August 2017 by Featured Agent

August 2017

Ramping up â&#x20AC;&#x201D;

8 Tips to generate more referrals

Ready to buy a home?

Get your credit ready first

Aparajita Leekha also featured:

John M. Bevilacqua Jennifer Bozarth Stephanie Fontaine Deborah Garson Alex Henderson

contents

buyers&sellers

professionals 4

Keeping your cool — How to remain calm when things don’t go as planned

Identifying wants vs. needs — A step-by-step guide

New in town? Tap into your REALTOR’S® rolodex

Ready to buy a home? Get your credit ready first

Top 10 Reasons to love your clients Ramping up — 8 Tips to generate more referrals

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John M. Bevilacqua

Deborah Garson

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Stephanie Fontaine

Alex Henderson

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Keeping your cool —

How to remain calm when things don’t go as planned

Change is inherent in the real estate industry, which means that learning to roll with changes as a real estate agent is an occupational hazard that simply can’t be avoided. Although the ever-changing and unpredictable nature of work as a professional REALTOR® is exciting, stimulating and incredibly rewarding, it can also be an incredibly stressful career. There are dozens of variables at play in every transaction, whether you’re selling a distressed property, 4

working with nervous first-time homebuyers, or even working with seasoned investors. No matter how organized, how diligent, or how long you’ve been in the field, there are going to be days when things go a little haywire, and there’s nothing you can do to control it.

Fortunately, there are ways to control how you react to stressful situations. Indeed, there are tried-and-true tactics for keeping your cool, even when blindsided by an unexpected challenge in a purchase or sale. Copyright Featured Agent Magazine

can do about it, let your clients, or others involved know about the setback as soon as possible. That way, making a phone call you don’t want to make isn’t hanging over your head for any longer than necessary. Addressing the situation as soon as possible will help you to feel less stressed.

Keep Away from the Caffeine — When stressful situations arise, steering clear of additional stimulants is a good idea. Caffeine can trigger additional adrenaline production which may give you a quick extra burst of energy, but will soon likely be followed by a “crash” period, where fatigue, if not outright exhaustion can set in. Reach for a glass of water, or a healthy juice in lieu of a caffeinated beverage when things feel chaotic.

Tap into the Power of Positivity — Catastrophizing when things go wrong only serves to induce additional stress. Try taking a few moments to identify the positive things happening in other transactions, in your life, or with a new promising client, to keep your chin up. Positive thinking during challenging times will do wonders in terms of keeping you focused on the next task at hand, rather than letting an obstacle or setback throw off your whole day.

Here are five tips that will help you to stay calm, when things don’t go as planned.

Remember to Breathe — When you get word that an unforeseen delay, or other obstacle has arisen, the first thing to remember is that taking a few deep breaths will help to calm you down immediately. Try closing your eyes for a few minutes and put the problem on pause, to focus on breathing. This helps to calm your mind and can help slow down your body’s physical response to stress.

Seek a Solution — When a curveball is thrown your way, it’s helpful to look at the problem and identify whether there is anything you can do to correct it, or whether it’s out of your control. If there is a possible solution, determine your strategy, and take the next steps towards resolution. If there is nothing you Copyright Featured Agent Magazine

Talk it Out — There is great benefit to discussing the challenge you’re facing with someone you trust. Perhaps it is time to call your mentor, or your coach. Maybe you need to just touch base with a confidante or close colleague. Not only will talking through the challenge likely feel like a weight off your shoulders, but there’s always the chance that whomever you call may have a solution you haven’t thought of. Either way, sharing your feelings with someone else can help take some of the sting out of a stressful experience.

As real estate agents, the personal satisfaction earned through helping others, succeeding in negotiations, or selling a home that clients are desperate to sell is limitless. Yet, all REALTORS® will have to work their way through stressful situations to get those rewards at some point in their career. It’s important to remember that staying calm, when times become stressful will only help you to better serve your clients, your referral partners, and your own well-being. Learning to accept that obstacles will come up, and employing these best practices to stay as relaxed as possible when unexpected obstacles arise, will be an invaluable tool for the rest of your career.

featuredagent

magazine

With more than 20 years of sales, marketing and management experience, John Bevilacqua, Broker/Owner of EXIT Realty Capital’s Choice has become synonymous with excellence in service, efficiency, and leadership in the upstate New York real estate market.

A licensed real estate broker for more than a decade, John loves seeing not only his buyers and sellers succeed, but does everything in his power to ensure the more than 30 agents at EXIT Realty Capital’s Choice, also achieve success. Indeed, with more than $300 Million in sales closed over his career, John’s unparalleled skillset is now used to guide, mentor, and help his team of premiere agents to provide clients with unique selling propositions throughout the Capital Region of New York.

“We are hardworking, honest, and ethical,” John says. “But all agents claim to be those things. We put our money where our mouth is through unique sales propositions, such as guarantees to sell homes in set periods of time, or to help buyers secure the home they want for the price they want. We guarantee our results with financial incentives if we fail to do what we say we’re going to do. This has really differentiated us from other agents and brokerages,” he adds.

Beginning his real estate career in New York City at the beginning of the millennium, specializing in investment multi-family housing, John quickly won the elite “National Pace Setter” award at Marcus & Millichap. In addition, he secured a position of the exclusive “Rookie Club” through being consistently ranked in the top 10% of his office in Manhattan. Since opening EXIT Realty Capital’s Choice just a few years ago, he’s seen remarkable, similar success.

In fact, his efforts have proven so successful that EXIT Realty Capital’s Choice was recently ranked in the Albany Business Review’s highly respected “Book of Lists” as one of the 2015 and 2016 Top 25 Real Estate Firms in the Capital Region, in less than 24 months. His brokerage has also become one of the Top 3 EXIT offices in Upstate

John M. Bevilacqua New York, with more than 200 homes sold, totaling more than $35 Million in 2016 — even though his office is only three years old. Not surprisingly, John became a recent recipient of an exclusive EXIT leadership award for the New York region, and there’s little doubt, more are on the way.

Much of John’s personal success, and the success of his agents can be traced to the fact that he has always focused on continuing education, and insists upon constantly seeking opportunities for improvement. To that end, throughout his tenure in real estate, John has completed training with some of the industry’s leading REALTORS,® brokers, and nationally renowned real estate trainers and coaches. In fact, today, after becoming a certified A.P.R.E.P member of the Craig Proctor elite coaching program, John now coaches real estate agents nationwide, and in Canada.

As part of his lead-by-example work ethic, John’s drive to help others also extends to charitable causes, and volunteer service. He is a Director of the Board of the Greater Capital Association of REALTORS® (GCAR), and serves in its Young Professional Networkers committee, which devotes a great deal of time, effort and resources to fundraising for the Ronald McDonald House. In addition, EXIT Realty Capital’s Choice participates in a referral donation program which benefits United Cerebral Palsy of Upstate New York. “We let our clients know that their referrals help kids, because we donate a portion of our commissions to this great organization,” he says. Moreover, his brokerage is active in working with Habitat for Humanity, both on a local level, and through EXIT’s corporate offices.

Regarding the future, John is expecting expansion, as more agents realize the benefits of the EXIT platform, complete with a guarantee to earn at least $25,000 more over a 12-month period, than at a previous firm, or John will pay the difference. In the meantime, buyers and sellers can continue to rely upon the excellence and the effectiveness of service EXIT’s agents deliver. “Through training, support, and technology, we deliver on our promises to our clients, and we are able to ensure our individual agents to succeed. For me, that is what real estate has always been about — helping others to succeed.”

Identifying wants vs. needs— A step-by-step guide

When you’re ready to look for your next home, it is smart to provide your REALTOR® with a comprehensive overview of what you want, along with what you need. The things you want in a home will be the easier list to make. You may want granite countertops, a fireplace, or you may want to live at the end of a cul-de-sac. You may want a finished basement, or a huge yard. It’s good to know what you want.

However, the more important traits to consider are those you really need. Needs are essentially dealbreakers and include things like number of bedrooms or bathrooms, or a certain school district. A garage or storage space may also be a need. And of course, your budget is a need that is paramount to all else. That is, Copyright Featured Agent Magazine

$X is the highest amount you can pay monthly, so you need to purchase a home within that limit. In sum, your needs list is basically the bare minimum that a home must have in order to even be considered.

Of course, no one wants to buy the bare minimum, so here is a look at ways to identify your wants from your needs to come up with a perfect wish list for your buyer’s agent.

Start with a Dream Home List — It doesn’t hurt to list all the things you’d ideally have in a home, and then begin whittling down from there. Consider that you really want hardwood floors. Are you willing to even consider a home with an alternate hard surface 7

such as laminate, Pergo, or tile? Perhaps your list can be modified to hard surfaces, rather than being focused exclusively on hardwood.

Decide if You’re Willing to Compromise — Consider that you really want your children to attend specific schools. And you also don’t want to commute more than 10 miles. Are you willing to be a bit flexible with the commute, in order to get the location you desire? Identifying give-and-take scenarios will be helpful for your REALTOR® in finding the right home for you. Determine if Certain Characteristics Can Wait — If you have “upgraded appliances” on your needs list, but you find a home that meets all the rest of your requirements, determine whether you’re willing to postpone the purchase of those items to get most of the things you really want in a home now. The same may be said for dated carpet. If you really want hard surfaces, are you willing to live with what is in a home now, and replace it later? 8

There are many printable house hunting forms available online which can help you to begin identifying your unique wants and needs. If you’ve retained a buyer’s agent first, it’s likely that they will be able to provide you with a similar checklist.

It is in your best practice to spend as much time as necessary on this list, to ensure that you really do wind up with the best home to meet your needs, rather than having to adapt to the traits of the home after you’ve moved in. You’ll also ensure that you won’t waste valuable time viewing homes that simply won’t work for you. It may be helpful for you to consider what you love about your home now, and the things that are inconvenient so you can continue to be as specific as possible. When in doubt, about whether a trait you want in a home is a need, or just something you really want, reach out to your agent. Real estate agents are in the business of helping people, and there’s no doubt they’ll be glad to offer advice, suggestions, or a perspective you haven’t considered.

featuredagent Deborah Garson magazine

After a successful turn in the high-end hotel management industry, Deborah Garson discovered a career in real estate by happenstance and faith. When a broker reached out to her for help in the midst of building a new office, Deborah decided to take a leap of faith and try a new challenge. Over the course of her ensuing career, she hit a wall — figuratively speaking — not quite understanding why she was in real estate since no one in her immediate family line was in the field. After an inspiring glacial hiking trip in Alaska, and some soul-searching, she discovered that her great grandfather had been a successful builder and contractor, and the puzzle pieces of her life started falling into place. She experienced a calling and then the physical connections were made. The vision was laid out — her destiny was pre-ordained. Real estate was the foundation to catapult her spiritual gifts.

Today, with over 15 years of experience under her belt, Deborah primarily serves the central Florida region, in particular southwest Orlando. She specializes in both the residential and commercial markets, with experience fielding clients that range from first-time homebuyers and second-home buyers, to luxury-oriented and international clientele. Deborah has a proficiency and experience in representing sellers and buyers and has earned a host of designations over the course of her storied career, including Certified International Property Specialist and Certified Luxury Home Marketing Specialist, to name a few.

With a third of her business stemming from repeat and referral clientele, Deborah’s commitment to personalized, attentive client care is assured. Her approach to the agent client relationship is fixed foremost on the principle of integrity. Deborah favors a forthright, educational method when guiding clients through a transaction, providing a clear and unvarnished breakdown of their options. “I present the facts and information, and provide my clients with a sound and knowledgeable platform so they can make an informed decision,” she recounts. “It’s a matter of being honest and upfront as an individual.” Likewise, Deborah is capable in ascertaining her clients’ needs and wants and catering to them specifically. Wisely recognizing that the real estate business is built on relationships, Deborah keeps her clients’ interests squarely in focus throughout the buying or selling process. “I put my clients’ needs before my own,” she says. “I’m able to give my clients exactly what they’re looking for and I fight for the success of every transaction.”

After 15 years with RE/MAX, Deborah recently took an assured step, opening her own business, knowing this time she was on solid ground and in the right direction. Building upon more than a decade of proven success, Deborah delivers on her clients’ goals while never sacrificing her ethos of honesty. As a consummate professional undaunted by challenges and well-equipped to succeed in her own right, Deborah’s venture is thriving. As for her marketing efforts, Deborah takes a personalized approach. Having cultivated an impressive word-of-mouth network over the years, based on her lengthy tenure in the business and experience in the central Florida market, she also makes use of print avenues to ensure essential exposure for her listings, particularly in local publications like Orlando Lifestyle.

With her faith and dedication to service at the center of her professional and personal life, Deborah contributes much of her time to charitable efforts in her community. In addition to giving back through work with two local churches, she also participates in Nathaniel’s Hope, a nonprofit benefiting children with special needs and their families. She also serves on the board for the Autistic Kids of Central Florida, an organization Deborah has been devoted to for the past eight years. Once a year, Deborah and her fellow volunteers host a large-scale event for the region’s autistic children, sometimes drawing crowds as large as 5,000. Lately, Deborah has also expanded her efforts to the Coalition for the Poor, and is always looking for additional ways to become involved in service-oriented community efforts. All in all, Deborah cites her bold faith as the overarching motivation and message of her work. She recognizes the diversity of different faith-based groups in bridging cultural practices and community engagements and her Jamaican roots stem from African, Chinese, Jewish, and German descents and speak to her mixed identity as “Out of Many One People.” She considers her experiences and the path ahead to be constantly evolving, driven and shaped by a legacy of faith and divine connection. Outside of the office, Deborah enjoys traveling to places domestic and abroad, volunteering, and meeting new people — which also happens to be her favorite aspect of her work. As for the future, Deborah is an optimist at heart and with a renewed focus, purpose and vision, she says her plans are not of her own. Getting ready to perch on a solid foundation of faith, Deborah plans to further grow her business, continuing evolve to new heights, and she says, “The best is yet to come!”

Deborah Elizabeth “Love”Garson

Broker/President | Orlando, FL | Deborah@LiveInCentralFL.com

Top 10 Reasons

to love your clients

Nearly every real estate professional we talk to tells us the same thing: they love their clients. And why not? Helping people buy or sell homes and invest in their future is one of the most rewarding careers there is. You’ve told us your clients:

Make Every Day Interesting — One of the best things about being a real estate agent is that every day is different. Your clients are the main reason for that. Whether you’re meeting someone new, closing a deal or just catching up with past clients, they make your day fly by.

Expand Your Horizons — Your clients are bound to each have different tastes in music, movies, TV, food, travel and all those things that make life interesting. They can clue you in to the best indie movie, a great new song or that under-the-radar restaurant that’s about to be huge. Help Grow Your Business — Word of mouth is powerful. Your current clients are your best source of referrals. Remember to ask every client to share your name with friends, family and coworkers. You’ll see your business grow!

Haven’t Heard Your Stories Yet — Your friends and family are probably getting tired of hearing those stories about that summer you were a camp counselor or the big-game winning play you were part of. But clients won’t be! Every new client gives you a chance to share your life story one more time.

Make You More Compassionate — Not only do you get to share your life story, you get to hear your clients’ stories, too. Learning about other people’s lives and backgrounds is bound to make you a more compassionate person. Become Your Friends — Very few careers offer the opportunity to create life-long friendships with a diverse range of people. We hear from many agents how their clients become their friends — or even ‘like family.’

Help You Be a Better Agent — Just when you think you’ve seen it all in a transaction, a client throws you a curve ball. But that’s OK. If every transaction was smooth sailing, you wouldn’t have the opportunity to improve.

(Might) Let You Steal Their Jokes — Need some new material? Your clients are sure to have some good one liners and funny stories they’ll be happy to share.

Help You Learn Patience — Real estate is a fast-paced business. But every now and then you get those clients who just can’t make up their minds. Don’t rush them. You’ll both benefit if you can let go and slow down a little.

Are the Reason You Stay in Business — If it wasn’t for your clients you couldn’t be successful in the career you love. And we can’t think of any better reason to love your clients than that.

Aparajita Leekha

Aparajita Leekha Aparajita Leekha, ABR, GRI and top-producing REALTOR,® is licensed in both Illinois and Florida, and currently serves as a broker with Property Economics Inc. in Illinois, where she specializes in residential real estate and investment purchases. She is a second-generation REALTOR,® and graduated with a Master’s Degree in Management and Information Sciences from the University of Florida in 2006. Her years of professional experience and industry-leading service have earned her a glowing reputation within the Chicagoland real estate community, as well as recognition among the top one percent of producers by the Chicago Association of REALTORS.®

Aparajita attributes her success to “Big Picture” thinking and the value she places on long-term relationships with clients, which have ultimately translated into a successful referral-based business. 12

She treats those she works with like family, providing personal service and guiding clients every step of the way through the buying or selling process. Always striving to build strong and lasting relationships, her clients can rest assured that their needs will always come first. “No website, large or small, can take the place of a REALTOR,® ” Aparajita says. “I bring an unparalleled level of personal care, empathy, and communication to each individual client and transaction, and I wouldn’t work any other way. I consider my clients’ confidence in me to be the true sign of my success. Some measure success by the volume of homes an agent or office sells; I measure success with happy and satisfied clients.”

While she believes strongly in the relationships she builds, Aparajita also recognizes the importance of results and is proud to count herself as a top producer Copyright Featured Agent Magazine

“I bring an unparalleled level of personal care, empathy, and communication to each individual client and transaction, and I wouldn’t work any other way. I consider my clients’ confidence in me to be the true sign of my success.” within the Chicago real estate community. As an Accredited Buyer’s Representative (ABR), she is committed to buyer representation and excels in helping clients purchase homes through short sales, foreclosures, as well as traditional sales. Known to her clients as “The Negotiator,” she combines her expert negotiation skills and unmatched knowledge of the region to ensure her clients find the ideal home in their desired area at a competitive rate. Always acting in her clients’ best interests, over the years she has even recommended that some wait to buy or sell, based on the market conditions. Copyright Featured Agent Magazine

Aparajita possesses an innate understanding and keen awareness of her clients’ needs and concerns throughout the real estate process. She is trustworthy, kind, and well organized, as well as fluent in multiple languages, and these attributes help her to better serve the real estate community. “I have found that extensive knowledge of the marketplace, a smart marketing plan, and a network of long-standing client and vendor relationships make for successful transactions,” she says. “There is a lot more to buying and selling a home than the sale itself; it requires attention to detail from start to finish.” 13

“I know and love Chicago, and that is evidenced by my passion for helping clients find the right place to call home.”

Grove, and Naperville are not just my professional focus — my family, my team, and I have called these communities home for more than 20 years,” she says. “I know and love Chicago, and that is evidenced by my passion for helping clients find the right place to call home.”

Aparajita is a member of the Chicago Association of REALTORS,® the National Association of REALTORS® (NAR), and the Association of Real Estate Educators (AIREE). She stays engaged with her local community, and as a licensed real estate instructor, she also lends her knowledge to upcoming agents who are in the beginning stages of their careers. When she’s not guiding clients toward achieving their real estate dreams, Aparajita enjoys practicing yoga and going to gym. She is also an avid fan of the Chicago Cubs.

The combination of creative marketing, individualized service, cutting-edge technology, and an unwavering commitment to local involvement contributes to Aparajita’s solid reputation across the greater Chicagoland area. And as a longtime resident of the area, her professional success is a point of pride in more ways than one. “Schaumburg, Oak Brook, Barrington, Buffalo

With over a decade in real estate, Aparajita Leekha has a bright career ahead. Looking to the future, she plans to focus on expanding her team and growing her referralbased company, while continuing to provide clients with the industry-leading service for which she and her team have become known.

Aparajita Leekha Property Economics Inc. | Chicago, IL 312.967.6732 | Apara.Leekha@gmail.com | www.RRealEstatewithAparah.com 14

New in town?

Tap into your REALTOR’S® rolodex There are few professionals who will know more about their community than real estate agents. Even if your agent doesn’t happen to live in the exact location where you’ve purchased a home, there is a good chance that you have an incredible resource at your fingertips, who will be more than happy to help you get acquainted with your new neighborhood.

REALTORS® are almost unanimously active in their communities, often involved in multiple community organizations. In addition, because their profession puts them in contact with countless people every year, real estate agents always know a lot of people in different industries. Moreover, because part of their job Copyright Featured Agent Magazine

is to be able to introduce and educate others on the various benefits afforded by each community, they tend to have their finger on the pulse of the regions where they live, work and play. As a newcomer to town, the vast knowledge that your agent possesses is an invaluable resource, right at your disposal. Here’s a look at some of the many resources most real estate agents can provide, when you’re moving to a new community.

Movers — Experienced real estate agents will be able to recommend you to a trustworthy, professional moving company to make your move as seamless as possible. 15

REALTORS® are often worth their weight in gold, not only when it comes to helping you secure a buyer, or helping you to get into a new home, but in helping you feel at home in your new community as well.

Pet Sitters/Boarding Facilities — Trying to move while your pets are running around, or stressed out, can make moving day a lot more cumbersome. Instead of trying to keep an eye on Fido or Fluffy while moving, ask your agent for a referral to a safe place to keep your pets until you’re able to pick them up.

Cable/Satellite/Internet Providers — Your REALTOR® or the seller’s agent will be able to provide you with the options for internet service and/or cable options available in your new community so you can schedule installation ahead of time, and have all systems up and running when you need them.

Daycare Centers — If you’re moving with young children, you can certainly spend time online researching reputable daycare or childcare centers in your community. Or, you could save time and just ask your REALTOR® for a recommendation.

Carpenters/Handymen — Because real estate agents work with these professionals frequently, they will be able to refer you to a skilled professional to help you with repairs, or construction projects.

Painters, Carpet & Flooring Professionals You may wish to have your new home upgraded a bit before you move in, or after you’ve moved and if so, your REALTOR® definitely has the name and number of painting and flooring professionals who can help.

Electricians — If there are new lighting fixtures you’d like installed, or if you have specific electrical needs your new home isn’t properly wired for, contact your agent or the seller’s agent. They will be able to refer you to a trusted, experienced electrician in your area to make any necessary changes. HVAC Professionals — When you need your hot

water heater replaced, or your furnace serviced, a single phone call to a real estate agent can likely save you a lot of time researching HVAC professionals online.

Landscapers/Seasonal Professionals — If you’re looking for help with mowing your lawn, designing gardens, raking leaves, or even snow removal in the winter, ask your REALTOR® for a referral — they will have one.

Babysitters — Believe it or not, real estate agents may even be able to point you in the direction of a trusted, reliable babysitter, for times when you need to leave your children at home.

Restaurants — If you’re looking for a nice evening out, or an amazing weekend brunch, your REALTOR® likely has suggestions in spades. To boot, they may know of specials, coupons, or weekly events at various restaurants in town. Fitness Facilities or Classes — From yoga, to local gyms, to great walking, running, or hiking trails, your real estate agent will know where residents go to exercise.

Community Events — From getting in touch with your local chamber, rotary, or neighborhood association, to discovering a weekly farmer’s market, or story time at the library, your REALTOR® is a valuable community resource for you to utilize.

Real estate agents are in the business of helping others. Their success is also contingent upon knowing the ins-and-outs of the communities where they work. As the result, REALTORS® are often worth their weight in gold, not only when it comes to helping you secure a buyer, or helping you to get into a new home, but in helping you feel at home in your new community as well.

featuredagent Jennifer Bozarth magazine

After graduating from business school at the University of Colorado and serving seven years at Proctor & Gamble in a sales and marketing capacity, Jennifer Bozarth was on the hunt for a professional path that would make use of her skillset and allow her a career closer to home. Already equipped with sales experience and a naturally entrepreneurial outlook, Jennifer decided to venture into real estate. Today, she heads a tightknit team and serves as the Broker and Owner of the Bozarth Group, under the banner of Keller Williams. Grounded by the golden rule and a commitment to her clients’ well-being, Jennifer and her team have earned multiple designations, which include the South Metro Denver REALTOR® Associations’ Top Team by volume and production and a spot in the Top 1% of Denver’s real estate teams.

Serving clients across Colorado, with a particular focus in the Denver metro area and its surroundings, Jennifer leads a capable team of 13. Together, they offer the very best in residential resale services, providing a memorable standard of client care that keeps business booming. “We truly pick up the phone, follow-up, and exceed our clients’ expectations through concierge level service,” Jennifer explains. “We’re very faith-based and that informs how we conduct our business. We treat others how we would want to be treated and work with integrity and ethics at the highest level.” With 85% of business driven by repeat and referral clientele, Jennifer touts a high level of client satisfaction as a breeder of steady growth, effectively doubling her team’s numbers year-over-year. What’s more, Jennifer and her team take a tailored approach to their relationships with clients, citing customized service and uninterrupted attention as the main drivers of their success. “What makes us stand out is our one-onone client service and personal touch,” Jennifer explains. “We never want to get so big that we forget that it’s all about our customers. We make it our priority to apply a laser-focus on serving their needs.” To market their listings, Jennifer and her team take a

holistic tact, ensuring that every property enjoys maximum exposure online through distribution across the leading digital listing platforms, in addition to being featured on niche sites that target Denver’s surging luxury

“Positively impacting the lives of others is what I enjoy most about my work.”

market. Likewise, Jennifer and her office are avidly engaged in the community, where they cultivate a reputation for serving families, their local economy, and the metro area’s burgeoning cultural scene. Their sponsorship of local events include the Denver Greek Festival, the Arapahoe County Fair, the Streets of SouthGlenn’s Music Festival and Denver’s Christmas Parade — to name a few.

While their consistency of delivery is evidenced by their high rate of repeat and referral clientele, Jennifer and her team are unwavering in their commitment to serving individuals and families in pursuit of their homeownership goals. “Positively impacting the lives of others — on both the client level and within our own team — is what I enjoy most about my work,” she reflects. “It’s so rewarding to be a conduit of success and development for the people that we interact with on a daily basis.”

Anticipating the future ahead, Jennifer assesses her office’s skyrocketing growth and her plans to expand: “We are a growing real estate team that doubles our business every year. We’re always looking for highly talented agents to join our team. We value culture, family, and celebrate one another’s successes.” Collectively, Jennifer and her team’s aim is to sell $100 million in volume this year, with hopes to double that figure in 2018, all while developing her talent roster, dominating the Denver market, and strengthening bonds with those she serves. In her free hours beyond the office, Jennifer lives for travel and recently returned from a nine-day excursion in Europe to celebrate her anniversary.

Equipped with nearly two decades of distinguished industry experience that fuels her daily practice, along with a decisive eye toward the Denver market’s skyrocketing future, the foundation for continued success is rock solid for Jennifer Bozarth and the Bozarth Team.

Jennifer Bozarth

Keller Williams | Aurora, CO 720.434.3832 | jennifer@bozarthhomes.com | www.thebozarthgroup.com Copyright Featured Agent Magazine

featuredagent Stephanie Fontaine magazine

While pursuing a master’s degree in accounting and working at a high-profile firm in northern California, Stephanie Fontaine sensed the need for a new path. When she and her boyfriend orchestrated a move to Las Vegas in 2014, she finally felt it was the right time to make a change and earn her license. Three years later, Stephanie has been riding a steady wave of success, guided by an ethos of integrity, professionalism, and investment in her clients’ homeownership goals. This year, she was recognized by the Greater Las Vegas Association of REALTORS® and its Young Professionals Network as being among the Top 40 Under 40, honoring agents who have thus far demonstrated marked excellence in their career.

Under the banner of Urban Nest Realty, Stephanie goes where clients lead, traversing the state in service of others. From Las Vegas to Pahrump and everywhere in between, she spearheads transactions that range from single-family homes and condos, to townhouses and even land listings. While her career in real estate is still blossoming, she has managed to net a robust rate of repeat and referral clientele thus far, and cites her persistence, ethical grounding, and dedication to going above and beyond as the primary drivers of her early success. “My clients are always my first priority,” she recounts. “People buy or sell a home for all different reasons and circumstances, and I pride myself on making sure my clients’ needs are met, that they’re supported, and put at ease. I treat others how I would like to be treated; that’s just how I live my life, and people sense that.” Likewise, Stephanie takes a personalized, caring approach to her relationships with clients. “Real estate is more than just negotiating prices or getting a client from Point A to Point B in a transaction,” she explains. “It’s about tailoring my services to what people need, and finding ways to make my clients’ lives a little easier by going above and beyond.”

To cultivate new clientele and to keep in touch with past clients, Stephanie reinforces her commitment to specialized communication, foregoing a one-size-fits-all

“I’m a woman of my word, and because of that, my relationships with colleagues, clients, and vendors continue to grow.” model in favor of authentic connections. She places a large emphasis on face-to-face interaction, whether she’s encountering clientele at the grocery store, open houses, or on door-to-door endeavors. To Stephanie, organically cultivating clients is the surest way to create lasting professional relationships. “I’m a woman of my word,” Stephanie says, “and because of that, my relationships with colleagues, clients, and vendors continue to grow.”

In addition to her client-centric philosophy, Stephanie highly values ongoing education and empowering clients through industry knowledge. “There’s always something new to learn, that’s what I love most about real estate,” Stephanie says. In that vein, she has earned multiple professional certifications to date, including the National Association of REALTORS® e-PRO designation and the Accredited Buyer’s Representative designation. As her roots dig deeper into her new hometown of Las Vegas, Stephanie makes an effort to stay involved in her local and global communities. She is an avid volunteer with Paws for Love, a charity that rescues cats, and also donates to the Dachshund Rescue of South Florida — as she is a Dachshund owner herself. In her free hours, Stephanie spends as much time outdoors as possible, taking in the rugged Nevada mountains and desert terrain. With an eye toward the future, Stephanie has plans to continue growing her network and developing her business, eager to add additional knowledge and experience to her arsenal. With three promising years already under her belt — along with an unflagging sense of responsibility to deliver her clients’ successes — the years ahead are bound to yield continued promise for Stephanie Fontaine.

Stephanie Fontaine

Urban Nest Realty | Las Vegas, NV 909.803.7332 | Stephanie.Fontaine702@gmail.com | www.HouseHuntersLV.com 18

Ramping up—

8 Tips to generate more referrals

It is often said that a referral is the highest compliment a professional can receive. Therefore, it’s no surprise that many REALTORS® make it a priority to build a business that is overwhelmingly referral based. Countless REALTORS® have achieved this elite status through hard work, integrity, and an unwavering commitment to providing premium service.

If you’re already doing all of this, and you’re still eager to continue growing, it’s time to start focusing, and committing to generating more referrals. Here are 8 easy tips to generate additional referrals.

Start Sharing — Share your knowledge, share your expertise, and share your time with others through speaking at networking or industry events, or even cohosting home buying or selling seminars. Speaking in front of audiences — whoever they may be — offers Copyright Featured Agent Magazine

you a perfect platform to position yourself as a true expert. After all, home buyers and sellers aren’t the only source of referrals. Your fellow real estate professionals can prove to be an excellent source of referrals as well.

Keep Requests Casual — Asking for referrals doesn’t have to happen immediately after a transaction is complete. Try calling past clients when you’ve seen a particularly neat property come on the market, or before it comes on the market, and ask them if they know anyone looking for a great home. This is a casual call, there’s no need for formality, and in the process of the call, you also get to catch up with a cherished client or friend.

Give More Than You Receive — Statistics don’t lie. Those who give more referrals, tend to receive more referrals. When you find a vendor you like, refer 19

them. When you work with mortgage professionals or CPAs who provide terrific service, refer them. Refer bakers, gardeners, lawyers, and doctors. Givers tend to get more in return.

Become Your Clients’ Cheerleader — When your clients succeed in a business or personal venture, congratulate them. A phone call, a text message, and even a social media shout-out when your client has been successful, go a long way in showing that you’re rooting for them. This helps reinforce the relationship, and can help keep you top-of-mind. Create Quality Content That Others Can Share — Get clever with content on your blog or social media platforms. Provide useful information, funny stories, or educational material. All three types of content are likely to be shared, which will get your name in front of even more potential clients.

Thank Your Referral Sources Publicly — When someone refers a client to you, consider thanking them on Facebook or other social media platforms. This gives them recognition, and demonstrates you truly do appreciate them and the client they sent your way. Flowers, or a similar mailed gift also can’t hurt. Tout Your Testimonials — Telling your clients

that you’re excellent at your job, is one thing. Having them hear from others how great your service or negotiation skills were, is better. Use raving testimonials on your website, in your email marketing campaigns, on social media, and if appropriate in your direct mail marketing. Offer Free Services to Clients, and Friends of Your Clients — Consider calling a client, and offering to give them a free estimate of their home’s value, out of the blue. Let them know that you’re happy to provide any of their friends or family members the same. After all, people enjoy knowing what their house is worth, and offering to do so, even if they have no plans to move, is a great way to educate your clients and ask if there is anyone else who may benefit from the same.

When it comes to increasing your referral business, there are opportunities to do so every day. In addition to these tips, try leaving extra business cards with your barista or favorite server at your local lunch spot. Ask your dry cleaner if you can put cards, or for sale postcards at their location. Be armed with cards, and an awesome elevator pitch when you attend events, entertainment venues, or even when you head to the dog park. Each new person you encounter has the potential to not only become a client, but to be an excellent resource for referrals, for years to come. Copyright Featured Agent Magazine

Ready to buy a home?

Get your credit ready first If you are thinking of purchasing a home in the coming year, there are several things you should do before you ever step foot into a potential house. One of them is to review and improve your credit to help ensure you receive the most favorable home loan terms. Of course, everyone has their own unique set of circumstances when it comes to finances, but there are some basic guidelines all borrowers can benefit from. Here they are:

Start with Your Score — The first thing you want to do is get a copy of your credit report, which includes your FICO credit score. You can get your report for free at annualcreditreport.com. Review it thoroughly for any errors or inaccuracies. If you find any, get to work having them corrected; you want lenders making decisions based on your information, not someone else’s. Traditional lenders typically require a credit score of 620 or higher to consider applicants for a loan; FHA loans require a minimum score of 580. However, your score will also affect the interest rate on your mortgage — the higher the score, the lower the rate. So it’s worth it to work on improving your score before you apply.

Pay On Time, Every Time — This is the single most important thing you can do to ensure a good credit score. Having a strong record of on-time payments is essential when applying for a home loan. Even one recent late payment can greatly influence the decision. If you’ve had any issues paying on time in the past, make it impossible to pay late by setting up all your bills up for automatic payments.

Hold Steady with Credit Cards — When you apply for a mortgage, lenders will be looking for consistency and responsibility. So now isn’t the time to open a lot of new credit cards. But it’s also not the time to close the ones you have. It’s a great idea to pay down high balances, but even if you pay off one or more cards, don’t close the accounts. Doing so can have a negative effect on your credit utilization ratio Copyright Featured Agent Magazine

(amount of total debt divided by total available credit), which has the potential to lower your credit score — exactly what you don’t want.

Even if you’ve made financial mistakes in the past, you can still work toward improving your score. It takes time, patience and discipline, but it will be well worth it. Beware of Quick Fix Credit Repair — If you’re credit score is lower than you’d like, you might be tempted to go for one of the quick fix credit repair solutions. Don’t do it. There is no way to immediately “fix” bad credit. What these companies do is initiate disputes on all negative entries on your credit report. While the creditors look into it, those line items will disappear from the report, which gives the temporary appearance of a cleaner credit record. But, once the creditor determines the entry is valid, it will show back up on your report. You are better off taking the money you’d spend on credit repair and using it to pay down high balances. Have a Talk with Your Boss — While this won’t directly influence your credit, it can help as you prepare a plan to buy your home. Talk with your manager about what you can expect in the coming year. Are you on track for any bonuses? Will the company be giving salary increases? If so, are you in good standing to get a raise? Having an idea of what is to come financially can help you make better decisions and formulate a solid plan to help you reach your goal of home ownership.

Getting a handle on your credit situation is an important step when considering buying a home. Even if you’ve made financial mistakes in the past, you can still work toward improving your score. It takes time, patience and discipline, but it will be well worth it. 21

featuredagent Alex Henderson magazine

Primarily serving the southwest Florida counties of Lee, Charlotte, and Collier, Alex spearheads his work from the offices of Schooner Bay Realty, Inc. in Fort Myers. There, Alex fields deals that run the gamut from commercial and residential purchases and sales,

“I’m not only a huge advocate for this area, but I love this area. I grew up here, my family is here, and I invest in real estate here myself.”

Born and raised in Fort Myers, Alex Henderson

came from a long line of successful real estate professionals. Growing up with both parents pursuing active careers in commercial and residential real estate, along with a grandfather at the helm of a flourishing investment property enterprise, Alex learned early on the value and potential of a career in the industry. After graduating from Florida Gulf Coast University with a degree in Business Management, Alex decided to follow in his family’s footsteps and pursue his own license. That was back in 2014, and since then, Alex has demonstrated an impressive track record, brokering multifaceted deals across industry specialties and fostering a practice built on consistency, tenacity, and an unflagging commitment to the Golden Rule. 22

to leasing office and industrial spaces, listing vacant land, and navigating investment property deals. In fact, it is Alex’s ability to negotiate across specialties that meaningfully sets him apart in the industry. Oftentimes, a residential client will require commercial real estate guidance down the line, or has a contact in need of representation. Equipped with first-hand, multidimensional professional know-how, Alex is capable in navigating whatever diverse needs a client might have. In a similar vein, Alex’s approach to his client relationships are rooted in professionalism, followthrough, and transparent communication. Especially when it comes to first-time homebuyers making their way through the intricacies of homeownership, Alex is devoted to compassion and patience as the driving qualities of his work. “I’m a strong believer in the Golden Rule,” he explains. “Everyone knows it, but not everybody practices it. I like to under-promise and over-deliver and set realistic expectations with clients. Plus, when it comes to serving first-time homebuyers — with all the emotions involved in helping them find and purchase their first ever home — compassion and patience go a long way.”

As a native resident of Fort Myers, Alex is readily able to pass along his in-depth knowledge of the area to his clients, providing them a valuable edge in a competitive field. In addition to closely tracking local market trends, changes, and developments, Alex also understands city leadership and the area’s inventory, affording clients an expert’s insight into the region’s real estate. “I’m not only a huge advocate for this area, but I love this area,” he reflects. “I grew up here, my family is here, and I Copyright Featured Agent Magazine

invest in real estate here myself. When I can share that specialized knowledge with a client, it builds trust.” Having already earned a considerable amount of returning clientele and continuing to see repeat clients and referrals, Alex’s ability to deliver results is driving his business’s development. Having doubled his returns year-over-year, and with 2017 on track to triple his volume, Alex’s trajectory is decidedly upward.

To stay in touch with those he’s served in the past, Alex makes an effort to function as a resource to his clients. “I’m just a phone call away if you want to learn something about real estate in Southwest Florida,” he tells his clients. Likewise, he sends mailers, stays accessible and responsive, and has served repeat clientele as a result. Considering what he enjoys most about his career, Alex says: “While I really enjoy the autonomy and mobility of my work, being able to provide a service to people making big changes in their life, and being part of something bigger than myself is what I love most about what I do.”

Extending his hometown pride to his charitable and civic engagements, Alex is an avid participant in the Royal Palm Coast REALTORS® Association and its Young Professionals Network. As a member, he is actively playing a role in organizing a charitable fishing competition benefitting Valerie’s House, an organization that supports families and their children grieving the loss of a loved one. In his free hours, Alex enjoys all things outdoors, from fishing and golfing to traveling to explore new locales.

As for the future, Alex has a strategic plan in place to continue his imprint’s annual growth, with hopes to ultimately evolve to a brokerage or investment group, in the spirit of his grandfather’s legacy. He also plans to stay on track toward owning 100 rental units in the next ten years, a testament to his ambition and belief in the Fort Myers market. Today, with three remarkable years already behind him and a decisive eye toward the future, the best is assuredly still to come for Alex Henderson.

Alex Henderson Schooner Bay Realty, Inc. | Fort Myers, FL 239.940.2856 | alexsells239@gmail.com Copyright Featured Agent Magazine

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