Nationwide & International 10-16-17

NATIONWIDE & INTERNATIONAL EDITION

DANA BEN

CAREN FRIED

PAIGE BOYKIN

BRENT HANSON

MARIBETH DIRKSEN-TURSE

EMILY KELLENBERGER

JOHN LYNCH

ERIC FIRESTONE

JOE MAEZ

PAUL MARTIN

JOHN MEULSTEE

ERIC MORTON

MIKE OLBERDING

DAVID PATSEL

RICK REITH

MARC SLAVIT

AMANDA WOLINSKI

NATIONWIDE & INTERNATIONAL EDITION

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MARC SLAVIT

PAIGE BOYKIN

BRENT HANSON

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DANA BEN

MARIBETH DIRKSEN-TURSE

JOHN LYNCH

ERIC FIRESTONE

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CAREN FRIED

CONTENTS 4) 6 THINGS YOU NEED

TO DO TO BE A GREAT MENTOR

10) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

13) 3 MENTAL TRICKS

THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

17) 3 SUREFIRE

METHODS THAT MAKE FOR A PRODUCTIVE MEETING

23) HOW TO THROW

A NETWORKING EVENT THAT WILL PUT YOUR BUSINESS ON THE MAP

27) HOW TO MAKE YOUR COMMUTE PRODUCTIVE

31) 4 WAYS TO WIN

THE BATTLE AGAINST PROCRASTINATION

35) MODERN EMAIL

ETIQUETTE FOR TODAY'S AGENTS

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

Published in the U.S. 2

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PAUL MARTIN

JOHN MEULSTEE

ERIC MORTON

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JOE MAEZ

EMILY KELLENBERGER

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MIKE OLBERDING

39) DON'T FORGET YOUR CLOTHES

DAVID PATSEL

RICK REITH

43) EVERY PLAYER IS

VALUABLE: HOW TO BOOST YOUR TEAM'S MORALE

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure!

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AMANDA WOLINSKI

46) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

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6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game.

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Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

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If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship.

Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for.

2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect.

3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

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tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions.

5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable.

6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader.

You need to let them know that through it 6

all, you are a reliable support to them and have a complete belief in their abilities.

Make sure to always praise their accomplishments.

Remember: your job as a mentor is more about guidance than constant feedback.

Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

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MARC SLAVIT

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MARC SLAVIT Top Agent Marc Slavit of RE/MAX Integrity in Medford, Oregon has fifteen years of solid real estate experience under his belt, and has made a name for himself as one of the most respected, dedicated and hardworking realtors currently working in his area.

After obtaining degrees in both Finance and Corporate Real Estate Management, Marc initially was a manager and did contracts for a corporate firm before becoming intrigued with the buying and selling side of the business. “I decided it was something I wanted to pursue,” he says. “So I took my wife and six kids and move to Oregon, and jumped right into real estate. It’s been a blast ever since. It’s increasingly impressive to see so many clients that I can serve and help in this community. It’s just amazing the response I get when I help them, and it’s very fulfilling to me and my family.”

Serving primarily Jackson and Josephine Counties in Southern Oregon, Marc can currently boast that 80% of his business is based on referrals from satisfied clients. “I think what my clients like is the family-oriented, them-first mentality. I try to go above and beyond, and stay in communication with them during the entire transaction process. They like the personal touches where I always let them know I remember them, whether that’s sending birthday cards to their kids or congratulating them on the anniversary of the day they bought their home.”

It’s this personal touch that sets Marc head and shoulders above his peers. “I want the relationship to transcend the transaction,” he says. “It makes it more personal, where I feel a part of their lives and they feel a part of mine.” Going above and beyond is also a hallmark of the exceptional client service Marc provides, and he has been known to drive to a client’s house to assist them post-transaction, as in a recent case where an elderly woman needed assistance with an electrical issue. “Her hot water heater

went out,” Marc explains. “I understood that she was alone and elderly, so I drove to her place and it turned out to be a circuit breaker. She didn’t know. That’s the kind of thing I try to do with all of my clients.”

A host of five-star reviews on Zillow attest to Marc’s willingness to go the extra mile. Reads one: “He was the most amazing realtor I have ever dealt with, and probably the only one we ever will work with. He stuck with us, and even fixed a big mix-up that was entirely out of his control. He stayed after-hours, worked with us to the very end, and was very helpful. Even got the carpet cleaners to come back after hours to clean our carpets. First home buyer experience, and probably the best I will ever encounter…here’s hoping he doesn’t retire soon!”

A host of commendations and designations make evident Marc’s superior knowledge of the industry. A continual RE/MAX 100% Club member for many of his fifteen consecutive years in Real Estate recognizes his continual exceeding success for his clients.

He is also in possession of an Accredited Buyers Representative designation, and averages over six million dollars in closed transactions annually.

When he’s not working, Marc enjoys spending time with his family and taking advantage of the beautiful local wilderness landscapes.

“I love to fish and camp,” he says. “It’s all lakes, woods and rivers here, and that’s one of the things that attracted me and my wife to this area.”

As for the future, Marc is in the planning stages of forming a team, which will be called Attitudes Unlimited, Inc., which will operate under the umbrella of RE/MAX. “The most important thing about real estate,” says Marc, “is to connect with your clients, and make sure they know that you have integrity and that you’re going to represent them 100% and do right by them.”

For more information about Marc Slavit, please call 541-890-6724 or email MSlavit@Gmail.com 8

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Michael Mekeel is proud to congratulate

Marc Slavit

on being featured for the state of Oregon in Top Agent Magazine!

Michael Mekeel | Offenhauser/Mekeel Architects 8762 Holloway Drive | West Hollywood, CA 90069 V 310.659.6600 | F 310.659.6001 oma-la.com www.

Authentic California Architecture Top Agent Magazine

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Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes.

Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is.

You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible.

The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them.

Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver.

This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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PAIGE BOYKIN

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PAIGE BOYKIN graphs taken of every listing. She also does targeted marketing, advertising in areas from which many people move to South Carolina. “I want my listing clients to have top exposure,” she says. She holds open houses and uses basic grassroots marketing within her community. This combination of techniques results in quick sales at top prices.

Paige Boykin put her background and degree in Accounting to work for several years at a real estate appraisal firm. When she and her husband, George, and their two girls moved to Fort Mill in 2014, they had a fantastic Realtor. “She walked alongside us through the whole process. She was genuine and caring and really looked out for our best interests,” Paige says. That experience made Paige realize real estate could perfectly combine her accounting talents with her passion for helping people. Paige soon began her career as an agent, receiving the Rookie of the Year Award in 2015. Last year she was in the Platinum Club; and this year she’s slated to close around $18 million in transactions!

To give back to the community, Paige is a member of the Greenway Ladies Guild. She is a Culture Ambassador for Keller Williams and her family is active at Forest Hill Church. They are involved in missions and ministry, supporting an orphanage in Zambia, Africa. As a hobby, her husband of 23 years is involved in competition barbecue and they often donate barbecue parties to support their favorite charities, such as the Susan B. Komen Foundation. In her cherished free time, Paige loves to be outdoors and spend time with her family and friends. For the future, she hopes to grow Boykin Property Group and to continue keeping her focus on her clients. “It’s exciting and enlightening to me that I get to do what I absolutely love–to help families and walk alongside them– and also have this success! I want to continue to grow my business, while still being very intentional in my daily interactions with my clients and in the process!” Now those are goals her clients are sure to appreciate!

An independent agent, Paige founded Boykin Property Group, a company within Keller Williams. Licensed in both North and South Carolina, she specializes in the Fort Mill area, including Baxter Village and the surrounding communities, Lake Wylie, and Indian Land; and also serves the greater Charlotte area. Though she only moved to the area in 2014, a staggering 85% of her business comes from repeat or referral business. What keeps her clients referring her to their friends and family at such a high rate? “It’s definitely because of the relationships I build with my clients,” Paige says.

“My motto is: ‘Walking You Home.’ Walking someone home is very intentional. You take their hand, you walk by their side, and you lead them. It involves being beside that person from beginning to end,” Paige says with a smile. She never cuts corners–she always does whatever it takes to support her clients and give top-notch customer service. Working with her clients is her favorite part of the job. “I truly consider it an honor and a privilege to be invited into this very intimate part of someone’s life–to help them choose a home, or help them sell a home, to help them get to the next stop on their journey.

I don’t take that lightly.”

Paige uses a personal touch when keeping up with past clients. She delivers cakes or sends cards and brownies, invites them to events, plans client appreciation gatherings, and stays involved with their lives. “They stay in touch with me, too. My clients quickly become friends and like family because of the value I place on building relationships with them. Relationships are everything.” Paige explains.

Paige markets listings using a large digital presence. Each property has its own website and she has high quality professional photo12

To find out more about Paige Boykin, you can contact her by email at paige@boykinpropertygroup.com or by phone at 843-251-2707 Copyright Top Top Agent Agent Magazine Magazine

3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

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1

Visualization helps you work efficiently and keep your cool.

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

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Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client.

This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

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plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

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Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game.

If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do.

The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

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BRENT HANSON

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BRENT HANSON Brent Hanson’s real estate career began as a way to blend his passion for helping people with his expertise in the mortgage industry. After several successful years working in lending, Brent became licensed as an agent and partnered with Jeremiah Bullock in 2014. Together they lead the City of Trees Real Estate team at Keller Williams Realty Boise, which consists of a thriving team of nine agents, four admin support staff, and one inside sales agent who helps find properties for buyers.

Brent serves primarily Ada County–including Boise and the surrounding area–with a secondary market in Canyon County.

What sets Brent apart from other realtors in the area? He and his team have a high level of marketing and branding expertise. “When people list with us or decide to work with us, they know we are so tied into our brand and reputation that we’ll provide service that meets or exceeds their expectations,” Brent explains. His marketing techniques results in a steady stream of new clients, but even so half of his clients come from repeat and referral customers. What keeps Brent’s clients coming back and spreading the word about the amazing service he provides? He and his team exceed their expectations, guiding them through a smooth transaction and making them feel like family. “That’s the most important thing and I think it’s why people come back to us,” Brent says.

Brent and his team work tirelessly to ensure that each listing makes a huge splash when it hits the market. They send out mailers as well as targeted social media and email blasts, and knock on doors in the area. They also circle prospect the area to allow people in the neighborhood to reach out to friends, family and coworkers who they would want to be their neighbors.

On a Saturday, they host an exclusive invitation and neighborhood only Open House prior to the main open house, and there’s always a line out the door. “We sell a large percentage of our

homes through that first open house,” he says. To stay in touch with past clients, Brent and his team reach out regularly to provide helpful information about the real estate market.

What does Brent like most about his work? “I like that I can be creative on a daily basis,” he says.

The market is never the same. Client expectations are never the same. So we continually have to grow and build and work on ourselves to be the best possible agents we can be. It’s exciting to me to be in a business that’s always changing, where there is never a dull moment, and I have to continually grow to keep up with it.”

Brent and his team give a portion of every commission to KW Cares, which gives back to the Boise community. He and his team organize Thanksgiving in June, a month long food drive.

“The food banks receive fewer donations in the summer months than in any other time of year, yet kids are out of school and aren’t receiving school lunches. So the demand for meals goes up in the summer,” he explains. This year he and his team fed over 1,200 families! In his cherished free time, Brent loves to travel with his wife and enjoys learning about new cultures.

They support their local college football team, the Boise State University Broncos, and tailgate every weekend during the fall season. He also takes advantage of all the winter sports available in the Boise area, and rides his Harley Davidson in the summer. The mission of City of Trees Real Estate is “To Improve Lives Through Giving Expertise and Opportunity.” His goal for the future is to impact people in multiple communities. To realize that goal, he hopes to create an “expansion team,” opening branches that maintain his company’s culture in different communities. “Our goal is to grow big, but that’s really just so we can give big,” he explains. With his work ethic, marketing acumen, and commitment to his clients and community, he’s sure to succeed!

To find out more about Brent Hanson, contact him via email at brent@cityoftreesrealestate.com or by phone at 208- 794 - 5164.

You can also check out his website at cityoftreesrealestate.com www.

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

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

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

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 18

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

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties.

Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office.

Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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JOHN LYNCH

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JOHN LYNCH John began the ‘70s with a bachelor’s degree in Political Science, a minor in economics, and a job as an analyst with Alcan Aluminum. He was taking law classes when he began looking into real estate—and the more he looked, the more he liked. Real estate, on the other hand, was intriguing. He tried to put together an investment syndicate but his friends weren’t interested. So in 1972 he got his real estate license. “It gave me good flexibility,” he says, “and every day was different. It’s creative. It makes you think. You can help people and you can make money. It’s the perfect job for me!”

Clients trust John Lynch. He does what he says and goes above and beyond to help clients accomplish their goals. “I follow through with my clients and provide great service and I answer my phone,” John says. “I’ll pick up, or if I miss the call, I’ll call back as soon as possible. It’s about building customer relationships. We treat properties as if they were our own and clients as if they were family.”

Now John and his team, three administrative staff and two buyers’ agents, serve six counties in northeast Ohio: Cuyahoga, Lorain, Erie, Medina, Lake and Geauga. Much of his work is REO, the vast majority of which, on the listing side, comprises repeat/referral clients. People he knew early on trusted him and continue to return. “At that time I was doing more commercial work,” he says, “and I had repeat business from clients like Standard Oil (now BP Oil), McDonald’s and the US Postal Service, who were seeking multiple locations for their business. I’ve maintained those relationships.”

Thanks to his ever-expanding business, Real Trends and Wall Street Journal named John as one of the nation’s Top 400 Real

Estate Professionals every year from 2009–2016.

Most of the properties John sells are vacant, so he stages them and has professional photos done to establish a good presence on the Internet. Then he markets to more than 800 websites through Keller Williams, as well as on Facebook. He keeps sellers abreast of their property in terms of condition, maintenance and follow-through.

As a former Cleveland city councilman, John loves being involved in the community and highly recommends it. “It’s rewarding and profitable,” he says. “I’ve had many referrals over the years from other Realtors and people in the community who got me involved with some of their friends or even their businesses.” He stays abreast of real estate boards, zoning and use changes and is politically active: he is a past president of the Ohio Association of Realtors and will serve NAR as Region 6 vice president for Michigan and Ohio. Over the years, the Ohio governor appointed him to the Ohio Housing Finance Agency, several communities appointed him to green building committees, and through a church, he was involved in a project to build new construction for people with below-market income and buy programs to put people in homes with reasonable payments, so they could remain in the communities where they lived. “I built 15 homes doing that, all green,” he notes. “We built homes where the heating bills were $25 a month, which is significant in the Cleveland market! Or I’d rehab them to be energy efficient.”

In the future, John plans to bring more buyers’ agents on board. He’ll work with them to add clients and expand service. His agency, Keller Williams Realty Greater Cleveland, has been the #1 office in Ohio in sales for the last four years.

John aims to maintain that position by continuing to build trust and provide outstanding service.

For more information about John Lynch of Keller Williams Realty Greater Cleveland, Westlake, Ohio, visit johnlynch.faor.com or ohioismyhome.com, call 216 - 533 - 7007 or email jlynch@kw.com http://

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DANA BEN Although she’s only been a Realtor® for a short time, Dana Ben is a rising star the industry. In her first year in Real Estate she sold $8.5 million in real estate and has won multiple awards including Rising Star 2016, Regional Top Individual Agent 2017, Top Producer for Listings 2017.

With a background in education and as the founder and owner of Carolina Lighthouse Staging & Redesign, she has a set of skills that make her almost custom made to be a successful Realtor®. Within the first month of starting her staging company, Dana staged 17 homes with 90% selling in under a week, a talent that has been a distinct advantage to all of her listing clients.

Although Dana brings numerous things to the table as an agent, she believes that her passion for building relationships has been the key to her success. “I love people and the best part of my job is truly understanding my clients needs and desires. I want to understand their motivations for buying or selling. Being empathetic to their emotions about a transaction is important to me. I would say that’s something that really sets me apart. A lot of people might say this business is about building relationships, but I really take that to heart. I want to be a part of their lives and help them move to the next phase in their lives successfully. I’m invested in them.”

Dana is equally passionate about maintaining the relationships she builds, not only with her clients, but with her peers as well. “One of my favorite things about this career is staying in touch with people.

I do that through various ways, phone calls, texting, social media, emailing, I even try to meet one on one when I can. My relationship with a client doesn’t end after the transaction. I consider myself a friend and a resource to them always.”

There’s nothing more satisfying than finding out the challenges someone might be facing in a real estate transaction, finding a solution and getting them the results they desire. I really enjoy meeting people and learning their history and what they want their future to be. It makes me not only a better Realtor®, but a better person as well.”

Testimonials Dana is wonderful to work with! She is very responsive. I really appreciate her attention to detail with every home she showed us.

She made me feel like she cared about all of our questions and concerns and was a great advocate for us during the negotiations when we purchased our home. She also has experience with design and home staging. She had wonderful ideas on what to do with each space and was able to help me visualize our family in each home we saw. I would recommend Dana to anyone looking to buy or sell.

–Whitney Cannady; Buyer Cary My experience with Dana has been exceptional. Dana made me feel like part of her family. She was with me throughout the entire process that included staging furniture as well as conducting several open houses. Dana is a tough and fair negotiator who will work tirelessly to ensure you get the optimal value and price for your home. –Titus Taylor Dana is the agent you need! She has the compassion, drive and integrity needed to make deals happen. Every real estate deal is going to have issues- EVERY ONE- so if you need an agent that is calm, cool, collected to wade through these issues and make either the buyer or the seller or in her case BOTH see the way through it.

I generally don’t like real estate agents just being honest- but I like Dana! –Ron Whilhelmson

Dana is actively involved in her community and contributes to KW Cares, recently helping to raise money for victims of Hurricane Harvey. Giving back is a passion of Dana’s and she looks forward to being more involved in the near future. When she isn’t working, Dana enjoys spending time with her family, being outdoors, discovering parks and fishing. “North Carolina is such a wonderful state, there is so much to explore and I love finding new places.”

Her company Ampersand Real Estate is a reflection of her values and a reflection of what her team brings her clients. “Buying and selling a home is all about bringing the positive energy FIRST. Our team works to create a safe space to allow such energy to flow. We are compassionate with our diverse group of clients and delivering exceptional customer service is what is most important to us. Ampersand is the symbol of unity, oneness, togetherness and more to come. We dig deep with our clients to understand who they are as people and understand their experiences that brought them to the where they are so we can serve them the best of our ability moving forward. To us, real estate is our forever business that we hope to share with our clients and their friends and family again and again. We love what I do.

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To learn more about DANA BEN call 919 - 537- 5007 email danaben@kw.com or visit danaben.kw.com http://

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How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event?

Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational.

Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

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

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 24

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees.

While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way.

Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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MARIBETH DIRKSEN-TURSE Before she began her career as an agent, Maribeth Dirksen-Turse had already pushed her professional boundaries—from completing an archeological dig in Nicaragua during her college years, to an accomplished tenure as a marketing professional. After the birth of her son in 2004, Maribeth made the decision to switch gears and explore a new horizon: the world of real estate.

In short order, she unearthed her natural talent for the industry, and would go on to win the Denver Board of Realtors’ Excellence Award several times over, as well as the 5280 Five Star Award for eight years in a row. Beyond her numerous accolades, Maribeth is now at the helm of a blossoming career, having founded her practice on people-first care and an abiding commitment to integrity.

Primarily serving the Denver metro area, Maribeth has also represented buyers and sellers as far afield as Highlands Ranch and Boulder. With 99% of her business stemming from repeat and referral clientele, Maribeth’s cultivation of a positive transactional experience keeps business booming. What’s more, she recognizes the role of honesty and integrity in building a reputation that clients can rely on and have total confidence in.

“I treat my clients as if they were my family or friends,” she says. “I treat them how I’d want to be treated, and they know I have their best interests at heart.” To round out her arsenal of skills, Maribeth is also an incisive negotiator. She leaves no stone unturned when it comes to fulfilling her clients’ goals.

“I’ll never give up on a client,” she explains. “Whatever their situation requires, I’m going to make it happen.” Over the course of her career, Maribeth has forged lasting relationships with those she’s served, and has often been invited to weddings, birthdays, or baby showers—further evidence of the peronal connection made during Maribeth’s representation. Past happy clients rally behind Maribeth, whose levels of service never wavered. One happy client put it this way: “Thanks, Maribeth, for the very thorough, professional and realistic assistance you gave me in the listing, sale and closing on my Boulder condominium. I would happily recommend you to anyone seeking a very knowledgeable realtor who can both.” Another had this to say: ‘“Maribeth helped make buying our first house a much easier and a much less scary process than it could have been. She

was there with us every step of the way and was always friendly and available, even though we dragged her to about 40 houses!” All in all, Maribeth is far more invested in the long-term success and happiness of her clients than deal-making for a commission’s sake.

When it comes to marketing her listings, Maribeth approaches the process with attention to detail and tailor-made planning. Providing staging, professional photography, and virtual online tours ensures that homes look their best before going to market, while uilizing all major listing websites and social media platforms connects properties with the right potential buyers online. As for staying in touch with past clients, Maribeth prefers to keep things personal, and will check in every so often or drop by the house with a little gift. She also invites clients to her events throughout the year at the Clifford Stills Museum and the Denver Botanical Gardens. She maintains her sphere of influence through e-mail campaigns, mailers, and by staying actively engaged on Facebook. In reflecting on what she loves most about her career, Maribeth says: “I like connecting and interacting with people, and becoming a part of their lives. I get to meet so many cool and interesting people, and I really love being able to serve them.”

Outside of the office, Maribeth engages with her local community through various outreach efforts. For the last eight years, she was on the board for the Sunnyside Music Fest, and previously served as member of the Neighborhood Board Association. She’s a fundraiser for the Colorado Coalition for the Homeless, and spearheaded the annual Sunnyside Sleigh Rides for children in the area around Christmas time. In her coveted free time, she enjoys all the cherished Colorado pastimes—skiing and hiking— in addition to spending time with her family and dogs.

As for the future of her business, Maribeth has plans to continue the steady growth of her network, and hopes to take on a transaction coordinator in the future to add even more efficiency to her transactional process. With a proven track record of success in place, along with an overarching commitment to professionalism and the golden rule, the years to come are sure to hold prosperity and promise for Maribeth Dirksen-Turse.

To learn more about Maribeth Dirksen-Turse, visit preferreddenver.com/team-member/maribeth-dirksen-turse, e-mail mbturse@msn.com, or call (303) 525-9722 www.

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ERIC FIRESTONE Eric Firestone first became interested in the real estate business seven years ago when he purchased his first home. He not only enjoyed the entire process, but really loved how it allowed him to see Miami from a whole new perspective. “I saw so many neighborhoods and properties, getting a crash course in home prices and values; it was really fascinating. I reflected on that for a few years and thought to myself, this is something I would be good at and it would allow me to help people, which I’m passionate about. So I got my license and started in 2013.”

Eric is currently with Elite Ocean View Realty, one of the premier boutique style brokerages in Southern Florida, where he specializes in serving South Miami and Coral Gables. “I really love the company I’m at. It’s a real community. Although we are individual agents, we all come together to help promote each other as far as marketing listings go and sharing ideas or concerns. It’s a unique way of doing things, and I think it’s been a great advantage to my clients and to my business.”

Eric, who has a background in education, takes an educational approach to sales that has been incredibly successful. He also has deep ties to the community which allows him to be a real resource to his clients. “I’ve been able to use my experience as a teacher to help keep my clients educated every step of the way. I have a patience throughout the process that I think helps them feel more comfortable throughout what is oftentimes a stressful process. I’m also able to connect them to anything they might need - everything from financial institutions to handymen. They can be sure anyone I recommend to them is vetted and will do an exceptional job for a fair price.”

Another way Eric goes above and beyond for his clients is with his comprehensive approach to marketing. “Marketing in-house to my fellow agents sort of gets the ball rolling. I also do a lot of Facebook

marketing, including targeting those posts to specific buyers that I think will be most interested. I’m really active on all social media platforms and every listing also goes out to 500 plus websites, as well. I go all out taking advantage of the latest technologies to make sure my listings stand out, get professional photography and even technology that creates a dollhouse version of a home, so that people can really step inside the property online. That’s been a great way to get people interested in their next home.”

Eric still works as an educator and is the Choral Director at South Miami Middle Community School. His wife is also a musician, and in their free time they both enjoy taking advantage of the amazing fine arts Miami has to offer, and perform together whenever they can. Aside from that, they share a passion for food and love to taste all of the cultures Miami has to offer. Their current favorites are Shibui, Ortanique on the Mile and Sugarcane.

Eric is also the award-winning author of “My Proven System for Selling Homes Fast for Top Dollar,” a book he wrote with the idea to help sellers understand the challenges of marketing and selling a property and how he can overcome such challenges in order to bring them from the ‘for sale’ sign to the closing table with no bumps in between.

Eric couldn’t be more thrilled with how far he’s come in just a few years, and would like to continue to expand his business into new marketplaces. “I just love meeting and helping people. There’s no better feeling than successfully guiding my clients through all of the challenges and helping them achieve their goals. Especially when a client might think it’s impossible to get the results they want. I take great pleasure figuring out a way to make it happen.

Seeing those happy faces, seeing how appreciative they are, there really is nothing better than that. It’s why I do what I do.”

To learn more about Eric Firestone call 305-342-7165 or email enfirestone@gmail.com 26

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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CAREN FRIED Caren Fried’s career began in the financial services industry, where she worked in banking for seventeen years.

She began searching for a new path beyond corporate life, and decided to put her entrepreneurial spirit to use.

In 2013, she earned her license and started her own real estate imprint, Welcome Home Realty Group, under the banner of Keller Williams. In the ensuing years, she cultivated a reputation for providing clients savvy counsel, superlative service, and a relationship that lasts long after the closing table.

Primarily serving North Carolina’s burgeoning triangle of Raleigh, Durham, and, Chapel Hill, Caren heads a team of four. Her tightknit roster includes two assistants—one geared towards serving clients’ needs, and another geared towards marketing—along with a capable buyer’s agent. Together, Caren and the Welcome Home Realty Group field clients of all kinds, with a particular knack for guiding first-time homebuyers through the ins and out of their premiere transaction. “The most consistent feedback I hear from clients is that I was hands-on in working with them,” Caren says. “I really focus on learning the reasons behind a client’s decision to buy or sell and figure out their long-term goals. I explain what expectations to have and why and keep them informed throughout the process.” Likewise, Caren’s professional background affords her keen insight into the industry, allowing her to guide clients on the finer points of deal brokering from a well-informed, first-hand perspective. “I have a background that’s unique in this industry,” Caren explains. “With my experience in banking, I can translate mortgage questions and help clients understand the numbers.

I make an effort to go above and beyond to understand my clients’ needs, desires, and goals, and help them formulate a plan to achieve those goals.” With 80% of her business generated by repeat and referral clientele, Caren’s consistent ability to deliver is woven into the fabric of her enterprise and has kept business booming.

Another reason that Caren and her team have managed to set themselves apart from the pack is their approach to communication. Not only does Caren remain accessible throughout a transaction to field

questions and quell fears, but she also makes it a point to check in long after a deal is closed. She connects by phone regularly to see how things are faring at a new home, touching base during a client’s moving date, a month after move-in, and even three months, six months, and a year after close. This sustained loyalty and attentiveness demonstrates to clients how seriously Caren takes her role as agent, conveying that professional responsibility and service are promised for the long-term. To market her listings, Caren takes a holistic approach. In addition to utilizing video and professional photography to create immersive online presentations, she also throws Grand Open Houses, driving interest and offers to homes listed.

She also combines the tried-and-true power of door-knocking, and print and digital marketing to ensure maximum visibility for each property headed to market. Altogether, Caren’s most prized aspect of her career is her authentic investment in her clients’ and team’s successes. “I love helping people achieve their goals, both my clients and employees,” she says.

To give back to her local and professional community, Caren serves as Secretary for the Rolesville Chamber of Commerce, and is a regular supporter and participant in their events supporting small businesses in the area. She also gives of her time and resources to Hope Animal Rescue, where she adopted her family dog. She is actively engaged with her two sons’ schools as well, and dedicates time to volunteering and contributing to worthy events and causes there. In her coveted free hours, Caren has recently transformed her health and fitness regimen and has become an avid athlete. She recently completed two triathlons with another coming up soon.

As for the future of her business, Caren has plans in place to solidify her business’s systems, doing her best to streamline and safeguard the processes in place to ensure clients enjoy the highest caliber service. Soon, her husband will be joining the ranks at Welcome Home Realty Group and will bring his own brand of expertise to Caren’s thriving team. All in all, Caren’s years of experience across fields and her decisive eye on the future surely pave the way for much success ahead. “It’s really rewarding to say I own my own business and have been successful at it,” she reflects. “There’s always roadblocks you have to overcome, but I view those challenges as learning opportunities. I love to see how far we’ve come already, and I’m so excited to see where we’re going in the years to come.”

To learn more about Caren Fried

e-mail welcomehomerealtync@gmail.com, or call (919) 964-0732 Top Agent Magazine

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EMILY KELLENBERGER Emily’s passion for real estate began at a young age. In college, she worked in the mortgage department of Wells Fargo Bank. She realized that real estate fascinated her, and she wanted to work more closely with people. She obtained her real estate license before her college graduation (she earned a degree in Business Economics and Accounting through the University of California, Santa Barbara), and spent her last two years in school already active in the real estate industry to the tune of 35+ hours per week at work while managing a full schedule of classes in school. Sixteen years later, Emily leads a team of four including: a transaction coordinator and two assistants–one who helps with escrow management and showings, and another who focuses on bookkeeping and client reporting. Emily now works with Village Properties, the exclusive Christie’s International Real Estate Affiliate for the Santa Barbara area. She serves Santa Barbara South County, and the Northern Beaches of Ventura. This territory stretches from those northern beaches through Carpinteria, Summerland, Montecito, Santa Barbara, Hope Ranch and the Gaviota Coast.

What sets Emily apart from other realtors working in the area? “I think what I’ve accomplished at my age, and what I am currently working on is very unique,” Emily says. “I have a very strong work ethic and I’ve already been in real estate for 16, going on 17, years.

I think I’ve produced a fantastic set of results in the business. I have a sharp eye and a knack for marketing and positioning properties well.” Her clients would agree! A staggering 99% of her business comes from repeat and referral clients. What keeps her clients coming back at such an impressive rate? “I build a bond with my clients.

I do an excellent job for them. They know I’m honest and that I have their best interests at heart. They know I’ll get the job done and they trust my advice. I tend to have wonderful clients. The mutual respect and kind feelings go both ways!”

Emily has honed her talent for marketing each listing as if it’s her only listing. She lists a wide range of properties. “One of my listings right now is a $26.5 million property. We curated an ‘exclusive’ for the release of this property with the Wall Street Journal and they put together a far-reaching article on the property.” She sets up custom websites for her high-end listings, and for each property she hires world-class professional photographers and occasional videographers to document the property and show off the best features. She not only takes advantage of the MLS and other traditional real estate websites; she also uses all the outreach available through Christie’s International Real Estate and other luxury real estate networks she is a part of, including Luxury Portfolio, Luxury Regents, and Leading Real Estate Companies of the World, to name a few. Direct mailings and private individual showings are other ways she tailors the marketing of each property. She also guides clients to excellent staging companies, when needed. “Staging helps buyers visualize 30

themselves in a space and it helps sellers to achieve top dollar on listings,” she says.

Emily found her way to real estate out of her desire to be around and help people and that continues to be her very favorite aspect of the job. “My job is exciting from a design perspective. But what’s most exciting for me is seeing my clients and learning what these properties mean to them and for their lives. Whether it’s an investment property, a second home, my clients helping their children get into the market, or a chapter in life for retirement, seeing my clients’ reactions, building a bond and just having fun with them tends to be what makes the business a joy for me!” After working with Emily, her clients say that she makes the process seem surprisingly smooth and easy.

To stay involved with her community, Emily has worked as the Chair of the Member Services Committee for the Santa Barbara Board of Realtors, where she helped to fundraise for local charities. She also served on the Housing Opportunity Committee, as well as serving clients through the Coastal Housing Partnership.

The owner of Village Properties founded The Teachers’ Fund, a local Santa Barbara nonprofit that purchases classroom supplies on the request of individual teachers and Emily especially loves raising money for that worthy charity. In her cherished free time, she loves to walk on the beach, travel, and paint with oils (www.emkellenbergerdesigns.com). She hopes to continue growing her brand and her team. She just closed escrow on one of her listings for over $16 million–one of the largest sales in Santa Barbara County year-to-date–and she plans to continue her presence in the luxury market. With her experience, her energy, her kind nature, and her drive, she’s sure to continue her success!

To find out more about

EMILY KELLENBERGER, email emily@villagesite.com or call 805.252.2773.

You can also check out her website at emilykellenberger.com www.

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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 32

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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JOE MAEZ When he was last profiled by this magazine, Top Agent Joe Maez was ranked the number two agent in all of New Mexico. Two years later, he has climbed to the number one position through hard work, dedication to providing top-notch client service, and a deep and personal understanding of Albuquerque’s luxury home market.

“I just recently took the number one position,” says Joe, “and now my business just keeps growing by leaps and bounds.

I’m dominating the high-end market right now.” Part of his success selling luxury properties has much to do with the fact that he himself lives the same lifestyle as his high-end clients. “I think big when catering to that particular clientele,” he says. “When I do open houses on high end properties, I park my Lamborghini in the driveway.”

This year alone, Joe will close on over 500 homes, which ranks him #62 of all 150,000 Keller Williams associates internationally. Playing a large part in that phenomenal ranking is Joe’s personal attention to detail, and the exemplary client service he provides. “There are a lot of teams out there, but when a client requests me, they get the number one agent. They’re not passed on to a team member, they get me. They know they have a nationally proven salesperson, somebody who knows how to sell the features, advantages and benefits. When I’m the listing agent for a high-end property, I meet the buyer and the buyer’s broker to make sure the property gets the proper attention and that it’s not just another house with walls and windows.”

The peace of mind that comes with hiring the best New Mexico has to offer is something that his clients find worth the price of his commission. “One of my slogans is ‘when it

comes to real estate, you have choices…why not choose the best?” says Joe. “If you’re going to have open heart surgery, would you pick a new doctor or someone who has a reputation for being the best?”

Savvy marketing, including professional photography and staging are hallmark’s of Joe’s approach. Networking, however, plays a pivotal role in the process. “I have a strategic plan as to what I do in the lead-up before going on the market,” he says. “A lot of properties are sold before they even hit the market because I have buyers for them already. So I don’t like to just throw them on the market immediately, I like to use my network to try and sell them.”

Despite his stellar financial success, it’s the more personal side of the industry that Joe finds most rewarding. “I like that I get to solve problems and help people,” he says. “I’m a huge problem solver, I love real estate because it’s something new all the time, the market is always changing and I like to stay five years ahead of it. I pride myself on being able to recognize trends and advise my clients accordingly.”

When he’s not working, spending time with his wife and two children is of primary importance to Joe. “I love to just hang out with the kids,” he says. “That’s really important to me now that they’re young. We like to travel as a family. We’ve been to Iceland and all over the darn place. Going on cruises, we love that. Just exploring and doing things together.”

Where does one go when one is already at the top? “As far as the future goes,” says Joe, “It’s just about continuing to grow this business, perfecting it, and who knows where the future will lead me and what different opportunities will arise. But I definitely want to be a mentor to youth and make a difference in my community. I want to pay it forward.”

For more information about Joe Maez, please call 505 - 401- 5775 or visit JoeMaez.com www.

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PAUL MARTIN For over 30 years, Paul Martin has been one of the most respected Realtors® working in Eastern Ontario.

Paul has built his reputation by providing the finest service available, combining both tried and true traditional approaches, with all of the latest industry innovations.

Paul leads a team of like-minded professionals who all share his philosophy on how this business should be done. With an office in the historic Town of Perth, the team specializes in the trading areas of Lanark and Leeds Counties. His team currently consists of 14 agents, including three mother and daughter partnerships, all of whom operate themselves with a level of integrity that is the foundation of exceptional representation. “It’s small community, so there’s no room for errors when it comes to service. I’m very proud of the fact that we have such a high rate of repeat and referral business. We are now representing the children of former clients. There’s no greater compliment than having people trust us enough to recommend us to their friends and family.”

Paul and his whole team are very active when it comes to supporting their community. They are involved in everything from charitable fundraisers, to industry organizations, as well as sponsoring local events. “I always tell my agents that the best thing they can do for their business is to be out there in the community meeting people and helping out. As a team we are always looking for more ways to give back to the area that we represent and love.”

Paul couldn’t be more thrilled with where he’s at in his career, and is now focused on helping his agents find the success that he has.

“My goal now is to continue to grow, but more importantly, I want to keep my team healthy and maintain the supportive environment that we’ve fostered here. I love what I do and I want to motivate and support my team. When I help them grow and thrive, it allows us to help more people achieve their real estate dreams.”

Key to providing that first class service is earning trust from the beginning. “Understanding your client’s needs from the start is essential when it comes to helping them reach their goals. All of my agents are skilled listeners, who then keep open and clear communication going throughout the entire process. Clients deserve an agent’s complete attention and that’s what my team provides. We also never rest on our laurels. We are always searching for ways to improve the way we do business. Staying on top of new technologies and systems, anything we can do to make an exceptional customer experience.” This dedication has paid off and Paul’s team has won the Coldwell Banker Premier Office Award numerous times.

As team leader, Paul considers it his main priority to make sure his agents are fully supported. “I’m a big believer in not only helping out my agents, but supporting the industry as a whole.

This industry can have a bad reputations sometimes and I’m passionate about turning those perceptions around. Clients need people they can put their trust in. We always put our client’s needs first, never our own.”

Everyone on Paul’s team takes a comprehensive approach when it comes to marketing their listings, and keep their clients fully aware of all aspects of that plan from the start. “We really do it all, including several high end magazines devoted to waterfront properties. We try and get maximum exposure while at the same time targeting buyers on our more niche properties. Most of my agents are long time residents and almost half live on the lake, so that in-depth knowledge is invaluable with waterfront properties.”

To learn more about Paul Martin and his team, call 613 - 264 - 0123, email paul-martin@coldwellbanker.ca or visit ColdwellBankerPerth.com www.

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Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing?

For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

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

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

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity.

However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters.

You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone.

For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 36

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

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media.

When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term.

Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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JOHN MEULSTEE Shortly after 9/11, a young man from the Philadelphia suburbs followed his desire to enlist with the United States Marine Corps. In what became a life-affirming five years of active duty, John Meulstee completed two tours in Iraq before eventually returning home. “Then I needed a plan!” he says, adding that he had completed some business management systems courses at the college level before joining the Marines. “I was reading a lot of business books when I returned and learned that most people either make or retain their wealth through real estate.” He soon dedicated himself to helping people develop financial freedom through real estate, in turn securing his own future.

Now, after more than a decade in real estate, John is the proud Owner of Realty One Group Legacy, which he opened in Doylestown, PA, in December 2016. Licensed in both Pennsylvania and New Jersey, and primarily covering Bucks and Montgomery Counties in the Philadelphia area, his team includes three buyers’ specialists, a showing agent and three administrative professionals. “We’re tech-savvy with real estate, but our personalized service sets us apart,” says John. “We treat our clients very well and have a high level of communication. It’s all about core values and good systems; I only keep good people on my team who take care of people.”

The systems the team implements, John explains, allow transactions to progress seamlessly. “We’re overstaffed for the amount of transactions we do!” he says, describing their dedication to responsiveness. “We have an extremely systematic approach to real estate; every client gets an organized, meticulous experience, tailored to them.” Part of this approach is education, which begins when John first meets a client and continues long after a transaction. “I send out educational videos twice a month, in addition to mailers and a monthly newsletter,” he says.

John’s favorite part of real estate is helping people through what might at first seem daunting. “It’s not easy to sell your house or buy a new house,” says John. “My team and I train clients on how to get out of their own way and not make emotional decisions.” He enjoys supporting families as they navigate the complexities of offers, contracts and – ultimately – signing their sales or purchase papers. As a result of his hands-on attention and ever-evolving home marketing strategy, John has become one of the top producers in the Philadelphia area.

“We focus on Internet marketing,” John says, when discussing his work for sellers. “There is no one-size-fits-all package, but marketing might include everything from professional photography and premier online listings to HD videos or drone photography,” he says. The team’s 151step, no-risk home sale system guarantees that they will deliver results. “Less than 1% of agents go to the lengths we do in marketing our clients’ homes,” says John, who doesn’t just rely on the internet. He also actively contacts potential buyers and their agents to invite them to listings.

As a longtime Philadelphia-area resident and involved community member, people know John and his business.

“Every month our office does something in the community,” June of 2017, for instance, they restored part of a building that houses a thrift shop benefiting the fight against human trafficking. They also conduct annual food drives.

And, bringing things full circle to his military background, John contributes a portion of his gross revenue to a foundation that helps families who have lost loved ones in combat.

Meanwhile, John also enjoys his pastimes of golf, hiking in the mountains and – best of all – spending time with his two little sons. To keep supporting people’s dreams and living a life he is grateful for, he plans to grow Realty One Group Legacy responsibly over time. The company’s mission is to “inspire and empower people to create a better life through real estate,” and John plans to continue to do so to the fullest.

To learn more about John Meulstee, visit johnmeulsteeteam.com, email john@meulsteeteam.com or call 215.234.7645 www.

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ERIC MORTON When Eric Morton says he will do whatever he can to help, he means it.

“I get things done however my clients need them done, as long as it’s within legal and ethical boundaries!” says Eric, who in his previous line of work in software sales didn’t enjoy that freedom to go above and beyond for clients. “If it doesn’t break any rules, then why shouldn’t I help my clients the way that I want to?” In real estate, he can and he does, through many and varied ways.

Eric, a native Houstonian originally from Kingwood, is now in his third year of real estate and recently founded The Real Estate Agents in Katy, Texas. “From Katy to Kingwood and beyond,” as his slogan reads, he is motivated by his strong desire to help.

Whether making himself readily available to clients, pitching in to stage a house before listing, or coming to the aid of people in distress, he gets the job done.

“I tell everyone that if my eyes are open and I’m awake, I’ll respond to texts, emails or phone calls,” says Eric. For instance, he had some clients who were relocating to Houston from Dallas but could only view homes on Mondays and Tuesdays. “I dedicated those days to them, but we missed out on some houses by a matter of minutes.” Then, at 11:00 pm one Friday, the couple texted. “I had them on an auto notification system so that if any house meeting their criteria came on the market they would instantly know about it,” he explains. “I stayed up till 1:00 am preparing their offer package. They left Dallas at 6:00 am; I left Katy at 8:30 am; we met on Lake Conroe at 10:00 am. And they had an accepted contract by 11:00 am!”

He offers the same dedication to sellers. “At the listing appointment, we walk through the home and I give them a detailed list of what needs to be done to have it show-ready.” If extra help or repairs are needed, Eric sends over his professional partners and even pitches in on his own, personally finishing projects the client can’t tackle, such as mulching, planting flowers, weeding, mowing the lawn or finding gardeners to do those tasks.

“It’s all about finding solutions for your clients.” After getting the home show-ready and having professional photos taken, Eric does drone photography for properties that warrant it. “We might even do 3D Matterport images and I create walk-through videos.” Online advertising reaches the masses through the Keller Williams syndication system and Eric also pays to boost ads on Facebook and Instagram.

individuals who want to work hard and do right by our clients first and foremost,” he says. “And that’s with anything they need,” he says. Living up to that creed, he found ways to help people affected by Hurricane Harvey. “I called all my clients and listings right away and visited local communities to help people tear out carpet and make repairs.” He also offered to list people’s homes for free if they were not protected by flood insurance.

And as a Keller Williams agent, every year he puts his own manpower into fixing up veterans’ homes or helping other nonprofits in need during KW Red Days.

When he’s not putting in time for clients or community, Eric devotes his time to his wife and his three-year-old daughter.

“They are my world!” he says. Inspired both by his family and by the reputation that already has led to his 75% referral base, Eric is headed for a promising future. “I would love to be the Houston Business Journal’s Top 25 team and eventually a top 10 agent.”

Honors such as selling $6.1 million in his first year (earning the 2015 Keller Williams Rookie of the Year Award) and $8.1 in his second year aren’t nearly as exciting to Eric as the happy clients who save large amounts of money when purchasing with Eric’s help. “I want be known for helping people in Houston.”

To learn more about Eric Morton, visit facebook.com/the.real.estate.agents.kw, email ericmorton@kw.com or call 972.765.8489 www.

Eric’s desire to put clients first dictates the way he is growing his team. “The money is secondary. I’m looking for like-minded 38

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Don’t Forget Your Clothes We’re sure your goals are lofty, and to hit them, your marketing needs to be on point. But is your brand and position defined? If not, it’s like leaving the house each day without clothing.

And while some would argue that this would certainly gain attention, we don’t believe it’s the kind of attention you had in mind when you set out to become #1 in your market.

A common misconception is that if you are recognized, you are well branded. Almost a year ago we had a conversation with a Realtor about personal branding. She said, “I feel like I’m already well branded in my market. When I walk into a restaurant, they know that I’m Susan, the Realtor.” We replied, “That’s a great start, Susan. But what happens when other Realtors are in the restaurant, too? What sets you apart from them?” At that point, the light bulb came Top Agent Magazine

on and she realized that she wasn’t truly positioned or branded. She was seen as just another Realtor. We explained to her, “Great branding isn’t about being known for your profession.

It’s about being known for being DIFFERENT in your profession.”

Another misconception is that you should begin marketing before your brand is defined.

For instance, we’ve spoken with numerous Realtors who say they plan to finish their website, conduct a photo shoot, create their collateral materials or even launch a social media marketing campaign, then they will think about branding and positioning. But how do you know what types of photos to take? What will you put on your website to differentiate yourself from others? What will your business cards, brochures and even your social media

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platforms say that will encourage prospects to connect with you first? And finally, why on earth would you waste all the time and money on these very important marketing elements before you establish your brand?

In order to develop an iron clad position and brand, here are some questions you should be asking yourself BEFORE you begin ANY kind of marketing.

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What is my ultimate goal?

Take a strong look at what you want in terms of both professional and personal achievement. What makes you most fulfilled? Where would you like to be financially? Define your path of intended growth.

2

Who is my ideal customer?

Trust us when we say that you don’t want just any customer. You want a customer who appreciates your expertise and dedication, will take repeat advantage of your services and will recommend you enthusiastically to others. Define this person in detail so you have a clear understanding of who you’ll be marketing to and what your message should be.

3

What is my point of differentiation?

This is the most critical question of all. It’s not about what makes you ‘better’. It’s what makes you different. Better is subjective. Different is inarguable.

4

What am I willing to be known for that is authentic to me and significant to my ideal customer?

Find a position that you’re willing to put forth every day. We call this ‘breathing your brand’.

It must also be a position that is meaningful to your ideal customer. We’re trying to create an image that makes your ideal customer immediately connect with you and feel as though they simply shouldn’t be working with anyone else.

A well-defined brand will help you stand out among your competitors. It will serve as a magnet for your ideal customer. And if promoted consistently and passionately—and lived authentically—it will make you instantly recognizable among your community in an unforgettable way. And finally, a solid brand can give you the confidence you’ve likely never experienced at the same level. There’s such power in walking out the door every morning knowing who you are, what makes you unique, who you will be helping today and exactly how you’ll be helping them. And when all of your marketing materials are consistently branded with the same image and messaging, there is undeniable pride as well.

So before you dive into more marketing, don’t go out the door without your branding clothes. You wouldn’t want to portray the wrong perception, now, would you?

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.

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MIKE OLBERDING When Mike Olberding was twenty years old, he took a job conducting home inspections for an insurance company.

Over the course of this first professional foray, he surveyed over 6,500 homes and learned that nearly 1,000 of those homeowners were in the process of selling their property. Mike was struck by a new idea: making a move into real estate. After consulting with a family friend who worked as a broker, Mike decided to make the transition complete. Twenty years later, he is now at the helm of a sterling career and team—built on firsthand expertise, straight-shooting counsel, and a client experience that is unrivaled.

Mike heads a team of six agents, along with a transaction coordinator. Together, they serve the greater Phoenix area, with a particular proficiency for the Southeast Valley. With more than half of his business generated by repeat and referral clientele, Mike’s track record of success is well proven. He’s built a storied reputation on a people-first perspective. “We make sure the client comes first, no matter what,” Mike says. “Our policy is to under-promise and over-deliver on everything, and we follow-through on what we say we’ll do.” What’s more, Mike offers his clients insight that incorporates two decades of experience, in addition to unvarnished advice.

“I go to bat for my clients and negotiate on their behalf, taking into account what their goals are—even when it’s something as small as a washer and dryer,” he says. “That said, we try to advise our clients to have perspective. We don’t sugarcoat anything and make sure our clients understand what’s realistic. We keep calm, keep things professional, and our clients appreciate that.”

ibility across more than 1,500 websites, ensuring that each home finds the ideal buyer in short order. “When I’m done with listing presentations, there’s literally two to three inches of research and paperwork on the client’s dining room table,” Mike laughs.

Completing his due diligence is woven into the fabric of Mike’s business model, and clients rest assured that all avenues have been exhausted when it comes to getting the most out of the listing process.

As for what he enjoys most about his day-to-day work, Mike says: “I enjoy working with other people and helping them through what’s likely the largest transaction in their lifetime. At the office, we joke that we’re counselors first and salespeople second. To be able to have our clients realize their goals is extremely rewarding.”

Mike extends his spirit of service toward his local community, as well. In addition to past service on the city council back in his home state of Oregon, he’s also served as an HOA President. He is an active volunteer with Habitat for Humanity, the Special Olympics, and the Make a Wish Foundation. In his free hours, Mike enjoys getting away with family by camping in the great outdoors.

As for the future of his business, Mike has plans to continue his enterprise’s year-over-year growth. He’s currently in the process of streamlining and systematizing his office’s workflow to produce optimal productivity as a business. Considering his two decades of incisive experience and his keen eye toward the years to come, the future ahead is sure to be bright for Mike Olberding and the Olberding Team.

To round out his professional philosophy, Mike is a big believer in consistent communication and tailor-made service. Understanding that clients are experiencing a major milestone when it comes to buying or selling a home, he takes his role seriously and is sure to stay communicative and readily available throughout a transaction. Additionally, Mike knows that there’s no one-size-fits-all approach to the real estate game and alters his method and style to each clients’ overarching vision. “We get the job done, and we do it to the specification of our clients,” he explains. “We cater every transaction to the client and their specific needs—whether it’s about speed and getting a property off the market fast, or whether it’s about getting every last dollar out of a house. We ask our clients exactly what they’re looking for from their experience, and we tailor of our efforts to our clients’ goals.”

To market his listings, Mike incorporates professional photography and video for each property, and also offers free staging to those he serves. Likewise, his platform affords access to a vetted list of vendors and contractors to help out with home renovations in preparation for market. Online, listed properties enjoy high visTop Agent Magazine

To learn more about Mike Olberding visit PhoenixMetroHomesForSale.com, e-mail Mike.Olberding@BHHSAZ.com, or call (480) 459–1911 www.

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DAVID PATSEL Although he is now one of the most successful agents working in Central Virginia, David Patsel initially thought he would be working in the industry as an appraiser. “In 2003, I was taking courses to become an appraiser, when I reached out to one to establish a mentorship. He actually suggested that I consider becoming a Realtor®. I decided to check it out, took the courses and just fell in love with the business. That was 13 years ago and I haven’t looked back since.”

David currently leads The Patsel Team at Napier Realtors ERA, which includes four other agents and a closing coordinator. The team serves most of Central Virginia with a particular focus on the city of Richmond, the surrounding counties and the Tri-Cities. David and his team truly excel at helping everyone from first time homebuyers to seasoned investors, as well as relocation clients.

Part of the reason for that is David doesn’t see this business as being about sales, for him, it’s all about building and maintaining relationships.

circle, so we’re really able to get top dollar and sell property quickly, and that’s been a big part of my success.”

David is actively involved with the local real estate association, the Southside Virginia Association of Realtors®.

He’s also involved with a non-profit that helps veterans and one that helps people in need fix their distressed properties. Through his church, David is is about to go on his third mission trip, this time to Belize. When he isn’t working he enjoys spending time with his family and going to the beach.

David would like to continue to grow his team and his office, expanding into new territories. “I’ve built a good reputation in this business and I’m excited to grow the group. It’s important to me that each person has their own identity within the group and I want them to have all of the success that I’ve had. I love what I do, it doesn’t even feel like a job to me. You get to help people every day and that makes it very rewarding.”

Key to doing that is by offering a level of communication that truly goes above and beyond. “One of the biggest complaints about Realtors® is that they don’t return calls or emails. I am a full time Realtor® and when someone gets in touch with me or has a question, I acknowledge them and get back to them with a clear answer. That’s a big thing. If you get back to someone 5-6 days later, it’s too late. I also keep that relationship and communication going long after the active transaction. I have a great client platform that helps me stay in contact, and then I do some extra personal touches like pop-bys as well. I always want to be a resource to them.”

David’s above and beyond approach extends to his comprehensive marketing approach as well. “We get the property in the best shape possible and then get professional photos taken, before giving the listings maximum exposure.

We have a larger presence on social media, we do YouTube videos and enhance our listings on all of the major real estate websites. I also have an extensive networking 42

To learn more about

DAVID PATSEL

call 804 - 931 - 4072, email david.patsel@gmail.com or visit patselteam.com www.

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Every Player is Valuable: How to Boost Your Team’s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly.

Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious.

Here are some things that you can do to increase morale and productivity in your workplace: 43

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

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While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team.

An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

2

Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

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doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

3

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too.

Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees.

Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit.

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RICK REITH Back in 1998, after a successful career at the United Parcel Service, Rick Reith knew it was time for a change in his professional path. Prior to beginning his formal career as a real estate agent, he’d already earned a bit of firsthand experience selling a home, and it was the perfect test-run for the track he ultimately chose. Today, Rick has been in business for nearly twenty years. Throughout, he has cultivated a longstanding reputation built on the principles of client-first care, forthright counsel, and an abiding passion for his chosen field.

Primarily serving the Milwaukee metro region, Rick specializes in the area’s suburbs, particularly Elm Grove, New Berlin, Brookfield, Germantown, and Wauwatosa—to name a few.

With 85% of his business generated by repeat and referral clientele, Rick has built his business by bringing a personal touch to each transaction, instilling a sense of preparedness and calm in all those he serves. “I strive to treat every client as if he or she was part of my family, my brother or sister,” he says.

“I’ve been doing this for nineteen years and I work hard on behalf of each and every client.” In that vein, Rick incorporates a twenty-first century appreciation and utilization of emerging technologies, ensuring that each property enjoys maximum visibility and up-to-date marketing. Likewise, he instructs clients on prepping homes for market. Using his wisely chosen network of contractors and vendors, he offers clients access to trusted resources—whether they’re fine-tuning their property before listing, or have bigger renovations in mind when buying.

Additionally, Rick incorporates professional photography for every listing, rightly recognizing the power of a curated online

impression in today’s competitive market. “The internet is such a huge, important part of selling homes now,” he explains. “It’s so important to have good photography best representing your home’s value.”

Keeping in touch with clients long after the closing table is also of high priority to Rick. To stay connected, he sends out area sports calendars for the Brewers and the Packers, as well for area festival events. For his part, Rick also makes it a point to stay accessible, recognizing that availability and a quick turnaround are integral components of industry success. “Timeliness is very important in this marketplace,” he says. In addition to providing superlative service, Rick’s track record of success is proven—demonstrated over the course of a lengthy, prosperous career. What’s more, his passion for his work is genuine, and he relishes the excitement and challenges each new day presents. “I love doing something different every day and I like working with different people and in new situations,” he reflects. “Each day is unique and exciting; it keeps you involved with your work. It’s what I love about it. When you are your own boss and you grow your business, you can be proud of that since you built it on your own.”

Though his schedule keeps him occupied, Rick does his best to give back to the community through prior work with the historical society. In his coveted free hours, he enjoys the area’s many sports teams, practicing archery, and taking his motorcycle out for a spin with his wife on back.

As for the future, Rick has plans to continue his business’s growth, with hopes to bring on likeminded professionals and further develop his imprint. In the meantime, he’ll continue his service of the Milwaukee area, fielding the homeownership needs of his community and making a bright impact on the lives of others, one home at a time.

To learn more about Rick Reith visit rickreith.shorewest.com, e-mail rreith@shorewest.com, or call (414) 795 - 8833 www.

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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.

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Top Agent Magazine

Top Agent Magazine

AMANDA WOLINSKI Top Agent Amanda Wolinski is a self-described “type A” personality who brings to the table not only an impressive work ethic, but a vast well of knowledge that allows her to provide top-notch customer service to her many grateful clients.

Amanda, who works for RE/MAX First Choice in Baltimore, Maryland, is also part of the family business, Chesapeake Custom Properties LLC. The company has been buying, selling, building and renovating properties for almost twenty years in the Baltimore area. Brothers Mel and Charlie Wolinski specialize in new construction and total home renovations, while Amanda helms the selling arm of the enterprise.

With almost 75% of her transactions based on repeat and referral business, Amanda is clearly doing something right.

When asked what accounts for this, Amanda replies, “I’m not a Monday-Friday, nine-to-five agent. This is 2017 and those days are over. Real estate moves a lot faster these days and clients often expect instant responses. Like many agents, I live on my cell phone. Thankfully, my husband is in the same business and understands the demands of my job. The home buying process is really stressful for a lot of people. I want to be their support system and a helpful resource for them.”

Another factor in Amanda’s success is her ability to assess a home and inform clients of potentially problematic concerns – and what not to be concerned about - on the spot.

“I’m able to provide not only my advice fro my own experiences, but my husband’s as well. Technology has become so helpful in real estate. In fact, I can usually Facetime my husband when I’m touring a home with a client, and because he’s a Maryland licensed home builder who has been doing this for twenty years, he’s able to answer questions on the spot regarding repairs or property conditions. He also can quote estimates of prices off the top of his head, say, for example a new granite countertop or replacement windows.

I think people find that so helpful because he can give them answers instantly.”

Amanda, who has a Bachelor’s degree in Psychology from Towson University and began work on her Masters in Negotiation and Conflict Management, is ideally suited to deal with the emotional aspect that imbues most real estate transactions. “It’s surprising how much of my studies I can apply to my job. A lot of the things I learned I learned in college definitely apply to real estate. Negotiating, mediating, collaborative problem-solving and alternative dispute resolution as well as keeping people calm and holding their hands through the process.”

Clear communication and honesty are hallmarks of Amanda’s approach to buying and selling homes. “I have a lot of clients who worked with previous realtors, and their biggest complaint was that they were poor communicators. I do my best to deliver instant responses.” It’s clear also that Amanda sees more than dollar signs when working with her clients.

“I will tell people that I think a certain house is going to be a money pit. I’m in the business of building and renovating so I’m very familiar with the cost of most repairs” she says.

“I’m not just trying to sell them a house, I want my clients to be happy and know that they’re making a good investment.

They know that I’m looking out for them.”

All her financial success aside, it’s the personal side of the industry that Amanda enjoys the most about her job. “My motto is Team Work Makes Dreams Work,” she says. “It’s all about working together to solve problems and the goal is always to try to make all parties involved happy at the end.” She also enjoys the challenges of the job. “Every deal is different, it’s always a challenge! It’s never mundane, boring or stagnant.”

As for the future, in addition to continuing to provide her clients with exceptional service, Amanda is currently planning to build a subdivision, something she and the family business have been contemplating for a while. She also has no plans on retiring, even when she hits retirement age. “I can easily see myself selling real estate at 65, but in Florida of course!”

For more information about Amanda Wolinski, please call 443 - 528 - 6291or email amandawolinski99@gmail.com Top Agent Magazine

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Top Agent Magazine