September 2017

September 2017

Top 10 Things

every first-time home buyer should know

Considering a career in real estate?

Find out if it’s right for you

Franzi Rothe

also featured:

Sandra Fernandez David Harbour Ken Lemberger Flo Volcko

All about appraisals —

What you need to know

contents

professionals

buyers&sellers

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Email marketing 101 — Make the most of your efforts

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All about appraisals — What you need to know

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Considering a career in real estate?

Find out if it’s right for you

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Top 10 Things every first-time home buyer should know

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Sandra Fernandez 9

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Flo Volcko 18

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Email marketing 101 — Make the most of your efforts

When it comes to marketing, there has never been a better time to be a real estate agent. The sheer volume of venues available in which you can showcase your listings, market yourself, team, or brand, and connect with others, is greater than at any other time in history. From blogging, to social media, to websites, to online and print publications, it’s truly a great time to be in real estate.

However, there is one marketing strategy that continues to dominate when it comes to yielding the best ROI — email marketing. True, by today’s standards, compared to social media and other digital marketing platforms, email marketing is a dated marketing strategy.

Yet studies continue to show that when email marketing is done properly, it is still one of the most cost-effective ways to reach your audience, and more importantly, generate sales.

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It’s important to note however, that a poorly planned or haphazardly executed email marketing campaign can certainly fall flat. So how can you increase the odds of your email hitting its mark? Here’s a look at five best practices to ensure your emails are received, opened, and acted upon.

Start with a Succinct, Snappy or Silly Subject Line — The subject line of your email will be seen before any of the content included in your message, so it needs to be succinct, but it also needs to be attention grabbing. For some REALTORS,® the magic formula may be a short but standout description of a new listing, while others may find a subject that is a bit sassy or silly receives better feedback. If you’re handling your email marketing on your own, try mixing it up, and evaluate the results from the different styles.

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When email marketing is done properly, it is one of the most cost-effective ways to reach your audience, and more importantly, generate sales.

are available and can help you determine when your audience likely reads emails, but if such a service does not fit in your marketing budget, a good rule of thumb is to stick with mid-morning, mid-afternoon, and early evening.

Make Sure Your Emails are Mobile Friendly If you are sending an email that contains graphics or a video, make sure that it is optimized for a mobile device. Studies have shown that not only do most people read their emails from their phone or tablet, they also delete and/or unsubscribe to emails that are not optimized to be mobile friendly.

Be Mindful of Frequency — Emailing your audience too often will lead to email fatigue. Bombarding your database increases the likelihood that you’ll receive requests to unsubscribe. There are conflicting reports on how often you should be reaching out to your target audience, but more than once a week is typically not recommended. Many real estate agents find that once or twice a month is perfectly sufficient for solidifying or maintaining top of mind awareness.

Time Your Distribution Wisely — Emails that are received at 2am are not likely to be deemed important. This shows that the sender is obviously not in touch with their target audience, or else they wouldn’t dream of sending an email in the middle of the night.

Likewise, sending an email first thing in the morning is generally not smart, as you run the risk of the email being buried beneath others. Email tracking services Copyright Featured Agent Magazine

Conclude With a Call to Action — A marketing email that doesn’t prompt readers to act is an ineffective email. Every marketing email you send should have a call to action, however small it may seem. Drive people to your website, tease them with a new blog entry, entice them to click on a listing with a preview, ask them to call you, or ask for a referral, but make sure you do something. A call to action is imperative.

Many REALTORS® will find that having email marketing campaigns automated removes a great deal of stress, and reduces the likelihood that they’ll go too long without contacting their database. There are many such services available, but if you don’t know where to start, ask a successful colleague what has worked for them. Even in the inherently competitive real estate industry, a trusted colleague, manager, or business coach will be willing to share their secrets for successful email marketing so that you too can take your business to the next level.

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When it comes to going the distance, or seeing things through from start to finish, there are few real estate agents who can match the stamina of Ken Lemberger.

With nearly 30 years of success in helping buyers, sellers, and renters throughout the Northwest suburbs of Chicago, Ken is still nowhere near ready to throw in the towel.

On the contrary, the award-winning REALTOR® is planning to stay the course by staying ahead of trends, education, and the changing needs of buyers and sellers in DuPage, Lake and McHenry Counties. Along the way, he’s planning to continue to engage in one of his favorite passions — running marathons — as he closes in on nearly three dozen marathons completed to date. Indeed, his endurance, commitment, and dedication to going the extra mile can be seen in both his professional life and his personal life, to the benefit of the buyers and sellers in greater Chicagoland.

Ken’s longevity in the ever-changing real estate industry was sparked by an interest in watching his father work with buyers and sellers. “My dad had been in real estate for five years when I decided to follow him into the business. I was 23 years old, and I was attracted to the entrepreneurial spirit that a career in real estate allowed,” he recalls.

Today, he remains passionate about what he does because of the bonds he forms with clients, the challenges presented by an everchanging industry, and the personal satisfaction that comes from helping others.

“When I first started in real estate, I knocked on the door of a home that was listed For Sale By Owner. The next day that man called me and had me list his home.

I asked, ‘Why me?’ He said simply, ‘You showed up.’

I’ve found that a lot of success in real estate can be traced to just showing up for clients,” he says. To Ken, showing up means personally handling all the details

Ken Lemberger of a listing or purchase. “I’ve chosen not to build a team because I prefer to be hands-on. My clients love that they always reach me personally. Whether they call, text or email, they know they are going to get me, and not someone they don’t know.”

Ken is also devoted to going the extra mile through maintaining a robust rolodex of referral partners who he can trust to take care of whatever clients might need. “I have great lenders, painters, electricians, and other professionals who I can count on to do a great job for my clients when they need those services,” he says. “I’m committed to being there for them from start to finish.”

His dedication to helping clients long beyond the close of sale is undoubtedly the reason Ken has built a business that is an impressive 80% by referral and repeat clients. In fact, these days, he says that he’s working with second generations of families, which is particularly rewarding. “I’m now working with the children of clients who I helped buy or sell a home years ago,” he says. “I feel like I’ve become almost a part of the family, since I’ve seen the kids grow up, and now get to help them buy their own homes,” he adds.

Dedicated to hard work done with the highest degree of integrity, Ken says that his clients’ needs and goals have always come first. Moreover, he credits consistency, being a good listener, and being empathic when warranted, for his successful tenure in real estate.

That success can be seen through his status as one of the Top 100 Single RE/MAX agents of Northern Illinois, a position he’s maintained for the past several years.

He’s also received the 5-Star Award in Chicagoland for the past seven years, which requires that he be nominated each year by a past client. It’s also an accolade that less than 7% of agents can claim.

As far as the future is concerned, Ken says that although he’s already enjoyed nearly three decades of success in real estate, he plans to stay on track, helping buyers and sellers for at least another 20 years. “I love getting to know people. I love being able to help people make big decisions, and I just really enjoy what I do.”

Ken Lemberger RE/MAX Central | Roselle, IL 630.205.8340 | KenLemberger@gmail.com | www.KenLemberger.com 6

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All about appraisals—

What you need to know There’s no disputing that appraisals carry a lot of weight when it comes to real estate. In general terms, an appraisal is the estimate of a property’s market value, in comparison to similar properties in the area.

This estimate is calculated through a painstaking process, and is conducted by licensed professionals who are deemed objective third parties (indicating they have no financial or other connection to the property).

Appraisals are not by any stretch of the imagination, “guesswork.”

A home’s appraisal will be influenced by numerous factors including:

• • • • • •

Recent sales of similar properties in the area Size of your lot and square footage of the house Number of bedrooms and bathrooms Location of the home Condition and aesthetics Upgrades and home improvements

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Appraisals for Buyers — Appraisals are particularly important to buyers, as an appraisal is mandatory when securing home financing. This is because a real estate appraisal serves as an assurance to the lender that the property is worth the amount they are lending.

In other words, an appraisal is a safeguard against risk for a lender, in the event that you default on your mortgage.

Appraisals are incredibly detailed and based upon a licensed appraiser’s on-site evaluation of a home, along with their research and analysis of sales data in the same area. Appraisals include amongst other things: evaluation of the real estate market in the neighborhood, details about the property compared to other similar properties, and any issues that may lower the value of the property.

As a buyer, appraisals that come in lower than the sales price can create a headache. However, if you 7

have your heart set on a home and the appraisal comes in too low, there are a few things you can do. You may be able to appeal the appraisal, working together with your mortgage professional, your REALTOR,® and the seller, to seek out comparable values that may rebut the original appraisal. It should be noted that this process takes time, and it can be an uphill battle, but it’s worth a shot. Alternately, you could order a second appraisal, or try to negotiate with the seller to bring down the price of the home.

Keep in mind that an appraisal is not the same as a home inspection. A home inspection focuses on ensuring that mechanical systems in a home (HVAC, plumbing, electrical, etc.) are in good working condition. Therefore, a home inspection is highly suggested, but the results do not always directly affect the loan approval process. An appraisal on the other hand, is required and plays a significant role in obtaining financing for your home.

Appraisals for Sellers — Appraisals aren’t only important for buyers. For sellers, appraisals can mean the difference between selling your home quickly, or finding yourself with a property on the market for an extended period of time. That’s precisely why many sellers opt to have an appraisal conducted themselves before listing their home for sale. This provides homeowners with a credible idea of how to price their home accurately for a quicker sale.

If you’re planning to sell your home, make sure all renovations and upgrades that have been made to your 8

A real estate appraisal serves as an assurance to the lender that the property is worth the amount they are lending, and is a safeguard against their risk. home are brought to the attention of your appraiser.

If you’ve installed new cabinetry, flooring, or countertops, make sure the appraiser knows about it. If you’ve recently replaced your windows or updated appliances, be sure to mention that too. However, keep in mind that the appraiser will need to verify your claims, so you may need copies of work orders or receipts to confirm the dates and costs of the upgrades.

Should the appraisal come in lower than you anticipated, steps to take include appealing the appraisal, reducing the sales price, or asking your buyer to bring in additional money to split the difference.

Appraisals for Homeowner Refinance — Homeowners who wish to refinance will find that appraisals can again make a world of difference. This is because you won’t be able to refinance your mortgage if your home’s value is less than the amount you owe on the property. Likewise, if your appraisal reveals that you have less than 20% equity in your home, you may be forced to refinance with additional costs of mortgage insurance, or you may not qualify for a refinance with a lower rate.

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featuredagent Sandra Fernandez magazine

During her successful 16-year stint working at Miami Children’s Hospital, Sandra Fernandez was ready to begin her next chapter.

She knew she craved a career that would allow her the ability to exercise her entrepreneurial streak.

When her boss and mentor encouraged her to try her hand at real estate, she decided to take the leap. After earning her license in 1999, she spent the next eight years honing her craft at an established real estate office, before going on to build her own endeavor that thrived for the eight years that followed. Then, after selling her imprint, she went on to Lifestyle International Realty II, where she currently serves as the broker. Sandra’s flourishing career is defined by unrelenting drive, a commitment to her community, and a genuine investment in her client’s lasting success. In fact, Sandra’s consistent service has earned her a plethora of awards and accolades, including being named REALTOR® of the Year for Florida State Certified REALTOR® Specialists, Mentor of the Year by the Women’s Council of REALTORS® Miami-Dade Chapter, and receiving the Woman of Virtue and Woman of the Year awards from the National Association of Professional Women.

Today, Sandra leads an office of 38 agents, though her company’s scope includes 350 agents all told. While Sandra supports her team through incisive leadership, she also fields a sizeable number of residential clients, particularly sellers. Serving Miami-Dade County, Sandra specializes in the areas of Coral Gables, South Miami, Kendall, and West Kendall. In describing her professional style, Sandra cites honesty, forthright communication, and firsthand knowledge as the primary drivers of her success. “No matter what client or deal I’m working with, I’m always ethical, professional and honest,” she says.

“Keep those three things at the forefront, and success will come.” The effectiveness of Sandra’s approach is demonstrable by the numbers. With 50% of her business driven by repeat clients, 30% by referral business, and 20% by new business, Sandra’s ability to maintain her

momentum is woven into the fabric of her practice. She also applies the same level of diligence and professionalism in supporting her ever-growing roster of real estate agents, imparting important lessons learned over the course of her storied career.

“There’s nothing I love more than seeing a smiling face at the closing table, knowing that I’ve helped my clients achieve their goals.”

To market her listings, Sandra displays nuanced command of social media and its vast influence. She takes to multiple platforms to ensure high visibility for each property she’s responsible for, in addition to cultivating a healthy online following. Likewise, community means a great deal to Sandra, and she takes pride in using her position to bolster the residents and small businesses in her local area. Additionally, Sandra is a professional leader both locally and nationally, and has served in many posts during her career. In addition to serving as the Chairperson for the West Kendall Baptist Hospital’s Relay for Life, she has served in a range of leadership positions that include: Director of the Florida Association of REALTORS,® Chairwoman for the Greater Kendall Business Association, President of the Women’s Council of REALTORS® Miami-Dade Chapter, and Governor for the Women’s Council of REALTORS® for all of Florida — among many other highly coveted roles that serve as further evidence of her professional acumen and ability to inspire. In her rare free hours, Sandra loves spending time with her family and loved ones, especially her young niece and nephew — her pride and joy. She also loves to travel as much as possible and escape to the beach to soak up the sun and sounds of the water.

As for the future, Sandra has strategic plans in place to fast-track the growth of her office, with hopes to expand from a team of 38 agents to a team of 300 — a testament to her unshakable ambition. Today, with close to two decades of sharpened insight and experience, Sandra never loses sight of the people and community she is privileged to positively impact. “What I enjoy most about what I do is serving the people in my community,” she reflects. “There’s nothing I love more than seeing a smiling face at the closing table, knowing that I’ve helped my clients achieve their goals.”

Sandra Fernandez

Lifestyle International Realty II | Miami, FL 305.342.2960 | sandra@fernandezhomes.com | www.fernandezhomes.com Copyright Featured Agent Magazine

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Top 10 Things every first-time home buyer should know Buying your first home is exciting, stressful and life-changing. You’re going to be faced with a lot of important decisions along the way, and you’ll often have to make them quickly, so the more information you have going into the process, the better. Here are the Top 10 things every first-time home buyer should know.

Mortgage Pre-Approval Isn’t a Guarantee — Getting pre-approved for a mortgage is an important step, but just because you’re pre-approved, doesn’t mean you’ll actually get the mortgage. Financial missteps following pre-approval could derail your chances.

Decide Location Versus Space — Figure out what’s most important to you. Is it the neighborhood you’ll live in, or the amount of square footage you’ll have? Once you decide that, you’ll be less likely to compromise one for the other and avoid being talked into something you don’t really want.

Understand the Total Cost — You’ve saved for a down payment, you can afford the mortgage payment, so that means you’re good to go, right? Not necessarily. You have to take into account the total cost of home ownership, which includes insurance, HOA fees, property taxes, home maintenance & repairs and more.

Don’t Expect Perfection — Very rarely does your dream home look like your dream home the moment you step through the door. You have to be able to envision the possibilities and be ready to transform it into your ideal space. Be sure you’re looking at homes with an open mind.

The School District Matters — Even if you don’t have kids or aren’t planning to, the school district in which your home is located affects the property value.

Don’t Make Rushed Decisions — While it’s true that you may have to make some quick decisions during the bidding process, don’t commit to anything you feel you’re being forced into or aren’t ready for.

Understand the Time Commitment — As a renter, you come and go as you please, and if something breaks or needs to be repaired, you make a phone call and that’s that. As a homeowner, you’re responsible for maintenance and upkeep, both inside and out, which will likely take a bite out of your free time.

Research the HOA — If you’re looking at a home in a community with an HOA be sure you read and understand the covenants, conditions, and restrictions (CC&Rs) and talk with your potential new neighbors to get a feel for how the HOA performs.

Don’t Be Afraid to Ask Questions — You’re about to make a huge decision. It’s perfectly normal to have lots of questions for your lender, your REALTOR®, the home inspector and anyone else involved in the transaction. Most real estate pros enjoy working with and educating first-time buyers, so ask away.

It Should Be Fun! — The home buying process can definitely be stressful, but it should also be fun, too.

After all, you’re about to realize the American Dream of home ownership. Enjoy the ride!

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Franzi Rothe

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Franzi Rothe

Originally from Germany, Franzi Rothe first ventured to the United States as a high school exchange student. Staying with a host mother that happened to be a REALTOR,® Franzi got an early taste of the career possibilities the world of real estate could offer. When she returned to the U.S. permanently in 2005, she decided to pursue her own license, passionate about the prospect of serving others on the road to homeownership. Today, Franzi is thriving as a residential agent with Keller Williams Professional Partners, applying to her practice an effective balance of easygoing comradery and incisive industry expertise. In 2016, Franzi earned Keller Williams’ KW Culture Award — a testament to her distinct talents and reputation as a client-centric agent.

Primarily serving Phoenix’s West Valley area — from Buckeye to Glendale — Franzi works with buyers and sellers while prioritizing transparency, ongoing 12

education, and steady communication. “I always put my clients’ interests first,” she says. “I make myself available and communicate well, that way my clients can move quickly in today’s hot market.” What’s more, Franzi is a firm believer in educating those she serves, empowering them through information and ensuring that they are capable in ascertaining the option that best suits their needs. “I’m as clear as possible with people on both sides of the transaction,” she says. “I’m upfront, make wise recommendations, and ensure that buyers and sellers know and understand their options.” With a striking 70% rate of repeat and referral clientele to date, Franzi’s ability to act as effective counsel is made plain by the numbers and her sharp attention to detail and organization.

“I’m always positive, but I like to be extra prepared in advance,” she explains. “That way if any problems should arise, I’m able to come to my clients with a solution in hand.”

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“I always put my clients’ interests first. I make myself available and communicate well, that way my clients can move quickly in today’s hot market.”

While her ability to deliver on her clients’ behalf is built into the fabric of her business and its steady growth, Franzi also inspires a calming effect amidst a transaction, acting as a confident, capable presence that clients can rely on long after close. “My clients come first,” she explains. “We spend a lot of time together during a transaction and I want them to think of me as a friend they can trust and connect with.” To market her listings, Franzi makes use of emerging technologies to ensure optimal exposure for each property. In addition to using professional photography and distribution across the leading online listing platforms, Franzi recently began incorporating 3D floorplan technology to provide potential buyers Copyright Featured Agent Magazine

with a memorably immersive experience. Considering her favorite parts of her work, Franzi cites each day’s new challenges and her work alongside clients as the most cherished aspects of her career. “Real estate is a really fun and rewarding profession,” she 13

“My clients come first. We spend a lot of time together during a transaction and I want them to think of me as a friend they can trust and connect with.” says. “I love the flexibility and it never gets boring, but I most enjoy meeting such a wide variety of people and learning their stories.”

To give back to her adoptive Arizona community, Franzi contributes to charities both at the office and at home. She is an avid volunteer with Arizona’s Humane Society and also serves as the Chairperson of the KW Cares Committee at her office, driving monthly fundraisers, raffles, and events to support colleagues experiencing hardship. In her free hours, Franzi enjoys running, hiking, practicing yoga, trying new restaurants around the Phoenix area, and spending quality time with her family and friends.

As for the future, Franzi has plans in place to continue the steady growth of her business, with hopes to incorporate new, service-oriented aspects to her work, such as health and wellness counseling and financial planning assistance. Today, with a decade of expertise at her fingertips and an authentic spirit of service in place, the future is teeming with continued promise for Franzi Rothe.

Franzi Rothe

Keller Williams Professional Partners | Glendale, AZ 623.330.1139 | franzirothe.realtor@gmail.com | www.franzirothe.com 14

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Considering a career in real estate?

Find out if it’s right for you

Unlike many careers, being a real estate agent really does provide you with unlimited possibilities. We’re not just talking about earning potential either, although that is certainly an appealing aspect. A career as a REALTOR® provides an opportunity for growth, continuing education, and building more relationships than you’ve ever dreamed, not to mention the various fields within real estate that you can pursue, such as property management or development. In addition, real estate affords a great deal of autonomy, and even flexibility.

With all of this at your fingertips, it’s no wonder so many people decide to become licensed agents each year. However, the majority of those who start a career in real estate don’t remain in real estate. The reason?

Success in real estate requires a lot of hard work.

Though the rewards can be immense, both financially, and from a personal gratification perspective, building a robust, and lasting career is no easy task.

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Think you’ve got what it takes to succeed in real estate?

Take our quiz to help you find out: • Are you comfortable working on commission?

• Are you able to go without a paycheck for at least several weeks, if not months?

• Do you enjoy working with people?

• Do you like helping others?

• Are you willing to work long hours, including nights and weekends?

• Are you interested in continuing education for the rest of your career?

• Are you able to cope well and adapt when things don’t go as planned?

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A career as a REALTOR® provides an opportunity for growth, continuing education, and building more relationships than you’ve ever dreamed… In addition, real estate affords a great deal of autonomy, and even flexibility.

• Are you organized?

• Challenge yourself to set and exceed goals

• Can you handle rejection?

• Work hard

• Do you enjoy marketing?

• Do you enjoy challenges?

• Do you feel comfortable starting conversations with people you don’t know?

• Are you interested in networking and attending events?

• Do you work well under stress?

If the answer to any of these questions is no, you’re going to want to determine if you’re willing to change your position on those questions. If not, realize that real estate may not be the ideal fit for you.

All successful real estate agents will attest that sometimes things don’t go as planned. Sometimes, no matter how much you try to stick to a plan for the day, or even week, things come up. Financing can fall through, or appliances can break, or appraisals can come in lower than expected. Though it’s certainly natural to be temporarily irritated, or even flustered, if those types of obstacles seem overwhelming, real estate is probably not for you.

On the other hand, real estate may be a perfect career choice if you welcome the opportunity to:

• Meet new people 16

• Learn something new every day • Find solutions to problems

• Get to know others on a personal level • Make other people happy

• Be responsible for your own success

If you’re unsure whether you have the right attitude, personality, and skill set to become a real estate agent, it’s a smart idea to take a test drive. Ask friends or family if they know of any local, successful real estate agents you may contact to “shadow.” REALTORS® are by and large incredibly helpful people by nature, and they are typically eager to see other young agents develop and thrive.The chances you’ll find an amazing example to follow around for a few days is very high.

Despite being a competitive industry, real estate agents are known for serving as mentors, and wonderful guides to those new to the career. Almost all agents can cite the person who helped them the most as they were getting started, and they welcome the opportunity to pay that gratitude forward.

So, what are you waiting for? If you’re ready to see for yourself just how fun, challenging, and rewarding a career in real estate can be, reach out and talk to an agent.You’ll be glad you did.

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featuredagent David Harbour magazine

David Harbour didn’t set out for a career in real estate, but after graduating from the University of Illinois and signing as a free agent with the Washington Redskins — eventually going on to win a world championship with NFL Europe — he was in search for a new professional path. After a stint in the computer industry, David knew he wanted to get back into the world of sports and took a job as the Director of Sales at a D.C. area arena, working on behalf of the NBA and NHL. He built his sales and leadership resume for five successful years before he came to the realization that he was ready to become his own boss. That was back in 1998, and since diving headfirst into the real estate business nearly 20 years ago, David has never looked back.

Primarily catering to the northern Virginia area just outside of D.C., David serves as the State Broker with eXp Realty, fielding his own transactions in addition to leading nearly 200 agents statewide. From the early days of his career, David relished the freedom and self-directed effort required to succeed in real estate, and that sense of dedication and passion still fuels his practice today. “There are a lot of similarities between professional sports and real estate,” he reflects. “Both are competitive industries and there are no guarantees. Every day you’re out there trying to prove yourself, to existing clients and new clients alike. I love that about this business. The industry allows a lot of flexibility and there’s no ceiling. You get out what you put in.” In that vein, David’s daily approach blends fun and professionalism, drawing on years of experience and a commitment to easing the anxieties of his clients. “As a real estate professional, it’s important to not only be informative but to also ease the tension of those going through the buying process,” he says.

“Oftentimes clients find it very stressful, whether you’re working alongside first-time homebuyers or those relocating who don’t know the area well.” Adding to his nuanced experience, David is a firm believer in the power of new technology and makes considerable use

of video to advance his practice, from video conferencing with international clients during a home inspection, to sending video e-mails to create face-to-face time with those he serves.

With an impressive 85% rate of repeat and referral clientele, David’s ability to deliver on his professional promises and leave clients with a positive impression is well established. What’s more, his company has received many accolades ranging from The Washington Post naming eXp Realty as one of the Best Places to Work for two years running, to a recent Inman nomination for one of the most innovative real estate companies, countrywide. As a professional in his own right, David has enjoyed cross-platform success, serving as a D.C. real estate expert on HGTV’s Get It Sold for a seven-episode run. Altogether, it is David’s personal touch, incisive counsel, and backing by a cutting-edge company that has kept business booming. In fact, his role is currently evolving as he takes on new responsibilities as a Regional Development Leader, overseeing multiple states to help clients and agents alike make the most of their real estate related endeavors. “I treat my clients like friends and family,” he says. “The people I work with I really take under my wing. I try to treat everyone the same way and with the same level of service.”

To give back to his community, David is a regular sponsor of the Loudoun Crime Commission, contributing to the resources of the area’s police force. In the fall, David and his team have plans to begin a program to help firefighters, police officers, and teachers receive financial assistance when buying a home. As for his coveted free hours, David enjoys spending quality time with his family and traveling to new destinations. He is also an avid practitioner of Brazilian Jiu-Jitsu.

Considering the future of his business, David has plans to deepen his role as Regional Development Leader and lend his storied understanding of the industry in training up-and-coming agents ascending the ranks. Today, with nearly two decades of hard-won insight at his fingertips, along with an optimistic and well-balanced perspective in guiding his clients, the years still ahead are sure to be full and bright for David Harbour and his team at eXp Realty.

David Harbour eXp Realty | Leesburg, VA Text/Cell 703.928.1899 | david.harbour@exprealty.com | www.davidgethome.com Copyright Featured Agent Magazine

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featuredagent Flo Volcko magazine

would change the way business was done forever.

Through it all, Flo has cultivated a career defined by perseverance, patience, and an unflagging passion for her daily work.

Primarily serving the southeast and southwest quadrants of Calgary, Flo’s business is largely driven by residential clients, with the occasional commercial offering. While Flo has amassed an impressive 60% rate of repeat and referral clientele, she has also served second and third generations of families that have returned for her unparalleled market knowledge and the patience with which she guides clients through the buying and selling processes.

Flo Volcko still remembers the days when listings

were catalogued on 3x5 note cards and closing paperwork was hand-delivered after a long drive. A lot has changed since then, but the same spirit of industry and enthusiasm that first launched Flo’s career still drives her today. While she always harbored a passion for real estate, it just so happened that she earned her license in 1981 — the same year that Calgary was in the midst of one of its worst housing recessions. Undaunted by a challenge, Flo turned it into an opportunity and closed out the year as a top producer and earned a spot in her company’s President’s Club.

Throughout the course of her storied career, Flo has seen the industry change in countless ways — from market shifts and the sizeable growth of her home city, to the introduction of new technologies that 18

Though she serves clients of all kinds, Flo has a particular affinity for first-time homebuyers, as she relishes the educational process and counseling inherent in these transactions. Accordingly, she has compiled in-depth booklets on what buyers and sellers need to know.

She encourages buyers to ask the tough but necessary questions when it comes to long-term affordability and financial health. By creating an informed foundation on which to build their homeownership dreams, clients remember Flo for the practical council she provides. To help sellers earn top dollar for their homes, she’s also collected handy advice on easy-toaccomplish tasks that can meaningfully improve a property’s price point. All in all, Flo’s active engagement in her clients’ successes has kept business booming for 37 years and counting. “You have to be very disciplined to succeed in this business,” Flo says. “I’m very patient and I’m very honest. I would never sell someone a house that I wouldn’t live in myself. With my vast amount of experience, I can handle every type of client from start to finish.”

To keep in touch with her extensive network of past clients, Flo applies a personal and educational approach — themes that run throughout her professional philosophy. In addition to sending biweekly newsletters that range from broad industry topics to personally curated local market information, she also makes her

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comprehensive brochures available at open house events that she hosts. To ensure that the sellers she works alongside net the highest offer possible for their homes, Flo emphasizes the power of fine tuning the littlest details to positively impact their bottom line.

“I always tell my sellers: you don’t get a second chance to make a first impression.” While Flo has enjoyed a steady stream of success throughout her career — earning a myriad of designations and accolades along the way — what she cherishes most are the relationships she’s built over the years. “What I love most about what I do is meeting all kinds of new people,” she says. “It’s so rewarding to work with people of all different backgrounds and cultures — communicating, learning their needs and helping them achieve their goals.”

As a longstanding member of the Calgary community, Flo is active in a variety of causes both charitable and civic. She’s avidly engaged in the Glamorgan community where she sponsors and assists in the organization and execution of their annual garage sale. Additionally,

“I’m very patient and I’m very honest.

I would never sell someone a house that I wouldn’t live in myself.” she is an active member of her church community where she participates in service efforts to benefit worthy causes. In her free hours, Flo enjoys getting some fresh air with a long walk or a round of golf.

As for the future, Flo plans to continue growing her business, adding to the already substantial size of her network and continuing to act as an indispensable guide to buyers and sellers in the Calgary area. Perhaps what is most impressive about Flo’s distinguished pedigree is the authentic enthusiasm that fuels her day to day. With more than three decades of hardwon, adaptable, and diligent experience behind her, Flo shows no signs of slowing down. “I’m excited to get up every day,” she says. “I just can’t see myself doing anything else.”

Flo Volcko

MaxWell South Star Realty | Calgary, AB 403.542.9501 | flo@gowithflo.ca | www.gowithflo.ca Copyright Featured Agent Magazine

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