Nationwide 1-29-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

JOHN DIAZ

JANELL JELLISON

PRADEEP JOHN

ROBIN KATZ

DANIELA MARAGOS

PEGGY RAUCH

MICHAEL SHAPOT

RACHEL SMITH

TAMRA WADE

NATIONWIDE & INTERNATIONAL EDITION

ROBIN KATZ

DANIELA MARAGOS

JANELL JELLISON

PRADEEP JOHN

JOHN DIAZ

PEGGY RAUCH

MICHAEL SHAPOT

RACHEL SMITH

TAMRA WADE

CONTENTS 4) HOW TO RECOGNIZE TRUE LUXURY PROPERTIES

17) 5 SURE-FIRE WAYS TO GET MORE REFERRALS

11) KEEPING IN TOUCH — HOW TO STAY IN YOUR CLIENTS’ LIVES FOR THE LONG HAUL

21) COACHING 9-1-1 25) TIPS ON BEING A GOOD TEAM LEADER

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

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider. Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten years will it be considered artistic or just plain weird?

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

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

• Unobstructed Views and Light: You want to live in

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

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

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

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

You want to look for high ceilings that increase the openness of a room. Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

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

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

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space. • In-Unit Laundry: In-unit laundry has become necessary for

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

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

important, particularly in winter when you don’t feel like walking to the gym a few blocks down. One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees. • Move-In Ready: I’d advise against buying time-consuming and

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

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

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

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have. If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property. 6

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ROBIN KATZ 7

ROBIN KATZ When Robin Katz bought a house to “Fix and Flip” over 20 years ago, her mortgage broker had a hunch she’d be successful at helping others buy and sell real estate as well. “She told me about a class that started the following Monday. At the time I was running an international business with my husband but I shifted gears, enrolled in the class and haven’t looked back” she says. Robin quickly built a heavily referral-based business with the South Florida Sotheby’s Affiliate that segued into her luxury real estate career with One Sotheby’s International in Miami Beach, Florida. “I love helping people make money in real estate!” says Robin, who enjoys interacting with the vast network of clients, referral partners and other professionals she has developed close relationships with. She closely monitors the market for trends and pricing. “I’m not only helping a buyer or seller, with a particular property, we discuss their goals for their real estate portfolio to make certain they’re investing well or selling wisely.” she says. Robin often consults with their financial advisor to ensure that every decision they make is in their best interests. An active student of some of the world’s premiere real estate and business coaches, Robin dedicates herself to a constant state of improvement through continuing education. “I’m always learning business mastery skills that improve my client relationships and raise my level of service,” she says. Robin’s concierge-style service means that each client can take advantage of her local, national and international network of service providers ranging from currency exchange and international law professionals to home improvement contractors in local markets. Expertise, naturally leads to Robin’s high amount of repeat and referral business. “We continue to review strategies with clients even after we’ve completed our transaction with them.” Robin shares regular market updates with each of her clients and also provides global property advising services. Many of Robin’s clients are international buyers investing in Florida and other domestic markets; others are US buyers purchasing overseas. “We facilitate and connect our clients with local agents in domestic and international markets,” she says. “We refer business out to trusted agents and of course are referred business from international agents as well.”“So much of what I do is based on International clientele, so I continually reach out to broaden my reach and whenever I travel, I always visit Sotheby’s affiliate offices to meet with other real estate professionals to share information, create relation8

ships. and leave cards for buyers from around the world,” she says. In addition to Robin, her team includes her licensed assistant and a contract manager. Robin’s daughter, also a licensed agent will be joining her team this year to expand the team’s offerings. “The Sotheby’s network is out-of-this-world,” she says. Through Sotheby’s, she enjoys an extraordinary marketing platform that places her listings in front of a global population of potential buyers. “When you hire us, you are hiring an international marketing agent. When I meet with clients I present a customized PowerPoint presentation. The presentation unquestionably sells itself,” Robin says. In addition to the presentation, Robin has a unique Marketing Plan of Action for each property. Robin continues to get top value for the benefit of her clients year after year. Having lived abroad for 20 years, Robin is fluent in Spanish and Dutch and conversational in French. “I pride myself on helping clients at the very highest level,” she says. “I want to exceed expectations and continually add more value, whether we’re still working together or because we’ve worked together in the past.” Her outcome, she says, is to keep providing value to each person whose life she touches. “I want have a positive effect on their lives and the lives of their families.” A Million Dollar Guild Member of the Luxury Home Marketing Institute, Robin is also a member of the International Federation of Real Estate Agents; a Certified International Property Specialist; an Eco-Broker and holds both a Bachelor’s and Master’s degrees. Robin enjoys the beauty and nature of Miami Beach and spends time outdoors staying fit and at the beach. She loves to travel, to cook and entertain. Robin also impacts the lives of at-risk children through her work as a Guardian ad Litem for children whose domestic situations require intervention from social services and the judicial system. “I feel it’s important and something I’m proud to be a part of,” she says. Reflecting the joy that she also experiences through her work as a REALTOR®, Robin is grateful she is in a position to help others.

To learn more about Robin Katz, visit Robin Katz, One Sotheby’s International, email rkatz@onesothebysrealty.com or call 305.772.7376 Copyright Top Agent Magazine

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JOHN DIAZ Having grown up in Palm Beach County, John Diaz longed to return to Florida while working in a career that required relocations. Although he had been earning promotion after promotion with the credit arm of a major automotive company, he sought a career with unlimited earning potential in Florida. “I was already a real estate investor,” he says. “I had bought and flipped several homes.” In the early 2000s, therefore, John moved back to West Palm Beach, immersing himself professionally in an industry he already understood and in a part of the world he already loved. From 2005-2011, John owned and built his own real estate and mortgage business with a team of 55 agents. Always an entrepreneur, he later added still more depth to his career by purchasing and overseeing the property management of 350 South Florida foreclosure properties through real estate hedge funds. But in his best move yet, this year John aligned his unique, hybrid brand of residential, commercial and luxury real estate sales with Keller Williams, forming the John Diaz Group in Palm Beach County. Throughout his enterprising and dynamic real estate career, John has not only discovered and made his own dreams come true but has helping families and investors across Palm Beach County do the same. Clients frequently compliment John on his professionalism and industry knowledge. “I go to every seminar I can,” he says, adding that he shares all his knowledge by taking a consultative approach when meeting with buyers or sellers. “Because I am still an investor myself, I am highly aware of how to best serve my clients. We discuss market conditions and what to expect as well as pricing details and all kinds of factors I’m able to anticipate.” He ensures buyers are prepared. “Nothing would be worse than a buyer finding their dream home and losing it because they learn too late that they’re not qualified.” John is also a strong negotiator. “I have a great deal of experience negotiating for both sellers and buyers.” At the end of the day, says John, his clients know they received the best deal possible, whether purchasing 10

at the best value or selling at the highest possible price. In recent years, John’s skill with negotiation has helped him not only increase his pipeline of referrals from happy clients but has helped him win more listings of homes previously for sale by owner. A highly connected agent, John also embraces technology to ensure smooth transactions. “I understand how to market each property and how to tell the unique, compelling story behind each property. There are always wonderful reasons the seller fell in love with the property; those stories help us connect with the new buyer.” His 29-point marketing plan includes targeted outreach to other agents and his deep, personal network as a longtime local resident. He offers professional photography and, for some listings, 3D Matterport tours. Additionally, he maintains solid connections with trusted local stagers and contractors who can help both sellers and buyers. Finally, he takes advantage of his membership in the Keller Williams luxury and commercial divisions. John thrives on the fact that real estate is a challenging business. “I like helping people and finding ways to successfully solve problems,” he says. “Buying or selling a property is an emotional process.” His experience in a multitude of scenarios and market conditions positions his clients for success. “But most of all, I want to provide an elite level of service, a great client experience and outstanding results.” To do so for an even greater number of clients, John next step is to expand the John Diaz Group with agents focused on buyers, investors and commercial real estate. He won’t hire just anyone. “I’m looking for people who are hard workers and want to help people,” he says.

To learn more about John Diaz, visit JohnDiazGroup.com, email JohnDiazGroup@kw.com or call 561.352.3569 Copyright Top Top Agent Agent Magazine Magazine

g n i p Kee h c u in To

HOW TO STAY IN YOUR CLIENTS’ LIVES FOR THE LONG HAUL

One sign of a great real estate agent is there long list of loyal client following. Part of achieving a great referral base is being a great realtor during the transaction. But, that’s only half of the work. To truly be your client’s realtor for life and keep them coming back to you as well as referring others to you, you have to stay in their lives past the transaction. Keeping in touch with your past clients can be one of the most important parts of your business, and one that many realtors tend to push to the wayside. Do you stay in your client’s lives, or do you disappear? People refer people that they feel they know well and that they trust, people they consider friends. However, earning and keeping your client’s trust involves maintaining a delicate balance with how much you contact them. Experts recommend reaching out to your clients at least quarterly. But, it’s not just about how often you stay in touch. You also need to be mindful about how you are reaching out to them. Here are some tips on how to keep in touch with your clients for the long haul: Top Agent Magazine

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INDIVIDUAL PERSONAL CONTACT One of the best ways to keep in touch with your clients is to simply give them a call every once in a while. Follow up and see how your clients are doing. Offer them assistance if they need it. Personalized contact helps to ensure that you remain as important to your clients long after the sale as you were during the transaction. Giving your clients a call on special occasions such as birthdays or holidays also makes for a great personal touch. Of course, nothing beats face-to-face contact. Stopping by to say hello can be a great way to keep in contact. An even better way to catch up and maintain that friendship is to set up a lunch or coffee date with past clients. Giving individual clients your undivided attention goes a long way towards maintaining that bond you formed during the transaction and earning your client’s loyalty and trust. Interactions like this make a lasting impression on your clients. Of course, many busy REALTORS® may not have time to follow up with every client oneon-one. A great way to still give personal attention to your clients without meeting each and every one for lunch is to throw a client appreciation party. This allows you to get in some face-to-face time with each client and make sure they all get your undivided attention and quality time to catch up with you, even if it’s only for a short time. Now, if you have a lot of past clients, this can be difficult to manage during one party. One way to get around the numbers problem is to organize smaller events based on client’s interests. Instead of throwing one giant party, host a pool party for the families with kids or a wine and cheese get together for single clients. Hosting special events like these ones goes a long way towards keeping your contact with past clients more personalized and setting you apart from those businesses that simply send them a calendar once a year.

PROVIDE CLIENTS WITH USEFUL NEWS PROVIDE CLIENTS WITH USEFUL NEWS One way that many REALTORS® keep in touch with their clients is by sending them newsletters. This form of contact can be a double-edged sword. You want to make sure you provide them with useful information that reminds them of your value as a real estate professional. Otherwise your communication will amount to nothing more than spam, and clients will think of you less as a trusted friend and more as a nuisance salesperson. Clients react much more positively to communication containing information that is pertinent to their lives. Update your clients on what is going on in their local community and 12

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housing market. Demonstrate your knowledge about the community and the things that are important to your clients. Include information about local cultural events, community news, housing statistics, information on the mortgage market, home maintenance advice, home design tips, and anything else that your clients will find personally useful. Your clients will always be interested in value.

SEND CLIENTS MEMORABLE AND PERSONAL CARDS Sending your clients cards related to important events in their lives and letting them know that you remember those events and care will go a long way towards building and maintaining a close personal relationship with them. You want to make sure your cards stand out, though. Sending popular holiday cards can be a mistake, as they will most likely get lost amongst all of your clients other holiday cards and will be quickly forgotten. Instead send something more personal such as: HOME ANNIVERSARY CARDS: Send cards to each client on the anniversary of the closing of their home.

CONGRATULATORY CARDS: Remember important events such as wedding anniversaries, graduations, new babies, etc.

SPECIAL BIRTHDAY CARDS: Instead of just sending your typical birthday card, add something special to yours that will stand out. Include a $1 scratch off ticket or a $5 gift certificate to Starbucks. Make sure to include a handwritten personal note.

GIVE CLIENTS AN UNUSUAL GIFT Make sure the gifts you send your past clients stand out. Send your past clients an odd gift at the beginning of the year or on a holiday. Think outside the box and send things like funny magnets, customized mugs, a personalized piece of wall décor, and other fun and unusual items. A great way to make your gift stand out even more is to include a funny note with it that will catch their attention as well as make them think of you. For example, one cute idea is to send clients a bag of popcorn with the note, “Real estate is popping, give me a call.” You could send a bag of goldfish with a note attached that says, “I’m fishing for your referrals.” Get creative and have a little fun with it, your clients will notice and remember you for it. Top Agent Magazine

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TAKE ADVANTAGE OF SOCIAL NETWORKS

Social networking sites make staying in contact with past clients in a more informal and friendly basis much easier. Connect with your past clients on Facebook. This will help you stay up to date on the important things happening in your pact clients’ lives. In return, it provides you a great platform for keeping those past clients up to date with what is going on in your business as well as keep in contact in a more informal manner. Use Facebook to remind past clients to check their basement after a heavy rain or that they can contact you for help during tax time. You can even organize your contacts on Facebook into customized lists such as “past clients,” “industry contacts,” etc. This will help you better manage your Facebook contacts. This will also allow you to view specific news feeds based on these lists and send messages to a particular list of contacts. Don’t forget about the many other social networking sites such as Twitter or LinkedIn either. Utilize this technology to drive personal contact with your clients.

STAY ORGANIZED No matter how you choose to keep in contact with past clients, make sure to be consistent. Consistency will help you stay organized and diligent about reaching out to your past clients regularly. A tool used by many real estate professionals to stay organized is a customer relationship management solution. Whether you use one that is online or a computer software program, this will help you stay organized when managing your contacts and allow you to set notifications to alert you when you need to contact certain clients, send out gifts, plan a client appreciation event, and many other things throughout the year. Staying organized and consistent in your contact with past clients will help you continue to build and manage your referral base, as well as open the door to repeat and referral business. 14

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JANELL JELLISON You know immediately that Janell Jellison has been a business owner. There’s a certain savvy—being able to anticipate her clients’ needs, having systems in place to make a transaction effortless—that sets her apart. Janell owned restaurants in the Midwest before moving to Tucson in 1988, and she runs her real estate business like a small company within a large one. In 1994, a Realtor friend who was pregnant asked Janell to help with her business. She got her license, planning to help for six months. The friend returned to work, the manager at her office convinced Janell to stay. She’s delighted she did. “I love helping our clients accomplish their goals,” she says. “Many buyers come to Tucson from Chicago, Seattle, San Francisco. There’s a huge second home business here, so we sell many with golf homes in and gated communities.” She’s quick to add, “Even though we take high-end listings, we do enjoy working with clients who, for example, have a $150,000 condo to sell, as well.” Listings account for about 60 percent of Janell’s business, buyers about 40 percent. The highest transaction she completed was $8 million, a record in Tucson, but even so, she’s been Tuscan’s #1 agent for the past eight years. “After 22 years in business, it’s mainly my reputation,” she explains. “Our clients know my name. I won’t list a home until I have professional photographs and floor plans for all the websites.” When Janell meets new clients, she explains her team’s inclusive service. Janell and her partner, Paula Williams, are never out of town at the same time, so they are able to negotiate everything that comes up, 24/7. Gabriela Robles coordinates marketing, schedules photography and follows up. Melissa Brown-Dominguez manages the escrows to closing. Top Agent Magazine

“When we get a new client,” Janell says, “each girl introduces herself by email and lets the client know what role she’ll be playing. We want the clients to concentrate on their move, and we handle everything else, from getting a contractor for repairs to sending a reminder to transfer utilities. We let them know what needs to be done before they think of it.” That kind of care is why Janell does a $42 million business, about 70 homes a year. It’s also why she’s in demand in the community. She’s an executive vice president of her company and teaches both new and seasoned agents. She also teaches real estate classes for realtors and appraisers. “I try to give back to agents in an educational way,” she says. That’s just the tip of the iceberg. Janell is on the boards of the University of Arizona’s Eller College of Management and of Alliance’s Ventana Canyon Golf and Racquet Club. She’s been on the board of Catalina Foothills School District, Catholic Community Services, and lots of others. Her energy and peace of mind may be fed by a special passion: cycling. She often goes out to bike with friends at 6 a.m., and she and her husband do cycling trips in Europe each year. That’s in addition to an annual supported race; next August it’s in Yellowstone. Clearly Janell lives life 100 percent. It keeps her alert to new ways of making her business more efficient and available to clients. In the last year or so, she and Paula have added a new dimension to the business by picking up new-construction builders. “It’s a nice way of changing the business and continuing to learn,” she says.

For more information about Janell Jellison of Long Realty, Tucson, Arizona, please visit janelljellison.com, call 520.465.9300 or email janell@janelljellison.com. Copyright Top Agent Magazine 15

PRADEEP JOHN As with many people, Pradeep John’s parents have inspired and heavily influenced his career path decisions. “My dad has been in real estate since 2003, but when he initially started, he was still working another full-time job,” Pradeep explains. His dad’s career as a REALTOR® began around the same time Pradeep finished high school. He remembers his dad being noticeably happier in his first year as a REALTOR® than at any point during his previous, 25-year career. Shortly after his dad entered real estate, Pradeep began helping with the investments side of his dad’s business, leading his father to believe that Pradeep may one day enter real estate as well. “My dad’s career makes him happy because he is helping others,” says Pradeep, describing the similar motivation behind his mother’s career as a nurse at a local hospital. Their example, and the time Pradeep spent assisting his dad early in his real estate career, soon led Pradeep to realize that helping people through real estate could be his destiny as well. By the young age of 26, Pradeep had attended real estate school, passed his boards and began building his business through Keller Williams, covering the Pennsylvania Counties of Montgomery County, Bucks County, and Delaware County.

interactions with his own clients; he was in their shoes only a few months ago. Attentiveness defines his approach. “I take my time with everyone,” he says. “It goes so far beyond just the immediate need for a home. There isn’t anything I won’t do for my clients; that is exactly what I would want done for me if I were hiring a REALTOR®.” He works equally as hard for sellers as with buyers. “I help stage the house and make sure it is “show room ready” before taking pictures and marketing it online,” says Pradeep, whose listings are syndicated to several hundred websites through Keller Williams. “I’m on-call 24/7 and I’m not even a doctor!” he says with a laugh. “People aren’t used to having someone go above and beyond for them, but my clients are like family.” And despite not having spent a dime on advertising his personal business, it is impressive to note that Pradeep is among the top producers in his area. “Buying or selling a home is one of the most important decisions in a person’s life. For me to be a part of that is just incredible.” Given his rapid growth in three years’ time, Pradeep is considering ways to add team members to help him serve more people with the same high-quality service. “My goal this year is to interview people, create a plan for a team and getting even more involved in the community.” His current community outreach includes voluntary assistance at his church as well as helping serve at soup kitchens alongside his Keller Williams branch. He knows how fortunate he is to have closed just under $3 million in only his third year of business, a number he hopes to double next year, while giving back to the community that supports him and allow his career to expand.

“I’ve been really lucky,” says Pradeep humbly of his 95% referral-based business. “But it took much more than luck for me to get here. I have always been very involved with my community. From the beginning I have remained determined to make sure every experience I have with clients is a fantastic one.” That kind of attitude in this business creates a ripple effect. Soon enough, Pradeep’s clients began telling their family members, cousins, and friends about their experiences with him. “The next thing you know I’m busy every hour of every day!” As a recent homebuyer and new homeowner himself, Pradeep fully understands both sides of the table. This new perspective helps him guide 16

To learn more about Pradeep John, visit facebook.com/pradeepjohnkellerwilliams, email pradeepjohn@kw.com or call 215.760.5843

Pradeep’s first steps into real estate were inspired by his father and further motivated by his mother. Although his mother passed away in 2015, he upholds his dedication to the trade as a way to honor her memory. “She was there when I first started and I wish she was here now to see to how far I have come,” he says. “Family is what motivates me every day. I consider my clients a part of this family.” Copyright Top Top Agent Agent Magazine Magazine

5 Sure-Fire Ways to Get More Referrals by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients. So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances. Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free. Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you. Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

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

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 18

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

DANIELA MARAGOS For Daniela Maragos, real estate comes naturally, as her family has always been in the business. Prior to receiving her license in 2013, she invested in property herself. Developing a true passion for it, it was the next logical step for her to transition into helping sellers and buyers towards their goals. Today, she works with Keller Williams Realty, serving the entire northern Ohio region. Daniela works with a wide variety of clients, including those with luxury properties, condos, lofts, foreclosures, relocation, short-sales and more. Her listings are seen on over 350 websites, and her experience with staging ensures each looks their best. With most of her business coming from referrals, it is clear clients love working with her. “I work from the heart. When I think about what I do differently, it has to be that I just dive in as if it were my own home or transaction,” Daniela explains. She wants what is best for them and will do everything possible to help them. “I work extremely hard to make sure everyone is getting the best price and treatment.” Putting clients first has resulted in the exponential growth of her business, leading her to now hire more team members. “I need help, as my volume has increased tremendously,” she explains. “So I am in the process of building my team now, including adding buying and selling agents.” With this superior service, it is no surprise that buyers and sellers alike leave glowing reviews about their time working with Daniela. One recent client said, “I first met Daniela when she was showing me a home that was for sale in my neighborhood. She was very knowledgeable about the house and the land, but still gave us time to wander about so we could discuss our opinions in private. There was no pressure, no sales tactics, just a friendly agent willing to help make this Top Agent Magazine

our dream home if we so chose, and we did! At the time we were just in search of a ‘roof to share’ but suddenly had to put my own home on the market. I took a leap of faith, went with my gut instincts and decided to have Daniela list my home as well. She visited my home, gave me honest opinions on what needed to be done to help it sell, then did some research on comparable homes in the vicinity. We decided on the proper price together, once again with very little pressure and low and behold it sold within 8 hours of being on the market! It may have taken longer but Daniela isn’t like other agents who just list the house and walk away. She put as much effort into selling my house as if it were her own!” In addition to Daniela’s commitment to real estate, she is also involved with the community. She participates in Keller Williams Red Day, which is a day where the company comes together to give back. Daniela has helped raise money for Haiti to build homes, as well as the Cleveland Clinic Children’s Cancer Center and St. Jude’s Hospital. As she continues to expand, her passion for this industry will no doubt continue to grow as well. “I would work for free if I could. I don’t think about the income. I think about how much I enjoy it. My clients bring me so much joy. I’ve truly been blessed.” For more information about DANIELA MARAGOS, please call 440-292-5656 or email therealestatedesignteam@gmail.com Copyright Top Agent Magazine 19

PEGGY RAUCH Peggy Rauch knows that buying or selling real estate can be one of the top stressors in life—she’s experienced it firsthand. That’s why she’s committed to making the process a very pleasant experience for her clients. “We moved to Arizona in the 1970s and had bought and sold many homes,” she says. “Each time I was disappointed: either I was failing to communicate or the Realtor failed to understand.” Because of those early frustrating experiences, today Peggy is the best listener you’re likely to meet. In the 30 years that she’s been in real estate, she’s never had anyone be dissatisfied with her service. There aren’t many, in this industry or any other, who can say that. A natural communicator, Peggy loves meeting new people every day and making wonderful new friends. Her husband and business partner, Michael Meinerz, who handles land, commercial real estate and some residential transactions, is the perfect teammate—he keeps her organized so she can focus on people. Her boundaries are neither geographic nor monetary—she just concentrates on what’s needed. “After all these years,” she says, “I have so many referrals and repeat clients that I just take them, regardless of where they are or how small their price range may be.” The bottom line for Peggy is the knowledge that she’s been able to help clients through real struggles, such as bankruptcy, divorce, or death. Those clients are friends, friends of friends and their children and grandchildren, yet Peggy still likes to do some marketing. For the past 15 years she’s sent out a monthly newsletter that people covet. “It’s not something you buy on the Internet,” she points out. “I completely personalize it. I do a book review, a movie review, some recipes, fun facts and an update on market conditions.” It’s obviously a hit, because people call from all over the world to tell Peggy they’re moving and want to make sure they stay on her newsletter list. She sends a monthly postcard, too, always 20

with something of value related to the particular month, such as tips on driving in monsoon season. Reaching out is Peggy’s style. She runs a golf tournament, Nine and Wine, and invites all her clients, with the funds going to a charity. She also frequently raises funds for the Muscular Dystrophy Association. She’s worked with the local chapter of the Arizona Department of Real Estate, too, as a volunteer education monitor and served on its Professional Standards Committee. Over three decades, Peggy has had more professional achievements than you could shake a stick at—yet she immediately mentions her “three extremely fabulous children and eight grandchildren” when asked about her most significant accomplishment. That’s just the type of person she is. She’s also got a variety of interests that keep her active and engaged. She’s an avid golfer, always working to better her game; a voracious reader—meaning several books a month; and she absolutely loves to cook and entertain. Where does she get the energy to do it all? She goes to the gym five times a week for exercise and yoga. (Did we mention that this is at 6:00 a.m.?) “When you want to do something, you make time for it,” she says sweetly. One thing Peggy always makes time for is to reach out to people, and she plans to continue doing just that as the years go by. “I always try to make a difference in the lives of whomever I meet,” she says.

For more information about Peggy Rauch of The Peggy Rauch Group, Scottsdale, Arizona, please visit www.PeggyRauch.com, call 602.206.3336 or email Peggy@PeggyRauch.com Copyright Top Top Agent Agent Magazine Magazine

Coaching 9-1-1 By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up. Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?” Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business. Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?” Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that? Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?” Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions. Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner 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 Copyright©, 2015 Walter Sanford. All rights reserved. online at www.waltersanford.com. 22

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MICHAEL SHAPOT Sometimes realizing what you do best can take you head and shoulders above the rest. This was the case for Michael Shapot as he quickly learned that real estate was his calling and changed careers from being an attorney, where he was doing more than 100 residential closings a year for a relocation company. “I realized my skill set was much more geared to being a broker than it was being a lawyer,” says Shapot. “I switched hats and called my relocation company contact and I instantly became their broker of choice.” The career change was a natural for Shapot, who has been in the real estate industry for more than 15 years and currently has a team with Keller Williams. He serves the Manhattan market and has as much as 70 percent of his clients coming from repeat business or referrals. These clients keep coming back because of the results they get by working with him as he strives to give them the best customer experience possible. He is a results-driven agent that gains his clients’ confidence by guiding them every way he can. “Being able to win the trust of your client and having them be able to follow your lead and expertise and delivering the results after following your advice is the best feeling in the world,” he says. An area where Shapot really thrives is in marketing his listings as he uses a very targeted and direct approach to reaching potential buyers taking advantage of all the tools and techniques that are available to him. He deliberately goes to where the audience for his home is and seeks them out with his marketing in a way that is designed to entice them. “We’re really strategic and cerebral about making sure our target audience is identified,” he says. “We do everything we can to find that audience and make the property appeal to them.” To ensure his properties meet the high standards of buyers, Shapot puts a lot of thought into getting each home ready for market. He enlists professional stagers and photographers to showcase a home in the best Top Agent Magazine

light possible and often gives his clients advice on what to do to their homes for a quick and top dollar sale. Here, he is able to really make a difference and has gained the appreciation of several satisfied clients. Together with his team, Shapot sees a client all the way through the sales process – answering any questions they have along the way. He excels at the coordination aspect of the business and is exhilarated by seeing his clients purchase or sell their own home. “I like enabling my client to get from point A to point B,” he says. “I like empowering my clients to make good decisions that they are comfortable with and that are based upon fact and supported by emotion.” It is this emotion that Shapot lives for and relishes in the appreciation he sees on his clients’ faces. The thanks that he receives are reason enough to keep doing what he’s doing. While many real estate teams have grand plans for the future, Shapot sees the value in what he has today. With a team that supports each other, he gets to continue doing what he loves best - selling real estate. “Because I work as part of a team marketing and selling real estate, I get to do on a daily basis exactly what I love to do,” he says.

For more information about MICHAEL SHAPOT, visit michaelshapot.com, call 347-752-0251 or email mshapot@kwnyc.com Copyright Top Agent Magazine 23

RACHEL SMITH Rachel Smith’s rise to real estate success in three years’ time is filled with stories of good-humored perseverance and dedication to clients. But perhaps the most inspiring aspect of her success is the manner in which she achieved it during the same stretch of time that she became a mom of four. “I started in June of 2013,” says Rachel, a REALTOR® who covers four counties in Maryland, between Washington, D.C., and Baltimore, and whose husband, Jeremy, works in building and construction. “I have always been passionate about homes and really enjoyed the process of buying our first home, so real estate made perfect sense!” Newly married and having just welcomed the couple’s first baby, Rachel initially entered real estate part-time in 2013. “After completing a couple of deals, I realized this was more than a part-time thing for me,” she said. She became a top producer with the first brokerage she joined, reaching $4 million that year. When Rachel soon discovered she was expecting her second baby, she briefly considered staying home with the kids. “But I just couldn’t let real estate go!” she said, noting that she still continued to produce good numbers while expecting and with a baby at home. Shortly thereafter their second baby’s arrival, Rachel and Jeremy renovated and sold their first home at a profit. “During that time, I learned what it was like to flip and to build.” Expanding on his building career combined Rachel’s real estate prowess, Jeremy eventually formed Home Innovations, which specializes in custom remodels and new construction. “So I’ve got my hand in all these different aspects of the business.” Poetically, while building their next home, Rachel and Jeremy also welcomed their third baby. “I finally decided I needed to start thinking about growing a team in order to keep producing!” says Rachel, with a characteristic laugh. “I now have an assistant and through RE/MAX Advantage we have administrative staff to support us,” she says. But as she does expand her team, she wants to include likeminded, energetic, passionate people like herself. “Buyers and sellers want to work with a REALTOR® who has expe24

rience but who can also handle all types of people.” She adds that her flexible demeanor gives people peace of mind and that she enjoys working with a diverse mix of agents, clients, and other professionals involved in each transaction. “I think people appreciate that I’m having fun along with them,” she says. “I keep things interesting and I’m a character!” She notices that clients enjoy having an agent who is as enthusiastic as they are about the process. “Even though I close multiple transactions a month, I’m still just as excited as my client is. I like adding add a mix of personality to the whole thing. It’s not just about pushing paper around and making phone calls.” Rachel additionally thrives on getting the deal done, doing it smoothly and seeing people happy. She’s known for strong negotiations skills during every stage of a transaction. “If an issue arises, I know how to find an optimal situation for my clients.” Those clients include buyers and sellers as well as investors, who come back to her repeatedly when ready to purchase, renovate and flip additional homes. The future of Rachel’s business includes further blending her business with Jeremy’s; forming a team; serving more people; and giving back to the community. “Our hearts are geared toward serving mission trips with our church and I’m also looking for new ways to support the community,” she says. Despite her long hours, Rachel gratefully welcomes the flexibility that a career in real estate offers a mom of four little children. She appreciates that in real estate she can be present for her clients and even conduct some business remotely, allowing her to prioritize family time. “A lot of women these days are trying to do it all and it’s tough,” she says. “But it is possible and it’s rewarding to be able to do both.”

To learn more about Rachel Smith, visit RachelSmithRealtor.com or HomeInnovationsMD.com, rachelsmithrealtor@yahoo.com or call 301.956.3342 www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader. 1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine. 25

Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to… 2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results. Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future. 26

Don’t forget to always take in what you can do to be a better team leader as well. 3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers. Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business. 4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either. Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business. Top Agent Magazine

TAMRA WADE Back in 1999, Tamra Wade began looking for a new career. She became a hostess for a builder, and quickly realized real estate was her true passion. “From there, I got my real estate license, and it all expanded from that,” she explains. Today, she has her own team called Tamra Wade & Partners, serving the entire metro Atlanta area. She has a little over 50 agents on her team, with their main focus being on new construction. They’re currently working on expanding their resale division as well. “We hired a coach this year, so we’re working on making that side of the business a lot better and bigger,” Tamra says. Tamra and her team have a wide range of experience, with a palpable passion for this industry. They’re eager to help anyone and everyone with their real estate needs. “I’ve sold new construction, I’ve been onsite as an agent, I’ve managed for a good, private builder here,” she says. “I know the ins and outs of new construction.” Tamra understands the industry from front to back, setting her apart from other agents. She is well-known in the area, with her name on signs and billboards. “People recognize me, my name is out there,” she explains. About half of her business derives from referrals or repeat clients, proving just how valuable her services are. With a commitment to delivering superior results and expert knowledge, Tamra and her team are truly a rare find in this industry. They aim to guide their clients through the transaction, and be there for them afterwards for any advice. Their goal is to build longterm relationships with each person they work with, and it is clear they are achieving this when reading their endless five-star reviews. One recent buyer raved, “We worked with Tamra Wade and Kelly Peterson for the purchase of our new home. In addition to providing stellar service for the purchase of our home, they were able to get us in touch with a trustworthy handyman, a mortgage broker, as well as a closing attorney for the sale of our current home to Top Agent Magazine

a relative, among other contacts - all of which were outstanding and exceeded our expectations. Thanks to their recommendations, the closings went very smoothly and as scheduled. Throughout the process, Tamra and Kelly were very responsive, professional, knowledgeable about the market in our area, proactive, hardworking, diligent, etc. - I could go on and on. In addition to being all of these things for us, the seller’s agent for the home we purchased raved about how on top of things they were and how impressed she was with Kelly. We found our dream home and are so happy we chose Tamra Wade and Partners!” In addition to their involvement in real estate, Tamra and her team are also active in their community. “We support the local recreational parks, football association, baseball association, private schools, and local fundraisers,” Tamra says. “We try to give back where we can.” As Tamra looks towards the future, she has her sights set on expanding her team outwards into other states, like South Carolina. And as she and her business continue to grow, she becomes increasingly grateful for the chance to work in this industry. “You’re dealing with an important facet of people’s lives. Helping them make the right decision is rewarding.”

For more information about Tamra Wade, please call 678-804-2760 or email tamrawade@tamrawadeandpartners.com Copyright Top Agent Magazine 27

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