AUSTRALIA 12-12-22

AUSTRALIA EDITION

5

REASONS WHY YOU NEED A MENTOR

FEATURED AGENTS

5 WAYS TO TRANSFORM

JAYME LEE WALLISON PAUL LEYDIN

RENTERS INTO OWNERS

RECONSIDER REFERRAL-ONLY WHEN PLANNING FOR THE FUTURE

HOW TO GET THE BIGGEST RECHARGE

OUT OF YOUR LUNCH HOUR COVER STORY

BRENDON & DIANA CLARK

AUSTRALIA EDITION

PAUL LEYDIN JAYME LEE WALLISON

® Long before REALTOR Jayme Lee and finance degree, sports Jayme devotes a lot of her spare timeas w With a banking training, 7 16 20 officially started working in real estate, be itWe a event management background and sports to giving back to her community, trainers. she built her own personal portfolio. owner, it has been an inter- through supporting the local schools or goods business and marketin She owned a multitude of properworking on fundraisers to benefit homeesting journey into real estate for Paul. novative prog ties before becoming licensed seven less and disabled people in theall, area.

She particular years ago, providing Aher with ample lifestyle change to the Sunshine Coast and also has two daughters who fill her time experience to be ableatochance walk her cli- with a real estate agent led at home. meeting “Our busines ents through the same process once to a whole new career and life. nity, highligh she started working. While she began Last year, Jayme’s team had a sales Program (CS with a franchise company for the first volume of $364 million dollars, which After 2 years, Paul and his family moved groups apply three years her real estate career, JAYME LEE WALLISON primarily came from selling high-end BRENDON & of DIANA CLARK PAUL LEYDIN back to Melbourne, but the taste for real esand it is goin Jayme realized that there was a gap in homes and expansive development tate was still strong.

Paul walked into 3 local with our sup the market for clients who wanted a sites. Her business is expanding year real estate agents and had 3 job offers in 2 days.

At the kids with cancer) where w boutique and personalized experience. after year, so much so that they are about 40, acomlong and successful career was born. the on Challenge She decided to openage herofown to open another to office the other charity, side need is a verytosatisfying pany, Black Fox Real Estate four years of Melbourne. Still, she plans cap the b 13 Mornington years later, Paul is aof Director ago to fill that need. Today, Serving some allCONTENTS of the number offices at and five to keep from being overLicensed Estate Agent with Noel Jones Blackburn, Going well as Peninsula and surrounding areas in Victoria, Jayme stretched like many franchises.

Theirforward, businessas relies over 600 on site and having sold handicap, Paulbelieves has excitin has built an agency conducting that is completely different to auctions on complete client satisfaction, which Jayme properties in over 30 different to very continue grow our sa 4) 5 WAYS TOelse you’ll find.

17)postcodes.

HOW TO GET THE anything is best achieved with several welltorun local steady growth of our Prope offices. “IRECHARGE love seeing the joyOUT in my clients’ faces TRANSFORM RENTERS BIGGEST Since the beginning, Paul Jayme’s team his has clients providedwith an a knowing we’veapproach helped them with movenearly forward their equips cutting edge 650onproperties INTO OWNERS OFto YOUR innovative, robust service experience. journeynothing in LUNCH life.” gets leftHOUR with a backed detailedbyselling plan ensure diate challenge is to refin They were recently acknowledged by an Australian to chance. Combined with a personally tailored vendor our efficiency and product financial newspaper communication for achieving record breaking plan and exclusive data benchmarking, our ‘Play Book’, which w 14) 5 REASONS 21) RECONSIDER sales in the Cape Schanck area.

She counts around he is able to provide regular and real time campaign we do business and it’s v WHY YOU REFERRAL-ONLY 80% NEED of her businessfeedback as coming from repeat and for vendors. blueprint for our future gr referral clients, primarily due to the fact that once A MENTOR WHEN PLANNING FOR clients work with her,As they 100% faith Black a great understanding of anhave auctioneer, Paulinpossesses With a distinguished caree THE FUTURE Fox Real Estate and don’t want to work with anyone the auction and negotiation process and seems to have a those dreamy Sunshine Co else. On top of her negotiation skills and knowledge great knack for “reading the room” and knows perfectly of real estate, Jayme has a background in psycholwhen to push or pull back to ensure the right outcome. ogy, which has helped her connect with clients on With a good dose of humour and quick wit, Paul’s auctions a deeper level. “Our customer service is second to Phone 310-734-1440 | Fax are310-734-1440 certainly entertaining and generate great outcomes. none,” she says.

mag@topagentmagazine.com | www.topagentmagazine.com

Having she previously topped the $1,000,000 mark in annual When it comes to marketing, and her team fastid-

No portion of this issue may be reproduced in anybeing manner whatsoever without priorSales consent of the publisher.

GCI and finalist an REIV Person of the Top Agent Magazine iously hand-select their suppliers.

“Wea hire the as best For more about Jayme Lee, call 0458Top 575 556, is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Year,team, he remains committed to his core values. “Our indusphotographers, print and theexpressed best marketAgent Magazine cannot be heldbest responsible for opinions or facts suppliedemail by its authors. jayme@blackfoxrealestate.com.au try comes down honest communication and forging a ing peopleaddress, to ensure campaigns standtoout from the To subscribe or change sendour inquiry to mag@topagentmagazine.com. blackfoxrealestate.com.au or visit genuine connection with our clients.

At the end of the day, crowd,” Published in the U.S. she explains. “It’s not just stock standard.” www.

we’ll do whatever it takes to deliver outstanding results.”

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“While client satisfaction is the cornerstone of our business, we also invest heavily in our people as they are the future of our business,” added Paul. “We provide our

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5 Ways to Transform

Renters into Owners Perhaps the largest demographic of untapped business lies in the rental market. From major cities and suburbs to rural communities—renters across generations are opting to rent rather than own. The question is: why? For starters, many Americans are undereducated about the inventory and financing options available that might suit their budget and lifestyle. Secondly, many would-be homeowners have difficulty 4

visualizing the potential investment of purchasing property, and how homeownership can build wealth and security in the long-term.

As an agent, you’re always on the lookout for potential clientele. Now, to guide renters toward the real estate market, keep a few of these strategies in mind as you meet and greet this untapped demographic.

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Show renters that purchasing a home isn’t impossible

Possibly the biggest hurdle for renters is believing homeownership is possible. Beyond saving for a down payment and boosting credit scores, there are dozen more factors to consider: affording utilities, homeowner’s insurance, renovations, property taxes, and more. Besides that, assembling pay stubs, finding an agent, arranging house tours, negotiating a price, and timing the transition are all major considerations to surmount.

One way to combat this thinking is to make the process transparent and demystified. Find examples of past clients who made the leap successfully, or profile the average buyer in your marketplace and see how that renter compares. Provide evidence that it’s been done before and can be done again, then build a game plan from there.

into play. Consider making a checklist, or step-by-step road-map, that guides clients through the process from start to finish. This way, you’ll manage expectations and create a path to ownership that’s specific, instead of abstract. They won’t have to wonder what goes into buying a home when they can look at an interactive site or read a document and see the steps outlined before them, with you there to guide the way.

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Collaborate with mortgage professionals to find the right financing opportunities

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Help would-be homebuyers create a road-map to ownership

It’s no secret that buying a home can feel overwhelming. Compared to signing a yearlong lease on an apartment, taking on the house-hunting process is a daunting affair.

That’s where your expertise as an agent comes Top Agent Magazine

Many renters aren’t aware of the variety of mortgage financing options out there that cater to first-timers, offer low down payments, or down payment assistance. Most buyers believe that the standard 20% down is a hard and fast rule, when in reality, there’s far more flexibility out there to cater to renters where they are. There are even loan options catering to freelance workers, renovation options, and other unconventional routes to ownership.

Work with a mortgage pro and find the route that suits your renter best.

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pay monthly in a mortgage—while building a lasting asset.

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Compare and contrast rental rates with monthly mortgage payments One way to convince renters to make the shift is to demonstrate the savings potential of paying into a monthly mortgage, rather than throwing away rent on a property they don’t own. To do this, draw up the average rental rates in your area, then find some potential listings that would demand a similar amount in monthly mortgage payments. Sometimes placing these numbers and images sideby-side can prove to renters that what they manage to pay monthly in rent, they can

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Paint the big picture

For most, renting isn’t the most sustainable financial option when it comes to housing.

Rents rise, families grow, and retirement looms.

Building a financial future and homeownership go hand-in-hand. When planned appropriately, buying a home can create a path toward retirement and position homeowners in a better place for further investment in the future. A rental has little security or investment returns to offer, while owning a home makes a renter king or queen of the castle.

Prospecting renters as potential homebuyers may seem like a time-intensive way to cultivate new clients, but logic is on your side.

Keep these tips in mind as you broach the conversation with renters in your hometown.

All it takes is clear-cut value proposition and a listening ear.

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BRENDON & DIANA CLARK

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The husband and wife team, Brendon and Diana Clark, specialize in inner-city suburban Sydney properties. A mix of Victorian terraces and modern apartments, the area draws its fair share of first-time buyers, but is particularly appealing to empty nesters returning to the city from the suburbs.

When Brendon and Diana Clark got married they decided to be partners in everything – life, love and business. “We got married 15 years ago, and she was a real estate agent and I was a real estate agent,” he says.

“So what the area didn’t have, which we capitalized on, was a very, very good husband and wife team.” The Clarks decided they were in a unique position to fill that 8Copyright Top Agent Magazine

role. The two paired and began listing and showing properties together as Clark Estate Agents. They were able to offer a family perspective to a typically male-dominated industry that buyers still find appealing.

“Having that female touch, having my wife there and having that family team, it just brings another element and a level of comfort to homeowners, and also to buyers as Top Agent Magazine

well, because it just builds trust. And that’s why we’ve, for the last seven years, been the No. 1 agent in our area.”

The husband and wife team specialize in inner-city suburban Sydney properties.

A mix of Victorian terraces and modern apartments, the area draws its fair share of

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first-time buyers, but is particularly appealing to empty nesters returning to the city from the suburbs. “You see these people that have come from the outer suburbs.

They come back into the city as empty nesters, and they’ve always got a second lease on life, which is fabulous,” Brendon says. “The kids have left home, and they

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Nearly all of their substantial business comes from repeat and referral customers. Their straightforward style has earned them a reputation for honesty and integrity. want to relive their youth and they want the cafe-culture lifestyle again. And it’s really nice to see. It’s really, really great.”

It also is something Brendon and Diana see often. They sell between 70 and 80 properties a year and manage another 500 rental properties.

Nearly all of their substantial business comes from repeat and referral customers. Their straightforward style has earned them a reputation for honesty and integrity.

“When clients come and use our services, Copyright Top Agent Magazine 10

it’s almost like family. And with family, there’s an element of trust. We will deliver a message and we’ll tell people how it is,” Brendon says. “There’s no fluff. And sometimes it’s very hard to find in real estate.

So I think we’ve cracked the formula.” It does not hurt that they work with good people, he says. “We just interact with really, really, quality, good, nice, really wholesome people. And it’s that interaction with good quality people. Because I’ve always said, the houses stay where they are. Yes, you sell a house, but what we do is, we’re Top Agent Magazine

in the business of moving people. Houses, they never change. They can’t lift them up and move them, but we move people and it’s the people that keep us going.”

With people at the heart of their business the Clark agents invest a lot into community

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relationships. Their customer relationship management system “constantly keeps in touch” with recent sales and increases contact when buyers might be ready to sell, around the five-year mark.” We write blogs for the local community, as well. We let the community know about new cafes and

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bars and restaurants. We’re very, very much a community-based agency.” And they tap into that community when it is time to market a listing. “We direct contact, up to about 500 people that live in that same vicinity, to let them know that property listing is coming on board, because a lot of the time they have friends, or they have family that want to move close to them.”

As a husband and wife team, Brendon and Diana do not have a lot of time off. “Sometimes you don’t turn off and when you get home, you talk shop,” Brendon says. “We work six days a week.” But the couple do make time to spend with their 7-year-old. “We’re always getting involved with his friends and playdates with his friends. And he’s a big part of our life. Our son is in our world.”

To learn more about Brendan and Diana Clark, visit clarkea.com.au or call 0421 358 649 https://

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide.

But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor.

Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the 14

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success.

Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need.

When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t.

They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out.

A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and Top Agent Magazine

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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JAYME LEE WALLISON Long before REALTOR® Jayme Lee officially started working in real estate, she built her own personal portfolio.

She owned a multitude of properties before becoming licensed seven years ago, providing her with ample experience to be able to walk her clients through the same process once she started working. While she began with a franchise company for the first three years of her real estate career, Jayme realized that there was a gap in the market for clients who wanted a boutique and personalized experience.

She decided to open her own company, Black Fox Real Estate four years ago to fill that need. Serving all of the Mornington Peninsula and surrounding areas in Victoria, Jayme has built an agency that is completely different to anything else you’ll find.

Since the beginning, Jayme’s team has provided an innovative, robust service backed by experience.

They were recently acknowledged by an Australian financial newspaper for achieving record breaking sales in the Cape Schanck area. She counts around 80% of her business as coming from repeat and referral clients, primarily due to the fact that once clients work with her, they have 100% faith in Black Fox Real Estate and don’t want to work with anyone else. On top of her negotiation skills and knowledge of real estate, Jayme has a background in psychology, which has helped her connect with clients on a deeper level. “Our customer service is second to none,” she says.

When it comes to marketing, she and her team fastidiously hand-select their suppliers. “We hire the best photographers, best print team, and the best marketing people to ensure our campaigns stand out from the crowd,” she explains. “It’s not just stock standard.”

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Jayme devotes a lot of her spare time to giving back to her community, be it through supporting the local schools or working on fundraisers to benefit homeless and disabled people in the area. She also has two daughters who fill her time at home.

Last year, Jayme’s team had a sales volume of $364 million dollars, which primarily came from selling high-end homes and expansive development sites. Her business is expanding year after year, so much so that they are about to open another office on the other side of Melbourne. Still, she plans to cap the number of offices at five to keep from being overstretched like many franchises. Their business relies on complete client satisfaction, which Jayme believes is best achieved with several very well run local offices. “I love seeing the joy in my clients’ faces knowing we’ve helped them move forward on their journey in life.”

For more about Jayme Lee, call 0458 575 556, email jayme@blackfoxrealestate.com.au or visit blackfoxrealestate.com.au www.

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How to Get the Biggest Recharge

Out of Your Lunch Hour When things get busy, it’s typical to find a grab-and-go lunch and keep plugging away on the tasks at hand. While some days demand this kind of hustle, your lunch hour can be a valuable window in which to recharge and set the tone for the latter half of your day. In fact, taking a mindful break at midday can create Top Agent Magazine

mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

But how do you maximize that hourlong reprieve amidst a busy schedule?

Here are a few ideas for inspiration, no matter what your tastes or preferred habits may be.

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Taking a mindful break at midday can create mental space for extended productivity and provide the morale boost necessary to take on a new task for the afternoon.

GET MOVING Just ten minutes of light exercise can get your blood pumping and your energy renewed.

Step outside and take a brisk walk around the block, or walk to your favorite sandwich shop instead of hopping in your car. Find ways to incorporate light exercise into your lunch hour routine and you’ll not only enjoy a chance to stretch your legs and get your eyes off of screens, but you’ll also reap the health and mood benefits of endorphins. Even extended stretching or mild calisthenics can provide rejuvenating relief in short order.

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PLAY CATCH UP Sometimes catching up with an old friend or family member can brighten your day and give you a morale-boosting outlet beyond the office. During your next lunch hour, why not combine a jaunt around the block with a call to catch up with your sibling or college buddy? Shifting your focus from work and centering instead on a comforting interpersonal relationship can really boost your mood and reinforce your personal values.

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CHANGE YOUR TUNE

SOAK UP THE SUN If you’re tempted to eat your lunch at your desk while staring into the same computer screen that you’ve been working on for hours—think again. Sure, a busy schedule sometimes means making that sacrifice, but when your schedule and weather permits, try to take your lunch outside and disconnect from your office setting. Soak up the sun, feel the breeze, and lift your gaze to the horizon instead of toward your phone or computer screen. The mood-boosting benefits of time spent recharging outside are well-documented, and a change of scenery can give you the boost you need to power through your afternoon to-do list.

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Use your lunch hour to treat your senses. As you eat or get active, try queuing up your favorite music or the latest episode of your favorite podcast. If you focus on the same tasks and stimuli for too long, your brain will fatigue and your focus will erode steadily over time. Shift gears and treat your mind to some music or stimulation outside of your daily tasks. You’ll help yourself relax, recharge, and create a natural transition point for your ensuing afternoon workflow.

Your lunch hour isn’t just about being purely functional. If you want to maintain a steady rate of productivity and leave the office satisfied by the progress of your day—use your lunch hour wisely. As important as it is to nourish your body, also consider nourishing your mind. No matter what your chosen outlet may be, don’t overlook the power of a well-spent lunch hour and the positive benefits that are sure to follow.

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PAUL LEYDIN With a banking and finance degree, sports event management background and sports goods business owner, it has been an interesting journey into real estate for Paul.

A lifestyle change to the Sunshine Coast and a chance meeting with a real estate agent led to a whole new career and life.

After 2 years, Paul and his family moved back to Melbourne, but the taste for real estate was still strong. Paul walked into 3 local real estate agents and had 3 job offers in 2 days. At the age of 40, a long and successful career was born.

Today, some 13 years later, Paul is a Director and Licensed Estate Agent with Noel Jones Blackburn, conducting over 600 on site auctions and having sold properties in over 30 different postcodes.

Paul equips his clients with a cutting edge approach with a detailed selling plan to ensure nothing gets left to chance. Combined with a personally tailored vendor communication plan and exclusive data benchmarking, he is able to provide regular and real time campaign feedback for vendors.

As an auctioneer, Paul possesses a great understanding of the auction and negotiation process and seems to have a great knack for “reading the room” and knows perfectly when to push or pull back to ensure the right outcome.

With a good dose of humour and quick wit, Paul’s auctions are certainly entertaining and generate great outcomes.

training, as well as industry specific external trainers. We also have a swag of social media and marketing resources available. These innovative programs provide great support for all, particularly for our new agents” “Our business is also dedicated to the community, highlighted by the Community Support Program (CSP). The CSP is where people/ groups apply for a grant/donation themselves, and it is going fantastically well. Combined with our support of Challenge (supporting kids with cancer) where we donate a portion of each sale to the Challenge charity, being able to support those in need is a very satisfying by-product of what we do.”

Going forward, as well as hoping to bring down his golf handicap, Paul has exciting plans for the future. “We plan to continue to grow our sales team as well as ensuring the steady growth of our Property Management asset, currently with nearly 650 properties under management. Our immediate challenge is to refine our work practices to increase our efficiency and productivity and are currently fine tuning our ‘Play Book’, which will change and improve the way we do business and it’s very exciting. This will form the blueprint for our future growth of people and processes!”

With a distinguished career 13 years in the making, it seems those dreamy Sunshine Coast days are a lifetime ago!

Having previously topped the $1,000,000 mark in annual GCI and being a finalist as an REIV Sales Person of the Year, he remains committed to his core values. “Our industry comes down to honest communication and forging a genuine connection with our clients. At the end of the day, we’ll do whatever it takes to deliver outstanding results.”

“While client satisfaction is the cornerstone of our business, we also invest heavily in our people as they are the future of our business,” added Paul. “We provide our agents with great onboarding and training with a custom built induction program, regular dialogue and auction 20

To learn more about Paul Leydin, email paul.leydin@noeljones.com.au, visit noeljones.com.au or call 03-9877-1855 www.

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Reconsider Referral-Only When Planning for the Future

A 100% referral rate is a testament of client happiness. But even a 30% referral rate is proof of client satisfaction. It’s all relative, say some agents. One number pays tribute to past success, which is certainly a story worth telling. But the other might better predict the future. Many agents plan for the idea that Top Agent Magazine

working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector.

Unless you are clairvoyant enough to flawlessly predict every market change or every

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Many agents plan for the idea that working only on referral may not be sufficient during slower times of the year, in a down market, or when an agent needs to expanding into a new sector. life change that your clients and referral partners may experience, it’s wise to maintain an active marketing presence. The reasons vary, however, depending on the goals and trajectory of each individual’s business.

If long-term success, a growing team, a legacy or expansion into new areas are not priorities, then working a sphere of influence may be enough for some agents, especially those who may be in the industry mostly for the love of the business. But for a majority of agents, no matter how much they love their work, their real estate and mortgage businesses are careers, first and foremost.

Let’s start with the team-builders and mentors. Agents and brokers who are building teams are wise to invest in business marketing, advertising and community outreach. Ty Hutchins, who owns and operates Ty & Company Real Estate in Colorado’s Front Range, says that, while she could personally live off referrals alone, her goal is to build up her agents. “I do the marketing piece for my team, so I can help them succeed,” she says. That marketing includes running commercials on TV and in movies theatres, as well as lead generation that identifies potential buyers, sellers and 22

investors between the Colorado Springs and Denver markets. Her team’s goal, she adds, is to promote their reputation of being honest, hardworking professionals with the reach of a major brand but the personalized approach of a boutique.

Then there are the growers. Khrista Jarvis and Nicole Jung of The Khrista Jarvis Team in the San Francisco Bay Area, are on a considerable growth track. “We’re the #1 team in our area and the top team in Compass Real Estate nationally,” explains Khrista. While high marks for service on behalf of their clients have led them to these heights, they know that they must continue to evolve and market their brand. “We do a good deal of social media marketing for our listings and for our business,” she says. Their names, therefore, are frequently linked to sentiments of trust, dependability and market knowledge, both in their marketing and in their reviews.

Next, there are those who weathered the worst of times. Susan Roche entered real estate sales in 2003, following several years of property management in North Carolina.

The key to her sustained triumphs through major market swings lies in her long-range planning. “If the market starts to dip or fall,

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I have safety nets in place,” says Susan Roche, team leader of Simply Real Estate, based in Charlotte. “When it’s a seller’s market, I still plan for a buyer’s market and when it’s a buyer’s market I plan for a seller’s market..” In other words, no matter how comfortable her existing work may feel, she networks consistently. She also employs a full-time marketing director who leads several projects including ongoing research, events and social media exposure in addition to listings marketing. By staying ahead of market changes, Susan knows she can unfailingly represent her clients’ best interests while still maintaining a safety net for her business.

Even professionals with more than three decades’ experience and deep referral networks know the importance of business

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marketing. Cathy Richards, co-owner with Nancy Dalaska of Epic-Wasatch Homes in Park City, UT, entered real estate in 1987 and still draws at least a fifth of her business from lead generation, social media marketing and community outreach. Her business partner, Nancy, adds that real estate is about much more than their own business. “We love collaborating and brainstorming with other agents to help them prosper,” says Nancy. “We believe the healthier the market, the better we all are.”

Regardless of market conditions, even the best reputation can’t guarantee long-term success. To sustain and grow, it’s wise to feed your business by increasing exposure, remaining flexible and maintaining systems for customer service, networking, research, marketing and lead-generation.

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