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Rising Star JOSHUA PAGAN “The Damon Michels Team” at Berkshire Hathaway HomeServices Fox & Roach
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If youIfare youinterested are interested in contributing in contributing or nominating or nominating Realtors Realtors for certain for certain stories, stories, please please emailemail us at us josh.buchter@realproducersmag.com. at josh.buchter@realproducersmag.com. DISCLAIMER: DISCLAIMER: Any articles Any articles includedincluded in this publication in this publication and/or opinions and/or opinions expressed expressed therein do therein not necessarily do not necessarily reflect the reflect views theofviews N2 Publishing of N2 Publishing but remain but solely remainthose solelyofthose the of the author(s). author(s). The paidThe advertisements paid advertisements contained contained within the within Philadelphia the Philadelphia Real Producers Real Producers magazine magazine are not endorsed are not endorsed or recommended or recommended by N2 Publishing by N2 Publishing or the publisher. or the publisher. Therefore, Therefore, neither N2 neither Publishing N2 Publishing nor the nor publisher the publisher may be may held be liable heldorliable responsible or responsible for business for business practices practices of theseofcompanies. these companies.
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If you are If you interested are interested in contributing in contributing or nominating or nominating REALTORS® REALTORS® for certain for certain stories,stories, pleaseplease email us email at josh.buchter@realproducersmag.com. us at josh.buchter@realproducersmag.com.
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Philadelphia Philadelphia Real Producers Real Producers •9 •9
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Philadelphia Philadelphia Real Producers Real Producers • 11 • 11
CLOSE CLOSEYOUR YOURHOME HOMEIN IN2121DAYS! DAYS! Tommy Tommykeeps keepsthings thingsonontrack! track!
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Philadelphia Philadelphia Real Producers Real Producers • 13 • 13
publisher’s publisher’s notenote WrittenWritten by: Josh by:Buchter Josh Buchter
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ith the ithcurrently the currently intense intense and unstable and unstable state state of theofcountry the country and the andworld, the world, it is easy it is to easy be to be overcome overcome with with feelings feelings of stress, of stress, anxiety anxiety and confuand confusion. sion. The looming The looming thoughts thoughts of “what’s of “what’s next”next” or “how or “how couldcould thingsthings possibly possibly get worse” get worse” may cross may cross your your mindmind now; now; moremore than ever than before. ever before. The media The media thrives thrives off ofoff hysteria, of hysteria, serving serving us upus king-size up king-size portions portions of of jarring jarring headlines headlines and doomful and doomful premonitions. premonitions. It’s a It’s a sick addiction sick addiction that we’ve that we’ve become become accustomed accustomed to. to. Luckily, Luckily, therethere is a cure is a to cure help to us help maintain us maintain through through toughtough timestimes whichwhich has been has been around around forever, forever, but isbut is oftenoften overlooked. overlooked. The solution The solution is nature. is nature. Nature Nature givesgives us theusopportunity the opportunity to reset to reset our minds our minds and clear and clear out the outjunk the that junk bogs that bogs us down. us down. I’ve never I’ve never felt more felt more alive alive or free or than free than whenwhen I cut Imy cutphone my phone off and offimmerse and immerse myself myself in nature. in nature. Less Less screen screen time,time, moremore greengreen time.time. I’ve gone I’ve gone cliff jumping cliff jumping in Puerto in Puerto Rico,Rico, hikedhiked through through the Panamanian the Panamanian rainforest rainforest and scuba and scuba diveddived in Thailand. in Thailand. WhileWhile Americans Americans are are restricted restricted in their in their international international traveltravel destinations destinations at theatmoment, the moment, therethere are plenty are plenty of options of options for usfor to us to take full takeadvantage full advantage of closer of closer to home. to home.
“PLANT “PLANT SEEDS SEEDS OFOF HAPPINESS, HAPPINESS, HOPE, HOPE, SUCCESS, SUCCESS, AND AND LOVE; LOVE; IT IT WILL WILL ALL ALL COME COME BACK BACK TOTO YOU YOU ININ ABUNDANCE. ABUNDANCE.
In June In June I wasIinvited was invited to a Real to a Real Producers Producers leadership leadership retreat retreat at Webster at Webster Lake,Lake, Indiana, Indiana, where where I did Iyoga did yoga by the bylake the and lakeattempted and attempted to waterski. to waterski. TheseThese are are two things two things I’ve never I’ve never done done before before and failed and failed miseramiserably at. bly But, at. IBut, hadIahad good a good time time tryingtrying nonetheless. nonetheless. In In July IJuly went I went camping camping at Pine at Pine CreekCreek GorgeGorge aka “The aka “The GrandGrand Canyon Canyon of Pennsylvania.” of Pennsylvania.” It’s just It’sfour just hours four hours from from Philly, Philly, but felt butlike feltalike world a world away,away, especially especially at night at night whenwhen the sky theopens sky opens up with up with thousands thousands of of starsstars not visible not visible within within our city ourlimits. city limits. This This month month I’ll beI’ll exploring be exploring Lake Lake George, George, NY, with NY, with somesome friends friends for a for fewadays. few days. I’ve also I’ve committed also committed to jumping to jumping in in the ocean the ocean everyevery Sunday Sunday for the forrest theof rest theofsummer; the summer; weather weather permitting. permitting. Sun and Sunsaltwater and saltwater are good are good for for the body the body and soul. and soul. If youIfhaven’t you haven’t already already realized realized the healing the healing power power of nature, of nature, you are youmissing are missing out. Iout. encourage I encourage you to you to get after get after it. You it.will Youundoubtedly will undoubtedly lead alead more a more calm calm and balanced and balanced life. Take life. Take a walk a walk on the onWissahickon the Wissahickon Trails, Trails, catchcatch a picnic a picnic vibe in vibe Fairmount in Fairmount Park,Park, bike bike alongalong PennsPenns Landing? Landing? Nature Nature deprivation deprivation is real. is real. Don’tDon’t be a victim. be a victim. Maybe Maybe getting getting freshfresh air and airesand escaping caping the grind the grind is something is something you tend you tend to puttoon put the on the backburner. backburner. We’reWe’re all busy, all busy, but do but yourself do yourself a favor a favor and make and make time time for self-care. for self-care. If nothing If nothing else, else, put put somesome plantsplants in your in your homehome and office, and office, wouldwould ya? ya?
THIS THISISISTHE THE LAW LAWOF OFNATURE.” NATURE.” -STEVE -STEVE MARABOLI MARABOLI 14 • August 14 • August 20202020
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DEANNE DEANNEKATSAROS KATSAROS IS IS
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Philadelphia Philadelphia Real Producers Real Producers • 17 • 17
JOSHUA 18 • August 18 • August 20202020
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PAGAN
“The “The Damon Damon Michels Michels Team” Team” at at Berkshire Berkshire Hathaway Hathaway HomeServices HomeServices Fox Fox & Roach & Roach J o sJhoP sh a gPaang, a n , a Ra E ARLT E AOLT R ®O R ® with w iBt h e rB ke sh r ki rseh i r e H a tH h a twhaayw a y Hom Heo m S e rS v iecrevsi c e s F oxF& oxRo & aRo c ha, c h , i s t ihsi st hmi so nmt o hn ’ st h ’ s “ R i s“ iRnigs i S n tga S r.”t a r.” Josh’sJosh’s interest interest in real in real estateestate started started whenwhen he he was growing was growing up inup Long in Long Island. Island. He rode He rode his bike his bike around around the surroundthe surrounding areas ing areas and enjoyed and enjoyed looking looking at theathouses the houses and the andarchitecture. the architecture. At first, At first, he went he went to ar-to architecture chitecture school. school. But, But, after after meeting meeting his better his better half, half, he quickly he quickly realized realized he was hebetter was better suitedsuited for for something something else. else. “I have “I have comecome to realize to realize that there that there are many are many partsparts to thetoreal theestate real estate industry industry and that and Ithat I couldcould still appreciate still appreciate my love my for lovedetail, for detail, design, design, and architecture and architecture through through brokerage.” brokerage.”
rising rising starstar featured featured agent agent WrittenWritten by: Katie by: Kohler Katie Kohler Photography Photography by: by: BryantBryant Sanders Sanders Photography Photography
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On the OnMain the Main Line and Lineinand Philadelphia, in Philadelphia, Josh Josh is oneisofone of “I’m very “I’m very big onbig doing on doing moremore than than the youngest the youngest and most and most successful successful agents. agents. He joined He joinedwhatwhat I’m paid I’m for paidbecause for because I believe I believe one ofone theoftop-rated the top-rated real estate real estate teams, teams, The Damon The Damonin setting in setting the standard the standard that other that other Michels Michels Team,Team, and has andquickly has quickly worked worked his way his to way to people people can be can measured be measured by. I believe by. I believe become become a dominant a dominant forceforce in theinmarket. the market. in people in people and not andprices not prices because because the relationships the relationships I build I build are more are more Josh Josh understands understands that athat home a home is oneisofone theofbiggest the biggestimportant important than than any amount any amount of money of money investments investments a person a person can make. can make. Trusting Trusting a 26-yeara 26-yearI can Ihave. can have. WhenWhen you combine you combine thosethose old like oldhimself like himself to manage to manage the process the process is notissomenot some-two things two things together together I findIthe findsituathe situathingthing mostmost people people are comfortable are comfortable with.with. However, However,tion moves tion moves from from just being just being a job atojob to Josh’sJosh’s motives, motives, passion passion and focus and focus are deeper are deeper than than helping helping a friend a friend in need. in need. My goal My is goal to is to somesome with with decades decades of experience. of experience. help people help people with with any and anyall and ofall their of their Philadelphia Philadelphia Real Producers Real Producers • 19 • 19
real estate real estate needsneeds because because it’s something it’s something that I’m thatpassionate I’m passionate about, about, specialize specialize in andin and wholeheartedly wholeheartedly enjoy.” enjoy.” Two of Two theofmain the main areasareas Josh Josh serves serves are are Philadelphia Philadelphia and the andMain the Main Line.Line. He exHe explained plained that the thatbiggest the biggest difference difference between between the two theare twothe aretypes the types of homes of homes and the andway the way the homes the homes connect connect with with the lifestyles the lifestyles of of buyers buyers and sellers. and sellers. “Each“Each area presents area presents a different a different type of type lifeof lifestyle style and that and translates that translates into the intoreasons the reasons why people why people buy homes buy homes in each in each respective respective area.area. Understanding Understanding the care the and caremainand maintenance tenance of theofdifferent the different typestypes of homes of homes is is also aalso big adifference big difference among among the respective the respective areasareas as well as as well how as individuals how individuals are taxed, are taxed, applyapply for building for building permits, permits, and several and several otherother industry-specific industry-specific differences.” differences.” Josh Josh skillfully skillfully uses uses the newest the newest and most and most in- innovative novative technologies technologies to help to clients help clients reachreach their their goals.goals. On his Onwebsite, his website, he highlights he highlights the importance the importance of marketing of marketing properties. properties. Josh Josh developed developed his marketing his marketing skillsskills earlyearly in hisincareer his career and loves and loves the marketing the marketing as- aspect of pect real ofestate. real estate. “To me, “Toevery me, every homehome is an experience is an experience and and has its has own itsstory own story to tell.toIt’s tell.my It’sjob mytojob find to find that story, that story, understand understand it, andit,then and create then create a a message message that others that others can relate can relate to. If you to. Ifcan’t you can’t put your put message your message in front in front of theofright the right buyerbuyer then your then message your message almost almost doesn’t doesn’t matter matter at at all. Through all. Through marketing, marketing, I’m able I’mto able control to control to me.toIfme. helping If helping others others and growing and growing myself myself as a person as a person allows allows me me wherewhere that message that message is seen, is seen, whichwhich aids in aids in thingthing to, ‘keep to, ‘keep rising,’ rising,’ well, well, I suppose I suppose that’sthat’s just what just what I’ll continue I’ll continue to do.” to do.” helping helping the right the right buyerbuyer understand understand it.” it.” his time, free time, Josh Josh is a soccer is a soccer referee. referee. He played He played soccer soccer growing growing up up His marketing His marketing skillsskills also served also served him well him well In hisInfree and today, as a ref, as ahe ref, considers he considers it a way it a to way relax. to relax. Josh Josh is an is avid an hiker avid hiker during during the coronavirus the coronavirus shutdown. shutdown. He’s He’s and today, who the listsWissahickon the Wissahickon Valley Valley Park,Park, the Poconos the Poconos and Jim andThorpe Jim Thorpe shifted shifted his focus his focus to a full-fledged to a full-fledged rebrandrebrand-who lists as some as some of hisoffavorite his favorite spots.spots. ing campaign ing campaign and other and other waysways to continue to continue to to exceed exceed clients’ clients’ expectations. expectations. The coronavirus The coronavirus hasn’thasn’t slowed slowed his trajectory. his trajectory. Real Producers Real Producers – Real – People Real People WhenWhen askedasked what what it meant it meant to be to a “Rising be a “Rising Favorite Favorite movie: movie: The Big TheShort Big Short Star”Star” and his andgoals his goals for the forfuture the future he said: he said: TV show: TV show: Hunter Hunter x Hunter x Hunter “My personal “My personal goal is goal to be is to truly be truly free. free. I want I want to help to realize help realize the goals the goals of those of those I work I work with with and care and for carebecause for because I believe I believe everyeveryone deserves one deserves whatwhat they want they want out ofout lifeofand life and because because my friends my friends and family and family meanmean everyevery20 • August 20 • August 20202020
Restaurant: Restaurant: Angelo’s Angelo’s Pizzeria Pizzeria SouthSouth PhillyPhilly Book:Book: The Richest The Richest Man in Man Babylon in Babylon Team:Team: New New York Knicks York Knicks PlacePlace to goto in go theinPhiladelphia the Philadelphia area: area: LaurelLaurel Hill Cemetery Hill Cemetery Vacation Vacation spot: spot: Chincoteague Chincoteague Island, Island, Virginia Virginia @realproducers @realproducers
“ I “BI EL B EIELIE VEVE I NI N PEO PEO P LPELE AND AND N OT N OT P RPIC R IC E SE S B ECAU B ECAU S ESTEHE T HE R EL R EL ATI ATI O NOSNSHIP H IP S S I BI UBI U LD ILD A RAERM EO MROER E I MIPMOPRTA O RTA N TNTHAN T T HAN A NAYN A Y MAO MUONUTNT O FO F MO MNOENE Y IY I CACA NN H AVE HAVE .” .”
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22 • August 22 • August 20202020
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Philadelphia Philadelphia Real Producers Real Producers • 23 • 23
celebrating celebrating leaders leaders WrittenWritten by: Katie by: Kohler Katie Kohler Photography Photography by: Captures by: Captures Forever Forever Photography Photography
P. P. CCOOHHEENN “I have “I have a certain a certain modelmodel I work I work with.with. WhenWhen I I switched switched careers careers at 40at years 40 years old, Iold, needed I needed a fast-a fasttracktrack to support to support my family.” my family.”
THE THE MICHAEL MICHAELP.P. COHEN COHEN TEAM TEAMAT AT KW KWPHILLY PHILLY
OtherOther REALTORS® REALTORS® mightmight shy away shy away fromfrom dis- distressed tressed homes, homes, bank-owned bank-owned homes, homes, short-sales, short-sales, foreclosures foreclosures and other and other hard-to-sell hard-to-sell properties. properties. However, However, Michael Michael carved carved out his outniche his niche in thein the affordable affordable housing housing marketplace. marketplace. “I like “I the likechallenge. the challenge. It was It something was something that that reallyreally no one noelse one was else doing. was doing. When When I let people I let people knowknow how how I could I could help help themthem and would and would find afind a way, way, they they realized realized no one noelse one would else would do that do that kind kind of stuff.” of stuff.”
Michael Michael Cohen Cohen is this is this month’s month’s Michael Michael is always is always up forupa for challenge. a challenge. He’s been He’s been able to able help to sell helpproperties sell properties where where people people are outare out“Celebrating “Celebrating Leaders” Leaders” featured featured of-state of-state but need but need to listtoa list deceased a deceased parent’s parent’s home.home. agent. agent. Michael Michael is a is REALTOR® a REALTOR® at at Michael Michael arranged arranged to have to have the house the house cleaned, cleaned, painted painted and prepped and prepped for the formarket. the market. KW KW Philly. Philly. Michael Michael is a is Broker a Broker andand the the Team Team Leader Leader at the at the Michael Michael P. P. “It was “Itawas little a little bit above bit above and beyond and beyond the call theofcall of Cohen Cohen Team Team whowho possesses possesses overoverduty,”duty,” he said he with said with a laugh. a laugh. 20 years 20 years of experience of experience spanning spanning Michael’s Michael’s low-income low-income and senior and senior citizen citizen clients clients various various markets markets including including rely on rely him on for himhonest, for honest, effective effective decision-makdecision-making. Also, ing. Also, seniors seniors have have unique unique real estate real estate needsneeds foreclosures, foreclosures, commercial, commercial, and require and require extraextra attention. attention. In most In most cases,cases, residential residential andand senior senior housing. housing. they they are less are adept less adept at using at using technology technology and and theirtheir homehome needsneeds repairs. repairs. REALTORS® REALTORS® need need
24 • August 24 • August 20202020
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Philadelphia Philadelphia Real Producers Real Producers • 25 • 25
to beto willing be willing to take to the taketime the time to to listenlisten to them. to them. Michael’s Michael’s otherother strong strong traitstraits – responsiveness, – responsiveness, determination, determination, and dependability and dependability – especially – especially shineshine through through whenwhen working working with with senior senior citizens. citizens. “Real“Real estateestate services services for senior for senior citizens citizens are necessary are necessary in ourin our community. community. I don’tI don’t thinkthink therethere is is anyone anyone out there out there strictly strictly serving serving seniorsenior citizens citizens and helping and helping themthem do do seniorsenior moves. moves. FromFrom start start to finish, to finish, it’s extremely it’s extremely rewarding.” rewarding.” The willingness The willingness to take to on take a on a challenge challenge has earned has earned Michael Michael loyal loyal HardHard workwork and focus and focus on client on client happiness happiness have have put Michael put Michael in theintop-tier the top-tier of of clients clients and glowing and glowing reviews. reviews. He He Philadelphia Philadelphia REALTORS®. REALTORS®. not only not gets only referrals gets referrals from from clients, clients, he gets he outstanding gets outstanding referrals referrals from fromAn award-winning An award-winning agent, agent, Michael Michael focuses focuses on hisonclients, his clients, helpshelps themthem find top find top brokers, brokers, agents agents and property and property man-manvalue,value, and turn and turn theirtheir dreams dreams into reality. into reality. He typically He typically takestakes a listing a listing at 5 perat 5 peragers.agers. The referrals The referrals all come all come with withcent,cent, not tonot undercut to undercut otherother agents, agents, but because but because he is he offering is offering a value. a value. Michael Michael the same the same theme: theme: “Call“Call Michael, Michael, he hespends spends a considerable a considerable amount amount of money of money on advertising on advertising whereas whereas otherother REALREALcan take can care take of care it.”of it.” TORS® TORS® mightmight not. The not. reasoning The reasoning is simple: is simple: the more the more a listing a listing is advertised, is advertised, 26 • August 26 • August 20202020
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H AHRADRWO D WO R KRAKNADNFDOFCOUCSU S O NOC NLC I ELN I ETNHTAHPAPPI N PE IN SE SS S H AV H AV E PEUPTUM T IM CH I CAHEA LEL I N ITNHTEHTO E TO P- TPI ETRI EO RFO F P HPI LHAI LDAED LE P LHPI A H IR AER AELTO A LTO R SR ® .S ® .
who’ve worked worked for me foryears me years ago and agowe andare westill arein still in“I offer “I offer agents agents anything anything I have. I have. SomeSome the more the more people people reached, reached, the better the betterwho’ve touch. touch. I think I think that’sthat’s so important.” so important.” take me takeupme onup it,on and it,some and some don’t.” don’t.” chance chance of a sale. of a sale. Michael Michael and his andteam his team of REALof REALTORS® TORS® have have extensive extensive experience experience working working in theinPhiladelphia the Philadelphia area area and they and they knowknow whatwhat it takes it takes to earn to earn valuevalue for properties for properties and to and guide to guide clients clients through through the process. the process.
SomeSome of Michael’s of Michael’s notable notable recent recent achievements achievements include: include: 2019 2019 Top agent Top agent in theinCity theof City Philadelphia of Philadelphia 2018:2018: Ranked Ranked 18 Highest 18 Highest Volume Volume TeamTeam in PAin PA 2018:2018: Philadelphia Philadelphia Magazine Magazine Five Star FiveReal Star Real EstateEstate AgentAgent 2017:2017: Ranked Ranked 21 Highest 21 Highest Volume Volume TeamTeam in Units in Units 2016:2016: Ranked Ranked 121 highest-volume 121 highest-volume team team in units in units in theinU.S. the U.S.
His willingness His willingness to share to share his methods his methods comes comes from from his genuine his genuine love of love real of real estate. estate. Michael Michael lovesloves the interaction the interaction and the andart theofart theofdeal. the deal. He enjoys He enjoys walking walking people people through through a house a house and and talking talking to them to them aboutabout it anditfielding and fielding their their questions. questions.
Michael Michael lookslooks for team for team members members “Everything “Everything is a networking is a networking event.event. who who are motivated are motivated self-starters. self-starters. I want I want to network to network with with everyevery singlesingle The Michael The Michael P. Cohen P. Cohen TeamTeam has ahas a person person in theindeal. the deal. The lender, The lender, the the largelarge amount amount of inventory, of inventory, and the and the title company, title company, the other the other agent,agent, the the teamteam has ahas lot atolot sell. to The sell. team The team conveyancer. I want I want to know to know everyeveryconsists consists of Michael, of Michael, six agents, six agents, and andWhenWhen Michael Michael arrives arrives at a listing at a listing appointment, appointment, he heconveyancer. one. That’s how you howbuild you build a business a business an assistant. an assistant. People People fromfrom the hospithe hospi-givesgives people people his resume his resume whichwhich lists his listsexperience, his experience,one. That’s and aand name. a name. You have You have to gettoalong get along talitytality industry industry and hairdressers and hairdressers do doawards awards and sales. and sales. with with everyone everyone and cooperate.” and cooperate.” well well on the onteam the team due to due their to their drive.drive. The agents The agents who who workwork on the onteam the team “A listing “A listing appointment appointment is a job is ainterview job interview and I’m and I’m For Michael, For Michael, strong strong relationships relationships respect respect Michael’s Michael’s workwork ethicethic and and applying applying for a for job,” a job,” says Michael. says Michael. aren’taren’t built built behind behind a keyboard. a keyboard. In- Inexample example and the andefficient the efficient model model he he stead, stead, they happen they happen from from face-to-face face-to-face developed developed over over the years. the years. The approach The approach works works for him forand himhe and offers he offers to share to share interactions at construction at construction sites sites and and his resume his resume and listing and listing package package with with otherother REALREAL- interactions meeting meeting people people for lunch. for lunch. “Once“Once they are theyon are the onteam, the team, they are they areTORS®. TORS®. He even He even offersoffers to rewrite to rewrite their their REALTOR® REALTOR® always always on the onteam. the team. I’ve had I’vepeople had people profiles profiles on Zillow. on Zillow. realproducersmag.com realproducersmag.com
Philadelphia Philadelphia Real Producers Real Producers • 27 • 27
“It does “It does take extra take extra efforteffort but itbut is more it is more valuable. valuable. We are Wegetting are getting awayaway from from it now, it now, but face but to face face to networking face networking is theissingle the single mostmost important important way to way build to build a business. a business. Talk to Talk people to people kindly. kindly. It It works. works. And be And politely be politely persistent.” persistent.” Michael Michael is a Philadelphia is a Philadelphia native native who now who resides now resides in Wynnein Wynnewoodwood with with his wife. his wife. His family His family tree is tree fullisoffull entrepreneurs of entrepreneurs so so it wasit no was surprise no surprise whenwhen Michael Michael started started renting, renting, buying buying and and selling selling commercial commercial and residential and residential real estate real estate over over twenty twenty yearsyears ago. ago. In hisInadvice his advice to new to agents, new agents, Michael Michael says rentals says rentals are aare great a great way to way start. to start. “Everyone “Everyone wantswants to selltothe sellmillion-dollar the million-dollar homes. homes. Stay within Stay within the the affordable affordable market market and investment and investment market. market. I haveI customers have customers who who buy four buyor four fiveorhouses five houses a month a month from from me. That’s me. That’s repeatrepeat business. business. You can Youdo can rentals. do rentals. It’s instant It’s instant cash.cash. It’s a good It’s a good start.”start.” In hisInfree his free time,time, he likes he likes to spend to spend time time at hisatsechis second home ond home in in Ventnor Ventnor City, City, NJ. Michael NJ. Michael and his andfamily his family enjoyenjoy rest and rest and relaxation relaxation time time at hisat his boat on boat the on the bay or bay onor on the beach. the beach. “Boating “Boating and fishing and fishing are relaxing are relaxing and aand great a great networking networking event,event, too.” too.”
REALREAL PRODUCERS PRODUCERS – REAL – REAL PEOPLE PEOPLE Favorite Favorite movie: movie: The Martian The Martian TV show: TV show: This Is This Us Is Us Restaurant: Restaurant: Pinefish Pinefish Podcast Podcast or book: or book: Marketing Marketing Lessons Lessons of theofGrateful the Grateful DeadDead Team:Team: Philadelphia Philadelphia 76ers76ers PlacePlace to goto in go theinPhiladelphia the Philadelphia area: area: Ventnor Ventnor City, New City, New Jersey Jersey Vacation Vacation spot: spot: Treasure Treasure Coast, Coast, Florida Florida
28 • August 28 • August 20202020
REALREAL PRODUCERS PRODUCERS – REAL – REAL TEAMWORK TEAMWORK KarleyKarley Cohen, Cohen, Director Director of Operations of Operations AntonAnton Biocina Biocina EmilyEmily Mishoe Mishoe Francisco Francisco Michaud Michaud Joseph Joseph Hunt Hunt William William T. Harris T. Harris Haleem Haleem Shields Shields
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Philadelphia Philadelphia Real Producers Real Producers • 29 • 29
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Philadelphia Philadelphia Real Producers Real Producers • 31 • 31
Seth Seth LAMB LAMB
Berkshire Berkshire Hathaway Hathaway HomeServices HomeServices FoxFox & Roach & Roach
SS
eth eth Lamb, Lamb, a REALTOR® a REALTOR® withwith BHHS BHHS Fox Fox & & Roach Roach Center Center City-Rittenhouse City-Rittenhouse Sq, is Sq,this is this month’s month’s “Top“Top Producer Producer Cover Cover Story.” Story.”
Seth Seth grewgrew up around up around smallsmall business business and learned and learned very very earlyearly in hisinlife histhat life providing that providing clients clients with with the best the service best service was the was the key tokey success. to success. In 2003, In 2003, he began he began his career his career in real inestate real estate as as a mortgage a mortgage loan officer loan officer and quickly and quickly worked worked his way his up. wayHe up. He immersed immersed himself himself in allin facets all facets of theofreal theestate real estate business business to to betterbetter serveserve clients clients and ensure and ensure their their complete complete satisfaction. satisfaction.
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toptop producer producer cover cover story story WrittenWritten by: Katie by: Kohler Katie Kohler Photography Photography by: by: PLUSH PLUSH ImageImage Corporation Corporation
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Philadelphia Philadelphia Real Producers Real Producers • 33 • 33
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I’MI’M HERE HERE TOTO GIVE GIVE THE THE BEST BEST ADVICE ADVICE POSSIBLE, POSSIBLE, SOSO MYMY CLIENT CLIENT CAN CAN HAVE HAVE THE THE VERY VERY BEST BEST OUTCOME. OUTCOME.
””
Seth Seth is a consistent is a consistent multi-million multi-million The REALTOR® The REALTOR® worthworth watching watching took took somesome time time to toto-five to-five for someone for someone else and elsebuilding and building dollardollar producer producer and remains and remains dedicatdedicat-answer answer questions questions from from Real Real Producers. Producers. their their business business just didn’t just didn’t fit forfitme. for me. ed toed providing to providing clients clients with with superior superior service. service. The areas The areas Seth Seth works works the the Discuss Discuss your your client-first client-first philosophy? philosophy? WhatWhat qualities qualities do you dothink you think differentidifferentimostmost in areinSouth are South Philadelphia Philadelphia and and Seth:Seth: atesfrom you from otherother REALTORS®? REALTORS®? I haveI have always always felt that felt people that people need need honest honest ates you Center Center City. City. advocates advocates on their on their behalf. behalf. Someone Someone who purchaswho purchas-Seth:Seth: I am also I am aalso general a general contractor. contractor. es one esor one two orhomes two homes in their in their lifetime lifetime isn’t going isn’t going to toI’m super I’m super hands-on hands-on and have and have a great a great Clients Clients praisepraise Seth’sSeth’s service: service: knowknow whatwhat I know I know aboutabout buying buying or selling or selling a home. a home.technical technical understanding understanding of homes: of homes: I’m here I’m here to give to the givebest the advice best advice possible, possible, so myso my how they how are theybuilt, are built, how they how get theyfixed, get fixed, can have can have the very the very best outcome. best outcome. etc. Ietc. can Iprovide can provide valuable valuable informainforma“He was “Heawas good a good guideguide in showing in showing me me clientclient tion and tiongive and my giveclients my clients even even greater greater several several properties.” properties.” service. service. I’m also I’m super also super down-to-earth down-to-earth “Never “Never pushypushy or demanding” or demanding” WhatWhat has kept has kept you in you real inestate real estate sincesince 2003? 2003? make I make it easy it easy for my forclients my clients to to “A great “A great resource.” resource.” Seth:Seth: I hadIactually had actually left for lefta for fewayears. few years. I assisted I assisted and Iand communicate with with me. me. my father my father in running in running our family our family business business until until 2010 2010communicate Outside Outside of real ofestate, real estate, Seth Seth enjoys enjoys and then and worked then worked a corporate a corporate job for joba for fewayears. few years. I I working working on construction on construction projects, projects, RC RC discovered discovered it wasn’t it wasn’t for me. forI me. needed I needed the freedom the freedom to toWhatWhat do you dothink you think the Philadelphia the Philadelphia cars, cars, and the andbeach. the beach. movemove as I see as Ifitsee through fit through my life. myWorking life. Working a ninea nine- real estate real estate market market will look will like looksince like since 34 • August 34 • August 20202020
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the coronavirus the coronavirus lockdowns lockdowns have have beenbeen lifted? lifted? Seth:Seth: It’s been It’s been all over all over the place. the place.
selling selling a home, a home, have have good good communication, communication, and and both both workwork towards towards the common the common goal. goal.
I alsoI sell alsohomes sell homes in theinPhiladelthe Philadelphia phia suburbs suburbs and that and market that market has has beenbeen brutal. brutal. I hope I hope as time as time goes goes on, on, things things keep keep moving moving in thein the rightright direction. direction.
Real Producers Real Producers – Real – People Real People Favorite Favorite movie: movie: “Way “Way too many too many to list,”tosays list,” Seth. says Seth. TV show: TV show: GameGame of Thrones, of Thrones, Breaking Breaking Bad Bad Restaurant: Restaurant: BistroBistro Romano Romano Podcast Podcast or book: or book: “I read “I read moremore for information for information over enjoyment. over enjoyment. ReadRead all theallbooks the books from from the the WhatWhat do you dothink you think is theismost the most importimportMillion Million DollarDollar listinglisting cast.”cast.” ant thing ant thing clients clients are looking are looking for when for when Team:Team: Philadelphia Philadelphia Eagles Eagles and and selecting selecting a REALTOR®? a REALTOR®? Philadelphia Philadelphia SixersSixers Seth:Seth: Trust.Trust. You have You have to trust to trust the the PlacePlace to goto in go theinPhiladelphia the Philadelphia area: area: The The person person you’re you’re working working with.with. Just as Just as Jersey Jersey Shore, Shore, Ventnor Ventnor clients clients may interview may interview me, I’m me,interI’m interVacation Vacation spot: spot: Santorini, Santorini, Greece Greece viewing viewing them.them. It’s important It’s important for usfor to us to
go into go the intorelationship the relationship of buying of buying or or realproducersmag.com realproducersmag.com
Philadelphia Philadelphia Real Producers Real Producers • 35 • 35
STEP STEPYOUR YOURGAME GAMEUP. UP. @PLUSHimagecorp @PLUSHimagecorp
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JOSHUA JOSHUALLTT HOMAS HOMAS&&AA SSOCIATES SSOCIATES Whether Whether working working together together withwith a distressed a distressed homeowner homeowner or navigating or navigating the complex the complex process process of closing of closing withwith a large a large corporation, corporation, no job no is job too is big too or bigsmall, or small, and and we are we here are here to work to work hardhard withwith you and you and get the get the job done, job done, and and we always we always put the put client's the client's needs needs first.first.
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225 225 Wilmington Wilmington W Chester W Chester Pike,Pike, SuiteSuite 200200 Chadds Chadds Ford, Ford, PA 19317 PA 19317 • Phone: • Phone: 484-233-6500 484-233-6500 Direct: Direct: 215-806-1733 215-806-1733 • JoshuaLThomas@gmail.com • JoshuaLThomas@gmail.com • jltanda.com • jltanda.com realproducersmag.com realproducersmag.com
Philadelphia Philadelphia Real Producers Real Producers • 37 • 37
making a difference
Julie HANKINS “THE SOMERS TEAM” AT KELLER WILLIAMS PHILADELPHIA Written by: Katie Kohler Photography by: PLUSH Image Corporation
This month’s “Making a Difference Agent” is Julie Hankins. Julie is a REALTOR® with Keller Williams Philadelphia - The Somers Team and exclusive agent for The Riverwards Group. After graduating from Susquehanna University, Julie worked for Rita’s Water Ice Corporation helping franchisees open their businesses. She traveled to Pennsylvania, Maryland, Virginia and New Jersey to open stores and noticed that some stores did very well while others lagged behind performance-wise despite using the same systems, processes and product. 38 • August 2020
“It came down to location, location, location,” said Julie. It piqued Julie’s interest in real estate. She then earned her license and started as a REALTOR® in 2004. From 2004-2007, Julie worked for Philadelphia builder Westrum Development and in 2008, the market crashed. From 2008-2016, Julie’s home sales totaled $97.8 million as a solo agent. As a solo agent, Julie handled every aspect of operations from marketing to showing homes. She realized if she wanted to spend more time with her family and grow as a REALTOR® she needed to join a team. She noticed Chris Somers, CEO/Owner of The Somers Team, and their marketing efforts in the Riverwards area, an area of focus for Julie. In November 2016 she joined The Somers Team. “I wasn’t as stressed out,” says Julie after joining The Somers Team. “Before I was spending hours on marketing, sales and open houses. Now, I can leverage some of that. My role has become
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more of a manager and mentor by helping others build their businesses, which is extremely rewarding." “I could have stayed stuck at the same level of transactions and perhaps the numbers would have gone down because I wanted to see my kids more. I wanted to make sure my clients were getting the best because they deserve only the best.” Julie went to a team where she increased her numbers and got to share her expertise. By 2019, her sales volume was just over $30 million. Julie touts various strengths of The Somers Team, especially their marketing. “You have to truly market the home and the community so it stands out. If you are marketing things to the fullest, not only are you helping your seller which is the main goal, but you may find a buyer you can assist with their purchasing goals. You aren’t just marketing the property. You are marketing yourself as an expert.”
es and assists other investors in building their portfolios through smart acquisitions. Specializing in new construction requires REALTORS® to be adept in getting clients to visualize a home prior to being built and laying out realistic timelines and expectations. “A lot of it involves walking people through the process from start to finish and educating them about the benefits of buying pre-construction now, as opposed to when the home is completed. They get to pick what they want from hardwood floor color, cabinets, and countertops.”
Julie sets expectations from the beginning with clients. She informs them about the process Julie specializes in selling new they can expect when construction homes in Philadelphia, purchasing or selling a new construction home. She especially during the pre-construchas packets for each type of client and situation so tion stage. As an investor, Julie takes they can stay informed. With all of her clients, Julie the knowledge of real-life experienchas open lines of comJulie Hankins with Lawrence McKnight and Mohamed Rushdy munication, a commit(Managing Partners of Riverwards Group) ment to follow-up and a high level of expertise. A good support system
Keys to success for Julie in the early years include pounding the pavement to build personal relationships, networking, referral partners, regular follow-up, and establishing routines. Today, she tries to quell the need to control everything and tap into the skills of her teammates. realproducersmag.com
The New Construction Queens: Tiffany Gaffney, Arlinda Marke, Julie Hankins, Jennifer Bagby
Julie praised the support she received from her husband, Matt and her sister, who is a nanny for her three young children Jaxson, Liam, and Ashton. “I joined a really good team, The Somers Team, and I have a good team at home. I try to surround myself with like-minded people. Juggling it all has a lot to do with who you surround yourself with. It’s why it’s so important to keep lines of communication open on all fronts.” For agents thinking about joining a team, Julie says to weigh the positives and negatives of each situation. When starting out, a big benefit of joining a team is getting leads sent to you. “I didn’t have this when I started as a solo agent, so that is huge. You also Philadelphia Real Producers • 39
“Part-time “Part-time agents agents who have who have a full-a fullwill be will learning be learning from from tenured tenured agents agentssaying saying no about no about listing listing their their homehome but they but do they want do want job doing job doing something something else might else might and receiving and receiving training training on how on to how make to make to know to know whatwhat their their homehome is worth, is worth, how they how can they can time time leaveleave the industry the industry alongalong with with low low your your business business successful.” successful.” refinance, refinance, or areorlooking are looking to make to make repairs. repairs. volume volume agents. agents. I do think I do think it’s going it’s going to to to a slowdown. to a slowdown. WhenWhen you look you look WhenWhen she meets she meets with with new agents, new agents, she she“There “There are things are things we can wedo can asdo agents as agents to help to othhelp oth- comecome at economics, especially especially in theinreal the real tells them tells them to doto asdo many as many open open houses housesers because ers because we have we have a vasta amount vast amount of contacts.” of contacts.” at economics, estateestate industry, industry, everything everything is cyclical. is cyclical. as they as can theyincan a week. in a week. Find groups Find groups you you We were We were due for duea for slowdown. a slowdown. Just Just are already are already associated associated with with - yoga, - yoga, Coronavirus Coronavirus and the andreal theestate real estate industry industry like everything like everything else, else, it needs it needs to reset to reset running running club, club, etc. - etc. and-try andtotry talk toto talk to itself.itself. Everything Everything is going is going to start to start to to one person one person to build to build a relationship. a relationship. As the Asworld the world and the andreal the estate real estate industry industry become become moremore virtual virtual - virtual - virtual open open are heavily are heavily impacted impacted by coronavirus, by coronavirus, Real Real houses, virtual virtual settlements, settlements, ZoomZoom “It's “It's aboutabout building building relationships relationships Producers Producers gets REALTOR’S® gets REALTOR’S® insights insights during during this thishouses, conferencing conferencing will be will thebenorm. the norm. People People and finding and finding waysways to help to help thosethose peo- peo-unprecedented unprecedented time.time. are going are going to usetotheir use their referral referral part-partple. Ifple. youIfare yougenuine are genuine in your in your ap- apners more ners more and try andtotry connect to connect moremore in in proach, proach, it willit always will always comecome back back to toCommented Commented Julie:Julie: a virtual a virtual way to way gettomore get more business. business. you, you, business business will be will referred be referred back back Technology will be will used be used to itsto fullest. its fullest. and forth. and forth. As always, As always, don’tdon’t forget forget to to “The“The people people who have who have a good a good marketing marketing system system Technology are many are many greatgreat toolstools out there out there follow follow up.” up.” in place in place will continue will continue to survive to survive in down in down markets. markets. ThereThere andmore the more technology technology driven driven you you TheyThey will continue will continue to have to have their their properties properties shown shownand the aremore the more you will yoube will leveraging be leveraging REALTORS® REALTORS® should should also get alsocomget com- aboveabove the rest. the rest. ThoseThose who are wholooking are looking to gettocreget cre- are the your your abilities” abilities” fortable fortable hearing hearing “no” “no” but looking but looking for forative ative and step and out stepofout theofmold the mold will rise willabove rise above during during waysways to gettotoget “yes". to “yes". Maybe Maybe they are they are this pandemic” this pandemic” I would I would like tolike give to agive special a special thanks thanks to Arlinda to Arlinda Marke Marke (my transaction (my transaction coordinator coordinator & mentee), & mentee), Tiffany Tiffany Gaffney Gaffney (Buyer (Buyer AgentAgent & mentee), & mentee), and Jennifer and Jennifer Bagby Bagby (Buyer (Buyer Agent) Agent) for allfor of all their of team their team work work thesethese last few lastyears. few years.
40 • August 40 • August 20202020
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REALREAL PRODUCERS – REAL PEOPLE PRODUCERS – REAL PEOPLE Favorite movie: Sing Sing Favorite movie: TV show: SharkShark Tank,Tank, Rehab Addict, This is Us is Us TV show: Rehab Addict, This Restaurant: Suraya Restaurant: Suraya Podcast or book: “The “The 7 Habits of Highly Podcast or book: 7 Habits of Highly Effective People” Effective People” Team:Team: Steagles Steagles Vacation spot: spot: OuterOuter Banks, NorthNorth Carolina Vacation Banks, Carolina
REALREAL PRODUCERS – PRODUCERS – REALREAL ACHIEVEMENTS ACHIEVEMENTS Raised over $15,000 for for Raised over $15,000 the local Philadelphia the local Philadelphia publicpublic schools in thein the schools Riverwards section of of Riverwards section the city, our our thethrough city, through yearlyyearly Riverwards Run. Run. Riverwards September 12, 2020 with with September 12, 2020 be our be3rd ouryear 3rd holding year holding this run/fundraiser. this run/fundraiser. Katie Augustin Katie Augustin (Julie’s(Julie’s Sister),Sister), Julie Hankins, Julie Hankins, Ashton, Ashton, Liam, Jaxson, Liam, Jaxson, Matt Hankins Matt Hankins (Julie’s(Julie’s Husband) Husband)
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Philadelphia Philadelphia Real Producers Real Producers • 41 • 41
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Philadelphia Philadelphia Real Producers Real Producers • 43 • 43
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