ATLANTA 10-31-23 by Top Agent Magazine

ATLANTA EDITION

BEYOND

ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

CLEANING AND DECLUTTERING: What Improvement Expenses Make the Most Sense?

FEATURED AGENTS

ADRIAN SCHMIDT DARKA KRSMANOVIC STEPHANIE KENNEDY

IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

COVER STORY

DEBRA JOHNSTON

ATLANTA EDITION

DARKA KRSMANOVIC ADRIAN SCHMIDT STEPHANIE KENNEDY

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After studying economics an acute attention tom ported now runs her own successful brokerage. h a tried-and-true approach won’t offset the need for the agent’s attention, nor from th in Europe, she would United from Los Angeles, and est to listen carefully, thinkrelocate to theOriginally will theyCalifornia, directly provide theunderwriting level of guidance a pr “I find Stephanie States These and quickly develop a passion for serves the metro forecast given oblems. fundamental clientAtlanta, needs. GeorIn my case, I don’t delegateon my aclient way to gia area alongside her daughter, Whitney what client’s goals are and interactions and I®use automation intelligently – defireala estate, noting how the industry perAlso licensed to se area,” s Kennedy, who is also a REALTOR . ap to get there. As service nitely not in a “one-size-fits-all” way. I stay tuned in fectly complemented her elite business keeps in touch long a give ba Throughout her career, Stephanie has our mission to help clients to every phase and of the marketing operation for every everyon been on the residential, commercial and passion for helping others. through regular check yacumen practice, I’ve also learned and constantlySTEPHANIE monitor market conditions. DEBRA JOHNSTON ADRIAN SCHMIDT side DARKA KRSMANOVIC KENNEDY level, S development of property countless projects Inspired, would in referrals mitted to the she notion of help-pursue her license I don’tAlabama approach like expert a robot and I’m United with investments in Atlanta, andrelationshipsand u and your clients will find not abrupt or curt on calls – I take the time to have 2006, leaning on her tireless work ethic ents are satisfied. does sp Ghana. to Everything she has done thus far . the detailed conversations that are often necessary. toItshare has earned persevere through the market crash and find her the reputation for outstandcan lead to longer ing commitment, professionalism, and days and longer work weeks, but rapid success as an agent. In the yearsintegrity since,to her clientsthat’s Over the years, toDar ndustry began while he was the job, in and her business. my view – and it’s what happensTypical CONTENTS DEBRA she hasand gone on to an accomplished tastic 60 wit mil usiness Finance at author the be most satisfying to my clients and reputation, to me as well. She has big plans to JOHNSTON Throughout her life, Maintaining Stephanie hasa never shied away Technology. “Ireal joined a local garnering numerous manageable and steady workflow career in estate, volume coming from brokerage, one in Ma from hard work. In her first PLAYING career, she worked hour firm in New4) as an CLEANING helps me maintain that 10 one-to-one listening, soluBEYOND AND 18) THE REAL awards and Jersey accolades while establishing ahair salon while referrals. Having course, also coe days at a being a single mother. There nd financial analysis work, tion-driven relationship with each and everyshe’ll client.” DECLUTTERING: WHAT ESTATE MATCHMAKER— network spanscame theaState of Georgia. Award anda career completed close to includ $16 projects, which point where she realized that she needed panded intoofa satisfied consultingclients role forthat corporate IMPROVEMENT EXPENSES FOLLOW THESE 8 DATING and a hotel in Ghana offer more flexibilitystrong with her time so she thatconnections, 2021 alone, remains dedicated After graduating college, I joined Prudential that would In addition to prioritizing interpersonal Adrian core of Stephanie’s m MAKE THE MOST SENSE? RULES TO she could be there her daughter as ENSURE she grewmanaging up. YOU Real a MATCH a role with the acquisitions development leverages hisfor real-world experience personal STVR Today, Darka leads The&Darka Team, powered by Virtual dards that set her apart. “My client help people. “Helping estateproperty presented itselfYOUR as to thefurther perfect solution. Whether CLIENT WITH THE nta regional office. portfolio distinguish practice at Sotheby’s. Properties Realty, where she assists clientsclients throughout world,” sheorhissays. “Ibuying make or sure sellingtoa hu Stephanie’s are looking to buy a home start Buying, selling and managing my own STVR properties has proPERFECT HOME FOR THEM 13) IS STARTING A TEAM THE sameover is what new business, she’s an expert onso allIfronts Atlanta and the surrounding areas. aWell-versed in everycan and bestready serve the them theI lov co se in the commercial Adrian’s practice vided valuable insights on acquisitions, preparations, operations, RIGHTarena, SOLUTION FORand YOUR willing to go the extra mile. “This isn’t a hobby or thing from residential real to land commercial tion. From startIt’s to really finish, treat them sidential real estate for the past 12 estate years with andand dispositions over the past several years. an Ientirely BUSINESS? 22) ARE DOING a hustle, it’s a full time career thatYOU I’m very dedicatedBUSINESS heby’s International Realty, where he aexcels new category to of real estate investing that individual property owners properties, she has cultivated boutique meet own family.” to,” she process says. AS YOU ON FACEBOOK? vidual performer. A majority of Adrian’s clican have access to. My experience over the years with this emerging the needs of any buyer, seller, or investor. rral clients, with an average annual volume Stephanie space,makes together withthat myboth commercial real current estate and capital markets certain her top past and On of working with areaguidchurch een $10 million and $15 million over the past clients experience, really me provide strategic real-world are well has cared for helped with frequent touches of Darka the distinguished CCIM designation, the organizations, Darka is an a work with holds a manageable transaction count are ance that has directly benefitted clients helped them succeed. contact throughout the year. Sheprofit andmyher teamand mail gs to me, and I’m not really focused on vol-310-734-1440 out magazines and postcards, host client events,Hospital and Phone 310-734-1440 | Fax industry’s most coveted credential. Certified Commercial Children’s of Atlanta an goal. If I sell higher-priced properties in any send His private and professional experiences in the world of real estate holiday greetings to let clients know that they are Investment Member (CCIM) is the highest commercial awareness events. When she’s not | www.topagentmagazine.com make him a staple in the region ranging from intown Atlanta up the ume level is mag@topagentmagazine.com higher. But with my focus on the important. In terms of marketing, Stephanie often holds designation awarded in the field of commercial real estate back, she can found practicing No portion this issue may beprimary reproduced in I-75 any manner whatsoever without consent of the publisher. Top Agent Corrirdor and throughout the North Georgia & Mountain I’ve never really seenofvolume as the open houses and broker opens prior and does virtual toursbeLake Magazine published by Feature Publications GA, Inc. Although precautions are also taken to ensure the accuracy publishedclients, for those who attend. listed a Top 5link ofbetween nd identified with the vanity/ego region. Hecan’t serves as a She’s valuable asset and critical andI’ve is never based on issignificant closed commercial real estate doors, oronspending quality time wit materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. Broker website that markets her listings on a national industry professionals, andPublished extended community. Adrian has been mpany high volume. transaction volumeor and rigorous educational requirements. To subscribe change address, send inquiry to mag@topagentmagazine.com. in the U.S. level,actively providing maximum exposure. over the years, having served asContac involved in Brookhaven an With her team to be listed now with for is a consistent level of quality in the work appointed member of the City of Brookhaven Planning Commission email s Stephanie with Whenengagement listing awith property, Darka takes a comprehensive 10,000 Businesses, Darka Community means a lot toinStephanie androles sheSmall spends her herof daughter every candor and transparand having served committee for development the city’s has Whitney Kennedy or visit 2 and referral business, and this is free time Top Agent Magazine working charities local organizations my repeat Comprehensive Plan. He isand excited toGoing continueforward, growing his approach. Starting out, she helps her clients fully with prepare future. shebusiness intends o s it relates to how providing much you can take with on at a suite by staying the course that has brought him steady success. “I workflo truly for the market, them of professional while scaling her boutique

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Beyond Cleaning and Decluttering: What Improvement Expenses Make the Most Sense? Decluttering open spaces, emptying cabinets and drawers and removing knick-knacks might seem like obvious – and free – ways to improve a home’s presentability. Unfortunately, however, not all sellers or agents are willing to do much more than decluttering and cleaning. Think of the listing as a reflection on yourself. If you didn’t comb your hair, shine your shoes, dress 4

neatly and drive a clean car, people would think you don’t care about yourself. They may wonder, “If he doesn’t care about how he presents himself, how is he going to present my house?” Likewise, not prepare a house for its most beautiful presentation might cast doubt on how the overall marketing will go. And, while not all changes will be immediately noticeable, chances are that what isn’t changed will be noticed.

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Ashley Aguilera, REALTOR®, broker and owner of The Aguilera Team in California’s Murrieta Valley and Temecula, says that after every consultation, her team formulates a game-plan. “We want to set their property apart from everything else on the market, but also fall within the comfort zone of the seller’s lifestyle,” she says. Changes may run the gamut from minor repairs and moving furniture for better flow, to adding accent pieces to harmonize the home’s look or create a “wow” factor before professional photography. Many agents recommend conducting a professional inspection prior to listing; some will even hire the inspector at their own expense. Of course, any necessary repairs found during inspection and not repaired before listing must be formally disclosed. But wouldn’t it be nice to have no surprises during the buyer’s formal inspection? In general, some improvements are required, others are low-cost and others pay for themselves

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with lower time on the market, competing offers or higher sale price.

Landscaping & Exterior First impressions begin outside. Be sure to mow and edge the lawn regularly; prune back overgrown trees and hedges; hire a professional to repair uneven pavement (especially if it’s a hazard); remove or replace dying annuals; and clean or repair porches or railings. Are there dry or dead patches of lawn? An inexpensive repair to the irrigation system might be the solution. While painting an entire house can be extreme, a wise investment is to paint trim, porches, steps or railings that may look tired or have too many colors; choosing a single, neutral color for trim can create a bright, cohesive look. Finally, check the roof, gutters and windows, looking for spots to caulk, shingles to replace, or debris to remove.

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Paint is extremely important if the home has faded or dirty walls, holes or chips on paint or plaster. If an entire paint job is not feasible, at least consider cleaning repairing the obvious and adding a fresh coat of semi-gloss to baseboards, moldings, windowsills, doors, banisters balustrades and built-ins. Don’t overlook the ceilings! A long-ago leak from a second-floor bathroom may have been completely repaired and moisture abated, but a patched-up ceiling is a red-flag.

Kitchens and baths

Walls, carpets, ceilings and trim Next, it’s time for agent and seller to open up to one another about the interior. Janelle Holte, who leads Seller’s Edge Home Team in the Minneapolis/St. Paul area, loves walking into a home knowing that her team will be the driving force behind selling it. “I like seeing how owners took care of it and raised their family in it,” she says. “But I won’t sugar-coat anything, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective. Those changes often include repainting at least the primarily living areas and replacing carpet, especially worn carpet or carpet that has faded or stained beyond what professional carpet cleaning could remedy. Sometimes, all that’s needed is professional carpet stretching to remove any buckling prior to cleaning. 6

Most agents agree that the easiest costs to recoup in home improvements prior to selling are those spent in bathroom and kitchen updates. Complete remodels are unwise; you can’t anticipate the style preferences of their buyer. But refinishing, touching-ug up or painting cabinets can create a great impact, while also forcing the seller to remove unwanted or overstocked items from cabinets and drawers. Don’t forget the cabinet pulls – shiny, new nobs look nice. Lee Ritchie of Ritchie Realty Group in Columbus, Ohio, gives a reminder to discuss any and all issues up front. “People need to be able rely on the professional who’s presenting, pricing and marketing their home,” she says. An honest and diligent agent will be an open book about the current market conditions, the quality of comparable listings and the potential return-on-investment for improvements. Some agents, like Debra Dobbs of @properties in Chicago, even roll up their sleeves to help with decluttering and repairs. While not at all required or expected, doing so sure lets sellers see the investment their agent is willing to make for them.

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DEBRA JOHNSTON

Top Agent Debra Johnston of Coldwell Banker Realty in Atlanta was recently inducted into the International Luxury Alliance—a collection of the top elite brokers and by invitation only within Coldwell Banker and the Corcoran Group. Debra Johnston of Atlanta, Georgia, is as decorated a REALTOR® as any in the luxury real estate industry. Her memberships include the Atlanta Board of REALTORS®, the National Association of REALTORS®, the Realty Alliance Network (REALM Global), and the Real Trends Network to name a few. After another record setting year in 2021 clearing $70 million+ in sales volume, Debra was recently inducted into the International Luxury Alliance (ILA): a collection of the top elite brokers and by invitation only within Coldwell Banker and the Corcoran Group. This titan of the Atlanta luxury real estate market has humble beginnings. Debra relies on an early cornerstone of her business that she crafted eighteen years ago, and practices to this day: “I start my day at 5am with exercise and then have a few hours of quiet time to plan my day and focus in on 8Copyright Top Agent Magazine

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my priorities related to my buyer needs and listing portfolio. I’ve always had a passion for architecture and design.” Her attention to detail, combined with a sharp business acumen, make her the ideal REALTOR® for luxury listings.

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Today, Debra leverages her background in marketing and technology to aid in highlighting and accentuating those individual details, both for her clients, and the larger world of luxury real estate. She employs a PR firm, professional videographers,

and photographers to help capture the details of her luxury properties, offering superior exposure for her clients and granting them access to national advertising pipelines (including NBC, ABC, FOX, Yahoo Finance, and Bloomberg). Her unrivaled ability to digitally stage her properties has garnered Debra thousands

of subscribers to her YouTube channel (youtube.com/c/DebraJohnston), where viewers enjoy sweeping vistas of drone shot footage and step-by-step walkthroughs of Atlanta’s most luxurious homes. www.

Despite meteoric success, Debra still appreciates the individual, interpersonal joy found

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Despite meteoric success, Debra still appreciates the individual, interpersonal joy found in her day-to-day experiences: “What I enjoy most is helping people find their dream home.” in her day-to-day experiences: “What I enjoy most is helping people find their dream home. … Or if I’m the listing agent and I find that perfect buyer – that’s so rewarding to me.” In fact, Debra’s tagline is “Discover Your Luxury”. She knows that her strategic placement with Coldwell Banker Realty in Atlanta will allow her to expand her listing Top Agent Magazine

property exposure through her national broker network, especially as a member of the ILA. While her business already enjoys a referral and repeat rate of over eighty percent, that number is reliant on clients remaining in the metro Atlanta area. With that barrier removed, her business is poised for stratospheric results in 2022. Copyright Top Agent Magazine 11

Lofty ambitions are paired with taxing demands. When Debra isn’t in front of a camera, or speaking on a recorded line for magazine interviews, her growing multimedia business demands her attention and expertise seven days a week. When she has brief moments of respite, she supports the Nsoro

Foundation, which helps ensure that children aging out of foster care have access to a college education. When asked about how she makes the most of her rare opportunities for self-care, her response is immediate: “I love going to the mountains and being outdoors to just … unplug.”

To learn more about Debra Johnston, call 404-312-1959, visit debraajohnston.com, www.instagram.com/sambazzy1/ or email Debra.Johnston@CBRealty.com www.

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Is Starting a Team the Right Solution for your Business? You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision. 13

The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans14

actions in sometimes stressful circumstances. Having the right team spirit, so to speak, is what will help your business and team grow. The ultimate goal of a team is to have thriving careers for everyone on board. So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we? Top Agent Magazine

ADRIAN SCHMIDT Adrian Schmidt of Brookhaven and Blue Ridge, Georgia, has developed a strong base of satisfied clients by combining years of experience in the real estate industry with a tried-and-true approach to success. “I try my best to listen carefully, think creatively and solve problems. These fundamental steps help me identify what a client’s goals are and help me draw a roadmap to get there. As service providers, it’s always our mission to help clients reach their goals. In my practice, I’ve also learned that if you’re truly committed to the notion of helping others, then both you and your clients will find success and satisfaction.

little thin – which can impact both results and client satisfaction. Applying additional automation or team members or process enhancements by themselves won’t offset the need for the agent’s attention, nor will they directly provide the level of guidance a client needs. In my case, I don’t delegate my client interactions and I use automation intelligently – definitely not in a “one-size-fits-all” way. I stay tuned in to every phase of the marketing operation for every property and constantly monitor market conditions. I don’t approach relationships like a robot and I’m not abrupt or curt on calls – I take the time to have the detailed conversations that are often necessary. It can lead to longer days and longer work weeks, but that’s the job, in my view – and it’s what happens to be most satisfying to my clients and to me as well. Maintaining a manageable and steady workflow helps me maintain that one-to-one listening, solution-driven relationship with each and every client.”

Adrian’s career in the industry began while he was pursuing a degree in Business and Finance at the New Jersey Institute of Technology. “I joined a local commercial real estate firm in New Jersey as an intern doing database and financial analysis work, and that eventually expanded into a consulting role for corporate site selection projects. After graduating college, I joined Prudential Realty Group and took a role with the acquisitions & development unit at Prudential’s Atlanta regional office.

In addition to prioritizing strong interpersonal connections, Adrian leverages his real-world experience managing a personal STVR property portfolio to further distinguish his practice at Sotheby’s. Buying, selling and managing my own STVR properties has provided valuable insights on acquisitions, preparations, operations, and dispositions over the past several years. It’s really an entirely new category of real estate investing that individual property owners can have access to. My experience over the years with this emerging space, together with my commercial real estate and capital markets experience, has really helped me provide strategic real-world guidance that has directly benefitted my clients and helped them succeed.

After honing his expertise in the commercial arena, Adrian’s practice has focused solely on residential real estate for the past 12 years with Atlanta Fine Homes Sotheby’s International Realty, where he excels as a consistent top individual performer. A majority of Adrian’s clients are repeat and referral clients, with an average annual volume that is consistently between $10 million and $15 million over the past decade. “High quality work with a manageable transaction count are the most important things to me, and I’m not really focused on volume as a personal end-goal. If I sell higher-priced properties in any given year, then my volume level is higher. But with my focus on the work-product and pace, I’ve never really seen volume as the primary measure to strive for, and I’ve never identified with the vanity/ego aspects that often accompany high volume.

His private and professional experiences in the world of real estate make him a staple in the region ranging from intown Atlanta up the I-75 Corrirdor and throughout the North Georgia Lake & Mountain region. He serves as a valuable asset and critical link between clients, industry professionals, and extended community. Adrian has been actively involved in Brookhaven over the years, having served as an appointed member of the City of Brookhaven Planning Commission and having served in committee roles for development of the city’s Comprehensive Plan. He is excited to continue growing his business by staying the course that has brought him steady success. “I truly get to help clients and their families achieve a vision – whether that vision is an intown dream home vision, a mountain home vision, a second home/investment property vision – and anything in-between. But first and foremost, it’s about helping someone on their journey to the next phase of life they’re heading to. That is where the greatest rewards are”.

What I personally strive for is a consistent level of quality in the work that I do. Approaching every engagement with candor and transparency is a key factor in my repeat and referral business, and this is important particularly as it relates to how much you can take on at once. I learned this early on from a few top agents whom I highly respected. They were kind enough to share their humble wisdom about the number of transactions they do annually. They said you do your best work if you do something between ten and twenty transactions per year. It was wisdom that resonated with me. As a sole practitioner, if you go beyond that, then you start to spread yourself a

To learn more about Adrian Schmidt, visit adrianschmidt.atlantafinehomes.com, email adrianschmidt@atlantafinehomes.com, or call 404.229.6777 https://

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Laughs!

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home. When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 18

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day. In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures. Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees? Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 20

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union! When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing. Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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DARKA KRSMANOVIC Originally from former Yugoslavia, Darka Krsmanovic has always possessed an entrepreneurial spirit. After studying economics in Europe, she would relocate to the United States and quickly develop a passion for real estate, noting how the industry perfectly complemented her elite business acumen and passion for helping others. Inspired, she would pursue her license in 2006, leaning on her tireless work ethic to persevere through the market crash and find rapid success as an agent. In the years since, she has gone on to author an accomplished career in real estate, garnering numerous awards and accolades while establishing a network of satisfied clients that spans the State of Georgia. Today, Darka leads The Darka Team, powered by Virtual Properties Realty, where she assists clients throughout Atlanta and the surrounding areas. Well-versed in everything from residential real estate to land and commercial properties, she has cultivated a boutique process to meet the needs of any buyer, seller, or investor. Darka holds the distinguished CCIM designation, the industry’s most coveted credential. Certified Commercial Investment Member (CCIM) is the highest commercial designation awarded in the field of commercial real estate and is based on significant closed commercial real estate transaction volume and rigorous educational requirements. When listing a property, Darka takes a comprehensive approach. Starting out, she helps her clients fully prepare for the market, providing them with a suite of professional cleaning, staging, and photography services. From there, she shares their listings to a highly targeted blend of digital and social media campaigns, ensuring a seamless transaction throughout. Elsewhere, Darka is just as attentive when assisting her buyers, carefully guiding them to the right investment

for their best interests. When examining commercial investments, she offers an acute attention to detail, analyzing the underwriting and providing an insightful forecast on a given property’s potential. Also licensed to serve in Florida, she keeps in touch long after the deals are done through regular check-ins, market updates, and expert referrals to make sure her clients are satisfied. Over the years, Darka has earned a fantastic reputation, with the entirety of her volume coming from repeat clients and referrals. Having earned The Phoenix Award and completed close to $16 million in volume in 2021 alone, she remains dedicated to the proven standards that set her apart. “My clients are the center of my world,” she says. “I make sure to understand their needs so I can best serve them over the course of their transaction. From start to finish, I treat them like members of my own family.” On top of working with area churches, temples, and nonprofit organizations, Darka is an avid supporter of The Children’s Hospital of Atlanta and local breast cancer awareness events. When she’s not with clients or giving back, she can be found practicing yoga, relaxing outdoors, or spending quality time with her husband. With her team to be listed now with The Goldman Sachs 10,000 Small Businesses, Darka has exciting plans for the future. Going forward, she intends on expanding her team while scaling her boutique workflow further throughout the region. “I love people with a vision,” she says. “At the end of the day, there’s nothing more rewarding than putting the puzzle pieces together for a client and helping them advance to the next level. After all, everyone in our country has the opportunity to realize their dreams— no matter where they come from. In America, there’s no limit to what you can accomplish.”

To learn more about Darka Krsmanovic, please call (678) 890-7055, email darka@darkateam.com or visit darkateam.com www.

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Are You Doing Business As YOU On Facebook? Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page? Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?” The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use. Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times. We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers. They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you). 2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us. Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

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. 22

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STEPHANIE KENNEDY Having been an entrepreneur for over three decades with 22 of those years spent in real estate, Stephanie Kennedy now runs her own successful brokerage. Originally from Los Angeles, California, Stephanie serves the metro Atlanta, Georgia area alongside her daughter, Whitney Kennedy, who is also a REALTOR®. Throughout her career, Stephanie has been on the residential, commercial and development side of countless projects with investments in Atlanta, Alabama and Ghana. Everything she has done thus far has earned her the reputation for outstanding commitment, professionalism, and integrity to her clients and her business. Throughout her life, Stephanie has never shied away from hard work. In her first career, she worked 10 hour days at a hair salon while being a single mother. There came a point where she realized that she needed a career that would offer more flexibility with her time so that she could be there for her daughter as she grew up. Real estate presented itself as the perfect solution. Whether Stephanie’s clients are looking to buy a home or start a new business, she’s an expert on all fronts and ready and willing to go the extra mile. “This isn’t a hobby or a hustle, it’s a full time career that I’m very dedicated to,” she says.

to help those less fortunate. She’s organized clothing drives, participated in fundraising fairs and events and supported many members of the community, from the homeless to First Responders. “I find that these events are a very good way to stay connected with others in our area,” she explains. “Coming together to give back is incredibly meaningful for everyone involved.” On an international level, Stephanie serves as a member of the United Development Council. She also does speaking engagements and trainings to share her expertise. Typically, Stephanie does between $5060 million in sales volume per year. She has big plans to open two new offices for her brokerage, one in Macon and one in Birmingham. Of course, she’ll also continue to expand on her personal projects, which include a major development in Atlanta and a hotel in Ghana. No matter what she’s doing, the core of Stephanie’s motivation comes from the desire to help people. “Helping someone through the process of buying or selling a home and teaching my team to do the same is what I love about real estate.”

Stephanie makes certain that both her past and current clients are well cared for with frequent touches of contact throughout the year. She and her team mail out magazines and postcards, host client events, and send holiday greetings to let clients know that they are important. In terms of marketing, Stephanie often holds open houses and broker opens and does virtual tours for those who can’t attend. She’s also listed on a Top 5 Broker website that markets her listings on a national level, providing maximum exposure. Community means a lot to Stephanie and she spends her free time working with charities and local organizations Top Agent Magazine

Stephanie with her daughter Whitney Kennedy

Contact Stephanie at 404-596-8051, email skennedy@wrprestige.com or visit stephaniedkennedy.com www.

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