Colorado 12-11-17 by Top Agent Magazine

COLORADO EDITION

Things You Can Do to ANTICIPATE YOUR CLIENT'S NEEDS Business Growth Hack: ABSORB YOUR CLIENTSâ&#x20AC;&#x2122; STRESS!

FEATURED AGENT

DEREK THOMAS COVER STORY

YAN KAMINSKY & RYAN DOELL

1 Billion-Plus Reasons Why YOU SHOULD BE ACTIVE ON FACEBOOK Your Secret PRESENTATION WEAPON

COLORADO EDITION

DEREK THOMAS

chool, Derek Thomas used ollege to earn his real estate raised Denver native, he’d go arketing and new home sales n the area’s booming market. 2003, and nearly fifteen years ed an esteemed reputation for service and for relationships e closing table.

office. In addition to an e-blast that goes out to 4,000+ agents upon a home’s first week on the mar6 11 ket, there are 100 agents in-office with whom Derek can make a match. He also incorporates professional photography to make a memorable first impression on would-be homebuyers, and he also hosts the occasional open house to stir up interest among the neighborhood. To keep in touch with those he’s served in the past, Derek touches base with clients regularly through a once-a-month e-mail newsletMetro South region, Derek ter, and he also makes an effort to connect by phone ess alongside partner Megan or over lunch so that professional relationships stay DEREK THOMAS YAN KAMINSKY & Company Properties. There, fresh. In considering what he enjoys most about his & RYAN DOELL y a full-time in-house transday-to-day work, Derek says: “I enjoy being part o streamlines the day-to-day of such a big change and financial decision in peoselling. As a team, Derek and Megan attract ple’s lives. It’s a true pleasure to help our clients begin their next business stemming from repeat and referral chapter and guide them through this important process.” testament to their caliber of service. “I was enver and I’ve seen this market grow and To give back to his hometown community, Derek participates in CONTENTS “Our knowledge of the area and the market a variety of civic and charitable causes. In the past, he’s served f what we do, and it’s our market expertise on the board for the South Metro Denver Association of RealWhat’s more, Derek offers clients superlators, and remains active in his professional organization. Every 4) THINGS YOUInCANyear, DOhe and his office 17)participate BUSINESS GROWTH HACK: n’t end once a transaction is complete. in the Courage Classic, a bike TO ANTICIPATE YOUR ABSORB YOUR CLIENTS’ ating responsiveness, clear communication, race benefitting the area’s children’s hospital. In his rare free CLIENT'S NEEDS e also offers clients valuable resources, like hours, Derek mostSTRESS! enjoys spending time with his loved ones— ers, inspectors, and fellow industry professkiing, four-wheeling, mountain biking, and camping in the 8) 1 BILLION-PLUS 21) YOUR SECRET act the transactional process for the better. great Colorado wilderness. REASONS WHY SHOULD PRESENTATION WEAPON ident throughout the process, and when YOU it’s BE ACTIVE ON FACEBOOK nd up coming back because of it,” he says. As for the future of his business, Derek shows no signs of slowow up and stay communicative with our ing anytime soon. He plans to continue growing his imprint t day working together to their first home alongside his partner, while expanding his role in the booming ndships are long-lasting.” Denver development scene. As a homegrown real estate proPhone 888-461-3930 | Fax 310-751-7068 fessional with fifteen years of experience at his back and an Derek takes amag@topagentmagazine.com holistic approach that capioptimistic eye toward the future, the best is assuredly still to | www.topagentmagazine.com of influence, asNowell as his well-populated come for Derek Thomas at Madison & ofCompany Properties. portion of this issue may be reproduced in any manner whatsoever without prior consent the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S.

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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job. You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction. Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance. Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client. This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer. This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are Top Agent Magazine

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly. Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on. There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed. 5

DEREK THOMAS Fresh from high school, Derek Thomas used the summer before college to earn his real estate license. As a born and raised Denver native, he’d go on to specialize in marketing and new home sales for custom builders in the area’s booming market. That was all back in 2003, and nearly fifteen years later, Derek has crafted an esteemed reputation for personable, effective service and for relationships that last long after the closing table. Serving the Denver Metro South region, Derek spearheads his business alongside partner Megan Atkins at Madison & Company Properties. There, they are supported by a full-time in-house transaction manager who streamlines the day-to-day details of buying and selling. As a team, Derek and Megan attract a robust 95% of their business stemming from repeat and referral clientele—the surest testament to their caliber of service. “I was born and raised in Denver and I’ve seen this market grow and change,” he explains. “Our knowledge of the area and the market is a huge big piece of what we do, and it’s our market expertise that sets us apart.” What’s more, Derek offers clients superlative service that doesn’t end once a transaction is complete. In addition to demonstrating responsiveness, clear communication, and follow-through, he also offers clients valuable resources, like access to trusted lenders, inspectors, and fellow industry professionals that can impact the transactional process for the better. “Our clients are confident throughout the process, and when it’s all complete—they end up coming back because of it,” he says. “We continue to follow up and stay communicative with our clients, from the first day working together to their first home anniversary. Our friendships are long-lasting.” When listing a home, Derek takes a holistic approach that capitalizes on his sphere of influence, as well as his well-populated

office. In addition to an e-blast that goes out to 4,000+ agents upon a home’s first week on the market, there are 100 agents in-office with whom Derek can make a match. He also incorporates professional photography to make a memorable first impression on would-be homebuyers, and he also hosts the occasional open house to stir up interest among the neighborhood. To keep in touch with those he’s served in the past, Derek touches base with clients regularly through a once-a-month e-mail newsletter, and he also makes an effort to connect by phone or over lunch so that professional relationships stay fresh. In considering what he enjoys most about his day-to-day work, Derek says: “I enjoy being part of such a big change and financial decision in people’s lives. It’s a true pleasure to help our clients begin their next chapter and guide them through this important process.” To give back to his hometown community, Derek participates in a variety of civic and charitable causes. In the past, he’s served on the board for the South Metro Denver Association of Realtors, and remains active in his professional organization. Every year, he and his office participate in the Courage Classic, a bike race benefitting the area’s children’s hospital. In his rare free hours, Derek most enjoys spending time with his loved ones— skiing, four-wheeling, mountain biking, and camping in the great Colorado wilderness. As for the future of his business, Derek shows no signs of slowing anytime soon. He plans to continue growing his imprint alongside his partner, while expanding his role in the booming Denver development scene. As a homegrown real estate professional with fifteen years of experience at his back and an optimistic eye toward the future, the best is assuredly still to come for Derek Thomas at Madison & Company Properties.

To learn more about Derek Thomas visit DTGroupRealEstate.com, call (720) 427 -5178, e-mail DTGroup@madisonProps.com, or visit his Facebook page here www.

https://www.facebook.com/search/top/?q=DT%20Group%20-%20Madison%20%26%20Company%20Properties

Chris Murray is proud to congratulate

Derek Thomas

on being featured for the state of Colorado in Top Agent Magazine!

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1 Billion-Plus Reasons Why You Should Be Active on Facebook By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook. That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers. Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience. 8

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website. And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers. • Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content. • Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture. But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video. How can REALTORS® use Facebook Live? Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show! Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers. Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down. Top Agent Magazine

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you. And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones. NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters. Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business. Copyright©, 2016 Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com. 10

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YAN KAMINSKY & RYAN DOELL Top Agent Magazine

“We believe strongly in open and honest communication from the start. We really treat everyone we work with like they’re family. This business is all about building relationships, so it’s important to have a foundation of trust.”

YAN KAMINSKY When it comes to buying or selling real estate in the Greater Denver area, you won’t find a more respected brokerage than Landmark Brokerage. Landmark Brokerage was founded by Yan Kaminsky, a 21-year real estate veteran, with a unique team approach that uses specialization and departmentalization to provide a customer experience that is truly second to none. Yan was eventually joined by his business partner Ryan Doell, and the pair lead not only the brokerage but the Landmark Kaminsky/ Doell Team, as well. Both Yan and Ryan are longtime residents of Denver and have an in-depth knowledge of the marketplace 12 Copyright Top Agent Magazine

that offers their clients a distinct advantage. According to Yan, “We bring a diverse background to the table and years of expertise in all aspects of the business. I have my mortgage license and I keep that current, so I can give my clients a real leg up when it comes to securing financing. Ryan and I also both have experience dealing with investment properties, acquisition of properties at the county auctions and new construction, including helping to remodel over 300 homes, from fifty thousand-dollars to ones over a million. I’ve worked for many years with one of the largest home builders in the country and we’ve developed a relationship with Lokal Homes that we’re pretty excited about.” Top Agent Magazine

“Yan and I both love the challenges of a competitive market. It really pushes us to seek out more innovative marketing strategies to get our clients the best deal possible.”

Ryan also credits the team’s excellent communication skills as being another key to their success. “We believe strongly in open and honest communication from the start. We really treat everyone we work with like they’re family. This business is all about building relationships, so it’s important to have a foundation of trust. We want clients for life. We don’t go away after the transaction is over. We are always there to help our clients with any problem that might arise, even years after closing. Our lines of communication are always open no matter what.”

keting strategies to get our clients the best deal possible.” Yan adds, “We go all out with our marketing, and have a strong presence on the internet and social media, but I think where we stand out on our marketing is with our ability to network. We have a strong reputation in the market, so colleagues want to work with us. They know they can call us and get a response and we’ll put the deal together.”

Another area in which The Kaminsky/Doell Team excels is when it comes to marketing their listings. “Yan and I both love the challenges of a competitive market. It really pushes us to seek out more innovative mar-

Both Yan and Ryan are actively involved in their community. Yan, a brain cancer survivor, is particularly passionate for his 2018 goal to start raising money for cancer-related charities. Yan believes strongly in educating

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RYAN DOELL

13 Copyright Top Agent Magazine

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people about living a healthy lifestyle, and is an avid gym goer. Ryan loves to experience all the outdoor activities the state has to offer when he wants to unwind. Both Yan and Ryan couldn’t be more thrilled with where their business is and would love to expand more into new construction and investment clients. Their number one priority is to always maintain the high level of service that they have built their reputation on. “That is the core of our business. There is nothing Yan and I love more than helping our clients secure a successful transaction and move on to the next chapter in their lives.” Yan agrees, Top Agent Magazine

“We love what we do. We want to help as many people as possible achieve the American dream of homeownership and secure solid investments for their futures.” Copyright Top Agent Magazine 15

To learn more about

Yan Kaminsky and Ryan Doell, call 303 - 995 - 9041 or 303-800-4781, email Team@LandmarkColorado.Com or visit LandmarkColorado.Com www.

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Business Growth Hack: Absorb Your Clients’ Stress! Your business coach or a CRM software sales rep has probably described a number of products or services to help you grow your business. But sometimes the easiest way to increase the deals you’re closing is to simply be present for your clients. In doing so, you’ll find have the power to decrease the stress they feel. And when you decrease their stress, you increase your value to them, leading to new referrals and organic growth. Top Agent Magazine

You may be thinking, “I have enough stress; how can I find the emotional bandwidth for other people’s stress?” But consider this: As their day-to-day point of contact in this life decision, you are already a strong presence in your client’s lives. Why not allow yourself to be the only seemingly calm part of this process? By asking them what’s on their mind, by truly listening, by showing that you truly understand and even by rolling up

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your sleeves to relieve some of their grunt work, you’ll prove yourself invaluable. Think of yourself as the equivalent of an anti-anxiety pill to your clients. All you have to do is form a few easy habits.

Laura and Raj, their agent and their loan officer soon came to learn that Laura’s 80-year-old mother may eventually move in with the family. This news not only helped the agent best meet Laura’s and Raj’s needs for a new home; it gave both the agent and the loan officer opportunities to go above and beyond for their clients. Their REALTOR® connected Laura with a senior services nonprofit near Laura’s mom’s current home that may be able to assist the family. And their loan officer outlined various, detailed options to Laura and Raj make smart, long-term financial decisions. Meanwhile, the agent and loan officer earned the trust of Laura and Raj, who felt less worried about the future.

Listen – really listen – with patience Behind every home purchase or sale is a person or a family with a uniquely complex set of needs, motivations, objectives and priorities. Asking the right questions and truly listening to the answers are the easiest ways to learn how to make clients’ lives easier. In doing so, you not only show that you’re interested in them as people, but you help yourself discover ways to surprise your clients with service. Take “Laura and Raj,” for instance – a couple in their 30s who wanted a larger home because their family of five outgrew their first home. By patiently getting to know 18

Empathize Don’t be afraid to describe your own personal experiences as a homebuyer or seller, explaining how you felt at the time; let your client know you “get” it. The agent who is willing to open up and let buyers and

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sellers know that they personally understand their needs and concerns will connect with clients quickly, break down barriers and help the process move smoothly. Chayan Alavi, Broker/Owner of Alavi Agency in Long Beach, California, challenges himself and his team to ensure that every action of every day serves others. “If we can put ourselves in other people’s shoes with empathy, then we become stellar professionals and great human beings, too,” he says. “I like knowing that we remove the sales pitch from real estate and make it all about the customer.” Chayan and his team focus on customer advocacy and building trust. But they don’t take trust for granted. Instead, they know trust must be earned and nurtured over time.

Roll up your sleeves “You can’t be afraid to do anything!” says Matthew Todd of d’aprile properties in the Chicago area. “People know there’s nothing I won’t do to get the job done.” He has Top Agent Magazine

mowed clients’ lawns, walked dogs and personally cleaned someone’s 8,000-squarefoot, $2 million home for a showing one day after his seller left the house. Two days before another closing, Matthew’s client was unable to move large amounts of unneeded furniture out of the house he sold. No problem! Matthew joined or created five online garage sales; sold or gave away most of the client’s belongings and had the remainder hauled away before cleaning in time for the closing. “The first time I sit with a seller on listing presentation or the first day I take someone on a buyer’s tour, they know I’m ‘all-in.’” Meanwhile, in the Cincinnati area, Aaron Denton of Summit Funding considers himself and his team members to be concierges for their borrowers. “We’re like personal assistants,” says Aaron. “People are happier when you remove the stress.” Included in their standard services are researching moving quotes; arranging and organizing movein day; scheduling utility transfers; assisting with children’s school registration paperwork; and even connecting buyers with local resources like daycares. If “rolling up your sleeves” isn’t your strongest skill, then an easy alternative is to get to know professionals in your area who can do these tasks for you. In the end, remember that by listening with patience, empathizing, and being willing to go the extra mile, you have the power to remove the stress your clients would experience without your help. When clients feel cared for, they remember the agents and partners who helped them.

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Your Secret Presentation Weapon by Rich Levin

You are at a listing presentation, and Agent: “Do you know the number you know the seller is interviewing one complaint owners, like you, have other agents. Would you like to about their present REALTOR®? distinguish yourself as the best? Here’s how. “The agent doesn’t communicate or loses touch. It’s one of the simplest This is on an age-old and proven things and one of the most sales concept that is taught in high- important. I know some of the best level sales training in every major agents in town who sell a lot of corporation. In real estate, it is a homes and have the best intentions, subtlety that most agents simply but they just don’t follow up like don’t build into their skill set. Those they should, and you fall through who learn and use this skill stand out the cracks. and win against the competition. “I set aside an hour each day just for Have you ever lost a listing and staying in touch with my clients.” could not figure out why? The seller says that they had more confidence “You don’t want to be in the dark, in another agent. This skill is the uncertain and uncomfortable. I reason they will choose you. They want you confident that we are both may not recognize why; they just doing everything we can to get your have more confidence in you. property sold for the most money in the shortest time. “I like to make Sample Seller Script these calls between eleven and Here’s an example. After, I’ll break noon on Thursday mornings. What it down for you so that you can is the best number to reach you at apply it for yourself. that time?” Top Agent Magazine

Robbins was a twinkle in his AABC: The Breakdown There are four steps to this mother’s eye. Most agents miss the presentation skill. They are subtle mark on this in today’s competitive and easy to learn. You must practice real estate market. To hit a bull’s to be natural with this skill, which I eye, use AABC as your secret weapon. You will begin to notice call AABC. sellers and buyers having more • Step one is the Action you take. In confidence in you, relaxing with the example above, it’s communicating you, and trusting your judgment. regularly. Sample Buyer Script • Step two is the Advantage you “Would you like to have the bring that differentiates you. In the advantage of seeing the newest example above, it is setting aside an properties on the market, every day?” hour each day. A – The Action: “Every day—often • Step three is the Benefit to them. twice a day—I will search for propIn the example above, it is making erties that are new to the market.” them certain, comfortable and A – The Advantage: “In our area confident. there are nearly three thousand real • Step four is the Close, which is estate agents. Every day, some of asking for a decision. In the them are placing new property on example above, it is asking for the the market. Within hours, often less, specific number to be reached on a I make sure that you are aware of any and every property that even specific day and time. remotely matches your desires.” AABC B – The Benefit: “You’ll have the Action: What you do. best opportunity to find the property Advantage: Your distinction. that has the most of what you want Benefit: What’s in it for them? before you are in competition for it, Close: Asking for a decision. and you often get it at the best price. This has been taught by Fortune 500 Each year, many of the homes I sell Companies decades before Anthony are those fresh listings that have 22

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only been viewed by my buyers. It’s fun for me. It’s the best way to give you the competitive edge.” C – Close: “Do you want me to contact you each day as soon as we become aware of any property in which you may be interested? If I call during the workday with an excellent choice—something that looks perfect—would you be able to come fairly quickly to see it?” You will find AABC is your secret weapon. While other agents present their same old way, the buyers and sellers to whom you present see, hear, and feel something different, something more. They will more easily sign exclusive contracts with less commission challenges. They will trust you and make your job with them easier, because they strongly believe in your efforts on their behalf. A Few Subtleties I like to start with a question. Do you know? Have you heard? Would you like? The Action can be very simple. It is your Advantage—the way you do it differently—that makes the distinction. Top Agent Magazine

The Benefit is always more money, the best time frame, and/or more ease and convenience. That is WIIFT: What’s In It for Them. The Close is critical. In addition to confirming their agreement, it makes them an active participant in the process. In my work, I occasionally accompany Agents on listing presentations—Agents who take over a hundred listings a year. Once they begin to apply AABC, they immediately express that they feel, hear, and see the difference in the way their clients responded to them. This is an advanced skill that raises your effectiveness and enhances your relationships and your results. It requires preparation and practice. It is a secret weapon that can shift your work and your career into the next gear.

Rich Levin is one of the most successful Real Estate coaches in the nation by virtue of the measurable results of his clients and creator of the Real Estate Hierarchy of Success, a working model for understanding and planning your business. Copyright©, Rich Levin. All rights reserved. 23

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