Nationwide 1-8-18 by Top Agent Magazine

NATIONWIDE NATIONWIDE&&INTERNATIONAL INTERNATIONALEDITION EDITION

CORINNE FALES

DAVID O'ROURKE

GREGG SHARPE

CAROLINE FLECK

DOUG PAYSON

CHIP PARRISH

JUSTIN TATE

MELANIE KARAKATSANIS

JASMINE QUIRK

OMAR THARANI

NATIONWIDE & INTERNATIONAL EDITION

CAROLINE FLECK

MELANIE KARAKATSANIS

DAVID O'ROURKE

GREGG SHARPE

CHIP PARRISH

DOUG PAYSON

JUSTIN TATE

JASMINE QUIRK

CORINNE FALES

OMAR THARANI

CONTENTS 4) 5 TIPS TO MAKE NEW HIRES A LONGLASTING SUCCESS

17) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENTâ&#x20AC;&#x2122;S NEEDS

29) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION

9) WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU

21) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

13) 3 TEAM BUILDING EXERCISES TO REVITALIZE MOMENTUM IN THE OFFICE

25) 5 SURE-FIRE WAYS TO GET MORE REFERRALS

32) TOP AGENT TIPS AND QUESTIONS FOR CHOOSING YOUR LISTING AGENT

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S.

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why? The hiring and training process is time-intensive and doesnâ&#x20AC;&#x2122;t come cheap. This means that making 4

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles. If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team. Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision. That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another? Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul. 6

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CAROLINE FLECK

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CAROLINE FLECK Dedicated. Honest. Tough. These three characteristics drive Caroline Fleck in every deal she makes. Always putting the needs of her clients first, Caroline is known for her strategic planning abilities. Her open lines of communications with both clients and business associates enable her to create an atmosphere of excitement and comfort throughout every step of the process. At the end of the day, nothing is more rewarding to Caroline than seeing a happy client and knowing she’s discovered their dream property and negotiated the best deal possible. “I’m committed to my clients,” said Caroline. “For me, business is personal, especially this business. I handle every aspect of my deals —if a client signs up with me, they get me. I think it’s vital to provide my clients with the knowledge, expertise and skills I have cultivated throughout my life.” Caroline grew up in England, in a 17th-century house her family lovingly renovated. She has always loved architecture and interior design and knew one day she would be a force in that industry. As soon as Caroline moved to the U.S. and rented a house, her innate sense for real estate was activated. When the owner of the rental called to inform her that he would soon put the house on the market, Caroline decided to cease the opportunity to purchase this charming contemporary she had been residing in for the past year. She started negotiating with the owner, who then engaged the two agents who were originally involved. But Caroline’s savvy instincts kept her working directly with the owner, and soon she closed the deal. “I quite liked the process,” she recently commented. “I discovered a natural ability to work a deal and I enjoyed negotiating.” Soon after purchasing her new home, she and her husband decided to start their family. Within a few years, Caroline was joyfully raising two beautiful girls. An engaged and loving mother, Caroline still felt the pull to get back in to the game and make a career of real estate. Once her eldest began school, in 2010, she got her license and the rest is history. Now in her eighth year, Caroline serves the Los Angeles area, including Beverly Hills, Hollywood Hills, Bel Air, Brentwood, the Palisades, Santa

Monica and Malibu, as well as Sherman Oaks, Studio City, Toluca Lake and Encino in the San Fernando Valley. She covers such a diverse range of locations and properties because her clientele are often out-of-town and international buyers. Having a solid knowledge of L.A.’s key areas enables her to advise clients on which communities have had the most growth and potential—while staying within each client’s budget. Certified as a Global Luxury Specialist, Caroline is a member of the Coldwell Banker International Presidents Circle, which puts her in the top 5 percent of agents internationally. Because she gets results, repeat and referral clients account for 100 percent of her business. Caroline’s clients trust her, and even after the deal is closed many of the friendships remain. For listings, she begins with staging and professional photography, including drone photography if the property calls for it. Then she makes a video and 3-D walking tour, posting them on Youtube and social media. Her listings go on hundreds of websites locally and internationally. Understanding that you get the best price in the first few weeks on the market, Caroline designs promotional material with the intent to secure as many inquiries as possible as soon as the house opens for sale. She supplements online resources with full-color print brochures distributed in local neighborhoods, and e-mail blasts to over 8,000 agents in L.A. She also places ads in the broker caravan book, local newspapers and other magazines, depending on the house. Finally, she holds broker and public open houses, both on the weekends and often twilight showings, so that the property is open for viewing when potential buyers are available. A strong proponent of giving back to her beloved community, Caroline supports the Kevin Cordasco Foundation: Something Yellow, for childhood cancer, and volunteers with her family at animal rescue shelters. On her rare time off she can always be found outside, either skiing, hiking or traveling with her family. In fact, it was L.A.’s wonderful weather that beckoned Caroline to “sunny California.” As Caroline moves forward, she plans to streamline her business behind the scenes while remaining steadfastly dedicated to her one-on-one relationships with clients.

For more information about Caroline Fleck of Coldwell Banker Residential Brokerage, Beverly Hills, California, visit FleckRealEstate.com, call (310) 508-5979 or email caroline@FleckRealEstate.com. www.

www.

facebook.com/FleckRealEstate Copyright Top Top Agent Agent Magazine Magazine

What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives. But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling. With that in mind, see how you fare when it comes to post-workday habits... Top Agent Magazine

Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul. Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge. This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option. Just make sure that you establish some foundational boundaries so that you maintain an 10

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine. Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress. In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance. People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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MELANIE KARAKATSANIS Top Agent Magazine

MELANIE KARAKATSANIS Top Agent Melanie Karakatsanis of Signature Premier Properties in Dix Hills, New York has spent more than a decade providing her clients top-notch customer service. With a solid focus on the relationship aspect rather than simply her commission check, Melanie establishes a solid, trusting rapport with her many buyers and sellers on Long Island. “I am a big follower of Brian Buffini,” says Melanie of the world-famous real estate coach. “He turned me from a transactional agent into a relationship agent. So I’m constantly keeping in touch with my clients. I use postcards, phone calls, pop-by visits, client parties. I keep in touch with them 24/7. A lot of my clients have become my friends.” This focus on maintaining relationships has resulted in a business that is constantly growing, thanks to repeat business and referrals from satisfied customers. “A lot of that is because I stay with my clients from the beginning until the end,” explains Melanie. “ From the initial point of contact, I go through everything with them. I’ll attend first-time homebuyer seminars with them. I go to the engineer inspection and to the bank appraisal. I’m also there at the closing table, because I love to give them my closing gift personally.” There is no such thing as a “past client” to Melanie. “Even after the transaction has closed,” she says, “I get a lot of clients who call asking for contractors or other services, and I make recommendations. Whatever questions they might have, I’m always there to answer them. Little things like that really set you apart from other agents, as once again you’re becoming a relationship agent rather than just a transactional agent.” Intelligent, cutting-edge marketing of her listings plays a large role in Melanie’s success. “Pretty much everyone shops online at this point,” she says. “So I invest a lot of money into my

listings. I always use a professional photographer who comes in and takes a number of photos. I do floor plans along with the pictures so that people know the size of each room. When they come to the open house, I do professional postcards that have the information about the home, photos and the floor plan. If it’s a certain time of year, say Christmas, I’ll have candy canes out for the kids or coloring books. I’ll give out water or snacks to take with them. Little things like that help you stand out from the other agents.” While Melanie acknowledges that the financial rewards of her career are considerable, it’s the more personal side of the industry that she finds most rewarding. “What I enjoy most is working with people,” she says. “I like making their dreams come true or help them move on to their next venture. Selling their home and getting the best price in the shortest amount of time, or even more exciting, working with buyers in a competitive market and being able to tell them, ‘start packing, you got the house.’” When she’s not working, Melanie enjoys spending time with her husband and her three grown children. She loves traveling as much as possible. She is also adamant about giving back to her community, and to that end she has spent much time volunteering for a local charity, Meals of Love, that provides fully-cooked meals to those in the community undergoing hard times. She is also active in Signature Premier Properties’ charitable efforts. “I don’t think a top agent necessarily involves bringing in the dollars,” says Melanie. “I think being a top agent is much more about how you treat your clients. If you treat your clients the way you want to be treated, I think it comes back to you tenfold. You have to love what you do in this business, and I love what I do. So that makes it easy for me.”

For more information about Melanie Karakatsanis, please call 631- 987 - 2941 or email MKarakatsanis@signaturepremier.com 12

3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members arenâ&#x20AC;&#x2122;t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked. Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies. For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 14

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups. Encourage groups to think up team names, and organize trivia questions into themed categories. Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively. Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked. Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way. At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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GREGG SHARPE

GREGG SHARPE Gregg Sharpe is known for working tirelessly on behalf of his clients to meet their needs and help them experience a seamless transaction when they buy or sell a home. Buyers are impressed with his knowledge of St. Louis. Sellers are pleased at his expert guidance and insight when selling their home! How did Gregg find his calling as a broker? After working in the corporate world for more than 25 years, he was introduced to real estate by his current business partner, Suzanne Hunn. “She actually took my wife and I out to look at rental properties. When we decided it was time to buy, we reconnected with her. At that time she suggested that–with my eye for detail and corporate business savvy–I think about getting into the business,” Gregg explains. After considering it, he decided to take her up on the idea. That was eight years ago and today Gregg and Suzanne have their own successful independent brokerage, HSG Realty. They lead a team of six realtors that includes Gregg’s wife Terri—who joined the brokerage five months ago. “My wife was still in the corporate world. I think she saw how much fun I was having in real estate and just decided: ‘I want to do this!’” Gregg says with a smile. HSG Realty proudly operates from an office downtown in the heart of the loft and condo district. They serve the entire Greater St. Louis metropolitan area. “We do transactions within a fifty mile radius of downtown St. Louis,” he says. Exclusive partnerships with highrises.com and StLouisMissouriHomes.com are invaluable to Gregg and his team. Almost half of Gregg’s clients come from repeat and referral business with many initially coming from these two lead generators, which have a superior web presence. What keeps Gregg’s clients coming back and eager to spread the word about the amazing service he and his team provide? “When people come back to us, they consistently say that they appreciate our professionalism, our integrity, and the knowledge we possess,” Gregg says. He always treats his clients with respect, and they appreciate his even composure throughout the transaction. HSG Realty agents and brokers pride themselves on being experts on local neighborhoods, vertical communities (high rises and condos) and all area subdivisions. Gregg’s clients love the high tech

nature of HSG Realty and the ways the company’s use of technology helps ensure a smooth process. This includes FaceTime calls to both sell and lease properties. HSG Realty’s tagline is: “Real Estate, Redefined.” When preparing a listing to go on the market, Gregg believes strongly in the importance of staging. He and his partner, Suzanne– who has prior experience in home staging–take their clients through a checklist to help them prepare the property so that it really shines. “We want the property to be show ready from the first day it lands in the MLS,” Gregg says. To market listings, HSG uses all of the traditional real estate websites as well as social media. “We have five Facebook business pages,” he explains. He also works with a local marketing company to create listing videos; and he and his team have a custom iPhone app that shows all their listings and those in the MLS, and also has many other features. Nearly 45% of Gregg’s rental clients eventually become buyers. He follows up with them on a monthly basis; and three months before their lease ends, offers guidance and insight about purchasing a home. With former clients, he sends out bi-monthly newsletters as well as quarterly market up-dates. Gregg and his wife stay involved with the local community through the local Realtor Boards and Downtown Neighborhood Associations. Earlier this year, they lost their son to lung cancer and are passionate about raising money for the American Cancer Society through various cycling events and the American Lung Association via The Fight for Air Climb. Gregg and his wife are both foodies and in their free time love to try out new restaurants in the St. Louis area. Gregg enjoys cycling and spending time with his grandkids. “I learn something new from them every day!” he says. For the future, he and Suzanne will continue to grow the brokerage–which will be adding more agents soon–while expanding awareness of the HSG Realty brand throughout the greater St. Louis metro area. With his work ethic and dedication to his clients, he’s sure to make those dreams a reality while redefining real estate!

To find out more about Gregg Sharpe, email him at gregg@hunnsharpegroup.com or call 314-566-8778. You can also check him out online at highrises.com/st-louis www.

Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job. You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction. Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance. Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client. This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer. This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 18

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly. Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on. There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed. Top Agent Magazine

JUSTIN TATE Top Agent Magazine

JUSTIN TATE Top Agent Justin Tate of Keller Williams in Chattanooga, Tennessee is relatively new to the real estate world, but has already established a reputation for being an agent who approaches the business with authenticity, enthusiasm and a contagious level of energy. With over ten million in closed transactions in 2017 alone, he is well on his way to joining the elite of his profession. A former personal trainer, he and his wife were struggling financially to support their family. When a past client encouraged him to take a deeper look at real estate, Justin balked initially. “My first reaction was that I didn’t want to be a sleazy salesperson,” he says. “I had a negative perception about the industry. But I was at a low point where I was willing to do anything to change our circumstances, so I decided to give it a try.” Signing up with Keller Williams in April of 2016, he sold his first property within a matter of weeks, and was quickly on his way towards building a strong business and creating financial stability, even being named Rookie of the Year and being honored with the “Rising Star” award for his firm. “Our lives changed completely,” he says. “I’ve been able to say YES to some things that I never thought was possible before.” Justin is currently able to boast of having a business that is based almost 90% on referrals from satisfied clients. There are several reasons for this loyalty, Justin believes. “I’m a people person,” he explains, “and one of my best qualities is that I believe I’m an excellent problem solver and I generally work well under pressure. I also believe my clients know I’m going to do a great job for them, and they can trust me.” Justin is grateful for the experience his former career provided, and understands how his years in personal training prepared him for success in Real Estate. “I believe that if you want to attract people, and you are in any kind of sales position, you have to have energy. Energy is contagious, and I’m not talking about Starbucks energy, I’m talking about a natural overall energy that comes from

taking care of yourself, physically and emotionally. I’ve always been conscious of my health and fitness, and believe that when I feel better the people around me will also feel better, and that allows me to do a better job. Also, being a trainer allowed me to really learn about relationships, and to learn the psychology behind how to work with people.” A focus on cutting edge marketing techniques has also played a pivotal role in Justin’s success, and he is quick to point to his wife as an invaluable asset when it comes to organization, design and staging efforts. “She’s better at those things than I am,” he says. “She holds me accountable.” Additionally, Justin’s understanding of and ability to utilize social media platforms is an asset to his clients. “The real estate industry and technology is constantly evolving, and if you aren’t growing with it, you will fall behind.” Despite his rapid ascent and the associated financial rewards, Justin’s favorite part of his position is related much more to the personal side of the business. “I love working with people,” he says. “I’m not a nine-to-five cubicle kind of guy. I love attacking the day, solving problems and getting a win for my clients.” When he’s not working, Justin enjoys nothing more than spending time with his wife and their four sons. “It’s important to me to build memories with my family and having fun with them.” Justin is also involved in multiple charitable efforts, including Keller Williams’ programs and events that benefit Habitat for Humanity. He and his family are also highly active in their church. As for the future, Justin has lofty goals for 2018. “I plan to close 100 deals next year,” he says. And while that goal may sound extravagant, if anyone is capable of achieving that aspiration, it’s Justin. “I didn’t get into real estate to be a mediocre agent,” he says. “There are too many of those.” “I’m going to over-deliver for my clients,” says Justin. “I want them to be happy. Hopefully, my energy is contagious enough to successfully help them through a transaction with a smile, and also make it a little fun.”

For more information about Justin Tate, please call 423 - 827 - 4915 or email TheJustinTate@gmail.com 20

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Are You Doing Business As YOU On Facebook? Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page? Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?” The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use. Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times. We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers. They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you). 2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us. Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. Top Agent Magazine

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CORINNE FALES Corinne Fales hadn’t planned on a career in real estate, but when a friend recommended her for an open position at a promising real estate office, she decided to take the leap. After meeting with the company head and impressing him with her can-do attitude and winning personality, she was offered the job on the spot. That was four years ago and ever since, Corinne has been on a steady upward trajectory, carving out a sterling reputation for people-centered service that delivers results. Since earning a spot on the National Association of Realtors’ 30 Under 30 list, Corinne has transformed her practice and now heads a team of four as the leader of The Fales Group, showing no signs of slowing anytime soon. Today, Corinne and her team serve the whole of the Southeastern Wisconsin market. With 85% of her business driven by repeat and referral clientele, Corinne has cultivated a compelling track record. She cites integrity, personal attention, and responsiveness as some of the key drivers of her success to date. “I pride myself on being very honest and straightforward with people,” she says. “I make myself readily available to clients and I always put myself in their shoes. Ultimately, it’s about making sure that at the end of the day everyone understands and is comfortable with their transaction. There’s no big secret to quality service—it’s about building relationships and treating clients how I would want to be treated.” Corinne developed her professional ethos while training alongside some of the state’s top agents as part of the Tarantino Group. Before branching out and launching her own team, she worked tirelessly beside industry pros, soaking up all the lessons she could and adapting those practices to her own style and goals. “When I was getting started, I watched other top agents who set the bar really high,” she remembers. “I watched what they did well and as a result, I’ve learned from some of the best in the industry.” What’s more, Corinne is a big believer in personalizing her approach for clients. Handwritten notes, quarterly calls, and staying connected through social media allows her to build relationships long after the closing table. Likewise, she spearheads the transactional process with an undaunted spirit, relishing challenges as she overcomes them. “Some of the most common feedback I get from

clients is that I never back down from a challenge,” she says. “Real estate isn’t always easy, and it’s very often stressful. But it’s my job to take those situations and turn them around. I do that by being straightforward, honest, and by fighting for what’s right for my client, always going the extra mile.” When tackling the listing process, Corinne takes a hands-on approach that leaves no stone unturned. Trained in photography and with her own professional equipment, she makes sure that homes are showcased in their best light. She also adds drone footage, video walkthroughs, and virtual tours to her repertoire, along with Materport 3D renderings that give would-be buyers an immersive understanding of a listed property. To ensure maximum exposure for listings, she turns to social media, the leading digital listing platforms, and even her office’s Saturday morning radio program to promote homes hitting the market. No matter the type of transaction, what Corinne values most about her work is her ability to partner with people, guiding them through a major milestone. “I love being part of people’s lives, and relationship-building is really what I enjoy most about this work,” she reflects. “Every day is different, and I love going out and making a connection with someone new.” To give back to her community, Corinne is active in a variety of charitable causes. She volunteers at homeless shelters in downtown Milwaukee during the holiday season and fundraises for a local women’s shelter. This year, she and her colleagues are sponsoring five children for the holidays, fulfilling their wish list and bringing joy to families less fortunate. In her rare free hours, Corinne enjoys making the trip north to visit family and friends in her hometown, spending time with her new puppy, and hiking. Looking ahead, Corinne has plans to continue growing her team, with hopes to expand her service area by opening a new office in her hometown region. She also has plans to manage sales for a forthcoming subdivision, and increase her partnerships with builders and developers in the area. For now, her focus is on adding and fostering likeminded talent to her roster, while providing clients the hallmark service they’ve come to expect. With four blossoming years already behind her and determined eye toward what’s to come, the future is bound to bring promise and prosperity for Corinne Fales and The Fales Group.

To learn more about Corinne Fales visit RedefinedRealty.com, e-mail Corinne@redefine.com, call (715) 560 - 9233, or visit her Facebook page at facebook.com/corinneredefined www.

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DAVID O’ROURKE After working in sales for years, David O’Rourke decided to use his experience to begin a career in real estate in the mountains where he grew up. “I realized I could promote an area that I love—the White Mountains of New Hampshire,” David says. In 2014, he obtained his real estate license and started O’Rourke Realty. He now leads a thriving team of twelve serving the beautiful White Mountains region, an area known for skiing and snowshoeing in the winter, and mountain biking and kayaking in the summer. O’Rourke Realty now has offices in Woodstock and Campton. A staggering 80% of David’s clients come from repeat and referral business. What keeps his clients coming back at such high rates? He’s very responsive to his clients and their needs. He also receives a large number of referrals from sellers. “I’m a pretty aggressive agent and that goes a long ways,” David says. He and his agents stay up-to-date on the latest technologies and use that expertise to benefit clients. “That really separates us from the competitors.” His clients also enjoy working with him and appreciate his sense of humor “Real estate could be very stressful, but it doesn’t have to be. We try to make it positive and create a fun atmosphere that our clients can be a part of.” Before listing a property, David helps clients to stage and declutter. He hires professional photographers to photograph each listing, and includes aerial drone shots of the property. Once a property is ready to show, David lists it on multiple real estate websites. David isn’t just a real estate agent–he’s also the owner of a popular local restaurant, which allows him to easily spread the word about each listing. “I cross-market with restaurant customers and our past real estate customers,” he says. He’s also a social media expert and creates targeted marketing for each particular property. This combination of word of mouth and tech savvy marketing results in quick sales at high prices. His clients are often happily shocked at how fast their houses sell. What’s David’s favorite part of the job? “The people, definitely the people,” he says. He enjoys using his wide network of connections to benefit his clients and helping people find their mountain dream homes. 24

To stay in touch with past clients, David reaches out via email. He remembers clients’ birthdays and other special life events. His past clients often stop in at his restaurant for a meal and a chat. “It’s actually pretty nice—they keep coming back so we must be doing something right,” he says. To give back to the community, David and his team sponsor drug addiction awareness programs, as well as programs that help needy families. He also holds fundraisers at his restaurant. “I grew up here; I’ve done very well here in real estate over the last three years; and I love to give back,” David says. In his cherished free, he takes advantage of the outdoor opportunities the White Mountains have to offer. “I’m a big skier. That’s why I live in the heart of five ski areas,” he says with a smile. A former kayak tour guide, David enjoys kayaking and hiking during the summers. For the future, he plans to continue growing his business, and he’s currently working on upgrading O’Rourke Realty’s technology platform. “We are always adding on different facets to our real estate business,” he says. “We do property management as well. When people come up here, my goal is to simplify their experience so they really only need to call one person. That makes their life so much easier!” Now that’s a business philosophy his clients can get behind!

To find out more about David O’Rourke, contact him via email at dave@orourkenh.com or by phone at 603 - 728 - 8362. You can also check him out online at orourkenh.com 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 26

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going. The referral system is built on strong relationships and shared value. Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not? What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching. Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com. Top Agent Magazine

CHIP PARRISH Although he is now one of the most respected names in the lucrative Denver area real estate market, Chip Parrish got into the business almost by accident. “I was in investment banking in the early 2000s, when I got into real estate investment through a client of mine. I really found I had a passion for the industry and in 2006, I moved to Colorado and became a custom home builder. I eventually moved over to the sales side of the business, and in 2013 joined Keller Williams, becoming an equity partner in their Cherry Creek office and then this year, I opened a franchise in Park Meadows. I was really drawn to Keller Williams philosophy of “God, family then work.” and it has inspired my own vision for how I want to run my business.”

Perhaps the most unique things about SHELTER is their devotion to the concept of conscious capitalism. They give a percentage of every gross dollar to support non-profits and charities in the Denver Area, oftentimes in their clients’ names. “Our focus on giving back to the community is something that has really resonated with our clients. We work with a lot of socially conscious people, and our relationships with them are not just about buying and selling real estate. We connect with them on a different level. It’s more about community.”

Chip is the lead agent on his team, SHELTER, that also includes his wife, Heather, who is the director of operations. Although Chip and his team go wherever their clients need them, 75% of their business is focused on the greater Denver area. Chip started SHELTER with the mission to change lives through real estate by providing exceptional service, an empowering culture and financial investments in the community.

SHELTER has seen the impact their focus on giving has had on their business, as well as the area that they represent. “The charitable aspect of our business has snowballed beyond what I ever could have imagined. We get out there and volunteer with our clients and are making noticeable improvements to our local community.” SHELTER supports numerous non-profits but they are a founding financial support of Unchained, an organization that combats slavery worldwide. When Chip isn’t working, he and his wife are avid urban farmers. Chip also enjoys being on the water, fly fishing, and spending time with his two young boys.

SHELTER focuses on four key factors in order to meet their mission. They strive to be expert advisors, to offer responsive and honest communication, expert negotiation, as well as service that is personalized to each individual’s needs. Their unique approach to real estate sales has led to impressive results. “Our average “list to sell” is 103% and our average “days to contract” is eight. We live by the principles we set forward in our mission statement and that’s why we’re really good at what we do.”

SHELTER is going into major expansion mode and are looking to make their mark in several other locations throughout Denver by 2019. “I not only have a real passion for this business, but a real heart, as well. Part of that passion is recruiting, coaching and mentoring new agents so that they can find the same success that I have. This is a very rewarding industry. Every day I get to wake up and serve people and I get an enormous amount of joy from that.”

To learn more about Chip Parrish And SHELTER call 303-396-8178, email chip@sheltercares.com or visit discovershelter.com www.

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DOUG PAYSON Doug Payson got his start in real estate more than thirty-one years ago. Back then, he was working in sales and advertising at Cape Cod Life magazine before he was recruited into real estate by one of his clients. Before that, Doug’s parents had been involved in real estate investing, and he’d long been familiar with the dynamic market on the Cape. When the opportunity arose to make a change, Doug finally decided to take the leap. Since then, he has carved out a sterling reputation for his in-depth knowledge, as well as his passion for the Cape community and spectacular natural environment. He’s also cultivated a noteworthy track record at Kinlin Grover Real Estate, the Cape’s largest real estate firm. Last year, he earned the coveted distinction as the top-producing agent in the Orleans office, both by dollar volume and total number of sales. Today, Doug primarily serves the lower Cape towns of Brewster, Orleans, and Eastham, though his work often takes him into the mid Cape as well. At Kinlin Grover Real Estate, Doug spearheads his work solo, bolstered by talented in-office support staff. Over the course of his decades-long career, he has earned a remarkable calling card and sphere of influence, with more than half of his business stemming from repeat and referral clientele. At the heart of his success? Doug cites communication and energy as the foremost drivers of his daily work. Likewise, his passion for the Cape Cod region and its countless natural and cultural offerings is a major source of motivation and value. “I’ve made it my business to know an awful lot about Cape Cod,” he reflects. “I always ask my clients what they’re interested in and what they enjoy doing. It’s my job to help them find a place where the can take advantage of all those activities.” From endless bike trails and sandy beaches, to world-class seafood and golf courses—Doug’s knowledge of the local market, inventory, and amenities adds tremendous worth to his services. He is also a consummate professional, and ensures clients his responsiveness, availability, and ceaseless energy. “I bring a lot of energy to what I do and I work very hard for my clients,” he says. “I stay on top of everything that’s going on with the transaction. I very clearly communicate with my clients about

where we are in the process, and always give them a heads-up on next steps and expectations.” When it comes to listing property, Doug draws on his experience in advertising to stage a holistic marketing campaign. The process begins with preparing a home for market by decluttering, intensive cleaning, and strategizing ways to highlight a home’s fullest potential. Then, he lists homes across dozens of websites, markets to other agents, utilizes print media, and throws memorable open houses that draw interest from near and far. Altogether, his aggressive marketing approach ensures that homes earn maximum exposure, as well as top dollar. As a spirited Cape Cod resident and enthusiast, Doug takes his role in cultivating community seriously. Whether facilitating the purchase or sale of a property, he relishes the chance to enhance the Cape Cod landscape through homeownership. “The people who come here are from all walks of life and from all over the planet,” he says. “Not only is the creative energy here quite remarkable, but the very foundations of our country are rooted here, as well. I love getting the chance to show my clients what an amazing place Cape Cod is, while helping them realize their housing goals.” To give back to his cherished community, Doug has served in various professional and civic leadership roles over the course of his career. He served as the President of the Cape Cod & Islands Multiple Listing Service, Inc. and the Cape Cod & Islands Association of REALTORS. He currently supports the Orleans Chamber of Commerce, the Eastham Chamber of Commerce, and serves as a volunteer with the Friends of the Cape Cod National Seashore. In his free hours, Doug enjoys life on the Cape by cross-country skiing in the winter, as well as hiking and biking the many trails of the area. He also loves partaking in a true Cape tradition: shellfishing. As for the future of his business, Doug has plans to continue building upon his lasting relationships with clients, while serving buyers and sellers in his Cape Cod community. Now, with more than three decades of incisive experience behind him and an abiding commitment to his clients and community, the future is bound to be bright for Doug Payson.

To learn more about Doug Payson e-mail DPayson@KinlinGrover.com, call (508) 737-7000, www.facebook.com/DougPaysonRealtor/ or visit his Facebook page here. 28

4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 30

list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done. There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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JASMINE QUIRK When it comes to property management, Top Agent Jasmine Quirk of Belle Property in Pyrmont, NSW is among the very best in the industry. Approaching her job with enthusiasm and a true concern for both her owners and tenants, she puts a fresh spin and vibrant outlook on the work she does. Though only 23, don’t let her relative youth deceive you: Jasmine has over five years of solid experience managing highend properties in Sydney City and Pyrmont, and has rapidly established herself as a property manager who can be trusted to provide all her clients with the very best in customer service. “I initially got started in the business when I just turned 18 and had just finished high school,” says Jasmine. “I had a family friend who owned an elite real estate agency in Pyrmont selling waterfront property. I started as their receptionist.” Hard work paid off, and now Jasmine is among the most sought-after property managers working in her area today. Belle Property was established in 2000 and was initially a real estate company predominantly focused on project marketing, with six offices only. After seven years in operation, they re-launched with a revised franchise model under the new ownership of CEO Peter Hanscomb. The company is continually growing and now has over 80 offices operating across New South Wales, Queensland, South Australia, the Australian Capital Territory and the Northern Territory. Jasmine takes pride in representing the company and their boutique approach to real estate. “I think what sets me apart from other property managers,” says Jasmine, “is that I’m young but I definitely love my job. I listen to what my clients want as opposed to just telling them what they want to hear. I’m truthful. I always tell them the truth about what I really can achieve for them personally and what

our company can do for them. In a sense, we take everything that is stressful away from them and handle all of it.” Staying in touch with her clients, both tenants and owners, is of paramount importance to Jasmine. “Every three months I call just to touch base to make sure they’re happy with everything,” she says, “and to see if there’s anything they’d like to change, or if they have any suggestions for us, just so we can better ourselves with what we do for them. I also like to touch base with them because they become like family to us. I just want to make sure they know I’m still here and that they can always come to me with any problems and I’ll sort them out for them.” Intelligent, hands-on marketing is a hallmark of Jasmine’s highly-professional approach to marketing her properties. “I don’t meet prospective clients in my office, I always meet them at the property, because I want to see it. I like to see if a wall needs painting or if anything else needs to be done. I also exclusively use professional photography, because I have a high standard and a very specific way I want to market my properties and present them to the world. What I do is a lot different from what everyone else does.” Her friendly, gregarious nature has endeared her to her many owners and tenants. Says Jasmine, “I’m the biggest people person. I’m not afraid to walk up to people, shake their hand and introduce myself. I genuinely enjoy talking to everyone, whether it’s tenants or clients.” Jasmine also takes an egalitarian approach to all her interactions. “I’m lucky because a lot of my tenants become owners, so I don’t see the difference between a tenant and a landlord. I simply see all of them as my clients.” Jasmine has some advice for up-and-coming property managers: “I think if you genuinely love what you do, listen to your clients, be honest and trust all the integral parts that make up a human being, then you can really achieve amazing things and connect with everyone.”

For more information about Jasmine Quirk, please call +61-452-298-828 or email Jasmine.Quirk@belleproperty.com Top Agent Magazine

Top Agent Tips and Questions for Choosing Your Listing Agent Now that you’ve decided to sell, it’s time to select the professional to help you market your property. Before meeting with agents, however, consider Top Agent Magazine’s tips for preparing yourself. Frist, ask yourself what kind of relationship you’d like to have with your listing agent. Are you seeking a casual, personable relationship and the latest marketing tools or are you interested in a more formal, traditional relationship and approach to marketing techniques? Next, populate your list of agents by attending open houses and asking for recommendations from recent buyers and sellers. Finally, schedule your meetings at your home, where you’ll be able to gauge the chemistry between you and each agent. During your meetings, expect any Top Agent to ask you several questions, but also consider discussing the following: 32

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Will you please describe your sales experience and local network?

Ask your Top Agent to describe recent listings and sales of homes comparable to your own. Ask about the sellers’ priorities, the original list price, market time and number of offers. Top Agents will also describe how well they are connected with other REALTORS® in the region as well as their contacts with relocation companies, local corporations and chambers of commerce. Be sure to ask about each agent’s knowledge of how your market has changed over time and what has influenced change.

You’ll learn a lot by listening to agents’ opinions.

How will you market the property? Each

Top Agent has a unique set of online or local marketing tools at his or her disposal. Some use lead-generation applications and nearly ever luxury agent take advantage of video. Even video marketing tools vary from agent-to-agent, however. You’ll get to decide if you prefer an agent with higher-end video production and 3D Matterport tours or an agent with more intimate techniques featuring walk-and-talk style video tours. What factors influence your list-price recommendation? Before an-

swering this question, most Top Agents will have several questions for you, including whether you’re more focused on a faster sale or a higher list price. They’ll also educate you on how best to balance both market time and list price relative to sales histories your area. Now that you’ve seen the home, what repairs or improvements do you recommend before listing? You’ll learn a lot by listening to agents’

opinions on your home’s sale potential with or without some improvements. Most Top Agents will also recommend a full professional inspection prior to listing to avoid surprises during buyer inspection.

How will you help with staging? Some Top Agents will pay for part or

all of the staging costs. At a minimum, however, a Top Agent will have a staging professional or two in their partner network. While they’re at it, they may provide referrals for carpet cleaning, painting, gardening and other minor finishing touches. Top Agent Magazine

What attributes of the property will you want to highlight? Each Top

Agent will have a somewhat different answer to this question, but that’s a good thing! Even if you have your own ideas about your home’s greatest attributes, you’ll glean insight into the current market by considering different agents’ opinions. In learning their views, you may even change your mind about your home’s most marketable features!

What is your approach to Open Houses? How many agent-only Open

Houses will your Top Agent want to host? How many truly Open Houses? Some Top Agents may even reveal a “swankier” approach to the Open House – such as an evening cocktail party or by-invitation “open” hours to which buyers visit along with the agent representing them.

Who will be our primary point(s) of contact from your office? This

important question will help you understand the scope of your agent’s practice. You’ll get to see if your agent runs a robust team with many hands on deck or if he or she works by close, one-on-one contact with each client. Either approach is wonderful; you get to decide what suits you. Now, let’s list! 34

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OMAR THARANI Omar Tharani’s first endeavor into the real estate industry was through experience in home rehabs. Prior to that, he earned practical skills supervising the maintenance team of a local hospital. On the hunt for a new challenge, Omar eventually decided to devote himself to real estate full time and earned his license in short order. A year-anda-half ago, he launched his practice under the banner of RE/MAX Ultimate Professionals, and has since built a reputation defined by honesty, patience, and a devotion to people-centric service. Although he primarily serves the Will County area, Omar also goes where clients lead, serving those as far afield as Bourbonnais, Chicago, Rockford, and Streator. While his enterprise is continuing to bloom as he accrues a longer tenure in the industry, he’s already earned 15% of his business from repeat and referral clientele—an impressive figure at this juncture in his career. At the core of Omar’s quick success to date? A strong emphasis on accessibility, integrity, and detailed industry knowledge. Not only does he stay accessible around-the-clock in service of his clients, but his background in maintenance and rehabbing also gives him an expert’s insight into a home’s true state. “My knowledge of properties and market trends adds value for my clients,” he says. “Combined with my rehab experience, clients trust me to walk through a property and make sure conditions are solid. I have a degree in HVAC and experience in electrical work, as well. Clients rely on that knowledge and respond positively to my attitude and honesty. That keeps them coming back.” What’s more, Omar cites his flexibility and patience as additional boons to his business. His amiable personality and the atmosphere of calm he cultivates helps de-stress what is often a complex transactional

process. Likewise, he never loses sight of the person or family at the core of every purchase or sale. “Whether I’m helping somebody buy their first home, helping someone relocate, or guiding clients through a sale or life change of some kind—it’s very rewarding to be there for my client from start to finish. It’s my job to ease their anxieties and guide them along the way.” When listing a property, Omar understands the value of a striking, immersive presentation. “The first impression is a lasting impression,” he says. As such, he utilizes professional photography and video to give would-be buyers a cohesive and memorable picture of a property and its full potential. He also takes great care in drafting compelling descriptive copy, incorporating social media and the leading digital listing platforms to promote maximum visibility for each home. To keep in touch with clients, Omar uses his digital reach to stay up-todate on the lives of those he’s served in the past. Sometimes, he’ll write notes to clients to best convey his gratitude. “I always try to take the extra step and let clients know that I appreciated their trust and the opportunity to work with them,” he says. As for life beyond the office, Omar most enjoys spending time with family and loved ones. He’s also something of an adventure seeker and enjoys skydiving, motorcycling, shooting sports, and venturing to forest preserves alongside the family dogs. Looking ahead, Omar has plans to continue building his thriving enterprise, expanding his brand and serving future homeowners and sellers along the way. With nearly two allstar years already behind him and an incisive eye toward the future to come, prosperity surely awaits for Omar Tharani.

To learn more about Omar Tharani

visit his website at ktharani.illinoisproperty.com, e-mail omartbroker@gmail.com, or call (630) 768-1626 www.

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