Georgia 3-5-18 by Top Agent Magazine

GEORGIA EDITION

5 Tips to GET NEW CLIENTS 10 Seconds to CHANGE A HABIT 6 Things You Need to Do to BE A GREAT MENTOR 8 Things SUCCESSFUL PEOPLE NEVER DO

FEATURED AGENT

AUDREY KIEFFER

COVER STORY

TAMRA WADE

GEORGIA EDITION

AUDREY KIEFF

“My clients a times. Their b my top priorit

4) 5 GET

For Audrey Kieffer, exceptional customer TAMRA WADE AUDREY KIEFFER service isn’t just a term to be bandied about. Her clients learn very quickly that the associate broker at Keller Williams Cityside in Smyrna is the real deal. Warm, caring, and possessing a wealth of knowlCONTENTS edge, Audrey puts her clients’ needs first. “They’re my #1 concern at all times,” she says. “I’m here to support them throughout the process. ITO negotiate for them, I TIPS TO 19) 10 SECONDS call and check on them—I’ve even been known to NEW CLIENTS CHANGE A HABIT drive by with soup if they’re sick! I deeply care about the personal aspect of our business.”

13) 6 THINGS YOU NEED TO DO TO BE A GREAT MENTOR

22) 8 THINGS

In real estate since 2012, Audrey has already built a 40 SUCCESSFUL PEOPLE percent repeat and referral rate. A multi-million dollar producer, she’sDO a local expert in the Smyrna, Vinings NEVER and Mabelton areas of Atlanta and has extensive experience working with all types of clients, from first-time

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business. Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base. Top Agent Magazine

Become a referral partner with industry peers

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set. You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again. It will not only sharpen your sales skills, but could generate a lot more business. People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do. 5

Partner up with a Relocation Company

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®. The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest. Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property. Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills. Take on properties they haven’t been able to sell. You can even offer to throw an open

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 6

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell. Top Agent Magazine

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TAMRA WADE 7

The Tamra Wade Team has grown to include 45 real estate specialists including an in-house support staff. The team specializes in new homes, resale, luxury and commercial.

TAMRA WADE For over twenty years, Tamra Wade has been one of the most highly respected and in-demand Realtors® working in the Greater Atlanta area. Her career and love for real estate began as an onsite sales agent which would lead to the management of 30 communities for a top builder in Atlanta. The Tamra Wade Team has now grown to include 45 real estate specialists including an in-house support staff. The team specializes in new homes, resale, luxury and commercial. Tamra and her team partner with top new home public and private building companies throughout Greater Atlanta and the outlying areas. 8 Copyright Top Agent Magazine

The Tamra Wade Team is known for providing an exceptional customer experience that is personalized to fit each client’s needs. They offer a full spectrum of real estate services to buyers and sellers, as well as new home builders needing marketing, sales management, office staffing support, and property management. In addition, Tamra’s team maintains strong partnerships with numerous service providers and trades, giving their clients access to the best of the best no matter what their real estate needs are. The Tamra Wade Team is currently the #1 RE/MAX Team in Georgia, the #2 RE/MAX Team Nationally and the #4 RE/MAX Team Globally. They have been honored for their sales achievements and Top Agent Magazine

customer service countless times. Tamra credits their success to staying educated and always striving to stay on top of the latest technologies and industry innovations. “We make it a point to be on top of our market and stay on the cutting edge when it comes to anything that can improve our customer experience and give our clients a competitive advantage. We are accessible and available to our clients from the minute we meet through closing and beyond. We aim to cultivate long lasting relationships, becoming their Realtors® for Top Agent Magazine

life and a trusted resource long after the active transaction.” The Tamra Wade Team’s association with RE/MAX provides their clients with access to resources that are unmatched in the industry, Copyright Top Agent Magazine9

delivering the most comprehensive and innovative marketing around. In the last 40 years, RE/MAX has developed a powerful brand Copyright Top Agent Magazine 10

that has revolutionized the real estate industry. Its agent-centered and consumer-oriented approach is why RE/MAX currently has over 100,000 agents worldwide and sells more real estate than any other national real estate franchise. The company is represented in over 100 countries and leads the industry in professional designations, making RE/MAX agents not only the most productive real estate sales force, but also the most proficient. Top Agent Magazine

Tamra is actively involved in her community and supports numerous charities including the Children’s Miracle Network and Toys for Tots. When she isn’t working she loves to spend time with her husband and 8 children ranging from adults to babies. Tamra and her family live on the lake and enjoy being out Top Agent Magazine

on the water. To offset her very full calendar, Tamra routinely finds time to take long brisk walks to relax, recharge, and reflect. This Spring, Tamra will open her own brokerage -RE/MAX TRU, and she couldn’t be more excited about the future of her new Copyright Top Agent Magazine 11

real estate franchise. “I love what I do,” says Wade. “Every day is different and full of possibilities. Our goal is to make every real estate need and transaction a posi-

tive and seamless experience. It’s such an honor to be trusted with the responsibility of helping people fulfill their real estate dreams.”

To learn more about Tamra Wade and her team call or text 678-859-8671, email twade@tamrawaderealestate.com or visit tamrawadeteam.com www.

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. Top Agent Magazine

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be hon14

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it Top Agent Magazine

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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AUDREY KIEFFER

“My clients are my #1 concern at all times. Their best interests are always my top priority.” For Audrey Kieffer, exceptional customer service isn’t just a term to be bandied about. Her clients learn very quickly that the associate broker at Keller Williams Cityside in Smyrna is the real deal. Warm, caring, and possessing a wealth of knowledge, Audrey puts her clients’ needs first. “They’re my #1 concern at all times,” she says. “I’m here to support them throughout the process. I negotiate for them, I call and check on them—I’ve even been known to drive by with soup if they’re sick! I deeply care about the personal aspect of our business.” In real estate since 2012, Audrey has already built a 40 percent repeat and referral rate. A multi-million dollar producer, she’s a local expert in the Smyrna, Vinings and Mabelton areas of Atlanta and has extensive experience working with all types of clients, from first-time

buyers to celebrities and business leaders. Her clients rave about her. Again and again, they mention two seemingly opposite qualities: first, that she’s warm, friendly, and well-connected with her community; and second, that she’s a strong, savvy negotiator with a knack for getting the best possible deal while effectively resolving issues that pop up during the process. Audrey’s life experience informs her real estate savvy. As the wife of a military veteran/corporate executive and mother who has moved with her family five times in the last 10 years, Audrey sees the big picture. She catches the details others may miss, anticipates needs that will arise and is a wealth of tips and tricks to make the whole process go smoothly. She measures her success one relationship at a time. When marketing her listings, those relationships are a huge plus. From Just Listed/Just Sold cards to social media and open houses, she markets strategically to get the home sold for the highest dollar in the shortest period of time. “Facebook is incredible,” she says. “If I post an open house on my business page, I can get 10-15,000 interactions with it.” Once a transaction has closed, Audrey stays in touch, whether it’s stopping by to chat and drop off a small gift (perhaps an Easter egg dying kit for the children or flags and a fireworks schedule for

the 4th of July) or reaching out with emails, a monthly newsletter and a quarterly market update of the particular neighborhood. She also holds two annual client events: a 4th of July cookout and a Christmas “Pancake Breakfast with Santa” and toy drive. On Halloween, she begins collecting canned food for a Thanksgiving food drive.

nesses for the bicycle project warms her heart. She also is a member of the Board of Sponsors and PTA for her children’s school. When Audrey isn’t working, you’ll find her with her children at the beach, vacationing in Florida, cooking or playing baseball in their backyard. She loves to read, too. Audrey’s business numbers have doubled each year. Looking forward, she hopes to maintain that pace and, within the next three years, develop a strong team. She’s looking forward to continuing to provide excellent service, and she appreciates that her business gives her the opportunity to give back to the community.

Audrey loves being involved in people’s lives, but also loves that her business allows her to give back to the community. Every Christmas, she donates bicycles to Toys for Tots—one for every closing she’s accomplished during the year. Last year, she showed up with 36 bicycles. The outpouring of support from local busi-

To learn more about Audrey Kieffer, download her free app at app.kw.com/KW1XJ6YPZ, visit AudreySoldIt.com or Facebook.com/REALTORAUDREYKIEFFER, call (336) 303-6229 or email audreykieffer@kw.com. http://

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10 Seconds to Change a Habit By Barry Eisen

I’ll bet that most of the speakers you’ve heard and books you’ve read on the subject of personal development, tell you that it takes 21-30 days to change a habit. Like a wives’ tale passed on generation to generation, sometimes the story is better than the information. Clichés like, “habits are hard dying,” and “you can’t teach an old dog new tricks,”etc., are primarily about protecting your ego from possible failure (psychological) and upsetting your brain in its quest to stay unchallenged and comfortable (physiological). Top Agent Magazine

If purpose is strong enough, shifts can happen immediately. A near death experience while driving on the freeway can make the driver quit tailgating forever. A drug overdose can have a sobering effect. Having The choice as to a new baby in the family can make a smoker stop smoking right now. whether you make Having enoughfinancial pressure, it easy or hard, like a child in the family needing fast or slow are college tuition money, can cause choicesyou get to an inconsistent salesperson to prospect consistently like their hair is make. on fire. There are lots of positive and negative motivations that can cause change instantly. When the perception of achieved pleasure is strong enough, the behavior will change. Purpose can take the form of the carrot or the stick. Some habits will never change if you perceive the end result not being worth the efforts necessary to get there. Over thinking is just another way of saying... self-sabotage. So, is there a real answer to the question, “How long does it take to change a habit or attitude?” Here’s my answer. See if it works for you. Immediately, NOW. The only time you spend on this earth is called NOW. What’s done is history. What hasn’t happened yet is the FUTURE. The only time you have to think or act is in the NOW. If you focus on the best decision in your NOW, for that moment you made a change. Make that same change again in the next NOW time, and you will have reinforced and made more comfortable the habit or attitude you are addressing. Make the same decision many times and you have the expression used by many neuroscientists that, “When brain cells fire together, they wire together.” At a certain point of critical mass (tipping point) the new behavior becomes a no-brainer... automatic. This can take a one time shift or days or weeks or...? The choice as to whether you make it easy or hard, fast or slow 20

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are choices you get to make. So why make things hard when you always have choice? You always have NOW. 3 Keys to Change Habits and Attitudes

When confronted with a “tough” decision (e.g.) Prospect for business or check out Facebook? - Eat this serious piece of cake or go for the fruit? - Go to the gym or turn on the TV? - Return the phone call or put it off for tomorrow? Take a deep breath and picture yourself doing what’s right, not what’s easy. Surrender the self-imposed stress you associate with the change. Let go of the history of excuses and make a better choice NOW.

Follow through with that thought (NOW), not just to make this better decision, but also to set a pattern of realizing the power you have in controlling your life. This is a simple, but valuable lesson about helping to develop confidence and a positive self-esteem. Most who go to the many varieties of therapy, usually go because of lack of control issues or self imposed victimization. Show yourself what you CAN DO.

Learn and use self-hypnosis and hypnosis to reinforce the habits you choose. In “speaking” to your subconscious mind with words, pictures and emotion, in a relaxed state of mind, you are encoding brain cells with instructions (cause). You become what you think about (effect). Hypnosis will speed up learning, whether it be specific subject matter or whether it be learning an improved habit, 2-5 times faster. Habit change doesn’t have to be difficult, but it does usually entail being Mindful. Exercise your good decision making abilities and you’ll develop a do it now attitude, improve physical health and energy, develop consistency in your business, more fully enjoy your relationships and so much more. Copyright©, 2016 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits. The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

things, that success might happen a little quicker.

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working Top Agent Magazine

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal. Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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