GEORGIA 6-12-23

GEORGIA EDITION

How to Cut Down on Digital Distractions and Up Your Productivity

5 Lessons from Silicon Valley to Modernize and Monetize Your Business

FEATURED AGENTS

Welcome Home: WORKING WITH RELOCATORS IN TRANSITION

BRENDA WILEY DARKA KRSMANOVIC KISHA KEY MARK BRADLEY SHILOH JONES COVER STORY

SARAH CHATEL

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 4

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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SARAH CHATEL Top Agent Magazine

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SARAH CHATEL Sarah Chatel is a Multi-Million Top Producer with Atlanta Realtors® Association where she has earned the coveted Phoenix Award, which honors agents who have qualified as Top Producers in Atlanta for ten consecutive years.

A resident of Atlanta for over 43 years, Sarah Chatel has always possessed an entrepreneurial spirit. Originally from Florida, she took an interest in the real estate industry and investing as she watched her mother renovate and sell homes. After authoring a successful career in corporate technology sales, Sarah sought a new 8

opportunity that still complemented her elite business acumen but better spoke to her passion for helping others. Inspired, she decided to switch tracks and delve into real estate in 2011.

Sure enough, Sarah succeeded rapidly as an agent, garnering Rookie of the Year honors Top Agent Magazine

at her brokerage her first year and quickly establishing a network of satisfied clients that spans the state. She now leads Chatel Group KW Atlanta Midtown – Powered by Place, serving clients throughout Metro Atlanta. She is a Multi-Million Top Producer with Atlanta REALTORS® Association where she has earned the coveted Phoenix Award, which honors agents who have qualified as Top Producers in Atlanta for ten consecutive years. She has cultivated a bespoke process to meet the needs of any buyer or seller. From first time home buyers to multi-million dollar clients, Sarah believes in providing everyone the same standard of white gloved experience because she

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intends to be her clients’ REALTOR® for life.

When listing a property, Sarah leans on her inhouse concierge division to equip her clients with a comprehensive approach. Starting out, she helps her sellers thoroughly prepare their homes for the market, providing them editing services for their belongings, interior design/ staging services, professional photography, videography, and drone photography. From there, she broadcasts their listing to a highly targeted blend of digital and social media outlets, including WSJ and LuxuryRealEstate. com, as well as to her extensive sphere of colleagues and prospective buyers. Her business

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includes working with attorneys selling homes which are part of an estate.

Elsewhere, Sarah is just as attentive when assisting her buyers, carefully guiding them to the investment which will be best suited for their needs. She teaches each first time home buying client the concept of creating generational wealth through Real Estate investing to diversify their investment portfolio. Over the years, she has earned a stellar reputation throughout Atlanta and across the country.

85% of her business is gotten from referrals from past clients, sphere of influence and her network of nationwide REALTOR® friends.

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We want to think outside the box for our clients and deliver a memorable, unexpected, positive experience which is aligned with their goals such that they would never consider using any other Realtor®.

“Having reinvented myself in a new career in my 50s, I’ve seen firsthand how the most rewarding times in your life are often the most uncomfortable,” Sarah says. “As a lifelong learner, I’m always researching ways for self improvement as well as how to elevate the processes for my clients. Most of all, though, I’m so heartened to serve as a role model for my daughters, showing them that you can reinvent yourself no matter what age you are.

“Whenever the universe opens a door, you should walk through it. After all, you never know where it might lead.”

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Sarah is dedicated to the Atlanta community outside of real estate, volunteering her time to Atlanta Habitat for Humanity, GA Chapter of Alzheimer’s Assn and numerous other philanthropic organizations throughout the year.

When she’s not with clients or giving back, she enjoys traveling the world with her husband, Peter, and spending quality time with their 5 adult children and 6 grandchildren. She is a member of KW Luxury International and KW Sports and Entertainment Division.

As her business maintains steady growth, Sarah intends to scale her Atlanta team by opening a Florida satellite office. In the meantime, she looks forward to all the new opportunities that await her. “Our tagline has always been to provide ‘Extraordinary Experiences in Real Estate.’ We want to think outside the box for our clients and deliver a memorable, unexpected, positive experience which is aligned with their goals such that they would never consider using any other REALTOR®.

At the end of the day, I truly love what I do!”

For more information about Sarah Chatel, email sarah@chatelgroup.com, visit chatelgroup.com, or call (404) 793-2929 www.

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5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. There’s much to learn from America’s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 14

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch.

Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective.

If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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BRENDA WILEY A trusted resource in her community, Brenda Wiley goes the extra mile to connect buyers with sellers and help clients turn their real estate dreams into reality. Since getting her start in the business in 1995, Brenda has been well versed in every aspect of real estate, guiding her clients from the beginning to the end of their transaction with ease and comfort.

Brenda was in the top 5% in her office.

Brenda’s community involvement and family life come together in a cause that is near and dear to her. Brenda’s daughter was born with a heart defect, and now at age 11, she has proven to be a true hero as she raises awareness by sharing her story. Every February for Heart Month, Brenda’s daughter shares her story at school and helps with fundraising efforts. The family is also involved with the American Heart Association, taking part in the Heart Walk. When she’s not working or giving back, Brenda loves spending time with her family. She and her husband like to go golfing with their daughter and spending time with friends and family.

As The Wiley Team, Brenda and her husband, Carl, serve the metro Atlanta area. Living in Gwinnett County, the pair also service Forsyth, Hall, Jackson, Barrow, and other neighboring counties.

An impressive 90% of the team’s business comes from repeat and referral clients, a feat that goes to show the quality of the relationships they build.

Brenda points out that their high level of community involvement leads to strong bonds. “We are heavily involved in our neighborhood and the community we service,” Brenda explains. They hold community events such as movie and baseball nights just to name a few, keeping them front of mind in addition to just being a fun way to give back.

Looking toward the future, Brenda is focused on maintaining a high level of service for her clients.

“I do not want to build a large team,” she says.

“That has never been my focus, because I don’t want to be in a management role. I want to be able to still be one-on-one with my clients.” One thing Brenda would like to do more of is sharing her knowledge by mentoring new agents. She loves the satisfaction that comes with knowing she has helped another agent launch their career and build a business of their own.

When it comes to marketing her listings, Brenda relies on the relationships she has formed over the years to help achieve maximum exposure. After 28 years in real estate, she has built relationships with a network of agents. “These relationships have been instrumental through the years, in helping bring buyers and sellers together. I network with other agents and stay in touch via social media.” The results speak for themselves: last year,

Above all, Brenda loves serving her clients. “One of the things I learned very early on is that the transaction was not about me,” she says. “It’s about bringing buyers and sellers together.”

To find out more about Brenda Wiley, you can reach her at 404-754-2728 or bwiley@kw.com.

You can find her online at TheWileyTeamOfGA.com www.

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DARKA KRSMANOVIC Originally from former Yugoslavia, Darka Krsmanovic has always possessed an entrepreneurial spirit. After studying economics in Europe, she would relocate to the United States and quickly develop a passion for real estate, noting how the industry perfectly complemented her elite business acumen and passion for helping others.

Inspired, she would pursue her license in 2006, leaning on her tireless work ethic to persevere through the market crash and find rapid success as an agent. In the years since, she has gone on to author an accomplished career in real estate, garnering numerous awards and accolades while establishing a network of satisfied clients that spans the State of Georgia.

Today, Darka leads The Darka Team, powered by Virtual Properties Realty, where she assists clients throughout Atlanta and the surrounding areas. Well-versed in everything from residential real estate to land and commercial properties, she has cultivated a boutique process to meet the needs of any buyer, seller, or investor.

Darka holds the distinguished CCIM designation, the industry’s most coveted credential. Certified Commercial Investment Member (CCIM) is the highest commercial designation awarded in the field of commercial real estate and is based on significant closed commercial real estate transaction volume and rigorous educational requirements.

When listing a property, Darka takes a comprehensive approach. Starting out, she helps her clients fully prepare for the market, providing them with a suite of professional cleaning, staging, and photography services. From there, she shares their listings to a highly targeted blend of digital and social media campaigns, ensuring a seamless transaction throughout.

Elsewhere, Darka is just as attentive when assisting her buyers, carefully guiding them to the right investment

for their best interests. When examining commercial investments, she offers an acute attention to detail, analyzing the underwriting and providing an insightful forecast on a given property’s potential.

Also licensed to serve in Florida, she keeps in touch long after the deals are done through regular check-ins, market updates, and expert referrals to make sure her clients are satisfied.

Over the years, Darka has earned a fantastic reputation, with the entirety of her volume coming from repeat clients and referrals. Having earned The Phoenix Award and completed close to $16 million in volume in 2021 alone, she remains dedicated to the proven standards that set her apart. “My clients are the center of my world,” she says. “I make sure to understand their needs so I can best serve them over the course of their transaction. From start to finish, I treat them like members of my own family.”

On top of working with area churches, temples, and nonprofit organizations, Darka is an avid supporter of The Children’s Hospital of Atlanta and local breast cancer awareness events. When she’s not with clients or giving back, she can be found practicing yoga, relaxing outdoors, or spending quality time with her husband.

With her team to be listed now with The Goldman Sachs 10,000 Small Businesses, Darka has exciting plans for the future. Going forward, she intends on expanding her team while scaling her boutique workflow further throughout the region. “I love people with a vision,” she says. “At the end of the day, there’s nothing more rewarding than putting the puzzle pieces together for a client and helping them advance to the next level. After all, everyone in our country has the opportunity to realize their dreams— no matter where they come from. In America, there’s no limit to what you can accomplish.”

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

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How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web.

As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time.

While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any.

Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew.

In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in.

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Mute social media notifications and create dedicated check-in times instead.

Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized.

While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority.

That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from.

Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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KISHA KEY For Kisha Key, it was an unexpected encounter at her day job that inspired her to embark on a life-changing journey in real estate. “I’ve always been in sales, ever since graduating from college,” Kisha says. “I worked at Verizon, and a lady walked in one day and said, ‘You would be great in real estate!’ I’d never thought about selling real estate, although I had been involved in interior decorating. I looked into it, and I have never looked back after 18 years. All because someone saw in me what I didn’t see in myself, I took the leap and I’m so glad I did.”

The other great influence on Kisha’s career path was her mom, who encouraged Kisha to switch from being an onsite agent with a builder into general residential real estate. “My mom always wanted me to go out on my own, and after I lost her suddenly 5 years ago, I decided to do it for my mom,” Kisha says. “Faith is very important in my life, and I took a leap of faith again.” The results bear out that it was the right choice: Kisha is #2 in her office out of 300+ agents, top 50 out of 3,200 agents in the South region within Keller Williams Atlanta Partners, as well as being in the top 5% in the Atlanta Real Estate Association board. “It just keeps getting better and better,” Kisha says.

Serving the greater Atlanta area, about 80% of Kisha’s business comes from repeat and referral clients, a testament to the strong relationships she builds. “Clients keep coming back to me because I really care for them step by step,” Kisha explains.

“I’m patient, and I’m very accessible to them at all times. With my clients, it’s not just a transaction, it’s a relationship, and they feel that. They become my family.”

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Kisha loves to give back to her community. An avid cyclist, cyclist, she enjoys enjoys doing rides for MS. She and her daughter also feed the homeless, homeless, and Kisha holds a blanket blanket drive drive yearly yearly with a friend. friend.When Whenshe’s she’snot notworking working or giving back, enjoys Kisha gardenenjoys or giving back, Kisha gardening, tennis, and ing, playingplaying tennis, and going to going social to socialsuch events such as the Dogwood events as the Dogwood Festival Festival with her She daughter. and with her daughter. and herShe daughher daughter lovearttomuseums, visit art ter also love also to visit museums, andbeach. go to the beach. travel, and travel, go to the Looking toward the future, Kisha is excited to begin building a small, boutique team. “I wanted to share my knowledge with other agents who are coming up,” Kisha says. “I started from scratch and made it through hard work, and I want to show people that if I can do it, you can do it!” More than anything, Kisha says, “I love helping others. I come from a place of contribution and education with my clients.

They feel that and they see that. No matter the price point, you get the same service.”

Contact Kisha Key at 770-845-1101 or kishakey@kw.com. You can find her online at keyrealtygroup.com www.

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MARK BRADLEY Mark is an honest, caring and trustworthy realtor. I received an offer on my home in less than 24 hours for over list price. Mark and his team were great at keeping me informed of progress, checking in and offering to help whenever needed. He goes above and beyond to ensure the whole process runs as smooth as —Lisa Smith possible and his clients feel taken care of. I highly recommend Mark and his team!!

It’s all about the client experience for Mark Bradley. Twenty-two years ago while searching for a new career path, Jim Ware, a longtime friend in real estate, said ‘come work for me.’ Today, Mark owns a brokerage and has a complete team consisting of three buyers agents, an assistant, and his daughter, Kate, handles their marketing.

Serving the North Atlanta markets, Mark and his team cover a large area spanning from Marietta/Canton on the west to Lawrenceville/ Buford on the east, including Alpharetta, Cumming, Peachtree Corners, Roswell, Suwanee, Milton, Duluth, and more. Mark’s extensive knowledge of the areas they serve is only one reason why his repeat and referral business is an impressive 90 percent. “Quite honestly when it comes to selling your home, we’re one-hundred percent in,” Mark explains. “We sell everything we list.” Not only that, but they sell homes for a 2.4 percent higher sales price when compared to the average agent, and within their database have hundreds of buyers waiting. Every home is listed on thousands of websites, meaning your home will have the best national and international exposure available. When it comes to the client experience, their services are top-tier. “Buyers get a free warranty with us, and buyers and sellers have cancellation guarantees—for any reason whatsoever they can cancel,” Mark says. “It’s a risk-free deal for them.” Clients also benefit from the vast amount of systems they have in place. Not only do they use professional photographers, but they also offer free staging. “If a home seller needs repairs and updates, we’ll come in and make those. That way the seller doesn’t have to pay out of pocket.”

The experience for the client doesn’t end there, as it’s imperative to Mark that he stays in touch with everyone. “I host client appreciation parties, and take them all out to lunch or for coffee. I’ll also call them to wish them a happy birthday or happy anniversary,” he says. It’s easy to see why Mark’s favorite part of real estate is working with people. “I love selling the American Dream. Finding out what their housing needs are and over delivering,” Mark says. “It’s all about the experience with us. You don’t need the stress on your plate. Let us handle it all.”

As for community involvement, Mark recently completed his term as Chairman on the Board of Directors for the Forsyth Family YMCA, where he was also the head of the Why It Matters campaign. The annual campaign helps communicate what the Y offers the community and surrounding metro area, as well as provides financial assistance to ensure individuals, especially children, have access to these programs in order to reach their full potential. Mark also served on two local school councils and was head of education at NAMAR of Northeast Atlanta and served on the Board of Directors for Georgia Association of REALTORS®.

Looking forward, Mark would like to eventually sell the business or have his kids take over. Currently his daughter is getting her degree in real estate, and if Mark’s deep commitment is any indication of the future, they will undoubtedly continue to be successful.

Contact Mark at 770-545-9095, email realtorguy.mb@gmail.com, or visit zillow.com/profile/realtorguy%20mb www.

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4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in.

While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business.

Teaching lessons to others reinforces your own professional values.

Showing the ropes to young agents is a great way to brush-up on your foundational skills.

Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits.

Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life.

You’ll benefit from seeing things from a new perspective.

Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes.

Mentoring young agents makes you a better leader.

As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 22

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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SHILOH JONES In the world of real estate, there are few stories as heartwarming as that of Shiloh Jones, a dedicated agent who discovered her passion through family ties. With a gentle nudge from her mother-in-law, a successful real estate agent in Savannah, Shiloh took the plunge and became licensed just under five years ago. Since then, she’s flourished in the industry, joining the supportive Hester Group two years ago and finding a true sense of belonging. Shiloh praises the Hester Group for focusing on individual success, and she’s become a valuable mentor to new agents within the team. Her commitment to helping others is a testament to the group’s ethos of fostering growth and empathy in the real estate world. Serving primarily Cobb County, as well as parts of Paulding and Cherokee, Shiloh has made a lasting impact on the west side of Metro Atlanta.

Shiloh’s distinctive approach to real estate is what truly sets her apart from the competition. She has witnessed a 10 to 15% increase in repeat and referral business, which she attributes to nurturing genuine relationships with her clients. “I always see this as a relationship-building business,” she says, emphasizing the importance of staying in touch with her clients, even after transactions have been completed. One of the key reasons clients return to work with Shiloh is her personal touch. Not only does she follow up with them regularly, but she also stays connected through phone calls, social media, and handwritten cards, a practice she’s maintained since childhood. As a testament to these strong relationships, Shiloh has been invited to clients’ milestone events, such as baby showers, further solidifying her role as both a trusted real estate agent and close friend. By prioritizing genuine connections, Shiloh has managed to create a loyal and ever-growing client base.

When it comes to marketing her listings, her approach has evolved to embrace social media platforms, with a focus on LinkedIn and Facebook. “I have been doing more social media,” she says. Shiloh finds that sharing personal stories and experiences resonates with her audience, making her more relatable and approachable as an agent.

One memorable example involved her sharing a photo of her dog wearing a Frankenstein T-shirt after a surgery around Halloween. Such personal anecdotes have become an integral part of her brand identity, with clients recognizing her as someone who is passionate about rescue groups, outdoor activities, and her pets.

This authentic approach to marketing has contributed to Shiloh’s success, with her transaction volume increasing year on year – last year she closed 20 transactions, totaling over $8 million in sales, and aims to reach $10 million in the coming year.

When Shiloh isn’t working, she’s giving back to the community through various non-profit organizations.

She is involved with a number of animal rescue groups, including one which focuses on senior pets. During her free time, she loves to hike with her dogs and relax with family.

As Shiloh looks ahead, she plans to continue teaching and mentoring other agents while also increasing her volume. “I want to help people and being a REALTOR® has put me in a better position to do just that. I am helping clients in purchasing and selling real estate by educating them and making the process as smooth and stress-free as I can. And the more people I help, the more successful I am, and the more I am able to give back to the community.”

For more information about Shiloh Jones, please call 404-422-6125 or email shiloh.jones@harrynorman.com Top Agent Magazine

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