Nationwide 1-22-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

NICK P. BINESH

RHONDA GAILEY

KURT PETERSON

CHRISTY BISHOP

ROSA BUENO

ANGIE GARARD

ADAM PRAY

MATT RAINS

LISA CRONIC

MARK HULSEY

PAT SCHECKNER

MICHELLE EASTER

AARON MULLENS

ESTERA WILSON

NATIONWIDE & INTERNATIONAL EDITION

ROSA BUENO

NICK P. BINESH

MATT RAINS

ANGIE GARARD

PAT SCHECKNER

ESTERA WILSON

ANGIE GARARD

CHRISTY BISHOP

CONTENTS Angie Garard always had an interest in homes and real 4) ARE YOU A VALUE-ADDED AGENT? 10) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL 13) 3 SUREFIRE METHODS THAT MAKE FOR A PRODUCTIVE MEETING 17) IS FINDING A NICHE MARKET RIGHT FOR YOU?

estate. Growing up, she and her siblings watched their father build their home from the ground up—an inspiration that’d stay with her for years to come. In 2014, she finally decided to earn her license, transitioning to part-time real estate work as she got her feet wet in the industry. By August of that year, she’d completed her first transaction and soon made the leap to a fulltime roll. In the time since, Angie has completed more than 90 transactions, earned her GRI, and cemented a flourishing reputation for results-driven service and a winning personality.

them to make decisions. I’m always explain, but I don’t try to sell peopl service-based career. I’m here as the my clients, and I work for them. 100% their best interest.” Angie also believ to her work as an agent, making her diary role even more worthwhile. “It’s to demonstrate value for our clients, a try have to remember who we’re ser am who I am. I’m authentic—client we provide a service to our clients, w skills to back it up, too.”

wise counsel while her clients explore the options that work best for them. “I try to craft what I do around how I’d feel if it were me,” Angie explains. “I believe education is so important for my clients. I provide and explain all the information they could need, and then it’s up to

considering her favorite parts of her Angie cites the diversity of her job always continue learning. “Each day action is different,” she says. “It kee and fun.”

21) FIVE WAYS TO INCREASE YOUR COMMISSION

33) 3 WAYS JOINING A PROFESSIONAL ORGANIZATION CAN MAKE YOUR BUSINESS BETTER

25) HOW TO THROW A NETWORKING EVENT THAT CAN PUT YOUR 37) MODERN EMAIL BUSINESS ONPrimarily THEserving MAP ETIQUETTE FOR TODAY’S When it comes to listing properties, A the Indianapolis area and its surroundAGENTS some of the leading online listing pla ing metro counties, Angie spearheads her work solo at 28) 5 THINGSTalkYOU incorporating social media’s vast in to Tucker Realtors. To date, nearly 100% of her local market and Angie’s incisive exp business is repeat and referral clientele—a testament CAN DO TO ACHIEVE YOUR 41) 5 SURE-FIRE move homes at a high value, and at to to her ability to deliver on her professional promises, while cultivating a memorable transactional ing MORE her business is built almost entire BIGGEST GOALS WAYSexperience TO GET repeat business, her track record for on behalf of her clients. What’s more, Angie brings an REFERRALS property in the Indianapolis region educational approach to her work as an agent, acting as

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LISA CRONIC 32

Top Agent Lisa Cronic of Atlanta Fine Lisa believes that her commitment to clear and co Homes Sotheby’s International Realty nication has played a large role in her success. “M in Atlanta, Georgia has spent years cultianswers fast,” she says. “I always aim to give them vating a reputation as a real estate agent and also try and make it fun. I want to lighten the l who truly cares about her clients and is possible to give them the confidence to relax and committed to providing the very best RHONDA customer service available. An GAILEY expansive approach to marketing her listings a LISA CRONIC MICHELLE EASTER Lisa’s ever-growing business. Reverse prospect Lisa got her start in the real estate indusconstant networking with other local agents, ope try when her husband no longer needed vans and listing her properties on thousands of w 39 36 40 43 to travel for work. “It was a wonderful opportunity to finally do a few of the cutting-edge, professional techniques what I’d been wanting to do. Real Estate had been of interest to really try to add a personal touch based on each in me for a long time. I had always worked in sales, and it was a great and find that directly translates into selling results opportunity to help my community and my neighbors, as well as be a part of the growth that was happening in the economy.” While the financial rewards of her chosen profes tive, it’s the more personal side of the business Working solo, but with the exceptional team of professionals most rewarding. “I adore watching my buyers ligh within her company, Lisa currently sells in the Decatur, Druid first enterADAM a property they love. And when a seller MARK HULSEY AARON MULLENS PRAY KURT PETERSON Hills, Morningside, Virginia-Highland, Midtown, Candler Park, offer – there is such excitement in the air. I treasure Lake Claire, Kirkwood, Inman Park, North Decatur/Oak Grove at the closing table, when it all comes together. The and surrounding Intown areas. “I go where my clients need me in warm glow over the table as they share stories, as order to best serve them.” exchange contact info for the future. I just love tha With at least 75% of her business based on referrals, Lisa is obviously doing something right. “I’m a hand-holder,” she explains. “I’m an over-communicator. I think it’s really important for people to understand the entire process, which can seem overwhelming at times. Buying and selling a home is a very emotional experience and I want to make sure my clients have the most information I can give them so they can make the best possible decisions.” Lisa goes well beyond the expectations most clients have of their Realtors. “I try to be extremely accessible to my clients whether they are firsttime buyers or are more real estate savvy, so we can act quickly if needed in a tight market. When representing buyers, I need to always be competitive and ahead of the crowd in order to handle or avoid multiple offer situations. With sellers, I need to ensure they are being marketed correctly to secure the best possible price.”

Having lived in Decatur for over twenty-five years much time giving back to her community, primar children’s local schools, where she has been act fundraising events and was formerly the writer fo newsletters, which she did for eight years. She supporter of Children’s Healthcare of Atlanta an Decatur/Druid Hills Friends of CHOA group for f

estate can be a very scary and overwhelmin REALTOR Vendors and Real Estate “Real Companies— anyone,” says Lisa. “I want to be there for my clien seamlessly into the next chapter of their live Get Nationwide & Internationalmove Exposure! down the home buying/selling experience to ensur

clients are looking for. Bottom line? I want to gi time and attention they deserve.”

Top Agent Magazine is seen by Real Estate Agents and Brokers in every U.S. city and Internationally! Please contact mag@topagentmagazine.com or call 888-461-3930 for ad rates and information. For more information about Lisa Cronic, Top Agent Magazine

3 please call 678.641.4325 or email LisaCronic@gmail.com

Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients. • I have a written listing presentation. • I am honest. • I am trustworthy. Are these ‘value-added’ attributes? Or, does the client expect these attributes and services? 4

Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— Top Agent Magazine

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional? • Because you want to set yourself apart. • You want to create client loyalty. • You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business! • Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words. If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for: Top Agent Magazine

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take. Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time. Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!). • Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home. 2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation. The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to 5

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally. And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit? What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails. What’s the impre agent? Are they professional? Do they state the company n TIP: represent your culture and image? Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points. In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales. Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com. 6

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ROSA BUENO

ROSA BUENO Rosa Bueno had a successful career as a US Customs Import Specialist in the Commercial Division. After having her third child, she decided to take the leap and become a realtor, receiving her license in 2005. That’s when she realized she had a true passion for real estate! “To really like this business, you have to love people,” she says with a smile. “My favorite part of the job is working with people and helping them!” Rosa’s degree in International Business gave her an understanding of business and finance and a passion for helping buyers to fully understand their financial situation and the long-term impact of a home purchase. Before the crash in 2008, Rosa saw that many people were taking out home loans they could not afford. “I am a first generation immigrant,” she says. “My father bought his first home with 20 percent down.” She was concerned that so many people were buying homes they could not afford. To make an impact and help members of her community, she taught classes for first time home buyer’s to help them understand their mortgages and financial decisions. After the crash, she adapted to the changing times and developed an expertise in short sales. Rosa treated each client with deep empathy, sharing both her expertise and providing emotional support during a difficult transition. “It was difficult, but I was glad to be part of the recovery,” she said. She’s now shifted back to being a buyers agent as well and is thrilled that many of her clients who lost their homes in short sales are coming back to her as home buyers. “It’s my favorite transaction to get them back into their own homes!” she says with a huge smile. “And they are now very educated consumers.” She also works closely with buyers to help them obtain grants and first time buyer credits. “ “That’s where I advocate the most,” she says. “I’m very involved in getting people into these government programs that are helping bring our economy back.” Rosa focuses most of her work on the northwest suburbs of Chicago. “But because I do most of my business by referral, I’m

flexible–I go where my business goes,” she explains. A staggering 95% of Rosa’s business comes from referrals and repeat clients. “I give great service and my clients are my biggest billboard,” she says. “They send me all their family, friends, relative and coworkers.” What keeps her clients coming back? “Whether they are my buyer or my seller, they know my loyalty is to them and to their needs.” Rosa acts as a trusted resource for her clients, referring them to excellent vendors and tradespeople. She’s a master at helping her clients to select the perfect price point for their houses that allows the home to sell quickly for an excellent price. She’s also very involved in her community and in the local schools and her clients see her as a leader. Rosa speaks Spanish fluently and specializes in serving immigrant clients from all over the world. When it comes to marketing listings, Rosa uses a cutting edge approach. Most of her marketing takes place online and she tailors her campaign to each listing. For many of her listings, she does a virtual 360 tour. That can be much more convenient for families than constant showings. To keep in touch with past clients, Rosa uses social media as a way to share information that’s of value to them, whether it be market changes, new housing developments or a community event. To give back to the community, Rosa volunteers at the Care Center with Willow Creek Community Church in South Barrington and the Elgin Area School District U46 where she mentors children and is involved in the leadership program. She’s active with the Alzheimer’s Association, raising funds and awareness. She teaches first time homebuyer classes through Home DuPage and the Northwest Housing Partnership in Schaumburg. In her cherished free time, she enjoys spending time with her three children. She’s also an avid reader, loves to go to the beach, garden or snowboard with her kids. For the future, she’d love to develop a podcast to educate homebuyers and video production for communicating with her client database. With her enthusiasm and dedication to her clients and her community, she’s sure to succeed!

To find out more about Rosa Bueno, contact her via email at rosa@rosabueno.com or by phone at 630-222-1534. You can also check her out online at rosabueno.com/home/?ID=40936 www.

One Mid America Plaza, Suite 120, Oakbrook Terrace, IL 60181 8

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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibil10

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game. If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do. The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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NICK P. BINESH

NICK P. BINESH That’s what gets me up every day and keeps me going. Another thing is I’m never off the clock, I’m always available. And clients get my guarantee that I will personally handle their transaction from A–Z and beyond.”

Nick Binesh and his team at Binesh Realty Group operate under a single mandate: to go above and beyond to make sure clients are 100 percent satisfied. “We do this on every single transaction,” Nick says, “regardless of the size of the sale. What matters is our quality of service.” That service can be characterized by a few words: integrity, market knowledge and results.

When Nick says he’s there for his clients “beyond” Z, he means it. Past clients can call with any questions any time, and he’s there for them, with no charge and no sales pitch. But then, they’re not strangers. He stays in touch on social media (with a solid base of more than 2,500 followers) and by email, phone and text.

A lifelong passion for real estate got Nick into the business, and helping change people’s lives keeps him there. It’s the greatest pleasure he can ask for. Even when a career in aviation lured him, real estate was still in his heart. “I graduated from aviation school and worked a couple of years in the industry as a commercial pilot,” he says. “But in the late ‘90s, I started working as a mortgage processor and soon after got my real estate and mortgage broker’s license.” With the help of his wife, also a real estate broker, Nick opened a small real estate and mortgage company in central California. Then in 2008, right after the housing crash, he came up with an idea: the first REO and bank-owned home tours. The idea quickly attracted investors, and soon his company was recognized in all the local media. In 2010 he moved to south Orange County, realized he wanted to spend the rest of his life there, and expanded his business into the area. Today Nick has a team of five in his Orange County office: himself, one real estate broker associate, two Realtors and one mortgage broker associate. He serves the entire county, but focuses on south Orange County, with a repeat and referral rate of 85 percent. “I take my business very personally,” he says, explaining why clients keep coming back to him. “I become friends and treat them as if they’re part of my immediate family. Truly, 95 percent of my best friends today are my past clients.

For new listings, Nick’s team provides sellers with a package that explains exactly what they need to do to get their property ready. Then the team helps with staging; has professional photos, 3-D videos and drone photography done; and then markets the home on the MLS, social media, and through major email blasts not only to local agents but also, depending on the property, to all agents throughout California. Nick’s turnaround time is usually just 30 days. Taking his passion for people into the community, Nick is an active supporter of St. Jude Children’s Research Hospital and Children’s Cancer Research Fund. This year, he’s adding U.S. veterans’ charities to his list. With such a big heart, Nick loves spending time with his two beautiful daughters and his family. He also enjoys the super cars he owns, and flying private planes. Building on his current success, this year Nick plans to open a boutique-style real estate and loan company, an idea he’s been working on for several years. “But wherever we operate,” he says, “the main goal is still to provide top-notch service.”

To learn more about Nick P. Binesh of Binesh Realty Group (BRE# 01839955) and Atlas Financial Group (NMLS#264665), visit BineshRealty.com or facebook.com/bineshrealtygroup, call 949-222-0234 or email nickbinesh@gmail.com www.

www.

3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile? Top Agent Magazine

The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about whatâ&#x20AC;&#x2122;s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 14

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties. Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office. Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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MATT RAINS Top Agent Magazine

MATT RAINS Top Agent Matt Rains, leader of The Rains Team at Keller Williams Realty in Atlanta has achieved success through a combination of hard work, persistence and dedication to providing all of his clients with exemplary customer service. Matt, who brings to the table a wealth of previous experience in the real estate appraisal and information technology fields, first tried his hand at real estate ten years ago, when he was doing appraisals and decided to give the sales side a try. “So I got my license,” he says, “and I listed one house. It didn’t sell, so I left real estate and started doing technology training for real estate agents and realtor boards across the country.” Soon he was invited to join Keller Willams as Director of IT for several of the company’s Atlanta area offices. Matt did that job for five years, during which time he also set up two software companies and built multiple websites. Approximately three years ago, he and his wife decided to once again try their hand at sales, and the result was almost instantaneous success, with 66 home sales and nearly 15 million dollars in volume. Cut to the present and Matt and his team are on track to close 210 transactions worth 55 million dollars.

what we wanted out of our house. We loved working with The Rains Team and will use them for any future real estate needs.” Matt’s background in Information Technology gives them a leg up on their competition, he believes. “We are a very tech-savvy team,” he explains. “We have a lot of young people on our team, and we do a lot with our websites, with Facebook ads. We advertise heavily in the social media realm.” When asked what he enjoys most about what he does, Matt points to the ability to help his team members grow. “I think there is so much opportunity in this business; there’s no ceiling in what we do. I love the opportunity to help build the lives of the people in our organization and the ability to help them grow.” As for the future, Matt has big plans which - if history is any indicator - should be within reach. “Our plans for the future are to be one of the largest real estate teams in the nation.” Says Matt, “We are committed to making sure the home buying or selling experience is perfect.”

The Rains Team currently consists of Matt and his wife, one full-time listing agent and five buyer’s agents. An administrative staff of four rounds out their highly-successful and dedicated crew. The success of Matt’s team can be measured by a repeat and referral rate of business that hovers around 30%. The reason for this client loyalty, Matt believes, is simple. “We strive above everything else to just have a really, really high-level customer experience. Because of that we have over 200 five-star reviews on Zillow in just three years of being in business. The whole team works really hard to get those five-star reviews and please our clients. We work hard for that referral business.” One such five-star review clearly demonstrates the exception client service Matt’s team provides: “My husband and I had a great experience with The Rains Team. They were always very encouraging and positive. They were always available to answer any questions we had (and we had a lot of them) and kept us updated on everything that was going on every step of the way. They were able to get us exactly 16

For more information about

MATT RAINS, please call 404-620-4571 or email MattRainsKW@gmail.com Copyright Top Top Agent Agent Magazine Magazine

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach. If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche. Top Agent Magazine

Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend. You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market. If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 17

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams? Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus. Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures. When things pick up, you may take your innovative approaches and start applying them to luxury homes. Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 18

are numerous demographics that truly need expert real estate advice. Be the one to fill it. You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche? Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official. Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you. There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients. Top Agent Magazine

PAT SCHECKNER Top Agent Magazine

PAT SCHECKNER Resourcefulness and ingenuity define Pat Scheckner’s career, including her latest success helping home buyers and sellers with Sotheby’s International Realty in Scottsdale, Arizona. “I’ve sold everywhere from Anthem to Chandler, with my primary focus in North Scottsdale, Carefree and Paradise Valley,” says Pat, who, prior to real estate created and ran a nonprofit support organization for a more than a decade.

They also enjoy that, given Pat’s longtime marketing experience, she gives listings terrific exposure. Prior to broker opens, community events, internet and print advertising, Pat offers her personal eye and resources helping her clients with staging and presentation. She consults with the seller on what will help their property sell within their target price range or timeline. And in her newest venture, she handles the marketing and sales for a builder of highend custom spec homes. Relationships like that speak volumes about Pat’s tenacity.

With Jewels 4 Charity, Pat and her organization helped raise funds for more than 30 charities by leveraging relationships developed during her earlier corporate career in International Product Development and Sourcing for manufacturers of fine and costume jewelry. “We contacted those sources, who agreed to provide fine jewelry at cost or less,” she says. “We worked with large and small non-profit organizations to create or participate in events where we offered designer-quality fine jewelry for sale or in silent auctions,” she says. Supporters of the charities paid 50% or more off retail prices. It was a ‘win-win’ for everyone!”

“I like the challenges of real estate,” says Pat. Challenging herself is an ongoing theme throughout her entire career. “I push myself to do as much as I can and I’m very goal oriented.” Real estate is perfect in that respect because every client has a goal, whether they’re buying or selling. Pat enjoys the thrill of finding a buyer exactly the right home or, after learning their needs, teaching them about areas they may not have considered. “Partnering with my clients means listening to what they’re looking for and introducing them to ways they can find it.”

Taking things up a notch, Pat entered real estate in 2012 after having remodeled several of her own homes on the East Coast before moving to Arizona and completing yet another remodel. “I’d always been interested in building and thought it would be an interesting next career.” Never a small-time business person, Pat quickly made her way with Russ Lyon Sotheby’s International Realty in Scottsdale, joining a team at first before deciding one-on-one client relationships best suited her and her clients. “My clients are my partners,” says Pat. “That is so much more than a slogan; I’m only successful if I meet or exceeded my clients’ goals.”

As she grows her business, Pat looks forward to making more close, trusting relationships with clients and other business partners. “With an MFA in Metals and Design, I work with the architects, designers and builders on new construction - a hot segment of the market right now - which I love,” she says. “I’d also like to do more social media marketing,” she says, adding with a laugh, “But I’m not going to Tweet!”

Pat becomes personally invested in helping people achieve exactly what they want. “Whether their priority is price, timing or finding exactly the perfect home to purchase, I work closely with people to learn what’s really important to them.” She appreciates everyone’s unique motivations for selling or purchasing a home. “It might be money, comfort or just having someone hold their hand,” she says. Many clients tell Pat that she does much more for them than any other agent has. “In the process, I become their referral source for everything from limo services and restaurants to cowboy boots!” That’s right. Pat is known for her signature cowboy boots. “They also know I like to eat!” She likes to introduce her clients to new dining experiences, specialty shopping and especially enjoys working with clients who golf; that gives her an excuse to hit the links. “I don’t have as much time lately, so my game has gone downhill!” She does, however make time for motorcycle rides with a local club. “I go on rides ranging from one day to 10 days!” Needless to say, her clients treasure the spirit and fun factor Pat infuses into the real estate experience.

To learn more about Pat Scheckner, visit patscheckner.com, email pat.scheckner@russlyon.com or call 480.628.9482 www.

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:

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.

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.

Institute a cancellation fee. Many agents allow sellers to cancel listings with a guarantee stating

Top Agent Magazine

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.”

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.

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. 22

Top Agent Magazine

ESTERA WILSON

ESTERA WILSON Happiness: it’s EsTera Wilson’s bottom line for her clients. Considered a real estate “matchmaker,” she uses her keen insight and expertise to immerse herself in each client’s circumstances. “Buying a home you love is an investment in happiness,” she says. “In order to find that happiness, agents must ‘live’ in their clients’ situations.” Home and happiness compose a theme that runs through EsTera’s life. As a young professional ballroom dancer in Lithuania, she often traveled to international competitions, staying with families who opened their homes. “In every country, the families made sure we felt at home,” she says. “Over 15 years, that experience gave me a sense of what makes a home. I got the spark of real estate.” Moving to the U.S. with her two children in 2000, she nourished that spark, soon becoming the office manager for a construction company. She learned how to build a house and sell it, including everything from knowing the required materials and costs to staging. During the 2008 economic crash she worked on a short sale project, creating a short sale processing platform to help agents make the transaction smooth and efficient. “I had to be in the homeowner’s, agent’s and lender’s shoes,” she says. “I had to know what they needed to make the platform as good as possible.” After EsTera had worked “backstage” in real estate for so long, people began asking her why she wasn’t an agent. “Why not try!” she thought. She jumped in, got her license two and a half years ago and found her niche. Now a broker associate with CONLON/Christie’s International Real Estate, she serves the Chicago metro area, focusing on the Southwest suburbs. In such a short time, her business has become almost entirely repeats and referrals, and in 2017 she was voted Agents’ Choice winner for Chicago Agent magazine.

EsTera attributes her high rate of referrals to being part of the Lithuanian community, where for many years she taught dance in the evenings. People there know her and trust her. She’s also fluent in Lithuanian, Russian and English, so her clients always feel comfortable. She stays in contact with them from the beginning of the process to the closing, making sure all their questions are answered. Through the process of what EsTera calls “living in their situation,” she becomes friends with her clients. After the transaction has closed, she uses social media and email to connect with them. “It’s a very natural process,” she says. She aggressively markets her listings, which begin with staging and professional photography, followed by custom brochures and online distribution to numerous websites. She places signs, hosts brokers’ and weekly public open houses, creates email campaigns, sends postcards and places print advertising. Clients often tell EsTera they feel safe and happy in her care, and that’s what she’s after. Being able to have a job where she puts families together with a home, a place where they can have meaningful interaction, is happiness for her. She’s busy, but she’s not all work. EsTera likes to backpack, hike, climb and travel to countries where she can feel the culture. “Travel feeds my soul,” she says. “My traveling buddies are my family. We learn, even about ourselves in different situations, and grow together.” Every day is a learning process for EsTera, every day she gets new ideas. The one closest to her heart is to grow her business into a nonprofit organization to help people who have no home. As someone who gives wholeheartedly to the community in numerous ways, there’s no doubt EsTera will make this dream, too, a reality.

To learn more about EsTera Wilson, visit EsTeraSuperiorRealty.com, call 708-307-9103 or email EsTera@EsTeraSuperiorRealty.com. You can also check out her website at gordhonor.com. http://

www.

How to Throw a Networking Event

that Can Put Your Business on the Map

It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event? Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational. Include a link to register online so that arriving to your event is seamless and requires no sign-up sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bake-off, or a spring cleaning themed community volunteer day can generate more interest than your average mixer. Top Agent Magazine

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees. While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way. Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

Top Agent Magazine®

ANGIE GARARD

Angie Garard always had an interest in homes and real estate. Growing up, she and her siblings watched their father build their home from the ground up—an inspiration that’d stay with her for years to come. In 2014, she finally decided to earn her license, transitioning to part-time real estate work as she got her feet wet in the industry. By August of that year, she’d completed her first transaction and soon made the leap to a fulltime roll. In the time since, Angie has completed more than 90 transactions, earned her GRI, and cemented a flourishing reputation for results-driven service and a winning personality.

them to make decisions. I’m always here to guide and explain, but I don’t try to sell people. To me, this is a service-based career. I’m here as the resident expert for my clients, and I work for them. 100% of what I do is in their best interest.” Angie also believes in adding value to her work as an agent, making her important intermediary role even more worthwhile. “It’s our responsibility to demonstrate value for our clients, and we as an industry have to remember who we’re serving,” she says. “I am who I am. I’m authentic—clients trust that. When we provide a service to our clients, we have to have the skills to back it up, too.”

Primarily serving the Indianapolis area and its surrounding metro counties, Angie spearheads her work solo at Talk to Tucker Realtors. To date, nearly 100% of her business is repeat and referral clientele—a testament to her ability to deliver on her professional promises, while cultivating a memorable transactional experience on behalf of her clients. What’s more, Angie brings an educational approach to her work as an agent, acting as wise counsel while her clients explore the options that work best for them. “I try to craft what I do around how I’d feel if it were me,” Angie explains. “I believe education is so important for my clients. I provide and explain all the information they could need, and then it’s up to

When it comes to listing properties, Angie makes use of some of the leading online listing platforms, while also incorporating social media’s vast influence. A strong local market and Angie’s incisive experience combine to move homes at a high value, and at top speed. Considering her business is built almost entirely on referrals and repeat business, her track record for buying and selling property in the Indianapolis region is well proven. In considering her favorite parts of her day-to-day work, Angie cites the diversity of her job and the ability to always continue learning. “Each day and every transaction is different,” she says. “It keeps my job unique and fun.”

To lend her spirit of service to her community, Angie is involved in various charities and causes, often giving to organizations that support veterans and animal rescue efforts. In her rare free hours, she most enjoys spending quality time with her family, passing time on their six-acre country property, gardening, reading, and getting out in the great outdoors. Looking ahead, Angie has plans to continue growing her business, with hopes to lend her expertise to agents on the rise. “When I was getting started, my experience was very welcoming,” she remembers. “The people who went before me have been very generous with their wisdom and support, and I want to give that back to others. To me, it’s important to be respected not only by my clients, but also by my peers. I get just as much fulfilment from knowing I’m doing right by the industry. I love what we do. It’s important work. That’s why I want to be a good ambassador.” Now, with four years of thriving experience already behind her, and a grounded eye toward the future ahead, the many years to come are bound to be bright for Angie Garard.

To learn more about Angie Garard e-mail angie.garard@talktotucker.com, http://www.talktotucker.com/angie.garard call (317) 752 – 6331, visit her website here, https://www.facebook.com/angelagarard/ or visit her Facebook page here. Photography: Jon Smith, Home pictures; and Connie Etter, profile picture. Top Agent Magazine

5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks. But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately. 1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming. 2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 28

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud! 3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits. 4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone. 5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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CHRISTY BISHOP Top Agent Christy Bishop of The Christy Bishop Real Estate Group is incredibly passionate about protecting her clients’ wealth and accordingly takes her profession very seriously. Her affiliation with Warren Buffet Owned “Best of the Best” Real Estate Brand Berkshire Hathaway HomeServices paved her career to becoming a Berkshire Hathaway HomeServices Luxury CollectionTM Marketing Specialist to provide special expertise for the upscale market. Christy, who has nearly two decades of experience with Over 150 Million in Industry sales is a Maryland native and the daughter of 2 United States Naval Academy Graduates. Growing up between Water Surrounded Severna Park and Annapolis she headed west for the mountains at 18 years old and settled in Idaho. After graduating from the University with a B.S. in Business Marketing, Christy entered the financial service & Insurance Industry in Ski Resort Town Sun Valley, Idaho. Driven by a desire for greater career opportunity, in 1996 Christy moved back home and was offered the opportunity to market New Home Subdivisions. Her new passion was discovered and shortly thereafter the Builder named her Sales Manager and subsequently as their Director of Marketing and Sales she oversaw and sold all of their subdivisions and well exceeded their expectations.

the Political Action Committee keeping abreast of critical issues and legislation for Real Estate and waterfront property. She also serves on the Board of Directors for the Anne Arundel County Masters Club, the top 1% of Anne Arundel County Realtors who exhibit high professional and ethical standards as well as exemplary sales records. When she’s not working with clients, Christy enjoys spending time on the water, writing, and gardening. She enjoys time at her second home, a beach house in Delaware and spending time with her friends, family and a new beloved German Shepherd. With the United States named again the No. 1 destination for foreign buyers, Christy recently received her Certified International Property Specialist Designation becoming one of the few elite Real Estate professionals in the world and adjusting to the changing marketplace. Embracing the Berkshire Hathaway HomeServices Global Network Platform of international expansion and worldwide networking, Christy ensures her client’s homes are in front of the greatest number of High-net worth consumers seeking homes in the U.S A multi-lingual website showcasing and translating the entire network listing inventory to 35+ countries on five continent is the first of its kind and now with offices opening in major global financial centers starting in Western Europe and around the world and she has future plans to visit each and grow her real estate network worldwide.

“When you’re negotiating someone’s largest asset, there’s a lot of intrinsic value in the trust clients place on real estate professionals, and I take it very, very seriously. It’s hugely important to me to represent their best interests.” A recent client sent a special thank you of Gratitude “We would not have gotten the sale price for our home without your help. Thank you a million times!” It is this part that Christy enjoys most. “I love working with people,” she says. “But I also treat my Clients money as if it was my own and that is what sets me apart from others. Being knowledgeable and full of expertise is important and great but it’s also hugely emotional to buy and sell real estate. They say the three greatest stresses in life are death, divorce, and moving. The fact that I get to be a part of someone’s life during the moving process and that they can trust me to represent them, alleviate their stress and make it the best experience possible is what I enjoy. It’s about the relationships but also the integrity and trust placed upon us.” Very Active locally in the her industry, Christy is on the Board of Directors for the Anne Arundel County Association of Realtors, and has served on several committees. Most recently, she acts as the Co-Chair of the County Legislative Committee and Top Agent Magazine

For more information about

CHRISTY BISHOP, call 443-994-3405 or 410-647-8000, or email Christy@CBMoving.com Facebook@MarylandWaterfront IG CBF14

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

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LISA CRONIC Top Agent Lisa Cronic of Atlanta Fine Homes Sotheby’s International Realty in Atlanta, Georgia has spent years cultivating a reputation as a real estate agent who truly cares about her clients and is committed to providing the very best customer service available. Lisa got her start in the real estate industry when her husband no longer needed to travel for work. “It was a wonderful opportunity to finally do what I’d been wanting to do. Real Estate had been of interest to me for a long time. I had always worked in sales, and it was a great opportunity to help my community and my neighbors, as well as be a part of the growth that was happening in the economy.” Working solo, but with the exceptional team of professionals within her company, Lisa currently sells in the Decatur, Druid Hills, Morningside, Virginia-Highland, Midtown, Candler Park, Lake Claire, Kirkwood, Inman Park, North Decatur/Oak Grove and surrounding Intown areas. “I go where my clients need me in order to best serve them.” With at least 75% of her business based on referrals, Lisa is obviously doing something right. “I’m a hand-holder,” she explains. “I’m an over-communicator. I think it’s really important for people to understand the entire process, which can seem overwhelming at times. Buying and selling a home is a very emotional experience and I want to make sure my clients have the most information I can give them so they can make the best possible decisions.” Lisa goes well beyond the expectations most clients have of their Realtors. “I try to be extremely accessible to my clients whether they are firsttime buyers or are more real estate savvy, so we can act quickly if needed in a tight market. When representing buyers, I need to always be competitive and ahead of the crowd in order to handle or avoid multiple offer situations. With sellers, I need to ensure they are being marketed correctly to secure the best possible price.”

Lisa believes that her commitment to clear and constant communication has played a large role in her success. “My clients want answers fast,” she says. “I always aim to give them what they need and also try and make it fun. I want to lighten the load as much as possible to give them the confidence to relax and enjoy it.” An expansive approach to marketing her listings also factors into Lisa’s ever-growing business. Reverse prospecting, postcards, constant networking with other local agents, open houses, caravans and listing her properties on thousands of websites are only a few of the cutting-edge, professional techniques she utilizes. “I really try to add a personal touch based on each individual listing and find that directly translates into selling results,” she adds. While the financial rewards of her chosen profession are attractive, it’s the more personal side of the business that Lisa finds most rewarding. “I adore watching my buyers light up when they first enter a property they love. And when a seller gets that initial offer – there is such excitement in the air. I treasure those moments at the closing table, when it all comes together. There is, literally, a warm glow over the table as they share stories, ask questions and exchange contact info for the future. I just love that!” Having lived in Decatur for over twenty-five years, Lisa has spent much time giving back to her community, primarily through her children’s local schools, where she has been active in multiple fundraising events and was formerly the writer for their schools’ newsletters, which she did for eight years. She is also a huge supporter of Children’s Healthcare of Atlanta and chaired their Decatur/Druid Hills Friends of CHOA group for four years. “Real estate can be a very scary and overwhelming endeavor for anyone,” says Lisa. “I want to be there for my clients, to help them move seamlessly into the next chapter of their lives. I want to pare down the home buying/selling experience to ensure the results my clients are looking for. Bottom line? I want to give them all the time and attention they deserve.”

For more information about Lisa Cronic, please call 678.641.4325 or email LisaCronic@gmail.com Top Agent Magazine

MICHELLE EASTER Since 2002, Michelle Easter has had the pleasure to match some of the most beautiful city-scape and waterfront properties with their perfect owners in the city of Boston as well as on its nearby shores. Having grown up in a small town outside of Barcelona, Michelle, whose father is American, lived and studied in enough countries that she speaks four languages fluently – English, Spanish, Catalan and Italian, plus a bit of German. “I was a little gypsy growing up!” jokes Michelle, who owns and operates Easter Realty Group, a Coldwell Banker Global Luxury business on Newbury Street in Boston’s Bay Bay. She didn’t realize as a child, but all that moving around and exposure to languages and cultures would helped her forge a unique kind of success after becoming a REALTOR®. Among her niches is the significant amount of work she does for international clients in Boston. “It’s not even so much just the languages, but there’s a certain persona behind the cultures,” Michelle explains. “I’ve learned how to communicate well with people even if we don’t speak the same language.” She finds she is able to “read” people’s intentions and meanings easily, saving everyone time and eliminating frustration from what could otherwise be stressful for buyers or sellers. Michelle also works with developers, particularly luxury new construction in Boston. In fact, Michelle’s first real estate project in 2002 was to sell a 34-home construction project for a developer. “I spent as much time on the site as possible and learned all about the building process in those first two years,” she says. “I’d show up with Dunkin Donuts for the workers!” After summiting the learning curve of understanding and selling new construction, the experience proved invaluable. “I not only learned to sell it but how to talk about it and to discuss all the key features buyers want to know.”’

Her breadth of knowledge distinguishes Michelle, as does her eagerness to cover both urban and waterfront areas. She just as thoroughly provides value to the seller of a $6 million sprawling waterfront home in a South Shore community like Hingham, Hull or Cohasset as she can for someone selling or purchasing a $2 million penthouse in Boston. “Every property is different,” she says. To market such exquisite properties, she takes advantage of the resources available to her as a Coldwell Banker Luxury agent. “I also do a lot of social media, tailoring it for each unique property.” She enjoys a heavy online presence, but she won’t scoff at print. Some properties warrant inclusion in a glossy book, for instance. Likewise, other properties call for innovative videography, such as the sunrise-to-sunset time-lapse video she had professionally produced for a luxury urban condo. Michelle’s profession has become part of her in the best possible ways. “I truly enjoy the relationships I develop with people and the referrals from their families,” she says, noting that her business is at least 85% referral driven. “I become great friends with people and want to know how they’re doing and what’s going on in their lives, so it’s natural for me to maintain relationships. People refer to Michelle as not only talented and knowledgeable but caring and patient. She explains one client, a man from New York, who referred his daughter to Michelle for the purchase of her own home. Michelle, who is the mother of three grown sons herself, can empathize. “It means a lot to me that people trust me with their kids!” As she prepares for what she expects to be another spectacular year for business in both residential and commercial real estate, Michelle is ramping up to build a team. “It takes time to find key people,” she says, mentioning the importance of working with people who value giving individualized attention to each and every client. “I’m also always looking for ways to be as innovative as I can.” No matter what adventure comes her way, Michelle will embrace it with the energy, enthusiasm and determination her loyal clientele has come to expect of her.

To learn more about Michelle Easter, visit easterrealtygroup.com or go to Facebook, email easterbostonhomes@gmail.com or call 617.990.2209.

https://www.facebook.com/EasterRealtyGroup/?hc_ref=ART6zEOs6ndsVqi5ht2Rka7tpfqcgl6cKq_tF5ETfnAiZT8b_fA6G2jPSUfls4LIE8I&fref=nf&pn

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale. How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset. It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros. But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine. This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 34

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet. The old saying stands true: if you want to go fast, go alone; if you want to far, go together. In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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RHONDA GAILEY Though Rhonda Gailey came to real estate reluctantly, it soon became clear she has a passion and talent for the industry and she’s now had over 20 years of success, weathering the ups and downs of the market while providing first class service to her clients. Rhonda’s mother ran a real estate company for 21 years and Rhonda headed off to college determined not to become a realtor herself. She studied broadcast journalism with a business minor. “My mother said: ‘Why don’t you come help me out for a couple of years?’ Those were famous last words. That was 1994,” Rhonda says with her characteristic smile. Rhonda’s tremendous success is a testament to her talents. She’s had three different real estate companies across Georgia, Florida, South Carolina and North Carolina with up to 180 agents working for her at one time. After the downturn in 2008, Rhonda regrouped and she now owns Gailey Enterprises, a close knit team of twelve agents in Georgia and Florida; and she’s about to expand to Tennessee. Forty percent of her clients come from repeat and referral business. What keeps her clients coming back and eager to sing her praises to their circle of influence? Rhonda has profound knowledge and expertise and she and her team pay attention to detail to ensure each transaction goes smoothly. Her former clients rave that she and her agents are quick to respond, always available and efficient, and are true experts on the market. Rhonda spent 20 years working specifically in new construction so she’s known throughout her area as a go-to agent for new properties. For 15 years, Rhonda’s husband owned a mortgage company, and he joined Gailey Enterprises after 2008, bringing with him in-depth knowledge of loans and the mortgage industry that gives the company an edge.

When it comes to marketing listings, Rhonda uses a thorough and innovative approach that includes open houses, direct mails, e-blasts, robust social media, and multiple real estate websites. To stay in touch with past clients, Rhonda reaches out regularly via email and newsletters. What does Rhonda like most about her work as a broker/owner? “I like the variety,” she says. “One day I can be attending a builder meeting; the next day I can be at a closing; the next day I could be having a start up conversation with a first time home buyer.” She also has a passion for mentorship and enjoys training her agents to excel at a career that allows them to be of service, have flexibility, a ‘sky’s the limit’ income, and work/life balance. To give back to the community, Rhonda and her team volunteer with Habitat for Humanity. “Last year we helped build a house in Marietta,” she says. She’s very involved with the Homebuilder’s Association, the National Association of Realtors (NAR) and the Women’s Council for Realtors. In her cherished free time, Rhonda and her daughter compete with their Irish and German warm blood horses. “My daughter’s actually shortlisted for the Junior Olympics. It’s more of a hobby for me,” Rhonda explains. When it comes to the ongoing development of her business, Rhonda believes in steady growth. “We have had exponential growth over the last 48 months in that our transactions and volume have doubled and tripled, but I’m very slow and steady with the agents I bring on. My goal is to have small teams in each geographic area with each agent making six plus figures a year. We take pride in the success of our agents. They are like family,” Rhonda says. She’s has proved this model successful in Atlanta and is moving toward that goal in Florida as well. With her dedication to her clients and her agents, she’s sure to continue her success!

For more information about Rhonda Gailey, email rhonda@gaileyenterprises.com or call 770 -733 -2596. You can also check her out online at: GaileyEnterprises.com, atlantapremierhomefinder.com, and Floridapremierhomefinder.com www.

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MARK HULSEY Mark Hulsey joined RE/MAX Results Commercial Group as a broker in 2003, bringing with him a wealth of knowledge and experience. In 1983, while living in Chicago, Mark was involved in creating interesting creative financing programs for investor groups. He moved back to Minnesota in 1996 and became a multifamily investor. He realized he wanted to work more closely with people and represent clients and that’s what led him to the brokerage side of the business fifteen years ago. He’s had a thriving career as a commercial broker ever since. Mark started the commercial division for RE/MAX Results eight years ago and now leads a commercial team including several brokers. As a listing brokerage, RE/MAX Results Commercial Group works selectively with buyers and tenants and serves all of Minnesota and Wisconsin. Currently Mark is working toward securing licenses in North Dakota, South Dakota, and Iowa. While the team’s footprint is growing, their core business is in the Twin Cities and Greater Minnesota. What sets Mark and his team apart from other brokers in the area? He comes from a background as both a professional investor and a marketing consultant. “I have a lot of experience with marketing strategy and communication,” Mark says. “I bring my experience of 30 plus years of strategy, branding and communications into building RE/ MAX Results Commercial Group. We focus on having best practices on a number of facets of our business.” Mark has a genius for marketing and is incredibly comprehensive when it comes to marketing commercial properties for clients. “Since we are focused on sellers we have the people, systems and tools to bring assets to market in the very best way,” he says. He and his brokers are accountable to their clients every step of the way and report back in detail on progress to ensure they are meeting the clients’ objectives. They are also experts in transactional processing, ensuring closings go off without a hitch. As a result of the expert service Mark provides, an impressive 60% of his business comes from repeat and referral clients. Dozens of

local successful residential agents with clients who have commercial properties to sell refer them to Mark and his team, knowing that they will receive amazing service. Those clients keep coming back to Mark and his team because their objectives are successfully met. “We treat things in a very cut and dried, black and white, results-oriented fashion,” Mark says. “If we can’t get it done, we don’t take on the assignment because we want to make sure we are successful for our clients, as well as for ourselves. We are very results driven.” When it comes to marketing, Mark and his team really shine. They create a detailed, comprehensive “offering memorandum” for each listing that provides lots of important information and high-quality photographs for potential buyers. Mark works closely with multiple commercial real estate databases to ensure the property receives fantastic exposure; and he’s created a strong online and social media presence for RE/MAX Results Commercial Group. Mark and his team are focused on education and expertise. All brokers in his group are either Certified Commercial Investment Member (CCIM) designees or are working towards that designation. CCIM designees have completed advanced coursework in financial and market analysis, and demonstrated extensive experience in the commercial real estate industry. What does Mark like most about his work? I like winning the business and I like doing the deal,” Mark says. “I’m a typical business development hunter and gatherer. I’m a dealmaker all the way. That’s what I thrive on.” To give back to the community, Mark donates a percentage of every transaction to the Children’s Miracle Network and the Gillette Children’s Hospital. In his free time, Mark enjoys spending time with his wonderful wife and five children. They love doing things together in the outdoors. For the future, Mark plans to continue growing his business. “Our path for growth is looking good because we have a strong group of smart people here,” Mark says with his characteristic smile. With his dedication to his commercial real estate clients and his team, he’s sure to succeed!

To find out more about Mark Hulsey, contact him via email at mark@resultscommercial.com or phone at 651.256.7404. You can also check him out online at resultscommercial.com. www.

Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing? For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters. You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone. For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 38

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media. When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term. Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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AARON MULLENS After college, Aaron Mullens began a successful career in finance with Frost Bank, which eventually brought him to Austin where he was a personal banker. Although his career was going well, Aaron’s entrepreneurial spirit had him itching to do something that afforded him unlimited opportunity. It was his parents who encouraged him to try his hand at real estate. “I enrolled in real estate school in 2016, and my Broker at The Groove Realty really took me on and mentored me. In February of 2017, I left banking completely and became a full time Realtor®. In my first year, I sold 16 homes, and things show no sign of slowing down this year. I couldn’t be happier with my decision to get into the business. I’ve truly found my passion.” Key to his rapid success has been the fact that Aaron is a full time real estate professional and works hard every day at improving himself as a Realtor®, making sure that he provides an exceptional customer experience. “I really live and breathe real estate at this point. I’m constantly sharing information on social media. I’m always working hard to improve my systems and educate myself on the market and the business. I’m really honored that people already want to work with me and refer me to their friends and family. I think I’ve earned that trust because I’m patient with people and they know I have their best interests at heart. I also keep in constant communication with them throughout the entire transaction. I’m there for them when they need me.”

Another way that Aaron has really stood out from the rest is with his innovative use of video. “I’m always looking for things I can do that people might not get from another agent. Every month I record videos including a market update and a zip code report. These videos are uploaded to all of my social media platforms and my YouTube channel, and they are also sent to my entire database. I’m hoping to expand my use of video in new and creative ways in the future.” Austin is a hot real estate market right now, but Aaron still goes above and beyond when it comes to marketing his listings. “We do everything we can to get the home show ready, including calling in professional stagers when necessary. I prepare a nice binder with all the home’s information, great photos, fliers and a website for the property. We also bring in drone photography if the property warrants it. My goal is to get the home looking its best and then we go all out to get maximum exposure.” Aaron is actively involved in his community and has recently began serving on the Austin Board of Realtors®. When he isn’t working, Aaron loves to play sports and participates in sand volleyball and basketball leagues. He also enjoys trivia and game nights, and spending time with friends and family. Aaron couldn’t be more thrilled with how far he’s come in such a short time, and has plans to double his business in 2018, eventually growing a small team. “I love what I do. I get to help people and I own my own business. With hard work, the sky’s the limit.”

To learn more about Aaron Mullens call (254) 716-2487 or email aaron@thegrooverealty.com Top Agent Magazine

KURT PETERSON Kurt Peterson has always had an interest in real estate, though he never dared to imagine a career in the industry. Prior to real estate, he managed a recruiting program for a top accounting firm in Minneapolis, helping college graduates launch their professional careers. In that sense, Kurt’s always been passionate about guiding others through life-altering decisions. So, when his wife Christy—a successful real estate professional— encouraged him to give the industry a try, he decided to make the leap. Thirteen years later, Kurt still credits Christy for her foresight and vision. “My wife was a huge advocate for me, and today I really love what I do,” he says. Now, Kurt has crafted a sterling reputation guided by incisive, people-first service that keeps clients’ interests at the forefront. While Kurt primarily serves the suburban communities of the Twin Cities, he doesn’t limit his reach when it comes to his clients’ and their goals. Alongside his business partner, Zach Skattum, they lead a team of agents, assisted by Christy, their Marketing Manager, and Katie, the full-time Transaction Manager. With 95% of his business driven by repeat and referral clientele, Kurt’s emphasis on lasting relationships is woven into the fabric of his daily work. “There’s no feeling more rewarding than when a client wants to work with you again or passes your name along to family and friends,” Kurt says. “When you start off in this business, you have to build relationships from the ground up. I focus on putting my clients’ needs first. Whether they’re purchasing or selling a home, I take into account their long-term plans, and consider myself a strategic partner. To me, it’s more important to make a client for life than to close one particular sale. When I got into this business, that was one of my mission statements. If I was going to take on this new role, I wanted to be someone who could be a trusted real estate resource at any time.” In addition to his personalized approach, Kurt cites a ‘roundthe-clock’ work ethic and his passion for helping others as the leading drivers of his success to date. Even in his past line of work, navigating major life decisions has always been his calling card. “My clients know that I’m here. They can call or text me whatever they need, at whatever time of day,” he explains. “I’ve always made that a priority in my working style, no matter

which industry. When you’re making a big financial decision, such as buying or selling a home, availability and responsiveness are critical. As Realtors, we are doing this sort of work all the time, but to clients this can be a new and stressful process. That’s why they need to have a trusted resource to offload that stress. That’s my job, to alleviate the stress a real estate transaction can bring. My clients can put it on my plate.” When it comes to listing properties, Kurt leaves no stone unturned. Incorporating staging, professional photography, and drone footage, all properties are documented in an immersive, memorable style. Then, Kurt takes to the leading digital listing sites and social media platforms to cast a wide net for buyers and to hone in on targeted audiences. What’s more, the team’s dedicated marketing manager stays ahead of the curve when it comes to emerging marketing practices, creating additional value for the team and their clients. “We’ve had fantastic results with the tools we’re using,” Kurt says. “We make sure our properties are being advertised in the most efficient and effective way possible.” Giving back is an important principle for Kurt and the team, and they often focus their giving to causes that are important to their clients. “Our clients run some of the best organizations that we can’t help but be passionate about,” he says. Some of those include the Star Legacy Foundation, an organization focused on stillbirth education, research, and awareness, and PawPADs, which trains service dogs for those in need. “As we grow, one of our goals is to contribute more to these foundations and others,” he says. In his free time, Kurt most enjoys cheering on his two sons, Tyler and Drew, at their various sporting events. He also relishes date nights with his wife Christy, and enjoys the occasional round of golf when time permits. As for the future, Kurt has this to say: “I couldn’t have predicted it, but this industry has created so many opportunities for us. In the future, we want to take what we’re doing now and move up to the next level. We can only do that with our amazing team, and most importantly, the clients that we work for. We want to keep building upon that every year.” Now, with more than thirteen years of dedicated experience behind him, Kurt Peterson reflects on what he values most about his role as agent and team co-leader. “Being able to help others drives me to do what I do every day,” he says. “To do this work, you need to be passionate. When you love what you do—it comes easy.”

To learn more about Kurt Peterson e-mail Kurt@psrgsold.com, visit psrgsold.com , or call (612) 325-6324. www.

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

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 42

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. Top Agent Magazine

ADAM PRAY For several years, it was Adam Pray’s dream to create a business with a family-like atmosphere of professionals who work well together and encourage each other’s success. So, after a number of years in insurance and three years working for a top producing agent in the Hays, Kansas, area, in 2016, Adam realized his dream. “I established a family atmosphere that focuses on putting clients first,” he explains. He founded The Platinum Group in January 2016, along with another agent and Adam’s personal assistant. Bolstered by solid values and teamwork, during 2016, the group added five more agents and an office manager and reached their goal of $15 million in production. “In 2017, we set a lofty goal of $27.5 million in production, and again are close to achieving that goal!” says Adam, adding that they set the bar at $35 million for 2018 and added an eighth agent. “We were very proud of being the #1 company in sides closed in 2017, but even more proud of the thanks our clients give us,” says Adam. He mentions that he stores every thank-you note he has ever received in a special drawer, referring to them often to remember the important aspects of his work. He also nurtures ongoing relationships by hosting multiple events a year catered to clients and their families. And while they utilize a CRM and send out newsletters along with other regular correspondence, the most meaningful communication is in-person or individualized. “We even have a Facebook family page where we hold contests with lots of giveaways from local vendors,” says Adam. These might include “guess the list price” contests when the group is promoting new listings. The Platinum Group performs integrated marketing programs for each listing, using technological tools that many agencies in the Hays area do not yet use. In addition to wide online and social media exposure after staging consultations and videos, they produce virtual tours utilizing a 3D camera owned and operated by

the team. Also beneficial is the community visibility of each member of the Platinum Group Hays team, who take part in outreach activities supporting the ongoing quality of life for families in Hays and surrounding areas. “I really enjoy working with people,” says Adam. “Most people have some sort of pain they want to get away from or pleasure they want to reach. I enjoy personally helping them accomplish their goals whether that means acquiring a home with a swimming pool, upgrading to a bigger home, downsizing or getting a house on lake.” He makes a point of getting to know his clients in order to fully understand and meet their needs. “The first thing we do when we meet a new client is let them know our goal is to have them rave about us and we do everything in our power to insure they have a great experience.” Doing so, he explains, includes making the process easy, convenient and fun, going the extra mile to take tasks off their clients’ hands such as helping switch over utilities or giving them useful information about the community. The future of the Platinum Group includes continued growth, which Adam will scale to ensure each team member’s strengths are best used while providing personal success to every client and every agent. “We offer a profit-sharing plan with our REALTORS® that gives them an opportunity to create wealth through real estate investments,” says Adam. He explains that the business expansion is taking place in an 8,000-square foot building they purchased and are continually updating to house their growing team. “Our key to success is maintaining a fun, creative group that focuses on the clients’ needs and wants,” he says, noting that their office includes space for a mortgage loan professional and a future insurance agent who live by the same tenets of professionalism and service embodied by the Platinum Group. “Our goal is to be a one-stop shop, where people rave about their experience with our company.”

To learn more about Adam Pray, visit platinumgrouphays.com or Facebook, email adam@platinumgrouphays.com or call 785.621.4663. https://www.facebook.com/Platinum-Group-1508850199417211/

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