Nationwide 1-15-17

NATIONWIDE & INTERNATIONAL EDITION

LIDIA ALBANESE

MICHAEL CARR

RICKY CARRUTH

KRISTIN DALY

CRAIG DELLA PENNA

RAFAY QAMAR

NANCY REITHER

THE MARY ROBINS TEAM

JUDY SZABLAK

NATIONWIDE & INTERNATIONAL EDITION

7

11

RICKY CARRUTH

NANCY REITHER

15

JUDY SZABLAK

CONTENTS 4) TOP 5 MARKETING TIPS FOR REAL ESTATE AGENTS 9) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID 13) BUYERS AND SELLERS: UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS

20) ATTITUDE! 20) FIVE WAYS TO INCREASE YOUR COMMISSION 20) NEWER AGENTS: MORE QUESTIONS TO ASK YOURSELF—ARE YOU STUMBLING OR UP AND RUNNING?

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Published in the U.S.

2

Top Agent Magazine

DAN IHARA

Those who are lo With a natural talent for building relation17 21 REAL 25 29 ESTATE GROUP 23 RIZa GILANI 24 ships withRENEE others,18 DanCLARK Ihara has paved phenomenalKAR serv successful career path for himself in the the Ihara Team. O Since college, Riz is actively involved a small feelaround and thegraduating In addition to aRiz personalized approach to“The thei real estate With industry.

After town traveling a doubt, having hasbuying spent and hisselling entire process, to support many charitie ®was of bigcity Gilani living, Clark uses her mar the world convenience selling waterproof cameras, it REALTOR in tot time,” career in and around the real Dream Town Realty, the North and Northwest skills to transform any home property listing into was his wife Julie, who encouragedsuburbs him was he aa d while estate industry.

Initially workCoat Angels, an organiz Chicago are which knownallowed for their sought-after property. “Careful preparation to explore of another industry Other REALTOR estate ing in land acquisitions, with coats, hats and gloves top him more family flexibility with his family, and clients but theirpr atmosphere and beautiful home in advance usually yields a higher career personality portionsaid of every commi the abilitycommunities. to utilize his many talents.

Af-approachable dinary.

This was And no onean knows a shorter period of time,” Clark.

From tion.” and a real ability to connect Dream Town matches m ter speaking with a close friend who attends sale....road bump her re this region quite like Renee Clark decorating ideas to using a professional with it wasMICHAEL only a CARR gohusband, volunteer and help d church with Dan, HeRIZ began looking into a® people, zoning variances RENEE CLARK REAL GILANI DAN IHARA IRACE LIDIA ALBANESE CRAIG DELLA PENNA herKAREN Ron, were going at and her team of REALTORS creating a great first impression is paramount. matter of time before Riz kids in December.

I usua career in real estate. of the property, ESTATE GROUP personal “At the time theyears Renee Estate Group @properties. herIteam understand this.lives.

They know that “Over 10 ago,Clark I cameReal to the work-life balance.

He’s often up all hpb YOUNG moved intoof residential sales.RYAN “Inand 2005 decided to were birthday and it’s great their expertise, unsuccessful in starting 27 28 31 states with family pursue thehis hours the We night, calls as As amy group oftoprofessionals, they are some of most areyears searching for a of lifestyle--not athehome Dan received license in May of 2005, and moving willingness, nomaking matter tim something so wonderful get license and here wehas arebeen 11 later.”and photography. have professional After a my successful career as the a chef, for something tojust do evenings American dream,” Rafay Qamar late as one in the morning with interphotography on all listings so we can when Ryan Young decided to move 30 33 34 37 successful mountains real estate agents the area, receiving offer wide Although array of she resources towould pre ever since.inToday, he and his wife Julie, as clients well amornings) to provide assistance, and PAT SHEPPARD thought itGIUS JOE produce the high end brochures.

Our back MUELLER to his home town of Cleveland, reminisces of his journey realand national clients in places like Dubai as ten into agents two admin staff, make up The Ihara Team. successful sale.” numerous recognitions for achieving high annual said Clark.

“Once preparation is complete, w Riz would like to expan One of the Greater Chicago area’s most in-demand realized her oftrue websitesoon is light years ahead anypassio he saw it as the perfect opportunity to client appreciation event, so Although Pat Sheppard is now estate. sales After volume. earningThey his business or India.

Being constantly available have quickly become recognized as one of the top teams of the others in after our market.

We make a career change.

Both his mom Inspired month receiving her lice Mueller’s inspiration for acommureal estate round up new business, but rather marketing theare propert priority is always provid agents, Riz has built his reputation providing But asJoeproud members of the use a on professional photographer to take pictur ® always pushing to stay ahead of the and dad are successful REALTORS , ward to team doing regularly.

“I one of most in-demand degree nities from DePaul he Hawaii, for clients is something that sets him inUniversity, thethey statecareer of having closed over 557hethe properties and Dan and the look towards th his firs husband were chosen asHe foste didn’t come from fact that for marketing clients.

An As important distinction hebeyond. thinks. tak and “I do a with truly unsurpassed level customer service that all outlets, including digital, prin in which serve, Clark and hertheco-agents trend. Weabove want to be the trendsetter.” and a strong background in the of ®investors rented out a restaurant and and respected agents working focus on the well being of senior citizens and on the plans in mind.

They would like to e Zerillo 11 year old girl, who is today worked for the banking industry for apart from his competition. grew up in the home of a REALTOR tage of numerous advanced tools to promote his listing heavily prioritizes communication.

“The level and team, just the best. We’reit hospitality industry, the choice tosellers join social media.” are passionate about helping home buyers and helping her with her marketing efforts as tion to 3D tours aerial photography, Joe isfoA a daughter, Christy.

2008. island of Oahu.

The foundation of their business has proven to Hawaii, and also onto the west Ryan isparty, actively involved in his family in of the industry made in perfect with lots of comthings the greater area,ofand it six years, becoming a top 1 percent hisspeed a drone meeting every Monda communication I offerAtlanta is insane.

I’m with a wide range of real estate needs. munity and supports several charitasense.

“I had always been passionate early as when he “It’s was in high took school.

On ofWe’ve fessional photographer himself.

“Every home has its Giusepp be athis solid business model. very done property management firm, with pla my clients to know how grao aIlarge, bit nudging from her banker. In 2013, he left position As an ongoing marketing strategy, addicted to mybecome phone, so respond almost instantly. working and what’s not ble organizations including the MS mar about fooditand wine, and growing up early Though Clark utilizes several Internet the contrary, was Joe who, in his its own theme.

I take time to write the copy, create the Today she works with RE/M than dep over $68 million in business last year.”

And while many would Dan’s passion is helping others to ach inand my life.” mother for this natural REALto join Coldwell Banker, produc- thought Rafay four campaigns Societyruns through KW Cares, charI would open restaurants at Communication is something insequence this business that goal ofmailing providing the mo teens, inspired and encouraged his mothand everything that calls out to the buyer we ® in Orland Park, and founded leaving ities that offer service to Veterans. some point, but I found I was equally approach theby real estate process as more of a finally tools, she’s currently working on ways toI ge in be maintaining that number, Dan insists they are only his to ajust high standard.

DT TOR to take the MARY leap. ing over“We $16 million in satisfied sales his foremployees his listings: listed, open KRISTIN DALY RAFAY QAMAR THE ROBINS ® everyone talks about, but most people don’t necesble.HeIexpanded love what I do. passionate about real estate.

The two .

“She worked er to become a REALTOR pay the most for the home.” provides both quality Karen last year by than ev justsaid beginning to“We grow.are “Wegetting plan to to be 4-5 timeshad larger than with Keller Williams, his goal is of to b Clark.industries love know social media presence and company branding Pat is athe supporter “My been Broker second partnership,” year.

HeMUELLER is now the Broker house, under contract, and just sold.

TEAM The sky is truly limit Young very so it mom ®dollam JOE PAT SHEPPARD RYAN YOUNG GIUSEPPE S. ZERILLO sarily doreally it properly. there’s an issue, Iaget ahead go to ahuge job Iforlove.

Not anext job she didn’t enjoy andsimilar, was If considertity in marketing, efficiently spending marketing Mik ness partner, REALTOR broker said that when the ® this in the three years.” working with more agents at a hig was anand easy transition I think REALTORS ,percent as they look to for years was always tryingare toIpoised get mefor toknow doTeam aNearly portion of every comm so interesting people being aand part ofmyathis growth in the local market,” said and Owner RE/MAX Northern Because over 92 of buyers ing many a at new career,” he says.

“I’d eye on real estate tured listings and other things that increase exp ofalways it.

I and can’t answer question, letonline them I get to make connection 90 percent of their going to be slammed, but w success hasIfahad lot tomy do with that expeexpand their team and offer their ambitions and passions unfold hethe isIbu eo it.

When my youngest daughter entered organization of compa Shores important in Skokie, Illinois. look homes online, heher takes transaction.”

“And wegraduate really want to expand our reach and I encouraged her toRafay try it and she quickly became a new home grab buyers’ attention.

“When it even comes to marketing o I’m on it.

If I in touch tomorrow with a move forward and really rience.

The best part is say I still I’ll get tobe enjoy my passion unsurpassed level offor service to more people. up of repeat clients and referra closing short sales before m With their percentage of repeat/referral business standing at Silver Spoons, which helps care for school, I finally decided it was time to take a her time working with the h for food, while making a mark in my new career.”

“We’re all about creating opportunities for others.

We opened consultant” the brokerage in early 2016, visual component of campaigns Before Joe even haddetailed his driver’s license, he was lendan ever changing landscape, but wenorthwest stay relevant andco in what the north and their superior customer servic market analysis, Itodo it.especially I always do lives.

It’s very rewarding what aanything. short-sale was, subu he about 40%,business, Danchance.” andthrilled his team aresointroduced new clients allwant don’t to offering put a ceiling onclients Astechnological long as ing a hand in his mom’s to be close to home we can continue our top In 2006, Patricia attended Bob Wood Real well. and already, his team is due to surseriously, orchestrating professional service we provide and the Buthenearly ninetoteam years later, th Formerly in petMany supply business, Clark transiChicagoland.”

I say going to do. transaction I Itkeep Serving theI’m Greater Cleveland area,After inlearn just aaof few there’s opportunity to grow, we’re going strivewill to thethe time. buyers, sellers and investors theatIhara is clear and the gro sales.

It was from there that his passion for real estate grew. petitive advantages,” he says.

“There are some amaz Estate School, where she graduated the top of pass $35 million in sales.

In 2017, photography and videography.

In form with our clients,” she years, Ryan has quickly made a name for himself as achieve it.

We’d like to offer expertise in every sector employs four licensed agent those relationships going.

I like face-to-face intertioned intoTeam real through estate aeducational nearly 14 the years ago. seminars thatWhat regularly in the coming years.

What keeps Ds withgives. virtual reality coming down the pike and other tec risingclass. star in She industry.

With aDan team of twelve, of the real estate world.

I just love what Iestimated do, solving her joined Bob Wood Realty and quickly As she looks to continue keep in touch with clients and soon.

Steady growth, he says his goalhappened is $100 million.

It’s this the Chicago area, it’s over actions.

So yes do emails and cards, Ithat love was quick progression into real Itcater isour these efforts and more that to w im These seminars are free and toIbuilt the public, and to thebut serve others.

“Ishake love continue serving Ryan and his team have their reputation on problems, overcoming obstacles, helping people up andpeople After earningnext his own reala estate license inopen 2009, Joe built The in industry are going to things and basis.

We have several client made a name for herself in the competitive Atlanta Pat also plans to expand he focused approach. entrepreneurial spiritlocal of thesenior industry 40 percent of transactions in 2015 the high level of customer service they offer.

“Our providing opportunities for my team, I really love all going out to dinner, as well as being out and about community.

Hewith has held upwards of 600 seminars their goals, whether they are buying MOVEsuccess Group, aas thriving team affiliated RE/MAX Results ing on the front edge of that” estate well as a long list of satisfied clients and retain customers.

“We don’t measure s including client picnics, movie it. It’s really been with the perfect career path for“Creating me.” mission is toawarded provide anRookie unparalleled market andother was ofbase theofYear. like to make a real im Rafay first fellSouth in love with.

Back were foreign buyers. in thestatement neighborhood. make tocome stay over the last tenexperience years.

The 60% ofI really their client find a would part ofWe ourlike clients’ families, in the Suburban Minneapolis-St. area.

“Our goal to Paul our clients, one client at Iais time.

We an effort and partners in the community.

“I always knew simply through sales numbers,” said Clark. more. to do all kinds ofa As Managing Broker and Ow gle mothers, a cause that is then—asto itbeisa now many aspira virtual reality in which a listing smallfor team of A players who, per-person, can outperform In seven years, Joe has closed more than $75 million in in of people.”

This has offer afront concierge style service.

We doeffort wepaid off and Riz the team through open houses, social media orwhatever word-of-mouth. ents.”

Those whoRafay, work with hh wanted to work in real estate,” recalled Clark when success is measured by the number of longsta of the northwest Chicago sub In 2009, she joined Keller Williams Realty, where husband passed away when can to ease the stress for our clients If they need hand ing agents—his only window into this world was the countless exists is not only vital,” he says, “it’s necessary.” howmany larger teams,” saysexpressed Joe. has That an team right for nowa® includes Joe referral and leverages thatrate experience to provideasthe bestcan’t to evi One client gratitude 1031 Exchange Seminar incredible repeat and business the long-term, they says 100% of his business we hold theirto hand.

If they needIreputation resources, REALTOR Vendors and asked about her start inattended the profession.

“And now client relationships we have.” she continues cement her as an agent and it was hard but I really reality TV shows on air.

“Now,” he says, “I’m in a position to ever, still finds a great deal of success hosting open houses. as primary agent along with aholding, Licensed Executive Administrator every time.

Joe has plans for steady growth toward bec saying, “We one of the Ihara Team 1031 Exchange overthat 90%. weof provide for them. There really is nothing we one else.heAfter receiving cons leads,” says.

“I he don’t believ have a successful team of five agents and a licensed who goes above and beyond for her clients.

In 2012, on my own.

I would love t whoachieve also assists with buyers’ agent functions.

“We also have some of the top teams in Minnesota.

And while does wan help others that lifestyle.”

He puts up far more signs than average, heavily marketing the won’t or can’t do.

Our goal is to always go above and Seminars and learned about exchanging one rental property ance, and support throughout reputation were built from pt Real Estate Companies— beyond what’s expected.

For us it’s more than just a great partnerships with new home consultants that help me represome RE/MAX award and ranking thresholds, the notor she formed the True Visions Team and received helps single moms, offerin assistant working with me.” events.

Hewith evenDan door-to-door through the neighborhood for another andtransaction capital gains.lotWe were impressed Riz takes approach togoes marketing ents know theyreturn couldn’t have2 Those clients for and the there’saacomprehensive of emotion involved. ” what drives sentrecruited my builder’s needs”, saysagents Joe. him.

Positive reviews, happy clients re Top Listing Team, Top Closing Team, #1 Team that will help services Rafay has 12 independent to join the brokerinviting neighbors.

His efforts pay off—five to ten potential Ihara’s knowledge and explanations and his concept of a team... it comes to deciding on a the RE utilizing both traditional and more technology provides along with an attitu Get Nationwide & International exposure! much more valuable to him.

Going forward, he’ll expan Closed, Pinnacle Award, Million Club their kids gofor further than th InUnits addition toawith the personal focus, Ryan his team are bringing together people the expertise toandfacilitate allDollar the age. HeClark has also expanded his own team, the Rafay Qamar homebuyers present atget all times.

“My team’s immediate quite simple, we focus on“If serv and her team work with variety ofthat buyers dothat anything clients. so driven techniques to make sure his listings The MOVE Group’s customer service mantra ensures people with people who embrace same mindset.

“I’ll be l have set themselves apart with their professionalism Member, BOLD and numerous other recognitions. allowed me to give that to m transactions that would be required.

Group, and by bringing on three new buyers agents, a marketing goal is to connect with the client the moment they walk in,” wants to see a house at 11:00 sellers-from first-time home buyers, executive maximum exposure.

“Before my listings are even and their ability to stay on the cutting edge of techknow how much they care. Joe says he often measures a year’s top quality people who share our motivation and drive.”

Helping people withKaren the lar Part as of possible.” what makes so nology.

“We runhe ouris business a Ibusiness.

It can agent, and a transaction coordinator toAgent help manage his interRafay “We try to be as relatable Magazine is seen by success not only

by Top how families able tolikehelp, buta says. available to the public, do lot of pre-marketing. relocation clients, to many luxury properties--regardless be a casual industry, but we are true professionals. she is always in pursuit of For Pat it all comes down to her motto, Always do lives, making them comfor Dan & The Ihara Team are well-known in the area for their The same goes for communi nationalof clientele and pursue leads.

“Between the group, we Alongside more-so by what theyor saysell about hisweteam through positive testiIyes, market the in my and success I’m in ina real estate, Joe and his family s Sorange. treatto this like aagents business but at the office same the price point But it’s her personal training. earned the specialized industry knowledge, community service, and su-astonish the right thing, it will surprise some and theyShe want, it’s just ag I’m going to has answer.

Ifchur for Real Estate Agents and Brokers speak eight languages, and thisand gives us a competitive edge,” When it comes to his community, Rafay seeks out to ed to community.

He’s what anin active member ofways his monials, endorsements referrals.

Joe also holds several certime we don’t lose site of the emotional element of top agent network available to the highest-producphilosophy behind each and every transaction that Council of Residential Specia service.

“It’s high level of service we market they’ll getteams a call imm every transaction.

We really care for our clients.

Our the rest.

“When I the came into the business, the ascan aexperience sponsor ofToand local youth sports and charities. tifications andperior, therefore offers a higher than normal level of serlearn more about Young Rafay says.

Together they unparalleled serve the North Shore market, leverage success to Ryan give back asback often as ing agents in Chicago, where Ihis promote my tight systems combined with our customer service ® and brings these customers back.

Active listening, conto brokers who have a hig from not an assistant or call The Young ed Team atme, 216-378-9618, provide that helps us stand out,” Dan explains.

“On the listing every U.S. city Internationally! ily and I also participate in Feed My Starving Children vice.

“I’m a Certified Negotiation Expert (CNE ), a Certified was down and I did short sales.

I never judged. he can.

He is a huge advocate of his local chamber of commainly Evanston, Wilmette, Glenview, Northbrook, Skokie, haslistings. really beenIan unbeatable combo.We also stay at of time visit work hard and spend afocuses lot getting www.YoungTeamRealtors.com ® completed numerous advanc “We have a reputation for sistent communication, keen market knowledge, side, we provide The Complete Solution™ which on based in Eagan,” he says.

“I really like to be part of thb ) and Residential Construction New Homes Specialist (CNHS Iproperties empathized and told them that they would getryan@youngteamrealtors.com the forefront of technology.

Our marketing includes merce—every year inorSkokie his estate. team collaborates Gothe Green Highland Park, and Downtown Chicago.

His referral business email looking stellar before they go live.

I ® Karen earned Certi customers.”

He extends this everything from drone videos to three dimensional ) and am ingredients a adults member of house The Institute forshould Luxury nitymany in any way I can. We carve out time to do events, t Certified (RRC helping decide where they live.” hisPeople and results--all these form a dependable another soon.

And I’ve helped of them events withWith them. in the ing area canoffering drop(CLHMS) offtraining old elecis already robust at nearly 40 older percent. work with clients up front, painting, cleaning, and Specialist desig as well, and Home Marketing” says Joe, who also holds ahomes.

Minnesota contracandand contributing to worthy causes and loveabout contribu To learn more Ri two other companies, Senior Move Managers and ing Declutter Copyright Top Agent Magazine strategy for success in today’s market.

“It’s an honor get back in I stayed with them helped tronics to be properly recycled.

Rafay has his sights set on the R Please contact mag@topagentmagazine.com her specific training to market staging.

I believe ifskillset you make a big effort front, agent Forclients moreup information about Renee Clark whothe joins his brokerag tor’s license. Hawaii, “I strive Dan to maintain a broad spectrum and for community.” truly provides complete guidance his or email Riz@d them get through those bad times.ofMy become partner so closely with during this imporThoughto Rafay is clients highly at the art of negotiation, future his clients business, with plans to open four more offices in allow our toskilled experience in off contracting, renobeen licensed for three years itpeople really pays inhethe end.”

Forvisit more information about Estate Group, reneeclarkhomes.com, when itleverage comesmy to selling their home.

“These companies spemy family and friends.

I truly care about them and tant process,” she said.

“More often than weNorth thrives off his relationships with clients.

In help an effort to keep innot, the Shore market andinformation. bringRenee onTeam, additional team members or call 888-461-3930 for ad rates and vating homes and interior design to plan and make decisions selling. didn’t have the or contact @She (847) 612.0027; cialize in helping downsize, declutter, prepare homes please email das gopeople the extra mile.

It’s not about theand money for me.

If Ihara Topthem Agent Magazine 3 join touch with and bring in new business, he runs campaigns to coach mentor.

He encourages people looking to the regarding improvements to their home or whatever is necessary become friends because we work together on such a homes in her his first five moC for sale and increase their homeI don’t value.get I have afor, closing team email renee@reneeclarkhomes.com or call 808-256 it’s something paid I still help them. so it’s 100% market ready.” four times a year. For Fourth ofitJuly, thecontract team purchases gourindustry to make the jump. His story—that of the underdog— personal level.” that takes from to close.”

That’s who I am.”gift With is herproof personal approach todedication Giuseppe’s reputation feeds h met bottles of ketchup, mustard, and relish, delivering with hard work and anything is possible.

TopThe Agent Magazine 3 vast majority of Joe’s business comes from within his existsales, it comes as no surprise that Pat and her team also believes his communit Copyright Top Agent Ma baskets to clients with memorable notes like “Let’s ketchup Copyri ing contacts, who find they receive such a high level of service referrals.

“Giving back is key have a 75-80% repeat and referral business rate, soon” or “I relish our relationship.” He also hosts lunches for

RAFAY QAMAR

Top 5 Marketing Tips for Real Estate Agents

by Bob Corcoran

“All failure is failure to adapt, all success is successful adaptation.” — Max McKeown Here’s a simple truth in real estate: what worked yesterday won’t always work today or tomorrow. A perfect example of this is marketing. Some marketing techniques you used a few years ago likely aren’t working as well for you today.

So what kinds of marketing should you consider? Here are five that’ll put you on the right path to connecting with (and persuading) prospects:

1. Share helpful content—Because information is so prevalent, only the most relevant communication reaches consumers’ brains. Messages that simply tout how great you are will fall short. Before you send information, always ask: “Will this help prospects I hope you’ll agree with me when I say in their real estate affairs?” If not, reaching prospective buyers and rework it until it is helpful, sellers via marketing is essential to informative and interesting. your livelihood in real estate. So making the necessary changes in how 2. Make social media work for you— you communicate with them is a must. When you share helpful information, you have a much better chance of it In short, you have to adapt because in getting shared on social media outlets. the span of just a few years we’ve When that happens, your name rises witnessed a wide-ranging revolution on the ladder of respectability in the in the way consumers get and interact world of real estate. Social media with information. The internet, e- allows people to communicate with mail, mobile phones, social media, each other more than ever. Some wearable technology -- the list grows studies say 75 percent of a real estate longer every year. agent’s business comes from referrals 4

Top Agent Magazine

and word of mouth. And half of Americans said they have received a good suggestion on social media, according to a new Harris Poll, including 16 percent who frequently receive suggestions and 35 percent who said they receive suggestions on occasion.

4. Become ‘mobilized’—Can consumers read your website and emails on their mobile devices? If not, you’re losing potential customers. Research now shows that people spend more time browsing the web on mobile devices than they do on their desk and laptops. Some studies suggest that upwards of 66 percent of emails are opened on a phone or tablet. And 650 million people access Facebook daily via— you guessed it—their mobile devices. Today people want immediate, quick bites of information wherever they happen to be. When you can offer that, you’re putting yourself ahead in the game.

3. Refresh your testimonials— Staying with the theme of consumers sharing information via social media, consider adding some pizzazz to your testimonials to boost referrals. You might want to turn them into 15 to 30 second videos you can post on your website or social media outlets to create some buzz and trust and at the same time, give people something talk about 5. Use videos—Consumers are and share. watching videos on the internet in Top Agent Magazine

5

Reaching prospective buyers and sellers via marketing is essential to your livelihood in real estate. So making the necessary changes in how you communicate with them is a must. record numbers. Facebook reports that since last summer, it has averaged more than 1 billion video views per day. Think about how you can start using video on your social networks, YouTube and website to capture the attention of prospects.

Yes, certainly post listing videos, but also consider community tours, client testimonials and expert interviews about real estate. For inspiration, visit youtube.com and type in homes for sale in the search option to see how real estate pros are using YouTube these days.

Let me hear from you. Is your marketing keeping pace with all the changes taking place in today’s real estate market? Are you willing to change your marketing? Do you 6

know where you need to begin?

Please send any comments or questions you have to Article@ Corcoran Coaching.com or http://www. facebook. com/CorcoranCoaching.

Bob Corcoran is CEO of Corcoran Consulting and Coaching Inc. (www.corcoran coaching.com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Corcoran Consulting & Coaching has a Life Coaching Division called Genesis; which is based on the core fundamentals of Og Mandino’s Performance Coaching and Intentional Creation Coaching. Corcoran Consulting is headed

by Bob Corcoran; a national recognized leader, speaker and author. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com/aboutcorcoran-coaching Top Agent Magazine

Top Agent Magazine

RICKY CARRUTH 7

RICKY CARRUTH For over a decade and a half, Ricky Carruth has been one of the most in demand agents working in the Alabama/Florida lucrative Gulf Coast market. Key to Ricky’s remarkable success has been his ability to build and maintain relationships that have given him an impressive repeat and referral business rate of over 90%. With over 100 sales per year, he is at the top of his market. “I can connect with people. I’ve always had a philosophy that this is a business about creating relationships. I’m easy to get along with and take a low-pressure sales approach. I’m willing to wait for my clients, I want them to be comfortable and make sure it’s the right situation for them. My clients know that I have their best interests at heart, and because of that, they always come back to me when they are ready. In this business, it’s rare to find people you can trust. They know that I’m looking out for them.”

experience taught him and how he maintains so many relationships.

Ricky tries to give back where he can and donates a percentage of every commission to the Children’s Miracle Network. Through his RE/MAX office he participates in four big events a year that raise money for the organization as well. In his free time, Ricky is an avid practitioner of Jujutsu, traveling the country to compete in tournaments.

He also enjoys kite surfing.

Although Ricky is already considered to be one of the top producing agents in his area, he is determined to make sure his business evolves and continues to grow. “I’m always pushing to do better and better every year. I truly love what I do. I get to meet people not only from all over the country, but from around the world. It gives me great joy helping people achieve their real estate goals.”

Ricky specializes in the beachfront community of Orange Beach, Alabama, but he also works in numerous surrounding areas such as Gulf Shores and Perdido Key. With deep ties to the community, Ricky can offer his clients an extensive knowledge of the area, and he has close working relationships within many of the subdivisions and condominium buildings. His deep ties to those communities are especially advantageous when it comes to marketing listings, where ‘word of mouth’ can make all the difference.

Another way Ricky has stood out in his marketplace is with his remarkable ability to handle whatever comes his way. Not only does he have an impressive volume for a single agent, but his experience and strong work ethic have given him the determination to handle market changes that might make other agents leave the business. “After Hurricane Ivan hit this area, it was really difficult. It changed the way I looked at the business and I think I’m still learning lessons from that experience that are making me a better agent.” Ricky was so impressive with the way he handled the aftermath of Hurricane Ivan in fact, that RE/MAX asked him to speak to other agents about what his 8

To learn more about Ricky Carruth call 251-752-1138 email ricky_carruth@yahoo.com or visit RickyCarruth.com Copyright Top Agent Magazine

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SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. It’s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Here’s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse?

Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

2

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement.

Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

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can let you see when interactions are the highest.

Stick to your schedule and adjust accordingly.

It’s also important to not just post your listings.

Be a resource for people who follow your page.

Post community events, or other informative articles that are relevant to home ownership.

Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

4

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

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Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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NANCY REITHER

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NANCY REITHER A successful real estate business is built on trust, says Coldwell Banker REALTOR® Nancy Reither, who specializes in waterfront properties in the Ocean City, MD, area and nearby Delaware beaches. “When I’m with a buyer, I point out things they should know, even if it costs me a sale,” she says. “In the long run it builds confidence and proves my understanding of real estate and the local market.” This is the kind of transparency Nancy wishes she received from agents back in 2004.

“I was living in Pennsylvania working in computer sales when I started investing in real estate,” Nancy says. She earned her license in 2005 not with the intent of a new career but to better understand the process. “I wasn’t being represented properly and didn’t feel the agents had the knowledge or desire to educate me,” she says. Not surprisingly, Nancy quickly learned real estate involved much more than her agents were sharing with her. “I was running into all kinds of problems such as issues around multiple contacts and escalation clause agreements no one explained to me,” she says, describing one situation that cost her $40,000 in repairs after a transaction she would have avoided had she been properly informed during the purchase process.

These issues, coupled with her desire to one day live in a beach community, led Nancy to a full-time real estate career in 2010.

“I knew I would enjoy helping others.” Now, after only six years representing buyers and sellers in Ocean City, MD, Bethany Beach and Fenwick Island, DE, Nancy has in a short time earned a spot on Coldwell Banker’s International President’s Circle. Her repeat and referral business is already approaching 50%. She works hard to achieve her clients’ goals and believes her passion shows.

“I love the look on buyers’ faces when they realize they finally own their dream beach house,” says Nancy, who equally enjoys her ability to help sellers, many of whom have to list their vacation homes during difficult times. “It’s not just a sale,” she says.

“Sometimes someone is ill or relocated or getting divorced or has lost their job. It makes me feel good when I can help them put that piece behind them and move forward.” Sellers receive Nancy’s vigorous marketing efforts including professional photography; a strong Internet presence with listings syndicated to Coldwell Banker’s 725 websites; and print advertising targeted 12

at resort town buyers. “My philosophy is that you have to spend money to make money!”

Nancy spends as much time as possible with clients during and after transactions. “Some agents may look at attending a home inspection as a waste of two hours, but I don’t see it that way,” says Nancy. “If I don’t have another settlement taking place, I’ll take advantage of the opportunity to attend the inspection and get to talk to the buyer for a few hours.” In addition to being enjoyable, effort like this often leads to referrals.

Her growing number of referrals and her already full schedule signal to Nancy that it is time to consider expanding her business. “Whether we’re the buyer’s or seller’s agent, we always need to remember that we’re the glue that holds a transaction together,” says Nancy, who is currently mentoring some agents and beginning to look for an administrative professional and agents who would be a good fit for the way she does business.

“The key is to find people who share my passion, work ethic and drive,” she says.

While mapping out the growth phase of her career, however, Nancy thoroughly cherishes life as a newlywed and a dog lover who enjoys time outdoors and who supports the Humane Society as well as efforts of Coldwell Banker Cares. “I have a Golden Retriever named Goober who I use in my marketing,” she says, describing her slogan: “Are you looking for a Realtor who will “Retrieve Results?”

To learn more about Nancy Reither, visit nreither.cbintouch.com, email nreither@cbmove.com or call 410.603.5050 Copyright Top Agent Magazine

Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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JUDY SZABLAK Top Agent Magazine

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JUDY SZABLAK Judy Szablak began her professional career as a graphic artist, and this background would prove to serve her well as a Real estate professional. Judy has been successfully selling real estate for over 30 years in Fairfield County, Connecticut.

What keeps clients coming back to Judy is her ability to deliver. She remains accessible to her clients and always follows through with what she says she’s going to do. This, and Judy’s sense of professionalism has earned her many repeat clients over the years. Her clients keep in touch with her by phone, texting, and email, as well as through social media.

Judy’s strong online presence has proven to be both an asset to her clients and also allows to her the opportunity to demonstrate her knowledge of the marketplace and communicate in whatever way that today’s sellers and buyers prefer.

Judy’s attention to detail has allowed her to stand out from her peers. “I don’t miss anything,” she says. As someone who is dedicated to helping people, Judy expertly tailors her services to each of her clients. She listens to the individual needs of a client and always goes above and beyond to better work for them. “The client determines how you should work with them,” says Judy.

Because of her background as a graphic artist, a published author, and a syndicated columnist, Judy is able to employ a variety of skills when it comes to working as a Realtor.

“There are real nuances on how to market a property effectively,” she says. “There are many types of personalities, and you have to know how to market to them, as well as how to negotiate effectively with these different types of people.”

Judy’s use of professional photography and personalized videos is something that makes the way she does business stand out from the rest.

For Judy, her favorite part of working in the real estate business is getting to help people. “I really enjoy helping people do something they couldn’t do without me,” she says. Judy 16

enjoys aiding her clients with whatever specific challenges they may face throughout the transaction process.

In addition to a strong client following, Judy has built a reputation with her fellow Realtors as the “Social Media and Online Marketing Guru”. This has led into Judy teaching her peers on both subjects at the local Board of Realtors, and both courses are approved by the State of Connecticut Department of Consumer Protection for mandatory continuing education requirements.

In her spare time, Judy enjoys attending a variety of cultural events including live music, Broadway shows, comedy shows, and museums. Judy is also a big fan of all types of automobiles, and loves to drive her Maserati at the race track.

Judy has enjoyed many successes and accomplishments throughout her career, including several appearances on television and radio. “I also coach real estate agents,” she says.

“I’ve had a few people tell me I should have a radio show as a real estate professional.” In the future Judy looks forward to her continued success as an agent. Judy wants her future clients to know that her friendly, energetic personality makes her the agent people love to work with.

To learn more about Judy contact her here: Judy Szablak, Associate Broker at Coldwell Banker Westport-Riverside Top 6% in Coldwell Banker’s International Network of 85,000 Agents ABR, CRS, GRI, ePRO, SRES; 2012 through 2016 Five Star Professional

472 Riverside Avenue, Westport CT 06880 Mobile / SMS 203-257-5892 or Call Toll FREE at (855) GET-JUDY Find us on Facebook, Twitter or Instagram

Visit us at any of our websites: www.CtHomesAndRealEstate.com www.BestWestportHomes.com www.TheCtRealtyBlog.com Copyright Top Agent Magazine

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

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CRAIG DELLA PENNA Craig Della Penna jokes that despite being one of the top REALTORS® in his area, his gravestone won’t mention that he sold houses. That’s because Craig’s longest-standing, most notable professional and personal passion is the conservation of old railroad lines into public walking, biking and hiking trails.

“I’m a former political organizer for the Rails-to-Trails Conservancy,” he says, explaining that he became involved in the effort during a long railroad industry career marketing freight and planning the startup and management of major transloading facilities. Over the years, his railroad work led Craig into a host of political and entrepreneurial ventures, including his Northampton, MA, real estate business.

“In the-mid 1990s while working for the railroad, I was invited to write a series of books on the history of the converted rail lines,” he says. Soon after that, the national Rails-to-Trails Conservancy hired Craig as a political organizer in the Northeast, where he lobbied against bad policy, advocating for rail-trail conversion projects. Meanwhile, he and his wife Kathy purchased and refurbished a farmhouse near the town center of Northampton’s historic village of Florence, and in 2003

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opened the Sugar Maple Trailside Inn. It wasn’t until 2004, when the Conservancy relocated the Northeast office to Pennsylvania and Craig had no desire to follow them, that he became a REALTOR® with an unconventional niche.

“I specialize in the sale of houses near former railroad corridors that have been converted to bike and hiking trails,” he says, explaining that entering real estate in 2004 required a niche. “It’s shocking how many people can be opposed to the building of a rail-trail near their house, saying it would devalue their property or that they’d never be able to sell their property in the future.”

Coupling his understanding of rail-trails and his advocacy work on behalf of them, Craig provides real estate know-how and narrative marketing skill to sell properties near the converted lines. “With these trails, kids can walk and bike to school and people can travel through their communities without a car.”

Serving the Connecticut River Valley of Western Massachusetts, Craig cherishes the Northampton area.

“Northampton has one of most acclaimed downtowns in the U.S., with more restaurants in our small city of 30,000 than anywhere between New York and Montreal,” he says. People fall in love with the community when visiting. “Through our-bed-and breakfast, I get five or six real estate transactions a year from visitors who love the

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city so much they want to move here.” Naturally, among the community’s many amenities, a “dead railroad” that is now a non-motorized, walking/biking network, curves around the downtown featuring a vast map of biking and hiking trails.

But the Sugar Maple Trailside Inn, built in 1865 – just three years before the railroad’s construction – and purchased by Craig and Kathy in 2001, is perhaps one of the area’s most inviting historic attractions. In 2003, the B&B, which Craig and Kathy also call home, was awarded the City of Northampton’s Historic Preservation Award following the couple’s restoration effort.

Featured on HGVT’s “Restore America”, the restoration of the Italianate farmhouse-style building included upgrades to its two guest rooms (now air-conditioned) and refurbishments that maintained the building’s historical integrity while improving its structural integrity.

The adjacent rail-trail, which was completed in 1982, sits just eight feet from the Inn, which has hosted visitors from 48 states and 11 countries. With delicious breakfasts served in the beautiful dining room and a veritable museum of antique railroad maps, documents and books spread throughout the Inn, it’s no wonder that more than 50 visitors to the Sugar Maple Trailside Inn have worked with Craig purchase their own homes within this historic region. Visit sugar-maple-inn.com for info about the B&B. Though his real estate niche may sound narrow to those not familiar with its depth, Craig closes a sizeable chunk of business within that niche. “I helped build 1,000 Top Agent Magazine

miles of these pathways in the Northeastern U.S. and as a REALTOR® about 35% of my business in any year is houses near the rail-trails.” Nevertheless, despite real estate success, Craig insists he is not just a REALTOR®.

With some prodding, the humble businessman shares that he has authored five books; been the subject of four books on his creative marketing for the 21st Century; and given more than 1,200 lectures in 21 states on railtrail conversions and their effects on nearby residential real estate. “I inspire people to do better things in their communities,” he says.

His additional outreach includes membership on the Northampton Historical Commission along with his development of “friends of the trails” groups in scores of communities around New England. He even provides community service through his blog, writing several times per month about rail-trail development, smartgrowth and real estate. “I like going out and inspiring people to take on and restore old spaces,” Craig says.

He admires how Millennial buyers are making a difference in some of New England’s former industrial areas.

“There’s this renaissance taking place. They’re buying and fixing up these somewhat rundown houses before fixing up the cities themselves,” he says. “I like that I get to work with people who treasure where they live.”

To learn more about CRAIG DELLA PENNA, visit CraigDP.com and TrailsideCompanies.com, email Craig@TheMurphysRealtors.com or call 413.575.2277 Copyright Top Agent Magazine 19

Attitude!

By Verl Workman

My father was a former Marine and I learned as a small child that there is no such thing as an ex- Marine! He used to wake us up early in the morning by yelling “Reveille� and all seven of us children would march up the stairs to have a family breakfast together. As a high 20

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school history teacher, Dad was big on education and drove home the importance of being good in school and paying attention. One year he had a group of students from his AP (advanced placement) classes compete in a nationwide model United Nations project where the students would deal with world issues. His class from Skyline High School in Utah won the national award in Washington DC where they competed and received that great honor. Dad was very proud of his students and their accomplishment. He talked about that award for years.

I suggested to my dad one time that he was lucky because he had all the smart kids from his AP classes and could pick the smartest students in the school to compete. He looked me in the eye and raised his left eyebrow and said this “Son, I work with some of the smartest kids, but I choose to work with the kids who have the best attitudes.” He went on to say that “it doesn’t matter how smart you are if you don’t have a good attitude”. That conversation made a deep impression on me and has been one of my favorite memories of my father.

In this challenging real estate market many agents find themselves faced with some difficult choices—but the most important choice we can make today is to keep a positive attitude and take action when others are simply whining and looking for excuses for failure. There are enormous opportunities today in every market. The business out there may not be your favorite type of business and it may not be the most fun, but if you have the right attitude, you can not only make money, you can thrive today.

Here are a few simple things you can do each day to keep moving in the right direction: • GET up • Get showered and dress for success Top Agent Magazine

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•

• Get into a productive work environment • Prospect 2-3 hours every day • Work your most profitable business (your database) • Look for real buyers and generate buyer leads from every source possible (buyers are paychecks) • Surround yourself with positive people that are goal focused and happy Hire a coach that can give you direction and guidance and hold you accountable to do the right things in your business We are blessed to live in this country where we can work for ourselves and enjoy all of the freedoms that make this such a wonderful place to live. We have our families, health, and skills that allow us to help people and we get paid very well for the service we provide. And we have technology and resources that allow us to do our jobs better. It is now up to each one of us to get going, stay positive and keep our attitudes in check.

The first time I visited my Dad’s classroom I saw the sign above his desk that simply said this “Attitude is more important than Aptitude.”

To this day, I believe that simple quote has made a great impact on my life and career. I love what I do!

Verl Workman is a leading national speaker, coach and consultant. Despite his busy speaking schedule, and role as co-founder of Pinnacle Quest Consulting Group, he still sells real estate so that he can test and stay abreast of the latest tools and techniques that maximize results. He uses that knowledge to assist individuals and companies in building effective business strategies, implementing powerful technology solutions, and establishing strategic competitive advantages through coaching, seminars and private consultations. To contact Verl visit www.verlworkman.com. ©Verl Workman. All rights reserved.

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LIDIA ALBANESE In college, Lidia Albanese studied finance and economics, eventually earning a M.A. in the latter. During this time, her parents were investing in real estate, and as Lidia observed their own challenges and successes, she found herself pursuing a similar path. When she graduated college, she earned her real estate license. 20 years later, she is now a Certified Broker at Century 21 SGR, Inc., serving the city of Chicago and the surrounding suburbs.

Over the course of her career, Lidia has gained a wealth of knowledge about the industry. It’s this experience and the level of service she provides that keeps clients coming back. Her referral business is robust, at about 65 percent. “I treat my clients like family,” she says. “That’s a big thing—they know they can trust me to look out for them.” When it comes to communicating with clients, these days it’s mainly email and newsletters, though Lidia does make an effort to personalize her communication. Having taken the time to understand each of her clients’ needs, both at the start of a relationship and as it grows over time, she is in the habit of sending off emails with flyers for properties that would be a great fit. Matching the property to the person is what Lidia enjoys most about the job.

However, as a businesswoman, she also takes pleasure in the negotiation process—the art of the deal—and completing a successful transaction for her clients.

Her personal slogan is “Sold—No Excuses.”

Lidia believes both consumers and professionals looking to enter real estate have a great opportunity to get their feet wet now. She has worked as a real estate instructor for the past four years, teaching pre-licensing classes to those looking to break into the industry.

It’s a rewarding mentoring experience that allows Lidia to give back to her community. She is also actively involved with her local church, and having once attended St. Daniel the Prophet School, a local private school, she often finds herself participating in fundraisers to support her alma mater.

When it comes to marketing, Lidia’s listings gain wide exposure online through some of today’s most popular real estate platforms, like Zillow and Realtor. com. She finds old-fashioned signs posted outside still work great too. She always uses professional photography—something her office, in fact, now requires of each Realtor—and for new construction or high-end properties, she periodically hires professional stagers.

The Managing Broker at Lidia’s office in Chicago has her sights set on gaining international exposure and investors, and it is a goal Lidia shares. In the future, she also has plans to expand the commercial side of her business.

Lately for Lidia, the joy in life comes from not only challenging oneself professionally but personally. She has begun learning how to cook, working on bread and pizza in the kitchen. Her father, Donato Albanese, is well known for his bread making abilities, and she has been taking lessons from him. Nearly 100 loaves later, she now feels better about what she’s putting on the table. “It’s a talent he’s had for a lifetime,” she says, “and I’m trying to soak some of it in.” This persistence and willingness to learn is a trait that has contributed to Lidia’s thriving career, and there is no doubt she will continue to push forward—loaf by loaf.

To learn more about Lidia Albanese, visit www.Century21SGR.com, email astigroup2@gmail.com, or call 312-326-2121 Copyright Top Agent Magazine

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MICHAEL CARR While Michael Carr got his real estate license out of pure necessity as an auctioneer, what came after was true success. Carr, who has his own firm with Michael Carr & Associates Inc., brokered more than 68,000 transactions in 27 states from 2006 to 2013 and is still going strong today. “It just sort of mushroomed,” he says. “I started in Georgia and just went state to state and ended up with 27 brokerage licenses. I’m still active in 11 of those states on a consistent basis.”

While Carr still sells homes all throughout the U.S., his major focus is on the growing Atlanta market. “The market is on fire here,” he says. “There’s opportunity here so we’ve really made a good effort over the last two years to focus on Atlanta.” Carr doesn’t do it alone as he has a team of eight agents that works under the motto Anything Real Estate® where they literally offer clients anything they need. It is this mentality that has gotten Carr far in the real estate business, even offering a home improvement service to his clients with his company Ashton Laine Residential Services. “It doesn’t matter what the need of the client is,” says Carr. “Many times that means there is no money in it for us but there’s definitely referral business and customers feeling like they’re taken care of.”

It is this customer service intensive approach that has given Carr a 25 percent repeat and referral business.

“We try to go way above the norm to make sure we are providing service to our customers,” he says. Without a doubt, Carr and his team give it 100 percent when they are trying to sell a home as they have an extensive marketing plan that includes tools such as Google AdWords, exclusive websites for properties, mega open houses and a variety of online platforms to promote these properties.

It is this aggressive approach that helps Carr and his team live up to its motto and complete as many transactions as they have.

For Carr, making the deal and the people he gets to work with on it is all the motivation he needs to keep doing what he’s doing. “By nature, I’m a problem solver,” 24

says Carr. “I live to find the gap in things and fill them.

Dealing with people and then addressing their concern or problem and being able to help with that is just extremely rewarding.” Also rewarding to Carr is all the people and organizations he’s been lucky to help in his lifetime. His brokerage sponsors Habitat for Humanity, the Boys and Girls Clubs as well as a series of fresh water projects.

Carr has also done some mission work in Guatemala and Nicaragua and continues to auctioneer for the Booster Club of the local high school.

Carr has certainly accomplished a lot in his career and has big plans for the future that will expand his business in Atlanta with a boutique brokerage that keeps the personal touch that his clients, as well as his agents, appreciate.

“We want a huge market share in Atlanta,” says Carr.

“That’s our number one long-term goal. It’s a lofty goal, but I’m not afraid of that. I want to do it in a way that works in small groups so people truly have the support that they really need.”

Carr recently co-authored a marketing and personal branding book called BrandFace® for Real Estate Professionals where he teaches other real estate agents how to be the face of their business and a star in their market.

He and his partner currently consult BrandFace® agents in 17 U.S. states, Canada, and New Zealand.

For more information about Michael Carr, visit MichaelCarrInc.com, call 678-444-4110 Ext.4, or email mcarr@michaelcarrmail.com Copyright Top Top Agent Agent Magazine Magazine

Five Ways To Increase Your Commission

By Walter Sanford

Sanford Systems has the best systems for making money in real estate.

Sometimes, our clients forget how to stop discounting and to instead raise their “fee.”

This month, we’ll cover five ideas. Here we go:

1

Raise it.

Before the listing appointment, fill out all paperwork with the new rate and make it business as usual. Scared? Well, make a great listing presentation.

Don’t leave until you get the objection. Learn how to overcome the objection.

If you have to, drop it back down to your old retail rate but only after much hesitation.

2

Email new listings.

Send new listings to your database immediately, hours before it hits the MLS. This is a two-fer: #1 - Keep your database informed with secret, prelisting information that they are reluctant to spam and in the email tell them to forward this hot info to their sphere. #2 - You make more double ends with new people.

3

Institute a cancellation fee.

Many agents allow sellers to cancel listings with a guarantee stating

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they can cancel if they are not happy with the process. If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing. You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing.

On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold. Offer them an out and you get paid for your time, while working with a chance to get the listing back. “I offer an ‘any reason to cancel’ clause. It is $1000 in the first month and goes up an additional $500 a month after that. (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

4

Gain limited partnership as commission.

I carried many of my commissions due from builders as a limited partnership interest in their next project, rather than giving them discounts.

5

Skip the discounts.

Instead of discounts, carry your commission as part of any seller carry back. It is better than taking a beating on the amount.

I coach top agents on a limited basis. If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837. Be sure to ask about the half-off sale on our already discounted internet prices for training systems.

Don’t re-invent the wheel. Use 30 years of real estate wisdom and experience to your benefit!

Copyright©, 2016 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com.

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KRISTIN DALY After moving to Philadelphia from Chicago, Kristin Daly switched from a successful career in technology platform sales. She saw the potential and reward in helping clients make large investment decisions by providing the optimal amount of guidance and lowest amount of stress. With a natural business sense and an eagerness to help others, Kristin’s real estate business took off immediately. Ten years later, she continues to build on this success with her own team at Keller Williams.

This year, the Daly Group will close approximately $40 million in sales. Her team is made up of ten agents, over half of which are high producing and well established, with the other half new to the business and ready to learn. “We are committed to mentoring, educating, and reinvigorating our agents’ businesses,” Kristin explains.

The Daly Group serves both the Philadelphia metropolitan area, and the surrounding suburbs.

JoeAlfanoPhotography.com The hallmark of the Daly Group is going above and beyond expectations, a commitment that is demonstrated by 80% of their business being made up of referrals and repeat clients. Kristin and the agents on her team help all types of buyers and sellers with their real estate needs, and have a special skill in assisting people with selling their primary residences at higher price points. “Especially those with family demands,” she says. “We also have a niche in the luxury condo market.” Many of Kristin’s clients are high level attorneys, professors, physicians and other business professionals. No matter who she is working with, the main objective is always the same: to help them make an informed decision in a timely manner. The goals of buyers/ sellers become her top priority, and she doesn’t stop until those needs are met.

After working with Kristin and her team, clients frequently provide glowing reviews about their time together. One recent seller said, “Both Kristin and Andrew were highly Top Agent Magazine

professional, always responsive and very helpful in a lengthy selling process. We live in another state and relied upon both of them to look after our best interests and to help us make decisions throughout the process of the sale. Andrew was very patient with our initial delays in showing the property, allowing us time to clear out and stage the townhouse. We would highly recommend Kristin and Andrew. We used Kristin’s office when we purchased the house; we were just as pleased with her services during the sales process.”

In addition to her work in real estate, Kristin is also committed to improving her local community and the larger Philadelphia region. About ten years ago, Kristin started the South West Center City 5K Run, which is dedicated to health awareness and promotes healthy lifestyles. To date this organization has donated over $100,000 to various charities and schools.

Kristin also feels strongly about women’s leadership, and loves to promote the empowerment of women.

“We make a very focused effort to support our team members through multiple stages of life,” she explains.

When she’s not working, Kristin enjoys spending time with her family, exercising, and going to all the wonderful attractions that the city of Philadelphia has to offer.

Looking towards the future, Kristin has a growth vision in mind. She wants to double their team size by the end of 2017, and close $80 million in volume. But no matter how much she grows, she will always be grateful for the opportunities this career path presents. “I love everything about it. I’m learning almost every day, and having the chance to mentor, coach and strengthen my leadership skills is amazing. Every day I am appreciative of the opportunity to serve our clients at the highest level and help them achieve their goals.”

For more information about Kristin Daly, please call 267-266-8629 or email mydalyassistant@gmail.com, visit dalyluxuryhomes.com Copyright Top Agent Magazine 27

RAFAY QAMAR “Over 10 years ago, I came to the states with my family to pursue the American dream,” Rafay Qamar reminisces of his journey into real estate. After earning his business degree from DePaul University, he worked for the banking industry for six years, becoming a top 1 percent banker. In 2013, he left this position to join Coldwell Banker, producing over $16 million in sales by his second year. He is now the Broker and Owner at RE/MAX Northern Shores in Skokie, Illinois. Rafay opened the brokerage in early 2016, and already, his team is due to surpass $35 million in sales. In 2017, his goal is $100 million. It’s this entrepreneurial spirit of the industry Rafay first fell in love with. Back then—as it is now for many aspiring agents—his only window into this world was the countless reality TV shows on air. “Now,” he says, “I’m in a position to help others achieve that lifestyle.”

Rafay has recruited 12 independent agents to join the brokerage. He has also expanded his own team, the Rafay Qamar Group, by bringing on three new buyers agents, a marketing agent, and a transaction coordinator to help manage his international clientele and pursue leads. “Between the group, we speak eight languages, and this gives us a competitive edge,” Rafay says. Together they serve the North Shore market, mainly Evanston, Wilmette, Glenview, Northbrook, Skokie, Highland Park, and Downtown Chicago. His referral business is already robust at nearly 40 percent.

Though Rafay is highly skilled at the art of negotiation, he thrives off his relationships with clients. In an effort to keep in touch with them and bring in new business, he runs campaigns four times a year. For Fourth of July, the team purchases gourmet bottles of ketchup, mustard, and relish, delivering gift baskets to clients with memorable notes like “Let’s ketchup soon” or “I relish our relationship.” He also hosts lunches for clients and makes daily calls, setting aside two-hour blocks of time for this purpose. “Mondays or Tuesdays are best for connecting because the weekend’s just ended,” Rafay says. “It’s the perfect opportunity to find out what clients and their families have been up to.” Rafay admits he doesn’t have much of a 28

work-life balance. He’s often up all hours of the night, making calls as late as one in the morning with international clients in places like Dubai or India. Being constantly available for clients is something that sets him apart from his competition.

As an ongoing marketing strategy, Rafay runs four mailing campaigns for his listings: just listed, open house, under contract, and just sold.

Because over 92 percent of buyers look for homes online, he takes the visual component of campaigns seriously, orchestrating professional photography and videography. In the Chicago area, it’s estimated over 40 percent of transactions in 2015 were with foreign buyers. “Creating a virtual reality in which a listing exists is not only vital,” he says, “it’s necessary.” Rafay, however, still finds a great deal of success hosting open houses.

He puts up far more signs than average, heavily marketing the events. He even goes door-to-door through the neighborhood inviting neighbors. His efforts pay off—five to ten potential homebuyers are present at all times. “My team’s immediate goal is to connect with the client the moment they walk in,” Rafay says. “We try to be as relatable as possible.”

When it comes to his community, Rafay seeks out ways to leverage his experience and success to give back as often as he can. He is a huge advocate of his local chamber of commerce—every year in Skokie his team collaborates Go Green events with them. People in the area can drop off old electronics to be properly recycled. Rafay has his sights set on the future of his business, with plans to open four more offices in the North Shore market and bring on additional team members to coach and mentor. He encourages people looking to join the industry to make the jump. His story—that of the underdog— is proof with hard work and dedication anything is possible.

To learn more about Rafay Qamar, email rqamar@remaxns.com or call 847-763-9500 Copyright Top Top Agent Agent Magazine Magazine

Newer Agents: More Questions to Ask Yourself—Are You Stumbling or Up and Running?

By Carla Cross

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ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business.

From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager.

Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’.

Now, here are five more.

Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!)

Key point: Use the time lines in Up and Running to project your income. You don’t want Top Agent Top Magazine Copyright Agent Magazine

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Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time!

Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working).

Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent.

Do I have a budget so I know how much money I should be spending in marketing my listings?

Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too).

Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 30

fall off my start-up plan (to keep me from failing)?

Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success.

Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)?

Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc.

That’s why I put so much inspiration and motivation in Up

and Running—we all need it!

Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success!

Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914.

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THE MARY ROBINS TEAM With a background in marketing and advertising, Mary Robins began working for a real estate agent years ago, helping the Realtor build her business. It wasn’t long before Mary was inspired to set out on her own in 1999, getting her license and hitting the ground running. She completed six transactions during those first few months, and has only increased from there. “I find it very interesting and challenging,” she explains. Today, she has a team, including partner Lindsey and a licensed part-time assistant. Mary is eager to grow her team as she loves to mentor and teach, which is one of the reasons she moved to Keller Williams six years ago. “I became one of the owners and began instructing other agents. I like to help people, and this is a great way to do that.” The Mary Robins Team serves Chester, Montgomery, Delaware, Berks and Philadelphia counties, with about 80% of their business consisting of referrals/repeat clients.

clients get the most for their money. “Neither side feels like they’re losing. It’s helpful to get my clients what they want and still have the other side feel they are getting what they want.”

One recent client raved about Mary’s work, saying, “This is the 2nd time we used Mary Robins and have nothing but great things to say about her. This time we used her for both buying and selling of our first house. Although, our place was on the market longer than expected, she made sure she did everything she could do to get it sold. Once we received an offer, she worked with us non-stop to help us find that perfect house. Once we found a few possibilities she made sure we made competitive offers and finally secured our new house. I would highly recommend her to any one looking to buy or sell a house in the area.”

As Mary continues to grow, she also becomes increasingly grateful for having a career she loves. “I just like to make people happy. I love to be there for them throughout it all and see them feel good in the end.”

Committed to providing superior service, Mary and her team aim to make their clients feel comfortable and happy. “I don’t want my clients to do something they don’t want to do. I try to guide them through the process, and explain everything,” Mary says. “I’m not going to make them go down a path they’re not comfortable with.” She takes each transaction seriously, knowing that her clients are making difficult and important decisions.

Her relationships with buyers and sellers are vital, and she is dedicated to forming long-lasting connections with them. Mary stays in touch through regular mailings, anniversary gifts and market updates. “I like to send them helpful tips, especially those who have purchased a home recently,” she says.

While Mary mainly works with regular buyers and sellers, she has also seen an increase in investor clients. She finds great joy in helping them towards their unique goals.

“Diversifying a portfolio is an interesting aspect of real estate. I have clients who buy and hold, flip, and do a combination of those two things. There are so many different ways to invest in real estate, and that’s a new kind of challenge,” she explains. With her recent designation as a Certified Negotiation Expert, Mary is able to help all Top Agent Magazine

For more information about THE MARY ROBINS TEAM, please call 610-220-7145 or email Mary@MaryRobins4Homes.com Copyright Top Agent Magazine 31

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