong knowledge of the market,” says Lilian, when asked how she manages to inspire trust and loyalty amongst her customers. She also works hard to maintain relationships with them long after the closing Top Agent Magazine

table, and does so in a variety of ways, including an annual Christmas party with a guest list exceeding three hundred people.

On top of her exceptional business acumen, Lilian is also extremely forthright and downTop Agent Magazine

to-earth, with a distinct ability to put her clients at ease during the often-convoluted transaction process. “When I get a new buyer,” she says, “they’re looking for a specific property and it’s my job to find that property for them. When I get a new listing, Copyright Top Agent Magazine 11

my goal is to get that listing sold, doing everything in my power to make it happen.

It’s about getting the job done.”

When she’s not working, Lilian supports multiple charitable organizations, including the Heart to Heart Association, which builds long-term housing for troubled, under privileged children. She also enjoys spending time with her husband Allan,

her daughter Janet, her son John and her grandchildren.

Despite her incredible longevity in the real estate business, Lilian has absolutely no plans to retire anytime soon. Which is fortunate for anyone looking to buy or sell in the state of Virginia.

Reach out to Lilian if you’re looking for topof-the-line, unrivaled customer service and a Realtor who truly cares about your wellbeing.

For more information about Lilian Jorgenson, please call 703-407-0766 or email Lilian@LnF.com

Copyright Top Agent Magazine 12

Top Agent Magazine

Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules.

But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

Top Agent Magazine

The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge.

With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

Top Agent Magazine ®

13

midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed.

In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house.

Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 14

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses!

Prospective buyers always want to know about the community when visiting open houses.

Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

Top Agent Magazine ®

Top Agent Magazine

MARK LAING Top Agent Magazine

15

MARK LAING “I’ve always enjoyed the real estate market, homes, and people,” recounts Mark Laing. After thirty-five years in executive management in the corporate sector, he was on the hunt for his next challenge. “I decided to follow another career path that has always been an interest,” he remembers, and that was real estate sales. In the four years since his industry debut, Mark has built a reputation for his detail-oriented approach, communication skills, and personal touch.

anyone. They know I’ll be there to pick up the phone and answer any questions they might have.”

When listing properties, Mark accounts for every detail, beginning with pre-research to determine a home’s true potential. “I do a lot of pre-work ahead of a listing presentation,” he says. “I talk about my background in coming from a corporate setting, what I’ve accomplished year over year, as well as what the Berkshire Hathaway HomeServices brand does for international reach.” From there, he makes mindful recommendations for cleaning, decluttering, and other home updates to increase value. Every property is equipped with photo and video documentation, while broker’s opens drum up buzz on a local level. “We create an action plan,” he says, “and everyone is on the same page.”

Today, Mark spearheads his work solo under the banner of Berkshire Hathaway HomeServices PenFed Realty, serving clients across the greater northern Virginia region.

To date, Mark has managed to drive a significant contingent of business through repeat and referral clientele who trust his astute counsel, negotiating prowess, and proven track record of success. Every year, he’s nearly doubled the volume of his business. What’s more, he draws upon his prior experience in the corporate realm to guide clients capably and proactively. “I conduct my business with a great level of detail, and I attribute that to my past experience with program and project management,” Mark explains. “I’m always on my clients’ side. I’m there for them, and I take into consideration the stress they’re going through in listing or buying, and moving. This process can be one of the most stressful things a person can do, but it all comes down to detail, and that allows clients to be hands-off and stress-free.” One of the tactics Mark takes to manage communication is a project management portal online where clients can check in to see how their purchase or sale is progressing on a daily basis. “I make sure my clients are always updated, and I’m very hands-on when it comes to communication. I don’t pass my clients off to

Beyond the office, Mark contributes to local causes and organizations in his hometown community, including support of the local fire department, his homeowner’s association, as well as the Paso Fino Horse Association. In his free hours, he most enjoys time spent with his family , friends, and their Paso Fino horses. As for the future, Mark intends to keep progress going steady as his business continues to thrive. “What I love most about real estate is meeting new people, being given a problem, and returning a solution,” he reflects. “I enjoy the flexibility of those partnerships. It’s not just about telling his clients how to position themselves in the real estate market—it’s about finding the right balance and agreement. I come prepared, I have personality and social skills, and I have the negotiating background to represent my clients well. I’m fortunate in that the people I work with are clients initially, and then friends for life.”

To learn more about Mark Laing, email Mark.Laing@penfedrealty.com, visit MarkSellsNVA.com, or call (703) 342–2540 www.

16

Copyright Top Top Agent Agent Magazine Magazine

Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good.

In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

Top Agent Magazine ®

17

What is employee appreciation and how do you enact it?

Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months.

Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output.

By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment.

How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 18

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines.

If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis.

Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity.

While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention.

Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

Top Agent Magazine ®

Top Agent Magazine

GREG KOLANDJIAN Greg Kolandjian was first inspired to go into real estate at a Christmas party, when a friend asked for his help with selling a house. While assisting his friend, Greg realized that he possessed the instincts and savvy for the marketplace. “I knew it was right for me,” he says. “From there, I became a full time agent.”

Today, Greg is a Realtor at New Castle Group, a team within Keller Williams, where he services clients in Stafford, Prince William, Alexandria, King George, Fredericksburg and the surrounding areas. His business is steadily growing, handling an average of 33 transactions and $12 million in volume per year. Most importantly, Greg has found a career where he can apply his passion for helping people and giving back to his community.

When listing a house, Greg pulls out all the stops. He hires professional photographers and videographers to ensure that a home looks immaculate in all its promotional materials. From there, he runs advertisements over social media to extend a lister’s reach. Beyond utilizing these modern outlets, Greg also knocks on doors, sends marketing postcards, and conducts open houses.

of supporting local service members. Because of this, he contributes a portion of each sale to Homeland Heroes, a program that gives back to nurses, teachers, first responders, and military veterans in need.

On top of his work with Homeland Heroes, Greg also donates regularly to St. Jude’s Children’s Research Hospital and Wounded Warriors. Elsewhere, he is sponsoring a food truck to help feed the homeless.

But Greg also takes time to give back to his former clients, throwing appreciation parties for them every year. During the holidays, he even hosted a Christmas celebration where clients and their children could take pictures with Santa.

Looking ahead, Greg hopes to add onto his team in the coming months. “I take it as an opportunity to help others improve,” he says. “Recently, I worked with an agent who had sold three houses in the past year. With me, he sold nine in the first six months. That’s the benefit of a team—you collaborate and make each other better.”

On the client side, Greg hopes to continue fostering the relationships that brought him to real estate in the first place. “My clients have access to me at all times,” he says, “and I will always work to exceed their expectations.”

By taking this comprehensive approach, Greg has earned an outstanding reputation as a Realtor who puts his clients first, a reputation best illustrated by his high rate of repeat and referral business. “I work hard to build trust with my clients,” he says. “They know I want a house that’s right for them, not one that’s right for me.”

Greg considers that feeling, finding the right house, his favorite part of the industry. “I love helping someone buy a house for the first time,” he says. “It’s a powerful moment when they realize that their net worth has increased and their life has fundamentally changed. I cherish when that happens.”

Outside of his career, Greg strives to better his community. As an army veteran, he understands the importance Top Agent Magazine

To learn more about Greg Kolandjian email greg@newcastlegroup.com, visit newcastlegroup.com or call 540-737-8150 www.

Copyright Top Agent Magazine 19

ANNA PADUHOVICH For Anna Paduhovich, entering the real estate industry was a serendipitous event. She started off her professional career at a Fortune 500 company, but her independent, entrepreneurial spirit felt she could be doing more to pave her own way. “My sisterin-law worked for a developer, so I took a job as an agent with hopes of eventually creating a business built on tenets that reflect my own values,” she says. That was fourteen years ago, and Anna hasn’t regretted it for a moment since. Today she has a team including three assistants and two buyer’s agents. Together they serve Virginia Beach and surrounding areas. A growing percentage of their business consists of repeat clients and referrals, which they attribute to their commitment to honesty and integrity while providing superior service.

“We make sure we provide outstanding service,” Anna explains. “In a business where the stakes are high, and results are directly correlated with people’s lives and wellbeing, our clients deserve to work with an agent who values them as people and understands this process to the highest degree.” Anna and her team have systems in place to make sure their clients are always updated about the process. “Every Thursday I call and tell them where we stand, what our plan is, and what aspects we should focus on to get their home sold. In the meantime we focus on meeting all of the milestones necessary to get our client to closing. We go above and beyond every single time.” When it comes to marketing, Anna and her team also exceed expectations, hiring a professional photographer and advertising on 700 different websites. This results in their listings selling much faster than average.

Afterwards, clients leave glowing reviews about their time together. One recently said, “After having my house up for sale 5 months with another company with little activity and feedback I moved to Anna the week 20

of Christmas. This was a very stressful time since my new home was to be ready in the middle of February.

After listing with Anna, she and her team got right to work and my home was sold in 3 weeks at asking price. I closed on my house with 2 weeks to spare. The closing went smoothly and all I had to do was show up and sign the papers. If I plan to move again I will definitely call Anna.”

When she isn’t working, Anna is staying active in the community. As a business owner and entrepreneur herself, she believes firmly in supporting local businesses. During any freetime, she enjoys exploring new restaurants & businesses; as she meets their creators she loves hearing their stories and learning what makes them and sequentially Hampton Roads so unique and special.

As she looks ahead, she is eager to double her business and increase her presence in the area. “We want more people to have great experiences in their real estate transaction, so it’s my responsibility to get in front of them whether they are selling or buying a home.” No matter what the future holds, Anna will no doubt love every second of it. “We love every aspect of our job.”

For more about Anna Paduhovich, please call 757-563-3448 or email anna@annasellsvb.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

Teaching lessons to others reinforces your own professional values.

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

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

Top Agent Magazine

21

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

Mentorships allows you to see the big picture.

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

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

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

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

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 22

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

Top Agent Magazine

Top Agent Magazine

CHRIS WHITE Chris White started his real estate career while he was a graduate student at UVA, selling properties part time and on weekends in the Charlottesville area. After that, he worked as a teacher and guidance counselor in the Fairfax County school system, but kept at real estate on a part time basis. “Then the real estate volume increased to the point where I had to make a decision whether to go full time with the real estate or the school system,” he says.

Naturally, Chris chose real estate. All told, he’s been in the business 30 years, now focusing exclusively on real estate. Today, his team consists of his wife and two sons all working together, serving the Alexandria, Fort Hunt, and Mount Vernon areas of Virginia.

Chris says the business’s repeat and referral rate is high. “For example, we just sold a house for the third time over a 30-year period,” he says. He says there are several reasons people keep coming back to them, and recommending them to friends and family. “Number one, we have a very hands-on approach to the transaction. We like to meet with the clients right at the start of the process, so we can guide them into what they should do.” The team also works with two interior designers who help clients stage homes for minimal cost, as well as with contractors and construction businesses for remodeling. “So we’re able to provide not only the ideas, but also the people who get the work done for a reasonable price,” he says.

He also says that the sheer volume, over 70 homes sold in a year for the past two years, helps cement the company’s presence in the area. They also manage to retain 99% of their sales from start to close, thanks, Chris says, to that hands-on approach as well as to their marketing strategy. “We cover everything from the traditional to the online approaches,” he says. His sons, in their early 30s, help with the online and social media Top Agent Magazine

presence, and Chris is sure to reach out to other agents in the area when a new property comes to the market.

They also know the power of appearance. “We really focus and spend a lot of money on photography because we know that’s what brings people to the property.”

He also has several ways of staying in touch with past clients. Some are expected, like emails. Some are a little more creative, like a holiday mailing consisting of a pan of brownies with the company’s information on the tin.

They also throw a St. Patrick’s Day party whose guests can number in the hundreds.

Chris is also a presence in his community outside of work, serving on his neighborhood HOA board and as the chairman of the local pool. Chris’ wife, also a former teacher, is involved with a number of educational and college-prep programs in the area. On the rare occasion he isn’t working, Chris enjoys exercising and escaping to the family’s vacation home in Maryland.

He’s excited about growing his business. “We want to get an even bigger market share in the community, and keep growing every year,” he says. But he doesn’t lose sight of the hands-on, personal approach that’s gotten him where he is today. “We get a lot of satisfaction out of helping people, either successfully selling, or seeing them excited about the house we got for them,” he says.

To learn more about Chris White, please visit his website here, www.longandfoster.com/ChrisWhiteFamilyRealEstate email CHRIS.WHITE@longandfoster.com, or call (703) 283-9028 Copyright Top Agent Magazine 23

mailto:mag@topagentmagazine.com

24

Top Agent Magazine