Nationwide 1-2-17

NATIONWIDE & INTERNATIONAL EDITION

KAREN BALDWIN / THE POWER OF 4

JAN CARLISLE

KATHLEEN FORREST

FRANK GAUDINO

NINA HATVANY

MIKE HUFFMAN

DONALD JAMES IDE

VINCE ROMANO

LISA STEVENS

NATIONWIDE & INTERNATIONAL EDITION

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JAN CARLISLE

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FRANK GAUDINO

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15

VINCE ROMANO

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KAREN BALDWIN / THE POWER OF 4

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NINA HATVANY

MIKE HUFFMAN

KATHLEEN FORREST

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DONALD JAMES IDE

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LISA STEVENS

CONTENTS 4) TOP 5 MARKETING TIPS FOR REAL ESTATE AGENTS

21) BECOMING THE BEST OF THE BEST

9) HOW TO RECOGNIZE TRUE LUXURY PROPERTIES

25) 5 SURE-FIRE WAYS TO GET MORE REFERRALS

17) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors.

To subscribe or change address, send inquiry to mag@topagentmagazine.com.

Published in the U.S. 2

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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

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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

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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

JAN CARLISLE Top Agent Magazine

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JAN CARLISLE Jan Carlisle has worked hard to set herself apart from the pack by focusing on an area of real estate a lot of agents won’t take on. Serving the Charlotte, North Carolina Metro area that includes the suburbs of South Carolina, Carlisle has made a name for herself by specializing in luxury rentals and lease to own homes. This is in addition to the large number of buyers she also assists in buying a home. “A lot of realtors don’t like to do rentals and lease to own, but I have developed a niche market doing this and I enjoy relocation rentals and lease to own,” says Carlisle.

“If no one’s doing rentals, and no one wants to do lease to own, then I’ll do all those, so that’s kind of what I’ve been doing.”

With her own business as a part of Carolina United Realty, Carlisle has risen through the ranks over the three years she’s been in business and is in the top 10 percent of realtors for the Carolina MLS which includes York County and Lancaster County of South Carolina. For Carlisle, who works as a solo agent, it’s all about providing good customer service and it’s the reason her clients come back to her. “I wait for the cable man or the gas man or whoever I have to wait for,” she says. “I wait for furniture people to deliver things which I think is above and beyond.” Her repeat and referral business is also strong with 25 percent of her sales coming from these clients, making the real estate niche she has carved out for herself not only a good idea on her part but a success in several regards.

Carlisle has a unique way to keep in touch with her clients with a coupon mailer she sends out once a month that offers a discount to local restaurants in the area. Not only do her clients appreciate this but they call her to say thanks which 8

keeps her at the forefront of their minds. Carlisle, who is a self-proclaimed couponer knows all too well herself how important these coupons can be to a family. “I get a lot of calls saying thank you for the $10 coupon for a Chinese restaurant or pizza place,” says Carlisle. “I do a different restaurant every month that’s local to our zip code.”

It’s these little things that her clients take note of and really express to her how much they mean. “I hear the same adjectives over and over again,” says Carlisle. “I hear you’re so awesome. You’re so nice. You’re always there for me. You just hear those things over and over again and you think, maybe that’s true.” It is this kind nature of hers that has made her a good friend to many of the clients she has worked with.

She’s invited to her clients’ birthday parties, housewarmings, and dinners out with them.

Carlisle is also a friend to the community where she lives as she makes an effort to help out by donating to the Fort Mill Care Center and the York County Humane Society.

“I try to get my coupons together to donate toiletries and pet food to these organizations,” says Carlisle. One of her more recent donations included 100 bags of dog and cat food for the Humane Society. She also donates canned goods and supplies and wants to start her own food drive very soon.

For more information about Jan Carlisle, visit Lease2OwnFortMill.com, call 803-627-7751, or email withJANyouCAN@yahoo.com Copyright Top Agent Magazine

How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider.

Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room.

Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space.

• In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down.

One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees.

• Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have.

If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property.

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VINCE ROMANO Fiercely competitive Top Agent Vince Romano is not the kind of person that does anything by half measures. He has not one, but two Bachelors degrees, as well as a Masters in Science. It should come as no surprise that despite the fact that he began his career in real estate as a part time job to supplement his work in pharmaceutical and biotechnology sales, it quickly turned into a full blown career, complete with a loyal client following and numerous awards for his impressive performance.

Vince admits that his previous career is what set the stage for his success, as it was when he, “applied what the pharmaceutical and biotechnology industry taught me from a sales and marketing perspective and I applied it to real estate,” that his business began to grow by leaps and bounds. Almost 11 years later, Vince is a successful, trusted broker and real estate agent for RE/ MAX, which inducted him into its Hall of Fame in 2015, serving the Northwest suburbs of Chicago and fearlessly leading his team of three other talented agents.

rity is what makes a truly great real estate agent. He knows that what keeps his clients coming back is, “the experience that they had with me, and the relationships that were established. When I do work with a particular client, I treat them just like I would treat any one of my friends or family. Many times you actually do wind up becoming friends. I have clients that have become dear friends of ours – my wife and I.” Even after the transaction is over, Vince makes sure to stay in contact and be a helpful resource and someone they can count on long after the closing.

Having come from a marketing and sales background, Vince realized early on in his career that commitment to personal service and taking a client-centered approach that focuses on building a relationship based on trust and integ12

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just to get the listing. I am not like that. I’m a straight shooter.”

Marketing expertise is one of Vince’s particular talents, and when it comes to marketing, clients can rest assured they are being represented by the right agent. “I have all the resources at my fingertips. I know just what to apply to which home. There are no two homes that are exactly the same, and so no two homes are marketed the same.” Vince spares no expense when it comes to marketing his listings, and takes pride in being tech savvy and always on the cutting edge of marketing technology. “I was probably one of the very few agents that was doing Google pay-per-click advertising a number of years ago when it first started. Now I’m one of the few agents who does rebranding.”

When he’s not devoting his time and energy to serving his clients Vince enjoys spending time with his family. “Family is important to me. I have four kids. I like to be there for their games and activities.” He coaches kids basketball as well as softball, and likes to volunteer at his local church as a way to give back to his community.

Vince has a high standard of personal excellence, content with nothing less than providing his clients with a real estate experience that goes above and beyond their expectations.

“Being in this business, you’re on 24 hours a day 365 days a year,” he says, “People call me at 11 o’clock at night. But you always got to be on.” He puts his vast knowledge of the market, extensive education, and wealth of experience to use guiding his clients through the process and giving them the best information they need in order to help them make the best decision they can. Vince explains, “I’m pretty straight forward. I don’t tell them something that they want to hear just to get a client, Top Agent Magazine

Vince’s vast knowledge and experience combined with his technology and marketing savvy gives him a definite edge as an agent and makes him invaluable to his clients. In an ever-changing market Vince makes a point to stay ahead of the curve, and plans on continuing to evolve and keep his business on the cutting edge in the years to come.

For more information about Vince Romano of RE/MAX, please call 847-458-5527 or email vince@vinceromano.com Copyright Top Agent Magazine 13

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THE POWER OF 4 When looking to buy or that we sell within the sell in the Desert MounDesert Mountain commutain, Scottsdale’s premier, nity. We enjoy bringing member-owned, private new people in and sharcommunity, there is one ing our community with team that is unparalleled. them. We become friends Known as The Power of with our clients. There Four, the team consists are so many aspects to of Ann Morrissey, Bee selling here that we love.

Francis, Kathleen Benoit Whether it’s selling land and Karen Baldwin, who and helping them find an together bring a combined architect and builder or 60 years of selling experiremodeling an existing ence in Desert Mountain home, there’s nothing Left to Right - Karen Baldwin, Anne Morrissey, Bee Francis, Kathleen Benoit and North Scottsdale, and more rewarding for us 90 years combined total real estate experience. than helping our clients achieve their real estate dreams.”

As full time Real Estate Professionals, they are consistently top ranked in Desert Mountain sales. All four of the team are resident members of Desert Mountain, giving them not only an in-depth market knowledge but a passion for the community.

The secret of their success is their focus on providing an unsurpassed level of service and offering proven results.

After just 5 years working together, the team has closed on over 400 transactions, a remarkable feat that shows that they not only get the job done, but get it done well.

When you work with one agent, you get the whole team, all providing the same strong work ethic, with the added benefit of all of their individual strengths. Clients are quick to praise the team for their energy, professionalism, communication and availability. According to Karen, “People come back to us because they see our dedication. We keep in contact with our clients long after the active transaction, giving them up-to-date market knowledge and information.

We continue to be a resource to our clients. We’re there to help. We see ourselves as a full service group, whether it’s finding a dog sitter or a contractor. The fact that we all live and work here lets people know they can count on us to get the best answers.”

The team’s love and passion for the community they represent is really infectious, and is another reason they have been so successful in their market. “We all feel very fortunate Top Agent Magazine

The Power of 4 has been recognized for their achievements numerous times over the years. In addition to being the number one real estate team in North Scottsdale and Desert Mountain, the Phoenix Business Journal recently ranked them number 4 in the Valley. They were also recognized in the Top 100 most influential real estate teams

by Real Estate Executive Magazine.

The whole group is active with several community charities, including CARE, PAWS, Desert Mountain Community Foundation, and Youth Angels. They really make it a priority to give back and are always looking for new ways they can provide support.

Looking to the future, for The Power of Four team strives to build upon their already stellar reputation. “One of the great things about Berkshire Hathaway is that their leadership team provides experienced guidance in team building and goal setting. We’re never fully satisfied with what we’ve done, we’re always looking to improve how we work as a team and how we can be of greater service to our clients.”

To learn more about The Power of 4 Team call 480-659-4999, email karen.baldwin@bhhsaz.com or visit desertmountainhomeexperts.com Copyright Top Agent Magazine 15

KATHLEEN FORREST She’s the #1 individual producing real estate agent in Oklahoma for two years straight. She closes $35-40 million in more than 200 transactions per year. Her referral base exceeds 80% and she’s been in the business for nearly 20 years. While Oklahoma City area REALTOR® Kathleen Forrest’s numbers are certainly impressive, her personal story adds even more meaning. “I started my career as a special education teacher,” says Kathleen. “While finishing my master’s degree I felt there needed to be help for people with disabilities to purchase homes.” But she learned that in order to help those people, she needed to get licensed; so while researching grants for people with disabilities, she earned her license. Pretty soon, she found herself wanting to secure similar grants for single moms and realized her real estate destiny was in motion.

At every agency she joined, Kathleen became a top producer, driven by her advisory-style approach. “I provide a one-stop shop,” she says, describing herself as a client advocate. “Before meeting someone, I do my research and due diligence.

I assess if they need staging and I have a handyman accessible on staff.” She provides everything the seller needs. “It’s not just marketing anymore. There are too many other factors in a sale.

We focus on the research and what needs to get done.”

Kathleen prides herself on spending money on clients and doing far more than expected. In addition to purchasing virtual tours that are easily shared on any device or platform, her team provides enhance levels of every aspect of marketing. “Some agents only enhance or feature higher-end listings, but we pay for enhanced and featured listings for all our listings, whether it’s a $25,000 or $1 million. My personal quote has always been ‘a fair is a place where you ride rides and eat cotton candy.’ I choose to practice equality where each client gets what he or she needs to best suit their situation.

Clients trust her so much that several listings sell before buyers even set foot on the property. And they remember her service.

Many who return to the area after years in other markets seek 16

out Kathleen, grateful for the advice she gave them when they moved away years earlier.

Kathleen’s service ushers such astounding business growth that despite economic uncertainty in 2008, she knew it was time to open her own brokerage branch. Even as the market declined, her new brokerage remained among the top in Oklahoma, with Kathleen named #1 Producing Agent with Metro Brokers of Oklahoma. She has now attracted several independent agents to her brokerage, including her husband, Jeff Kamnikar, a retired Major in the Air Force with 20+ years of service before entering real estate. More recently, Kathleen’s year-over-year growth inspired her to build a large commercial building and to begin adding 20 more agents “of like mind” to herself.

Like mindedness is the key characteristic Kathleen seeks in agents. “I want to work with top-performing agents who have integrity, knowledge and a genuine desire to help people. “There are so many things agents may not think of,” she says.

“For example, if I get a VA client, I know that on top of a VA loan, there are grants they can get.” She and her team don’t just accept that a client is qualified and congratulate them; they go the extra mile to help secure discounts any way possible. “If I even save someone $1,000 or $2,000, that’s my personal satisfaction, knowing that I went above and beyond and they weren’t just a transaction.”

By going the extra mile in work and life, Kathleen helps all kinds of people. “Both my undergraduate degrees and my Master’s Degree are in education, which still holds a very special place in my heart,” she says. “Our office allocates money for purchasing and donating specific materials to classrooms,” she says, adding that she is also a “sucker” for a good story. “I’ve heard of people in need and held special fundraisers to help them.” With education and youth at the heart of her outreach, Kathleen finds comfort in the knowledge that she is investing in the future.

To learn more about Kathleen Forrest, visit kathleenforrest.com, email katsnews@yahoo.com or call 405.476.9600 Copyright Top Top Agent Agent Magazine Magazine

5 STEPS TO ACHIEVE LONGTERM SUCCESS

AS A REAL ESTATE AGENT Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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3

BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

4

BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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FRANK GAUDINO Client devotion is what drives Frank Gaudino as he works hard to guide each buyer and seller through the real estate process.

It is this constant dedication that has paid off for him at Keller Williams Realty in Jupiter, Fla. He has gone from $3 million in sales the last time we spoke with him, almost doubling to $5 million in 2016. No matter what his clients’ needs are, he is there for them, and he makes sure he is available to take their call, text, or email no matter what time of the day it is. “Each client is treated like they are my only client, and my clients come first,” he says.

knowledgeable and his negotiation skills were top notch.

He went above and beyond to find us our home.” These are just a few of the many reviews from his clients all saying how much they enjoyed working with him and how helpful he was in helping with the purchase or sale of their homes. His constant follow through and attentiveness keep his clients coming back and satisfied with his service.

While this is proof of how hard he works for his clients, Frank doesn’t stop there as he uses all the tools available to him to market his listings and get the best price for his buyers. “I do a lot of social media,” he says. “Marketing a property properly could add up to tens of thousands of dollars for somebody and it’s important that it is done correctly.” Beyond social media, Frank takes advantage of local business advertising to reach potential buyers in the area as he feels this is a good way to give back to the community and allows him to get the exposure his clients need.

Here, he is able to create momentum with a property and get it in front of the right potential buyer.

Real estate was always something that Frank wanted to do and he has a vast knowledge of the Jupiter and Palm Beach area he serves. His clients certainly appreciate his efforts and all of the information he can provide on the area in which they are looking to buy. Frank Gaudino moved to the area in 2000 from New Jersey and he quickly developed a following. Today, he has a 50 percent repeat and referral business that just keeps growing. “My business has been fantastic,” he says. “It’s almost doubled.” This can be attributed to Frank’s determined nature as he is always checking in with his clients to see how they are doing and if there is anything he can help them out with.

With all of this success, Frank Gaudino has a business that is growing exponentially and will soon need expansion.

Frank says he wants to add to his business and start a team soon – a move that will take him to the next level. “I enjoy working with other agents so I think it would be a good fit to start that team and really expand my reach,” he says.

This has created glowing testimonials for Gaudino with clients saying, “Frank did an amazing job for us. We received multiple offers (most above asking price) in only a few days. He helped us through the entire process and was totally awesome to work with.” Another reads: “From start to finish Frank was wonderful. He was kind,

For more information about Frank Gaudino, visit www.yourhomeinpalmbeach.com, call 561-628-7198 or email frankgaudino@gmail.com

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NINA HATVANY It’s all about building relationships for the long term for Nina Hatvany. She, along with her team, works hard to make sure the connections they are creating with their clients endures the test of time, making them come back again and again to do business. “We have a very long-term perspective on clients,” says Hatvany. “We want the absolute best for them. We want them to be happy. We want to be a longterm real estate resource for them.”

By specializing in San Francisco proper, she is able to offer her clients a unique perspective on the real estate market there and provide knowledge about the area they just can’t find anywhere else. By only focusing on this one area - the same place where her children, who are now a part of her real estate team, were raised – she has become an expert on the city which her clients appreciate and seek her out for. Clients are certainly impressed with this level of service they get from Hatvany as she has created a business that is 80 percent repeat and referral clients. “My biggest compliment is when a long-term client suggests that their adult children work with me on their purchase,” she says.

As a client of Hatvany’s, you can expect her and her team to work hard on your sale as they certainly put in the time and effort to get the job done. “We work extremely hard,” she says. “We’re constantly available between all the members of the team. We try hard to reply to every client inquiry in no more than two hours.” It is this constant follow up that has given her the success she has found as a top-rated agent in San Francisco. This can be attributed to her being a constant resource for her clients, finding solutions to any problem that they have. “I try to be very responsive and be their “go to” person for real estate questions,” she says.

When marketing a home, Hatvany uses every tool available to her including private invites, dedicated 20

websites, 3D video tours and neighborhood mailings.

She believes in mixing traditional techniques with modern technology to reach all types of buyers for the very diverse market she serves. She also believes in reaching out to the agent network she has developed in her 25 years as an agent and believes maintaining these relationships are just as important as her clients.

“We try very hard to maintain good agent relationships within the community of agents recognizing there will always be another transaction.”

Because relationships are so important to Hatvany, her work with Larkin Street Youth Services comes as no surprise as this too is an area where she works with others. She sits on the board of the organization, which works to keep homeless youth off the streets. “In San Francisco, we have a gigantic homeless problem so intervening when a homeless person is young, is a very sensible thing to do,” she says. Helping in her hometown is important to Hatvany and is just one of the ways she gives back to the community that has given so much to her family. With her family in mind, Hatvany is also looking to increase the size of her business.

“I’d like to grow the business so that I can provide a great, thriving business for my children to take over when the time comes.”

For more information about Nina Hatvany, visit ninahatvany.com, call 415-345-3022 or 415-710-6462, email Nina@ninahatvany.com Copyright Top Top Agent Agent Magazine Magazine

Becoming the Best of the Best

By Verl Workman

Becoming one of the best agents in your market requires hard work, time, and dedication. One of the most important things you can bring to the table is your real life market knowledge and expertise. As you increase your market knowledge IQ, your confidence will grow and you’ll win the trust of your clients.

• Preview all the homes that come on the market in that area. By attending all the open houses and tracking price reductions on properties in your area, you’ll know the nuances that pictures cannot convey…but be careful with your time.

• Track closings and sold prices in your target area so you become To do that, you need to know more familiar with list-to-sell ratios about your market than the average consumer. That’s more of a challenge • Become familiar with vacant land than it used to be since consumers in your target area can easily find market statistics online, quickly and easily preview • Get active in the community by listings on the web, and access public doing things like attending county meetings where changes in zoning records without many barriers. and housing are to be voted on, and Clearly, becoming an expert offer your input requires effort, more now than ever before. Here are a few things you • Write articles and offer your can do to establish yourself as an expertise to newspapers and radio stations on trends and happenings in expert in your area. your area • Select the area you want to become • Start a community blog where you an expert in

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post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information.

• Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country.

Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge 22

through public sources like blogs, print media, emails, and unique approaches like Podcasts, and public videos, your customers will increasingly look to you as the definitive source. Data is everywhere, so think in terms of how to educate your customers and make them experts so they don’t have to do all the legwork. By doing so you’ll win their respect and loyalty.

Bottom line: get fully committed to becoming an expert in your chosen career and you’ll reap the rewards.

Verl Workman is the national technology speaker/trainer that stands out as #1 when it comes to showing companies and their sales associates how to make money using today’s technology. © Verl Workman. All rights reserved.

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MIKE HUFFMAN Mike Huffman got started in the real industry as an investor. Two years after he started flipping houses with his wife, in 2010, he finally decided to get his license. “I just fell in love with the entire business. After we flipped our first home and made a nice profit, I decided I wanted to teach others how to do this for themselves. That’s what inspired me to get my license and make my career in this industry that has truly become my passion.

That was six years ago, and I haven’t looked back since.”

professional photos taken, since internet marketing is so important, you really want to make a great first impression.

We take that very seriously, and take advantage of every new technology we can including 3D virtual walkthroughs, which allows potential buyers to virtually walk through the home, looking at every angle of every room. We’re on all the big real estate sites, and all of our listings are enhanced. I also have a Yelp page for personal marketing and I’ve been getting tremendous exposure that way. I really focus on the entire idea of what we’re selling. We’re not only selling a home, we’re selling the community and the lifestyle. We’re really selling a dream to people.”

Mike is actively involved in his community and supports several charitable organizations as well.

“We recently sponsored a hole at a charity golf tournament, which helped raised over 7000 dollars for the American Cancer Society, an organization that I’m a big supporter of.

MIke is currently with Century 21 and is licensed in North and South Carolina, but specializes in the Charlotte and the surrounding areas including Waxhaw Gastonia, Kannapolis, Pineville, and Indian Trail. An award-winning agent, through Century 21 Mike has received the Masters Ruby in 2014 and 2015 as well as the Quality Service Producer in 2015, and has already made a name for himself as one of the most respected agents working in his marketplace.

Although he specializes in investors, Mike truly excels at working with all types of clients, including first time homebuyers.

With his educational approach to sales and his focus on providing top notch customer service, Mike has already earned a remarkable repeat and referral business rate of over 70%. “ I treat every transaction as if it was my own that shows to my clients we get the reviews we do and why they keep coming back.” Mike is not only skilled at building relationships, but maintaining them as well. He makes it a priority to keep in touch with past clients, through phone and email, as well as sending out handwritten notes, for a more personal touch.

Another area in which Mike excels, is with his comprehensive approach to marketing. “When we take a listing we have Top Agent Magazine

Every year at Thanksgiving, through Century 21, I participated in a food drive for homeless people in the community. I also try to be involved with organizations that help pets including the Humane Society. It’s important for me to give back and I try to do so in as many ways as I can.”

In his free time MIke also plays piano on a popular local band.

Mike looks forward to growing his business, and couldn’t be more thrilled with his decision to join the industry six years ago. “My whole life people have always told me I’d end up in sales. I’m just a real people person, and I love helping them. It really has been a perfect fit.”

To learn more about Mike Huffman call 704.956.6463, email mike@michaelalanrealty.com or visit carolinahomeseller.com www.

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DONALD JAMES IDE No one would argue that Donald James Ide is a hard worker, starting his first business as soon as he got out of high school in the floral industry. “My friends were out having a good time and I was working, but I’m so glad that I did that,” he says. “It helped me so much.” Donald worked 5 years as a graduate practical nurse and another 5 years in nursing home administration before being pushed by his parents James and Ida into his true calling as a real estate agent. For Donald, this is the job he has always longed for as each day doesn’t feel like work. “I love it,” he says. “I don’t feel like it’s a job. I enjoy getting up and doing what I am doing. I have fun doing it and I love meeting new people.”

It’s the people that Donald gets to meet on a daily basis and being able to help them that really is the motivator for him in this business. “It’s just such a happy joyful feeling when you walk out of that closing and see how excited they are,” says Donald.

“It’s exciting to know you were part of that and made that dream come true.” Being a part of the buying and selling process is a big deal for Donald and he realizes how confusing and stressful it can be for his clients so he makes sure to help them through the entire process. “It’s a major investment for people and most don’t know what they’re doing,” says Donald. “I try to give them a step-by-step and take their hand and guide them through it.”

Each client that Donald deals with is important to him and deserves his top notch customer service he is known for. “I try to treat people the way I want to be treated and do what I would want someone to do for me,” he says. “It’s really being there for them.” This considerate attitude has really gotten Donald far in his short one-and-a-half-year career 24

with Keller Williams where he has already had over 38 transactions and is one of the company’s Business Objective Life By Design (BOLD) graduates along with being honored with its Superman award.

Business is so good for Donald he is considering starting a team and bringing on another agent. “I’m really at that point where I could use an extra set of hands,” says Donald. “I just really want to widen my listing base and grow my business so I can really make a go of this because I enjoy it so much.” Donald currently has 25 listings on the books and is looking to add another 10-12 listings to his business in the near term, he certainly knows how to market the houses he has now using a variety of advertising options to get the word out.

Through the use of a variety of newspapers in the Luzerne and Lackawanna Counties he operates in, Donald creates a buzz with each property he is selling and only increases this further with his use of social media which his clients certainly appreciate.

Outside of real estate, Donald is an active community participant serving on a variety of golf committees and helping out at the nursing home he once worked at. He was also a long-time member of the Board of Trustees at his church and donates his time to the local cancer center – a cause that is near and dear to his heart. “My mother is a breast cancer survivor so it really hits home,” says Donald. “It’s something special for me that I enjoy helping with. I see what they do so I just try to give back and help them.” Because of the encouragement Donald constantly receives from his parents, he would like to thank his parents for their love and support each and every day.

For more information about Donald James Ide, visit homesbydonaldide.yourkwagent.com, call 570-479-0350, or email donaldide@kw.com or zanner72@gmail.com Copyright Top Top Agent Agent Magazine Magazine

5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses Top Agent Magazine

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

5. Show your gratitude when you do 26

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. 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. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies.

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

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LISA STEVENS Twin Cities based Vibrant Realty truly is Building a Better Community. That commitment is far more than a slogan at this brokerage led by Broker and Founder, Lisa Stevens. In fact, enhancing the communities in which they live and work is integral to who the people of Vibrant Realty are as individuals and as professionals. Driven by Lisa’s desire to serve – along with her 25 years of corporate sales and marketing experience including 15 years in real estate – Vibrant Realty makes a difference in countless people’s lives every year.

“I have a team of rock stars!” says Lisa, describing her 32 agents and four-member support staff. The team covers the Twin Cities Metro area and parts of Wisconsin. “We are planning to expand by opening smaller offices throughout the Twin Cities,” says Lisa, adding that she has no aspirations to grow overwhelmingly bigger but would prefer to open a series of smaller offices with existing agents and gradually add new agents as needs arise. “When agents come onboard, we want it to be a good fit for everybody,” she says. “We don’t want to be a cookie-cutter real estate company that just takes their percentage of the commission.

We want to have direct involvement in the community.”

Not only do Vibrant Realty’s agents serve as their clients’ real estate experts, but they bring clients into the fold of their community outreach. It’s one thing to donate a full 1% of their revenue to charity each year; it’s another to incorporate the interest of current and past clients when giving.

“We help with homeless shelters, Minnesota Missing Children and Minnesota Teen Challenge, among others, but we get input on nonprofits that are near and dear to our clients’ hearts.” On a quarterly basis, Vibrant Realty hosts “Warriors for a Cause” events, through which a different local charity gets to discuss their organization at a party attended by up to 100 people. “We pay for the food and beverages and everybody comes out to support the cause,” she says, listing a few featured organizations such as Jameson House, Community 360° and Woodland Home Shelter.

Lisa loves people. “I feel really fortunate to be in this business because I get to look inside people’s families and have Top Agent Magazine

the honor of being a part of their lives during our time together. It’s extremely rewarding and enriching,” says Lisa, who has been nominated as a Twin Cities “Super Agent” for 15 years and has won Best Twin Agent awards. Service, attentiveness, market experience and strong negotiation skills stand out among Lisa’s outstanding characteristics.

“Every client’s needs are different. Just knowing how to work with someone, being prepared to help them and making sure they’re happy and educated throughout the process are what make the greatest difference,” she says.

Not surprisingly, Lisa spends 80% of every day on the phone, whether connecting with previous clients or helping existing clients with purchases and sales. Lisa notices that her strong background in marketing simplifies the process of selling her listings. “If you want to go out and sell, you need to know how to change buyers’ and sellers’ perspectives,” she says, adding that her robust, integrated online and print marketing includes professional photography and web tours taken to the next level through targeted networking efforts. She also offers great dedication to buyers, many of whom are surprised that she actively seeks out home with them as opposed to simply informing them when homes become available. Lisa can’t imagine not offering hands-on help. “One of the best parts of my job is helping people purchase their dream home, whether it’s their first home or a move up home, and guiding them through the process,” says Lisa. “I love my job!”

To learn more about Lisa Stevens and Vibrant Realty, email lisa@vibrantrealty.com, call 952.808.1208, or visit vibrantrealty.com Copyright Top Agent Magazine 27

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