Arizona 3-4-24

ARIZONA EDITION

Agents with Heart WHAT SELLERS WANT FROM YOU

5 Fresh New Approaches to Content Marketing

As Their Real Estate Agent

Uncommon Contact:

CONNECTING WITH CLIENTELE THROUGH SOCIAL MEDIA

HOW TO BUILD A TEAM That Will Win Big No Matter Its Size

COVER STORY

JACQUIE KELLOGG A TRAILBLAZER IN ARIZONA REAL ESTATE

ARIZONA EDITION

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JACQUIE KELLOGG

CONTENTS 4) What Sellers Want From You As Their Real Estate Agent 6) 5 Fresh New Approaches To Content Marketing

19) Uncommon Contact: Connecting With Clientele Through Social Media 22) Agents With Heart

15) How To Build A Team That Will Win Big No Matter Its Size

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WHAT SELLERS WANT FROM YOU AS THEIR REAL ESTATE AGENT

Although sellers’ individual preferences may differ, they often share a set of expectations and needs when it comes to what they seek in their real estate agents. Here are the top six things sellers often want: 4

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List Price Expertise and Market Knowledge

Sellers want their agents to have a thorough understanding of the local real estate market. This includes providing an accurate and realistic pricing strategy for the property based on current market conditions, comparable sales, and other relevant factors.

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Reliable and Effective Communication

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Strong Negotiation Skills

Sellers appreciate real estate agents who maintain open and transparent communication throughout the entire selling process.

This includes providing regular updates on the status of the property, relaying feedback from potential buyers, and being responsive to the seller’s inquiries.

Sellers expect their real estate agents to be skilled negotiators who can secure the best possible deal on their behalf. This includes negotiating the sale price, handling counteroffers, and navigating any potential challenges that may arise during the negotiation process.

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Marketing Knowledge

A strong online and offline marketing strategy is crucial for selling a property quickly and at a desirable price. Sellers value agents

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who can effectively market their homes through various channels, such as online listings, social media, professional photography, and traditional advertising.

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Strategic Guidance and Support

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Transparency and Ethical Standards

Sellers seek agents who offer strategic guidance throughout the selling process. This includes advising on the best times to list the property, suggesting improvements or staging techniques to enhance the property’s appeal, and providing insights on market trends that could impact the sale.

They value an agent’s ability to navigate the complexities of the real estate market, offering support and expert advice to make informed decisions and ultimately achieve a successful sale.

Trust is a key factor in the real estate relationship. Sellers want an agent who is professional, trustworthy, and acts in their best interests. This includes maintaining confidentiality, adhering to ethical standards, and demonstrating a commitment to providing excellent service.

Remember, individual preferences can vary, so it’s essential for real estate agents to communicate openly with their clients to understand their specific needs and expectations. Building a strong, trusting relationship is crucial for a successful real estate transaction.

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded.

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com.

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JACQUIE KELLOGG A TRAILBLAZER IN ARIZONA REAL ESTATE Top Agent Magazine

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Top Agent Jacquie Kellogg’s brokerage serves the greater Northern Arizona region, covering areas such as Flagstaff, Williams, Munds Park, Winslow, and recently, Sedona.

In the bustling landscape of Arizona’s real estate market, Jacquie Kellogg stands out as a beacon of success and community leadership. From her humble beginnings as an area sales manager at Dillard’s to becoming a revered broker and entrepreneur, Jacquie’s journey is a testament to her resilience, vision, and commitment to serving others.

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In 2004, Jacquie embarked on a new chapter in her career, transitioning from the retail sector to real estate. Despite initial uncertainties, she courageously obtained her license and embarked on a path that would lead her to establish her own brokerage. With unwavering determination, Jacquie forged ahead, driven by a passion for the industry Top Agent Magazine

and a desire to make a difference in people’s lives.

Today, Jacquie’s brokerage serves the greater Northern Arizona region, covering areas such as Flagstaff, Williams, Munds Park, Winslow, and recently,

Sedona. Her unwavering commitment to excellence has earned her a stellar reputation, with nearly 100% of her business stemming from repeat and referral clients. Jacquie’s influence extends beyond her brokerage, as she holds vital leadership roles within the Realtor

Jacquie’s unwavering commitment to excellence has earned her a stellar reputation, with nearly 100% of her business stemming from repeat and referral clients.

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In the dynamic world of Arizona real estate, Jacquie shines as a trailblazer, leader, and community advocate.

Association and the local Chamber of Commerce.

Beyond her professional endeavors, Jacquie is deeply ingrained in her community.

As a past President of the Association of Copyright Top Agent Magazine 12

Realtors and past Director of the local Chamber of Commerce, she has played a pivotal role in shaping the real estate landscape and fostering economic growth.

Jacquie’s dedication to charitable causes, including the American Cancer Society, Top Agent Magazine

Child Help, and the Boys and Girls Club, underscores her commitment to giving back and making a positive impact.

As Jacquie reflects on her real estate journey, she remains focused on the future. While she anticipates further

expansion and growth, she has no concrete plans to fully retire. Instead, she envisions staying connected to the industry, imparting wisdom to aspiring agents, and continuing her community involvement. While some aspects of her business may evolve, Jacquie’s

As a past President of the Association of Realtors and past Director of the local Chamber of Commerce, she has played a pivotal role in shaping the real estate landscape and fostering economic growth in her community.

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unwavering commitment to serving her clients and community remains steadfast.

In the dynamic world of Arizona real estate, Jacquie Kellogg shines as a trailblazer, leader, and community advocate.

From her humble beginnings to her

entrepreneurial success, Jacquie’s story inspires aspiring agents and entrepreneurs alike. With her dedication, vision, and unwavering commitment to excellence, Jacquie Kellogg continues to leave an indelible mark on the real estate landscape of Arizona.

For more about Jacquie Kellogg and her brokerage, visit her website at westusaflagstaff.com or www.

contact her at jacquie489@gmail.com or 928-699-3445

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

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

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Hire the Right Team Members

Put Your Team Members in the Right Positions to Win

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

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

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

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

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

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Communicating Your Vision to Your Team

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

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

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

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

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

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Uncommon Contact:

Connecting with Clientele Through Social Media Social media is one of the newest and most powerful tools in an agent or mortgage professional’s arsenal. With just a few keystrokes, you can stay top-of-mind with buyers, sellers, and borrowers near and far, past and present. The key is knowing how to use these mediums to your advantage, working smarter instead of harder to keep the thread of professional relationships intact. With that in mind, here are a few ways you can maximize the pull and power of social media by shifting just a few of your ideas and practices for the better.

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Not everything has to be about business.

While your relationship with a client or fellow vendor began over the course of business, your relationship going forward doesn’t have to be limited. One of the great things about social media is that’s it’s social. Not every comment, post, or communication has to revolve around your business, its metrics, or turning a sale. In fact, you should do your best to branch out and curate a brand and online identity that’s about who you are and

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the lifestyle you’re authentically interested in living. In that vein, consider interacting with clients in an organically-driven way, encouraging them during life’s milestones, reaching out with a local event, restaurant, or news item that’s relevant to their interests or neighborhood. The goal is to be a persistent presence in their lives without feeling like a talking head. Engage as you would like to be engaged with, as a human being with interests and needs and boundaries. Keep that personal thread in mind and your dynamic will shift from past business contact to present resource.

Expand your medium.

Many Realtors are comfortable on Facebook as an interactive meeting to connect with clients, but there are several other mediums where you can connect with clients both past and present, as well as future. Particularly when courting Millennial clientele, the fastest-growing segment of the buying market, a presence on Instagram and Snapchat are key to finding new faces, demonstrating hot properties, and creating an interactive brand as an agent. Not only does this help when you’re listing a property and seeking potential buyers, but it also serves as a perusable portfolio of your work and real estate prowess. You can also use these mediums to interact with clients on an outlet they might feel most comfortable in. Liking pictures, commenting, streaming Instagram Live home tours and Stories are all ways you can build engagement by simply spreading your social media presence around. Likewise, 20

these photo and video driven mediums are popular for home design ideas, and before and after renovation pictures. When you expand from Facebook into these new platforms, you’ll already have plenty of visual content ready to be transferred and consumed by an expanded audience.

Don’t just react.

Create your own content.

It’s easy enough to post a link to a new listing, or retweet a helpful article on real estate news. Creating your own organic content is a different story, but worth its weight in gold when it comes to luring engagement, ranking higher in search fields, and overall crafting an interactive presence for yourself and your business online—which is where more than 90% of homebuyers and sellers begin their process. Creating your own content can seem risky, or else like no one is listening in a digital world already crowded with information. However, original content is sure to boost personal engagement with your social media pages, guaranteed.

Instead of recycling content, consider posting a video with a Q+A theme for first-time homebuyers, or perhaps posting a live tour of a new listing will perk up your clientele surfing at home.

No matter how you decide to expand your social media presence when it comes to interacting with clients, consistency is key.

Find the ways that work best for you and stick to them, and you’ll watch your audience and business grow in tandem.

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Laughs!

Graham Harrop Graham Harrop Cartoons Cartoons

Putting the power of humour to work for you!

Putting the power of humour to work for you! grahamharrop.com

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AGENTS WITH HEART A pivotal question we pose to featured agents in Top Agent Magazine is, ‘Tell us about your community involvement.’

This query holds immense significance, not only as a benchmark for nominees but also as a crucial factor contributing to the success and prestige of top agents.

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Top Agent Magazine defines community involvement based on three key factors: Events, Associations, and Charities.

Beyond serving clients, top agents demonstrate an outstanding commitment to their communities and the place they call home.

Their measures involve volunteering time,

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Community involvement is not just an extracurricular activity for top agents; it’s an essential element that molds their individuality and professional ethos. financial contributions to organizations helping those in need, and active participation in community events. This distinctive trait is a testament to how their generosity extends beyond clients, enhancing the lives of those in their surrounding communities.

Take Cindy Ambuehl, a former actress and model who has evolved into one of LA’s most sought-after luxury real estate agents, gracing the cover of Top Agent CINDY AMBUEHL Magazine. Cindy passionately supports PS Arts, a foundation reinstating arts education in schools. Through events and fundraising initiatives, she’s contributed to maintaining art education for an entire year to 30,000 students.

Consider Josh Flagg, whose enormous rise in real estate landed him a spot on Bravo’s Million Dollar Listing and a cover feature in Top Agent Magazine.

Despite his stardom, JOSH FLAGG Josh travels throughout America, mentoring brokers, agents, and students, sharing insights on achieving success. He finds fulfillment in transforming lives through his career and shares, “The Top Agent Magazine

most fulfilling part of my career is knowing that I will change somebody’s life.”

These examples are just a peek at how agents engage with their communities. Whether gathering Christmas gifts for underprivileged children, supporting children’s hospitals financially, advocating to end homelessness, or volunteering at local animal shelters, these agents extend their reputation beyond transactions. They’re known not only for their professional success but also for their unwavering support of community causes.

Community involvement is not just an extracurricular activity for top agents; it’s an essential element that molds their individuality and professional ethos. In the real estate landscape, where relationships and integrity are central, active participation in the community builds credibility and fosters meaningful connections. Beyond boosting their reputations, community involvement mirrors a profound commitment to the areas they serve. Agents invested in their communities acquire a deep understanding of local needs and through active engagement, these agents become vital parts of the social tapestry, earning the regard and trust of the community.

“Agents with Heart” displays how top agents have left a mark on the real estate landscape by imbuing their work with heart and soul, influencing lives outside of transactions.

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