Nationwide 10-2-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

DONA AGUAYO

ARBER BALIDEMAJ

GOLDENWEST MANAGEMENT

JENNIFER DiPIETRA

JAYSON HOOSHMAND

DAWN FINCH

TERRI MARTINEZ

DAVE McNULTY

EDWARD ONOFRIO

ANDRÃ&#x2030; PARISIEN

DAVID PATSEL

DANIEL ROBINS

FEATURED TITLE AGENCY APRIL SALLADAY

JENNIFER SOMMERS

ANGELA STEPHENSON

NATIONWIDE & INTERNATIONAL EDITION

TERRI MARTINEZ

ANDRÉ PARISIEN

FEATURED TITLE AGENCY APRIL SALLADAY

DONA AGUAYO

24 ARBER BALIDEMAJ

JENNIFER DiPIETRA

GOLDENWEST MANAGEMENT

DAWN FINCH

CONTENTS 4) 5 STEPS TO ACHIEVE LONG-TERM SUCCESS AS A REAL ESTATE AGENT

11) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM'S MORALE

8) CREATIVE WAYS TO SAY THANK YOU

15) DON'T FORGET YOUR CLOTHES

19) NEWER AGENTS: MORE QUESTIONS TO ASK YOURSELF — ARE YOU STUMBLING OR UP AND RUNNING? 25) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

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

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JAYSON HOOSHMAND

DAVE McNULTY

EDWARD ONOFRIO

35 DAVID PATSEL

29) FOUR CHALLENGES AND SOLUTIONS FROM THE FRONT LINES OF THE REAL ESTATE INDUSTRY

DANIEL ROBINS

33) HOW TO SEND SMARTER EMAILS

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JENNIFER SOMMERS

ANGELA STEPHENSON

37) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION

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5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business. So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

FIND A MENTOR

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

CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

BUILD A SOLID FOUNDATION

SET GOALS

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

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

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TERRI MARTINEZ Terri Martinez, Broker Owner and active Realtor® at NUWAY REALTY in Coweta & Fayette Counties, Georgia began her sojourn in the real estate world nearly twenty-three years ago, and has since forged a career that has positioned her solidly among the very best agents currently selling in the Peach State. Her entry into the business occurred almost accidentally. “I was working a full-time job in Phoenix, Arizona,” says Terri, “and I loved going around looking at model homes. I decided to buy one, and then I bought another, and another. I began coaching and helping others to figure out how to purchase a home. I showed them that if a young single woman could do it, so could they.” Deciding to channel her newfound home-buying expertise into a new career, she obtained her license and began selling part-time. After a brief move to Hawaii, she and her husband eventually settled in Georgia, where she took a leap of faith and began selling full-time, ultimately opening the highly-reputable boutique agency NUWAY REALTY in 2009. Beginning with a team of four, and working her way up to a current roster of eighteen, Terri built her company around the team concept, and the entire group shares her dedication to providing the very best client service available. With a repeat and referral business rate of nearly 80%, Terri clearly understands how to keep her many clients satisfied. What keeps her clients coming back is an authentic, honest approach to sales. “I think my knowledge is one reason, but the fact that I’m so passionate about what I do is why I’ve been so successful,” says Terri. “I’m also fun to be around, or so I’m told. I make it a fun experience. I think what makes me different from many other agents is that it’s not about the money for me. This isn’t even sales for me, it’s about customer service and listening to what your clients want. I

think my repeat business is because of the overall experience I give them; I try to make it as smooth a process as possible. The Realtors® I hire need to have the same type of passion I have.” For all her financial success, for Terri it’s all about the people. “Helping people, particularly first-time home buyers, is what I love. You’re helping them with the biggest purchase of their lives, and that’s what I enjoy. I love working with Buyers and Sellers equally, so keeping up with the latest technologies, marketing strategies and staying abreast of the ever changing Real Estate market trends is most important. My team of Realtors® don’t just stick a sign in the yard and hope it sells. It’s important to know how to price a home and coach clients to prepare their home 100 percent before listing it.” While Terri has been approached multiple times with offers of franchising, she prefers to keep her agency in the boutique mode. “I don’t want to compete with the big guys,” she says. “I just want to continue building my agency’s reputation within the community. That’s huge for me. I think when you get too big, you lose something. I’m very hands-on, and the size of my business allows me to keep everything to a high standard across-the-board. If you get too big, you can’t control that.” Her pride in NUWAY is obvious. “My company is a Hispanic, woman-owned company, and I’m very proud of that,” she says. “I wanted to create a Real Estate firm that was a little different where the Realtors® I hired were just as passionate as I am, and to leave a sort of legacy.” When she’s not working, Terri enjoys spending time with her family and her dogs, and tries to visit the Caribbean twice a year. She also loves going out to dinner with her husband, dancing and drinking wine with her girlfriends. “When you get older,” she says, “you realize just how important faith, family and friends are.” As for the future, growing her company is less important than continuing to burnish NUWAY REALTY’S already highly-respected image in the local community. “I want to keep NUWAY REALTY fierce,” she laughs. “Like me.”

For more information about Terri Martinez and her Team, please call 770 -252 -2585, email nuwayrealtyinc@gmail.com, or visit nuwayreatly.net www.

Lawson & Beck, LLC is proud to congratulate

Terri Martinez

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

LAWSON & BECK, LLC 1125 Commerce Drive, Suite 300, Peachtree City, Ga 30269 Voice: (770) 4 8 6 - 8 9 4 9 | Fax: (770) 4 8 6 - 8 9 5 0 Email: sam@lawsonandbeck.com www.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. Top Agent Magazine

ANDRÃ&#x2030; PARISIEN Top Agent Magazine

ANDRÉ PARISIEN André Parisien, Real Estate Broker and Private Office Advisor at ENGEL & VÖLKERS TREMBLANT, discovered his passion for real estate in 1999, and he’s had a thriving business ever since. Currently André works with a team of 13 sales representatives at the world famous Mont-Tremblant ski resort. Tremblant isn’t just popular during the winter: It’s an international, four season resort destination hosting a festive musical gateway la Fête de la musique with Angèle Dubeau, a blues festival, an IRONMAN race, and other exciting events. André’s enthusiasm for showing clients all that Tremblant has to offer has resulted in his tremendous success–in 2016 he finished #1 in all of Canada in real estate sales volume and #2 in transaction amounts.

and service every time they use them. “I’m not just selling the condo. I’m selling the lifestyle,” he says. Past clients coming to their Tremblant properties for a ski trip reach out to André for help booking everything from restaurant reservations to ski lessons for their children. Often guests stop by his office to say hello or thank him for his support. “When my guests buy a condo from me, I supply them with champagne. I do it the first time but after that they come to me,” he says with a smile. “We stay in touch very closely.”

A staggering 90% of his business comes from repeat clients or referrals. Many of his clients buy a small property at first, and then come back a few years later after having children because they need a more spacious condominium. These happy repeat clients are eager to spread the word among their sphere of influence about the excellent service André provides and the joys of the Tremblant mountain resort lifestyle. “My clientele has a lot of trust in me,” André says. What sets André apart from other realtors in Tremblant? He understands and embraces the culture of the resort village. He’s straightforward and honest, but also fun and engaged in the process and with everyone in Tremblant. “With me, what you see is what you get. I’m very lively. I’m the type of guy who likes to go to the bar. People at the resort will go check to see if I’m at the bar or at my real office,” André says. He is always ready with a smile and a story, as well as insider knowledge of the properties available in Tremblant.

To give back to the community, André and other agents from his office ski in an annual 24 Hour Ski Race to raise money for charities. “Last year participants in the race collected over $3 million in one night,” André said. He also participates in fundraising auctions for local charities. When he’s not working, you can find André on the ski slopes. In the summer, he likes to golf, road bike and travel to Santiago, Chile. André enjoys his work so much he hopes to continue his career for years to come, as well as continue to train young agents in his office. Now those are worthy goals and ones his clients and the members of the Tremblant community will appreciate!

To market listings, André uses the MLS system and places print ads in international magazines and newspapers. He also gives gifts of skis or jackets with his name and logo on them, which remind clients of his work 10

What does André like most about his job? “Each morning when I wake up, I look at myself in the mirror, I brush my teeth and I say, ‘What will my day be like?’ And that’s what I like about my job. I like people. I love to go to dinner with my wife, but if other people go with us, that’s even better! I love to entertain! I’m not a quiet guy,” André says with a happy laugh.

Havre Des Légendes

To find out more about ANDRÉ PARISIEN, email Andre.parisien@evcanada.com call 819 - 42 5 - 4905, or visit app.evrealestate.com/evandréparisien

http://

Every Player is Valuable: How to Boost Your Teamâ&#x20AC;&#x2122;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: 11

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.

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.”

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

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

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. Top Agent Magazine

APRIL SALLADAY

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APRIL SALLADAY April Salladay of Legacy Title Group LLC in Colorado Springs, Colorado understands fully the importance of empathy and integrity in a business that often treats its clients as mere numbers. A background in the medical industry and an innate love of people are among the many reasons she is able to connect on an intimate level with her many grateful clients. “I was working in a hospital,” says April, “and my husband who works in the mortgage industry took me to an event the title company was providing, and long story short, by the end of the evening they offered me a position. I checked it out and I am still going strong ten years later.” That medical background has uniquely prepared her for the challenges of a career working in the title industry. “It was really about keeping your eyes and ears open, as well as putting other people first. I’ve worked in nursing homes, worked in post-op, I’ve worked in pediatrics. I just like to take care of people and make sure they’re getting exactly what they need and deserve, whether that’s a specific service or just to feel better. In any situation, whether that was kids getting their shots or tracheotomies or ventilators, you had to be able to communicate to them exactly what was going on. It’s the same in the title industry.” Legacy and April’s commitment to providing the very best in client service has resulted in Legacy being able to boast of a rate of repeat and referral business that is close to 90%. Much of that has to do with April’s dedicated approach to her craft. “I think it’s just a level of personality and also a high level of service,” she says. “I like the personal touch. I like to get to know personalities before I match them with the right closers.”

Staying in touch with past clients is of paramount importance to April. “I do have an assistant, and she helps keep me on track, because for the last few years I’ve been the only salesperson they’ve had a Legacy. She puts things on my schedule, like lunches, pop-by’s, and just reaching out to them to make sure everything is going well, and to let them know that if they have a problem I’m here for them. I don’t like to leave people out there too long without touching base.” What her clients remember most about working with her, surmises April, “is that I’m always available, and that I’m absolutely consistent. If I say I’m going to do something, I do it.” Giving back to her community is important to April, and to that end she’s worked with the local Housing and Building Association, and has been a member of the Sales and Marketing Council, among other booster organizations. Of particular importance to her, however, is her work on an imminent bone marrow drive, which she says hits particularly close to home. “I’m in the process of forming a 501©3 non-profit. I want to do something separate from the real estate community and do something that gives back. It’s kind of where my heart is being pulled at the moment.” When she’s not working, April enjoys nothing more than spending time with her biggest supporters, her husband and two sons. “I enjoy going to their sporting events, and different school-related activities. There’s football, there’s golf, and we’re into motocross so we travel on the weekend. I like to be outdoors, I like hiking, just getting out.” As for the future, April is eyeing potential management opportunities in her industry. “I’d love to grow new salespeople and teach them what I’ve learned, how I’ve become successful.”

For more information about April Salladay, call 719-351-5455 or email asalladay@legacytitle-llc.com 14

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.

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.

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.

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.

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. 16

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DONA AGUAYO Her tagline, “The Care You Deserve,” speaks to the kind of amazing service Dona Aguayo gives every client. They can’t stop raving about the way she handles every detail, makes the process seamless and knows the market inside out. The fact that Dona has a master’s degree in social work might just have something to do with it.

media as well: Instagram, Facebook and Twitter. From the beginning, she makes sure everything is done at a top-notch professional level: photos, virtual tours, floor plans that have been measured by an appraiser. Dona may do light staging herself or have furniture brought in.

“I take my responsibility very seriously,” she says. “A home is typically someone’s biggest financial investment and my job is to protect that. Whether they’re strangers, family members or friends, everyone is treated the same, regardless of price point. I make sure they’re educated throughout the process, and protected.”

People are the best part of the job for her. “This is social work to me,” she says. “Every personality is different. I love celebrating everyone’s milestones, wherever they are in life. If they’ve come to this area without family or friends, I love connecting them with the community and giving them that additional support as they adjust.”

Dona’s clients know she really cares. She’s built her business mainly through referrals. “I communicate regularly,” she says,” even if it’s just to say hello. I want my clients to know they are my priority.” Dona’s path to real estate wasn’t as divergent as it seems: she grew up with a father who was a builder and a stepmom who is an agent. Dona had finished her master’s in social work, practiced in the field, and had a son when she realized she needed a new direction. She got her real estate license in 2005 and hasn’t looked back.

An active member of the community herself, Dona volunteers as both coach and sponsor with Girls on the Run, a program for girls ages 8–13 that teaches them life skills, ending with a 5K run at the end of each season. She is also involved with the PTA at her children’s schools and is an 11-year member of a women’s investment club. Connections are important to her: If a client has a charitable event, such as a golf tournament, her team will sponsor it. If people have lost loved ones, she’ll support them beyond the initial time of loss.

Now Dona and her team—a marketing specialist, administrator/COO and buyer specialist—serve the entire Triangle with a repeat and referral rate of 96 percent. Not only is Dona the founder and broker/owner of 919 Realty, she’s a Certified Residential Specialist (CRS) and Graduate of the Realtors Institute (GRI).

When she’s not working, she loves being a soccer mom, playing basketball with her kids, doing yoga or just sitting on the beach reading a book.

Most buyers today start their search online, so Dona features her listings on sites beyond just the MLS, realtor.com, Zillow and Trulia (where they’re supposed to be), she uses social

In the future, Dona plans to expand her team, hopefully growing in a way that every member can have a life of quality and purpose. She’d love to build a business that sustains itself across time, and then pass it to the next generation. As Dona continues giving people “the care they deserve,” there’s no doubt she’ll accomplish that goal.

For more information about Dona Aguayo of 919 Realty/Keller Williams Elite, Durham, NC, please visit 919Realty.com, call 919 - 641 - 5819 or email dona@919realty.com www.

Business photos by Alycat Photo and Video Services

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ARBER BALIDEMAJ Top Agent Arber Balidemaj of Houlihan Lawrence may be relatively new to the real estate industry, but he has already firmly established himself as one of the most talented, professional and dedicated agents working in Northern Westchester County, New York. Arber got his start in the industry two years ago. Fortunately, he had a relative in the Bronx who was a top agent for six consecutive years, and who took him under his wing and showed him the ropes. “He was very tough, he was very old-school,” says Arber. “I worked with him and absorbed his twenty-two years of knowledge in eight months, and turned decades into days.” After a rocky start in the Bronx, Arber eventually began working in his hometown of Cortlandt Manor, where his career ultimately took off and has been ascending ever since. Arber’s stunning level of dedication to his craft and to his clients has resulted in a large and loyal customer base. “One of the differences between myself and some other agents is that I work 24/7,” he says. “I’ll do whatever needs to be done, there is no passing the buck, I don’t ever make excuses.” As an example, Arber points to a situation where photos needed to be taken of a client’s home, but a large tree branch was impeding the shot. “So I went out and I cut down the tree,” he laughs. “I do whatever it takes to get my clients what they need. For me, it’s not about real estate, it’s about life. That’s the concept I use.”

Staying in touch with his past clients is of paramount importance to Arber, and he goes out of his way to communicate to them his gratitude for their patronage. “I’ll send anniversary cards, holiday cards. I also like to write them handwritten notes, send them Starbucks gift cards, just do things to spoil them.” His many clients have expressed their own gratitude through a multitude of glowing reviews that can be found on his website. Among the many testimonials is this one that encapsulates the type of service Arber provides: “After a disappointing three-month experience with another realtor and only four showings - I contracted with Arber to market and sell my home. Within 1 week he not only organized multiple showings, produced a gorgeous detailed color brochure of my home and hosted a open house - but was able to bring me multiple offers that resulted in contract signing within thirty days of listing my home. Arber is the consummate professional who is exceptionally prompt in his responses and very skilled in negotiations - I will definitely recommend him to anyone looking to sell their property.” Despite the financial success his career has afforded him, it’s the more personal side of the industry that Arber finds the most gratifying. A recent invitation to a client’s BBQ lead to a realization. “That’s where it hit me,” he says. “They were no longer just clients, they were my friends.” As for the future, Arber’s plan is to continue to grow his business and build a solid team to support him, all while continuing to hone and perfect the already-exceptional client service that has become his calling card.

For more information about Arber Balidemaj, please call 845-490-4944 or email ABalidemaj@houlihanlawrence.com Copyright Top Agent Magazine

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Newer Agents: More Questions to Ask Yourself—Are You Stumbling or Up and Running?

By Carla Cross

ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business. From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager. Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’. Now, here are five more. Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!) Key point: Use the time lines in Up and Running to project your income. You don’t want Top Agent Top Magazine Copyright Agent Magazine

Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time! Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working). Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent. Do I have a budget so I know how much money I should be spending in marketing my listings? Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too). Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 20

fall off my start-up plan (to keep me from failing)? Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success. Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)? Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc. That’s why I put so much inspiration and motivation in Up

and Running—we all need it! Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success! Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914.

JENNIFER DIPIETRA, PERSONAL REAL ESTATE CORPORATION Though Jennifer DiPietra was born with real estate in her blood, it wasn’t until she graduated from university that she decided to join the ranks of the industry. She earned early experience assisting her father—a successful realtor in his own right—until 2006, when she took the plunge and earned her real estate license. From there, Jennifer and her father joined forces, working together as a team until 2012. Then, Jennifer made the final leap. After learning the ropes from an esteemed professional like her father, she set out on her own. Now, five years later, she’s at the helm of a striking career built upon lasting relationships and a dedication to above-and-beyond client care. Primarily serving the Tri-Cities and Maple Ridge area, Jennifer spearheads her work as a solo agent. Jennifer cites communication and accessibility as some of the key drivers of her success to date. She makes it a point to always stay accessible, and on top of things. This allows clients to readily reach out with questions or concerns amidst the anxieties of the transactional process. Likewise, this practice allows trusting, long-lasting relationships to be built with her clients. Jennifer often finds that by the end of a transaction, she’s become friends with those she’s served. “I create relationships with people, and that’s really what this business is about,” she explains. “I invest in my relationships with clients because I want them to feel comfortable trusting me. Building those connections is what propels you forward.” Jennifer’s dedication to personalized service accounts for consistent repeat and referral business, as clients confidently return and refer their friends. As for marketing her listings, no stone is left unturned. Firstly, Jennifer provides professional-level photography and a virtual

tour for each property she lists, along with feature sheets that capture a wide audience online. Syndication across numerous websites and social media platforms also ensures that listings enjoy maximum visibility. As for staying in touch with past clients, Jennifer sends out newsletters with information about the ever-changing market, including updates on developments in the area. She mails Christmas cards, and sometimes drops by, gift in hand, to show client’s her true appreciation. In reflecting on what she loves most about her work, Jennifer says: “I like being able to make a difference in people’s lives. Often, this is the single biggest investment of someone’s life. It’s an exciting process, but of course it can also stressful at times. Being able to guide them through to a successful transition is the most rewarding part of the job.” Outside of the office, Jennifer is committed to giving back to her local community. In addition to being involved in her church, Jennifer donates 10% of each paycheck to various worthy causes or to people in need. “It is a blessing to be able to give back. I have been blessed beyond measure in this business and it is a privilege to help those in need.” In her free hours, she relishes time spent with her four kids, and enjoys traveling to new destinations when her schedule permits. Looking ahead, Jennifer plans to continue to make a difference in peoples lives. Real Estate has given her that platform for now, but once her successful career closes, she hopes to be impacting people in a different way, traveling and spending time with her children, and their children, too. Equipped with an industry pedigree that began at birth—along with an authentic passion for her clients’ successes—the years still to come are sure to be bright for Jennifer DiPietra.

To learn more about Jennifer DiPietra, visit jenniferd.ca, e-mail dipietra.realestate@gmail.com, or call (604) 250 - 8705 www.

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DAWN FINCH For over 26 years, Dawn Finch had a successful career working in the corporate world, but in 2012, she experienced some major life changes. “I was on a project that just wasn’t fulfilling or challenging to me and I ended up resigning from that position. About the same time, my marriage was winding down. It wasn’t easy, but I wasn’t about to give up. I decided to reactivate my real estate license and was determined to succeed. I learned everything I could and worked harder than I ever had in my life and ended up selling 22 homes in my first nine months. It was the best decision I ever made. I completely turned my life around, and four years later, I’m starting to build my own team.” Dawn is with Keller Williams Consultants Realty, and is currently one of the most in-demand agents working in Central Ohio. She primarily serves Grove City and specializes in Pickaway County, where she has built a reputation for having an in-depth knowledge of the marketplace that is truly unsurpassed. Dawn has already built up an impressive 75% rate of repeat and referral business, a sure sign that she’s doing something right. Dawn credits her absolute devotion to putting her client’s needs first as being key to her success. “It’s all about my clients, it’s not about the money, I focus on doing what’s best for them at all times; servicing my clients is my top priority and I work hard to achieve their goals. That includes learn-

ing as much I can with education, attending conferences and sitting on the Columbus Realtors Appraisal Committee, anything I can do to give my clients a competitive edge, I do.” In addition to her exceptional customer service, Dawn is also given high marks for her no-pressure, soft-sell style, which enables her to connect with her clients from the start and build long lasting relationships that she maintains long after the active transaction. “I do a lot of social media and mailings, but I really like having a more personal touch with my clients and stay engaged that way. I am a very positive person and I think that positive energy is what makes people so comfortable referring me to their friends and family.” Dawn is active in her community and likes to stay involved with the local school district, her church, as well as with the Pickaway County United Way. When she isn’t working, Dawn enjoys spending time with her kids, traveling, golfing, cooking and her latest passion, learning how to play the piano. Dawn couldn’t be more thrilled with where she’s at in her career and is excited for what the future holds. “I’m so proud to be starting my team, and helping more people find the joy and fulfillment that this career has brought me. It really opened up a whole new world for me, and it makes me happy to help others find their passion as well. I truly love this business and I’m committed to helping even more people, both team members and my clients, in the coming years. I totally changed my life and I thank God every single day.”

To learn more about Dawn Finch call 614-753-0538, email dawnfinch@kw.com or visit dawnfinch.kwrealty.com www.

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GOLDENWEST MANAGEMENT “We’re not REALTORS® who happen to do property management,” says Jayson Yoss, founder and owner of GoldenWest Management, Inc. “We’re licensed agents who focus specifically on property management. That’s our business in total, which sets us apart from other property managers.” Headquartered out of Las Vegas, NV, GoldenWest runs three offices staffed with local-market experts in San Diego, the Phoenix Arizona and the Las Vegas valley. With more than 30 team members across the company’s three locations, Jayson and his staff make it their treasured duty to care for the needs of each property owner (landlord) while also ensuring that tenants’ needs are met responsibly. Managing more than 1,000 properties in total, Jayson says, “We do everything from A-to-Z so that all the owner has to do is sit back and watch the direct deposits come in every month.” Services include the marketing of each property, showings, background and screenings of prospective tenants, drawing up leases, interior inspections and rent collection. “We have an amazing maintenance department dedicated to handling all the repairs.”

West’s conservative pricing policy factors in local-market analysis. “We speak with clients about leaving a dollar or two on the table to draw more prospects, which means more applications and the ability to choose the best prospect.” End-to-end impeccable service has helped GoldenWest form relationships with REALTORS® who refer significant business to them. Landlords and tenants are also inspired to write reviews online about the company’s service. “But the best part is our people,” says Jayson. “We have top agents and staff in each office who have grown with the company over the years. I work with the best people on the planet; this work is rewarding because of them.”

Paramount to the success of GoldenWest’s clients is Jayson’s commitment to communication. “We have platforms in place to meet that goal,” through which every call, email or social media interaction is recorded and saved. From their weekly company blogs and their social media engagements to the ability to text or call a landlord or tenant, GoldenWest is known for fast and reliable response time. “We’re dedicated to responding within one business day, usually sooner. We also have a dedicated call center for after-hours emergencies with licensed professionals who can directly solve any time-sensitive or maintenance issue.”

Jayson says there is always room to get better when striving for greatness. “We’ll continue to grow and add more properties if we focus on the growth of our employees,” he says. One planned growth area in the next couple of years is in larger, residential multi-family, with 30 to 60 units per property. They also want to continue giving back to the communities they serve. When Jayson stepped away from the business for active duty with the U.S. Marine Corps about 10 years ago, his wife ran the business while he was on tours in Iraq and Afghanistan. Upon his return, they expanded GoldenWest but continued to give to military nonprofits such as the Wounded Warrior Program and Toys for Tots. For the last five years, he and his wife have supported Mountain Shadows Foundation, which provides campus-style living quarters for children and adults with disabilities. GoldenWest sponsors a major annual charity golf outing with Jayson’s wife serving on the foundation’s board.

GoldenWest follows strict philosophies when marketing rentals. “First is our slogan, ‘Rent it Like You Mean it,’” says Jayson, describing their local market expertise. “We’re your neighborhood property managers.” They use only professional photography no matter the property’s price; they write strong verbiage and pay for premium listings, ensuring people notice the property when browsing online. Additionally, Golden-

“In property management, we get to be part of the most important aspect of someone’s life – where they live – whether they’re the tenant or the landlord and they used to live there or count on the rental income for college costs or retirement,” he says. “We tell people, ‘If you entrust us with your property, we are going to take care of you, because this is personal.”

To learn more about Jayson Yoss, visit goldenwestmanagement.com, email pm@goldenwestmanagement.com, or call 866 - 545 - 5303 www.

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits. The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 26

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal. Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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JAYSON HOOSHMAND Born and raised in Los Angeles’ sprawling San Fernando Valley, Top Agent Jayson Hooshmand brings to the real estate table a vast reservoir of local knowledge. A firm believer in staying on top of the local market, Jayson is able to provide every one of his many satisfied clients with important information that provides them maximum investment benefit. “I come from a real estate family,” says Jayson. “My mom has been a Broker for thirty years. When I was a small boy I remember going to my mother’s office and watching her work. I kind of got the real estate bug and jumped right into it at the age of eighteen in 2005. Jayson has developed a stellar reputation as an agent who can be depended on to fight for his clients and make the transaction process as smooth as possible. “Being born and raised in the San Fernando Valley definitely gives me an advantage,” says Jayson. “I know this market better than anyone. I know the neighborhoods, I know the school districts. I can tell anyone what their property is worth just by knowing the cross streets.” Jayson is also a part of the Leadership Council at his local Board of Realtors. With almost 90% of his business based on repeat and referred clients, Jayson is obviously doing something right. “Most of my clients just love the service I provide,” he says. “I always keep them updated even after escrow closes. I keep them updated on the market via an email I send once a month. I always make sure I stay top-of-mind with them somehow, so when they know someone who wants to buy or sell I’m the first person they think of. I want to keep those relationships going even after the transaction is completed.”

The gratitude his clients feel for his exceptional services is best illustrated by this glowing review from Zillow: “I started working with Jayson about a year and a half ago. I took a break due to financial issues, once I was ready to continue Jayson was there with me full force. He is very patient, Knowledgeable and kept me in the loop of what was going on through the whole process. I would recommend him to anyone that is in the market of buying or selling real estate. I look forward to working with him again in the near future.” Cutting-edge marketing plays a large part in Jayson’s success. Professional photography and savvy use of social media are among the many tools he utilizes. “I do a lot of email blasts,” he says, “and I do a lot of posting on Facebook and Instagram. I’ll get some really nice photos and then just start blasting them out to all my contacts. I have over 2000 contacts in my database and they all know when I get a new listing. I use all the platforms that are available to spread the word.” While the financial rewards of his career are a motivating factor, it’s the more personal side of the industry that provides Jayson with his primary satisfaction. “I know it sounds really cliché,” he says, “but it’s helping people that I like the most. Helping a client complete their goal of owning a property, investing or making money gives me joy. Just helping my clients get to where they want to be.” When assessing the reasons for Jayson’s success, one factor stands out: a solid work ethic. “I wake up at 5:30 every morning and review new listings, so I can have them waiting for my clients at 6 am. I always try to stay educated and on top of things. I’m always studying the market.”

For more information about Jayson Hooshmand, call 818-201-4224, email JaysonSellsLA@gmail.com or visit his website at JaysonHooshmand.com www.

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DAVE McNULTY Dave McNulty had always harbored an interest in real estate. When he and his wife began their family, he set out for a new professional path that would offer self-direction and unlimited potential for growth. Twelve years later, Dave has crafted his own imprint of Lakeplace.com, where he has assembled a tightknit cast of professionals with a strong working knowledge of the area’s idyllic inventory. Guided by an ethos of transparency, responsiveness, and client-first care, Dave has made a name for himself as a dynamic realtor with a strong community presence. What’s more, Lakeplace.com has established a tried-and-true record for execution, having closed roughly $25 million in business last year alone. Serving a wide swathe of Wisconsin, Dave and his colleagues— which include a buyer’s agent and a listing agent—cater to clients as far north as Superior and as far south as Rice Lake. Lakeplace. com’s primary service area is in the Shell Lake region, where his office is based. Regardless of the area represented, Dave’s ultimate focus is on providing clients with efficient and effective service as they navigate the waters of homeownership. “At Lakeplace.com, we are very efficient, organized, and we do a great job of communicating with people throughout a transaction,” he explains. “We’re straight shooters who are upfront and honest.” As an abiding philosophy, forthrightness plays a big role in Dave’s practice. Understanding that the transactional process is complex and often high-stress, he does his best to alleviate tension by staying accessible and prompt in his communication with clients. “What people remember most about working with us is our honesty and communication,” Dave says. “Whether people contact us by phone, e-mail, or text, we do our very best to get back to them as soon as possible so we can focus on giving them the best service.” To market listings, Dave offers clients an insider’s insight into the local inventory. With a sizable contingent of potential home-

owners coming from the Twin Cities region—just two hours away and where Lakeplace.com’s home base is located—Dave offers out-of-state buyers the inside track when it comes to finding quality second home options. In fact, Dave and his colleagues at Lakeplace.com were even featured on an HGTV episode of Lakefront Bargain Hunt. Additionally, he makes an effort to gather as much data and information as possible to ensure that buyers and sellers alike can make the most informed decisions when it comes to listing or making an offer on a home. All in all, Dave cites his lasting relationships with clients and his love of the area’s architecture as the most cherished components of his career to date. “What’s neat about this job is that I get to meet new people all the time. Because we live in a vacation-land area, we also see a lot of really gorgeous properties, like cabins and lake homes,” he says. “I live in a small town and I enjoy being involved in the community and engrained in the progress here. We’re the only real estate company in Shell Lake and it’s really great to be so involved in the lives of our neighbors.” In fact, community plays a starring role in Dave’s life. He gives back as a volunteer coach through the area’s youth athletic teams, including baseball, basketball, and football. He is also a member of the Lion’s Club and the local Chamber of Commerce. Additionally, he proudly serves as a member of the Shell Lake Education Fund and is on the board of the local theater. In his free hours, Dave enjoys spending time with his wife, cheering on their three sons at their various sporting events. He and his family also enjoy outdoor activities, like hunting and fishing, as well as rooting for the Wisconsin Badgers as diehard fans. Looking ahead, Dave has plans to continue growing Lakeplace. com’s impact, while actively deepening his roots in the Shell Lake area. Equipped with more than a decade of expertise and an authentic investment in his community and his clients’ successes, the best is assuredly still to come for Dave McNulty at Lakeplace.com.

To learn more about Dave McNulty visit lakeplace.com, e-mail dave.mcnulty@lakeplace.com, or call (715) 4 1 6 - 0 5 1 1 www.

Four Challenges and Solutions from the Front Lines of the Real Estate Industry By Walter Sanford

There should be more profit-refining rather than adding a new layer of overhead or technology. Sometimes, the basics are not addressed when looking to increase the company’s or individual agent’s net returns. 1. Lack of training from top agents. Many times, the agent who was average in production but great at the process becomes a training manager. There are broker/owners who just don’t have the time to train; there are the top producers in the office who don’t have the time or motivation to train; and then, there are the previously mentioned managers who took that job because it was as financially lucrative as production. Too many agents are not receiving superstar training in lead generation. I have coaching clients who receive training on process rather than lead generation at their offices. There are many solutions, two of which are detailed below: A A brokerage system that brings the top agents into the training and recruiting business -- the two best known systems are Keller Williams and EXIT Realty. It is easy to reproduce these systems by giving better splits for listings sold or pieces of profit on new hires given to the introducer. B Set up systems in the office that promote production like meetings where everyone puts their best buyer and best seller together; where the office performs certain lead generation systems until agents commit to them like expired solicitation; where top trainers are brought in and agents are held accountable to new ideas. Top Agent Magazine

2. Reliance on purchased leads. Agents have lost their ability to prospect for sellers from hot demographics, because they buy leads from consolidators. If the purchased leads are good one year, they will go up in price or decrease in the number of leads in the next year. Agents need to prospect hot seller demographics blending “new school” with old school tools like direct mail, phone, follow-up, database, and closing abilities. The value you can offer certain seller demographics should be discussed at training meetings. 3. Offer macro-economic services. An agent has the ability to offer great information on a local level. It is the only way to compete with national websites. Whether you develop neighborhood websites or a newsletter based on local statistics, honing your local value is the only way to beat national efforts. 4. Financially struggling agents who don’t understand budgeting, planning, and investing. Many agents are struggling financially and they cannot devote their full attention to maximizing client satisfaction. They do whatever it takes to make the deal; they are in panic mode. With office services in place like setting up agent savings systems at close, training on tax-deferred investments, promoting real estate investing for groups, and budgeting analysis – offices have more agents who don’t live commission to commission. These agents are always better at making deals when the deals are based upon client satisfaction and not agent survival. Before you attend another webinar from a trainer or a tech guy (who never sold real estate) as they try to make your job easier – take a step back and start firming up some of the basics. Copyright©, 2016 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 30

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EDWARD ONOFRIO Eddie Onofrio was living in Connecticut and running a printing shop before he and his family decided to move to the beautiful island of Moloka’i to be closer to relatives. Having fallen in love with the island, its natural beauty and laidback charm, Eddie decided to dive into the real estate industry. That was in 2007, and Eddie saw his new career move as an opportunity to serve the community and engender homeownership amongst the locals. In 2011, Eddie became the owner of Moloka’i Realty, LLC, and has since crafted a sterling professional reputation. At the helm of a blossoming career, Eddie has built a practice founded on accessibility, people-first service, and an unwavering work ethic. Eddie is licensed across Hawaii, but primarily focuses on serving the Moloka’i market. He has become a top selling agent on Moloka’i—a remarkable feat considering his close-knit, niche market on the island. As a realtor, Eddie focuses much of his energy on guiding locals away from burgeoning rents and into the investment security of homeownership. This dedication to his community accounts for his 80% rate of repeat and referral clientele. “It’s really about hard work and dedication. Being accessible, answering the phone, taking the extra step,” Eddie explains. “When I work with someone who doesn’t know what to do or how to begin the process, I help them with everything—from working with lenders, escrow, to closing the transaction.” It’s not uncommon for Eddie to become friends with many of his clients, and he is more interested in building relationships for the long term than simply working towards a paycheck. “It’s not about the money for me,” he explains. “It’s about helping people and building up the community.” Eddie is blessed to have a personal connection to his work and clients, and does everything in his power to ensure the success and satisfaction of those he serves. As for marketing his listings, Eddie is a diligent steward when it comes to preparing homes for market. Upon his initial consultation, Eddie completes a walkthrough with clients to identify certain updates and alterations that will add to a home’s value and speed-up the selling process. He provides a checklist for staging and possible repairs, which clients can then use to increase their return on investment. From there, professional level photography accompanies Top Agent Magazine

each listing, which is then syndicated across all major listing platforms online. “I spend hours preparing my listings,” Eddie says. “I want to make sure every property looks its best when it hits the market.” As for staying in touch with past clients, he takes the time to catch up, valuing the friendships he’s formed over the course of his career. In reflecting on what he loves most about his work, Eddie says: “Helping local families get into a home and achieve their dream is amazing. It’s a wonderful way to build up a community, and that brings me the most satisfaction.” Outside of the office, Eddie gives back locally in a myriad of ways. Beyond donating resources to support the schools and community, he also enjoys hosting large community events—free to the public—providing music, food, and games. In his free hours, he loves to watch Seinfeld with his family, decompressing with laughter. In considering the future of his business, Eddie hopes to elevate the local real estate scene, fortifying his reputation for professionalism and integrity while leading and partnering with other real estate professionals in the region. Now, ten years after he began, Eddie is still fueled by the same passion for community-building that launched his career. Committed to the long-term success of those he’s served and the future of the island, the best is assuredly still to come for Eddie Onofrio at Moloka’i Realty, LLC.

To learn more about

EDWARD ONOFRIO, visit molokairealtyllc.com, e-mail ed.molokai@gmail.com, or call (808) 646 - 0837 www.

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 32

To learn more about

DAVID PATSEL

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

How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contactâ&#x20AC;&#x2122;s attention. Let them know they are welcome and that you appreciate their interest. Top Agent Magazine

2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated. Schedule emails to go to each client that celebrate their purchase anniversary or birthday. Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention. You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner. 34

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DANIEL ROBINS When looking to buy or sell real estate in the Southeastern Pennsylvania market you won’t find a more in demand or respected agent than Daniel Robins. For over 15 years, Daniel has been one of the most successful agents in his marketplace, winning numerous awards for his achievements including #1 in Chester County in 2011 & 2012, RE/MAX Hall Of Fame Member in 2014 and Top Agent by Philly Magazine in 2015 & 2016. Born and raised in West Chester, Daniel has an extensive sphere of influence in the area and an in depth knowledge of his marketplace, which offers his clients a distinct advantage. In addition to leading his own team, Daniel is the broker/owner of RE/MAX Direct, one of the area’s leading brokerages. His company currently has 15 agents, all of whom are dedicated to their craft, and share Daniel’s belief in offering an exceptional customer experience. That ‘client first’ business philosophy can perhaps best be seen in the unique way that Daniel advertises his listings. Aside from utilizing all of the latest technology, they take a comprehensive approach that features a pre-marketing campaign. This has led to the extraordinary ability of selling a property at top dollar and in the quickest time possible. “I actually picked this idea up when I was involved with new construction and land development. I immediately thought to myself, we should be doing this for residential resale too. And it has paid off incredibly well. We provide every listing a staging consultation coupled with professional property photos, at no additional fee to the clients. Then we initiate

our pre-marketing campaign by creating a property specific website. We showcase the listing for several weeks, across all digital platforms, and diagnose the analytics. This strategy helps my team discern how the home will perform on the market without accruing days, which could really hurt a homes’ appeal. Pricing a home properly is crucial to ensuring we receive the best results.” Although property listings are definitely the bulk of Daniel’s business, he excels in all aspects of Commercial and Residential Real Estate. Another of his niches is the acquisition of small to large scale apartment/investment properties. Daniel offers his buyers a competitive edge by focusing on finding properties before they come to market, something that is of the utmost importance when inventory is low. Daniel is passionate about supporting his community, and is a valued member as both a citizen and a business owner. Giving back is important to Daniel. He is an active supporter of The West Chester Friends School and the Brandywine Valley SPCA. When he isn’t working, you’ll find Daniel, along with his wife Michele and two daughters, supporting local events throughout the community. Daniel is working towards expansion to share his unique vision. He currently has two offices both of which are paperless. As he grows, Daniel is considering becoming even more mobile by opening ‘cafe offices’ throughout Southeastern Pennsylvania, “My goal is to keep costs low, charging agents less, and grow my business in a way that leads to more success for everyone. I love what I do. As a real estate agent, you get to help people through a pivotal moment in their lives, and have a positive impact on the community. That’s very rewarding.”

To learn more about Daniel Robins call 610 - 656 - 6288, email DanielRobins@remax.net or visit Daniel-Robins.com www.

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JENNIFER SOMMERS Having spent the earlier years of her career in media sales and marketing, Jennifer Sommers of Nestler Poletto Sotheby’s International Realty in Boca Raton, Florida, became a Realtor® eight years ago, at the urging of her father-in-law. “My husband’s family has been in real estate for 40 years. In fact, my Broker, Mark Nestler, began his career working for my husband’s grandfather, and now I work for Mark Nestler!” Jennifer is extremely grateful to be a part of the Sotheby’s team. “I couldn’t do this without their support,” says Jennifer, describing her sales director and marketing department. Jennifer works with her partner and husband, attorney and Realtor® Robin Sommers. “I educate my clients and I leave the decision making up to them,” says Jennifer. “I give them all the facts, both the good and the bad!” Buyers in particular, she says, need all information available in order to make the most educated purchase decisions. And when it comes to marketing and advertising for sellers, Jennifer says, “I am not shy about spending money to do things differently. I will try various marketing things to see what works. My background in marketing and advertising serves sellers well.” Among her many marketing practices, Jennifer insists on being present for every showing. “We always make ourselves available and on their schedule, not ours,” she says. “We also do professional photography, aerial photography, and some drone photos, plus designated websites.” Additionally, Jennifer produces print pieces, sends targeted mailers, and even still goes door-to-door to let the neighbors know what is coming up in the market. “We hold open houses and for some listings we’ll market in other areas of the country, such as the northeast, among others.” Jennifer appreciates the day-to-day variety of working in real estate as well as the opportunities to get creative when pursuing her clients’ desires. “I enjoy working with sellers,” she says, “But

with buyers, I get to be a matchmaker. They may think they want something specific, but it’s exciting when, after I listen to their needs, I show them something they hadn’t thought of. After showing them that option, they often end up going with it!” Besides her success in real estate, Jennifer’s two greatest accomplishments are her two children, ages four and one. “I work full-time, but when I’m with them, I give 100%,” she says. “We like the beach, the park, the pool, boating, and vacationing with family to create great memories for our kids.” Jennifer and her husband also enjoy skiing and traveling to Colorado, where they operate a successful vacation rental business. Jennifer is a devoted member of her community who has volunteered for the Boca Raton Heart Ball. She also supports the Boca Raton Regional Hospital Ball, and has assisted there for about 4 years. Jennifer laughs when explaining that she’ll do nearly anything the committee requests of her. “This past year, I was the wardrobe assistant for the band Earth, Wind, and Fire. I ironed all their clothes!” By remaining so active and connecting on a personal level, Jennifer in eight years’ time has formed close, personal friendships with many of her clients. As a result of these relationships, at least 90% of her business comes by way of referral or repeat business. “I do email blasts and mailers, but I always send handwritten thank-you notes and make things as personal as possible. Clients become friends, so we’ll have lunch and get together at the holidays and I just call to check in with them and see if they need my help with anything.” She enjoys going through life with clients, connecting meaningfully and experiencing their families’ milestones with them. To further her industry knowledge, Jennifer is now pursuing her broker’s license. “The plan is to be the top agent in the area, and to do so means one happy client at a time,” she says.

To Learn more about Jennifer Sommers, visit agentboca.com, email jen.sommers@npsir.com or call 561.235.7777 www.

8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt. 2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition. 3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea. 4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out. 5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 38

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing. 6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way. If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough. 7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments. 8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do. Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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ANGELA STEPHENSON Top Agent Angela Stephenson of RE/MAX Innovations in Kansas City, Missouri has achieved success by adhering to The Golden Rule. “I always treat my clients the way I’d like to be treated,” she says, “and I represent them to the very best of my ability.” Angela, a former medical sales representative, made the switch to home sales three years ago upon the urging of her current Broker, and of her mother, who was once a real estate agent. “When the company I was working for got bought out,” she says, “so with my mother’s and Broker’s encouragement, I started studying. My husband and I have purchased several homes, including investment properties, so I was a little familiar with it. That’s how I ended up as an agent.”

also be there to celebrate with them. I feel like we just connect and forge lifelong friendships in many cases.” Angela’s dedication to her clients has translated into a perfect five-star rating on Zillow.com. Among the many glowing testimonials to her real estate prowess is this review: Angela was awesome. “As a first time home buyer I was pretty intimidated by the entire process. Angela was very personable which allowed me to relax, very detail-oriented, and very responsive. She picked all houses that had met ALL my expectations we had discussed prior to looking at homes. When I found the right one she was able to negotiate a wonderful deal for me. I honestly could not have been happier with Angela.”

Selling primarily in Kansas City – though she has done transactions throughout Northwest Missouri – Angela can boast a healthy 80% rate of repeat and referral business. Client loyalty is the natural result of the exceptional client service Angela provides each and every one of her grateful buyers, sellers and investors. “When I was buying properties,” she says, “I wanted someone to take the stress for me, and to walk me through the process. I do the same for my clients. I’m always accessible to them, and if I don’t know the answer to a question, I’m honest about it and let them know I’ll get the answer for them as soon as possible.”

“I treat my business like it’s a business,” says Angela, who reports to her office every morning regardless of the season or how busy the market may be. “I really focus on growth yearround. I really try to set goals and stay focused, to cultivate referrals even in the slow months. I treat it like a business and come into the office even when the snow is coming down.”

An empathetic, non-traditional and human approach goes a long way towards building a trusting relationship with her clients. “I realize that buying or selling a house is a very emotional time for people,” says Angela. “It can be dark, or it can be exciting. I try to prepare them ahead of time and do a lot of education. I let them know it could be a rocky ride, but that I’ll be there to take the brunt of it for them. I let them know I’ll

As for the future, Angela’s plans are to continue growing her business. “I want to keep moving forward,” she says, “building my clientele, building that referral base, and to continue to grow my volume and number of transactions each year.”

“I love that real estate lets me express my personality, because I think I’m a giving person. I have two children, so I love the flexibility it offers as well. I love helping people reach their goals, whether it’s a first-time home buyer or an investor,” says Angela.

“I love my job. I feel blessed every day. Some people were born to do certain jobs, and I was born to sell real estate.”

For more information about Angela Stephenson, call 816-260-7294 or email AStephenson@rmxkc.com Top Agent Magazine

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