Nationwide 10-23-17

NATIONWIDE & INTERNATIONAL EDITION

DAVID ABAS

TIM BARTLETT

CLINT COOPER

JOHN J. DEAN JR.

CHRISTY DUNFEE

CHARLIE FINN

TERRY FOGARTY

SCOTT & AMY GROSSMAN

THE GUTKIND TEAM

MATIN HAGHKAR

KENNETH KADAR

TERESA KEENAN

DANIEL KING

JODIE OUIMET

BILL & STACIE SHEAROUSE

MARK SISK

MARY LANE SLOAN

ROB ZELEM

NATIONWIDE & INTERNATIONAL EDITION

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SCOTT & AMY GROSSMAN

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TERRY FOGARTY

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DAVID ABAS

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JOHN J. DEAN JR.

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THE GUTKIND TEAM

CHRISTY DUNFEE

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TIM BARTLETT

DANIEL KING

CONTENTS 4) 3 WAYS TO MAKE

YOUR WORKSPACE WORK FOR YOU

9) TURNING YOUR

PROFESSION INTO A PASSION

13) 8 THINGS

SUCCESSFUL PEOPLE NEVER DO

17) IS FINDING A NICHE MARKET RIGHT FOR YOU?

22) PRODUCTIVITY

KILLERS: 4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS

25) THINKING OF

LISTING? NINE WAYS TO GET READY

29) HOW TO SEND SMARTER EMAILS

33) TIPS ON BEING A

GOOD TEAM LEADER

37) FIVE WAYS TO INCREASE YOUR COMMISSION

41) ARE YOU IN OR OUT?

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.

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CLINT COOPER

CHARLIE FINN

JODIE OUIMET

45) HOW TO

MATIN HAGHKAR

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BILL & STACIE SHEAROUSE

THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGET

KENNETH KADAR

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MARK SISK

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TERESA KEENAN

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MARY LANE SLOAN

49) 5 SIMPLE

MINDSET SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS

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

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ROB ZELEM

53) HOW TO

OVERCOME YOUR WORKPLACE FEARS

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3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way.

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DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency.

BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

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ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life.

Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises.

While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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SCOTT & AMY GROSSMAN Scott and Amy Grossman make the moving process seamless.

Helping a wide array of buyers and sellers in the Denver metro area, they specialize in complex real estate transitions later in life. They’ve earned the right to call themselves “Real Estate Transition Specialists®,” a term they coined.

“There’s really nothing that comes at us that we can’t handle,” Amy says. As a regular part of their service, they do additional coordinating, offer creative solutions to problems, and have a network of specialists to help with situations such as downsizing, estate sales, estate planning, moving and much more.

“We try to anticipate what people need so they don’t have to reach out to us first,” Amy says. “At the end, we want clients to feel like they were really taken care of.”

That level of care has resulted in the couple helping buyers and sellers close more than 800 transactions within 12 years. Scott and Amy originally held corporate positions that prepared them for customer service. Scott was the branch manager of a national bank; Amy worked at a mutual fund company. In 2004, when the IT industry began imploding, Amy’s position was eliminated. Her severance package gave her time to decide what to do. She chose real estate. Selling the couple’s own homes had been intriguing to her. She loved spending time online evaluating properties, and own-

ing her own business was very appealing. Scott’s job gave Amy the financial peace of mind to make the leap. In her third year, business was going so well that she felt it was time to expand. Scott left corporate America and joined her, to become the Amy and Scott Grossman Team.

The two work hard to stay in touch with past clients. Conscientious about not inundating people with emails, they send a few each year with useful information and events. They also send cards and mailers and periodically call clients they haven’t spoken with for a while. They host an annual event at Windsor Gardens, their niche community, for clients still living there; as well as coffee talks and happy hours.

Scott and Amy attract people who need more help when putting their home on the market, so they either bring people in to declutter or instruct the clients themselves, working room to room. If they’re contacted early enough, they advise sellers on things such as paint, carpeting, remodeling, and whether current market conditions necessitate it. They work with companies that help clients pack and move, plot floor plans and do whatever needs doing. “It’s part of our service to coordinate with the vendors so we can get the home on the market,” Amy says.

When the property is ready, The Grossman Team puts their customized marketing plan into action. It always includes professional photography and extensive internet exposure, but additionally, a customized plan may include virtual floor plans, 3D online tours, drone photos and cinematic tours, as well as open houses, Just Listed cards to the neighborhood, strategic marketing practices for showings, broker opens, and possibly circle marketing, which is reaching out to neighbors within a 100–200 home radius. Scott and Amy implement the plan they feel best dovetails with the seller’s wants and needs, then monitor things closely on an ongoing basis and adjust as needed.

The process is extremely rewarding for the team. The nature of what they do attracts complex situations, whether clients are trying to get into a

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house before their kids start school, those downsizing into low maintenance or 55+ communities, or helping families who have lost a loved one.

Their careers and their kids keep them busy, but Scott and Amy still find time to give back, particularly to the Jewish community and the nonprofits that sponsor their kids’ sports activities. Scott recently completed his one-year term as Denver Metro Association of REALTORS® Chairman, a board with over 7,000 Realtor® members, the largest board in Colorado. To relax, they like to ski, vacation, and go out to dinner and the movies.

The Grossmans are expanding into luxury listings and focusing more on their signature creativity and marketing.

One thing is clear: Scott and Amy are the right professionals for any situation.

For more information about Scott & Amy Grossman, Broker Associates, SRES, of Madison & Company Properties, Greenwood Village, CO, visit www.GrossmanDreamHomes.com, call Scott at 303-941-9426 or Amy at 303-941-9436, or email Scott@GrossmanDreamHomes.com or Amy@GrossmanDreamHomes.com Top Agent Magazine

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FirstBank congratulates Scott and Amy Grossman on their achievements!

Visit us online or at any convenient location.

866.964.2040 efirstbankmortgages.com 8

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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life.

On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion.

After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run.

BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing.

THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project?

Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone.

There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement.

By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

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and excelling in your field, you may find that others’ approaches inspire your own.

Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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DAVID ABAS

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DAVID ABAS Top Agent and Broker David Abas of Keller Williams in Los Angeles has been passionate about real estate almost his entire life, and this passion translates into a real estate agent who consistently keeps his client’s welfare top-of-mind while providing client service that is almost unparalleled in the City of Angels.

Licensed since 2004, David jokes, “I wish I had started when I was five years old.” His formative years were spent with parents who were also in the real estate field. “I’ve loved it since I was a child. I always genuinely loved real estate and the design of properties. It was my calling, I guess. Once I started, I never looked back.”

Unlike many Los Angeles realtors who stick to one corner of this sprawling city, David – who also possesses a GRI Certification goes where his clients take him. “My team and I work from the West Side to the Valley to Ventura County, and I do a little work in Downtown Los Angeles,” he says. “The unique thing about me is that I generally only work with my sphere of influence.

I’m not a geographic farmer who works one pocket only. Early on in my career I realized that I’ve already built relationships with so many people, why not nurture those relationships and strengthen those ties further before working with people I don’t know?” Another benefit David brings to his grateful clients in addition to his negotiating skills is his vast and deep knowledge of Los Angeles. “I was born and raised in LA, I’ve lived all over the city. I’m very well informed about this city.”

A bit of a contrarian when it comes to typical real estate practices, David has his own highly successful approach to the business of buying and selling houses. “My team and I probably do the opposite of what everyone else does,” he laughs.

“We really think outside the box and try to understand what our clients are trying to accomplish by buying or selling…more so than the transaction itself. We grasp our clients goals by the

reins, negotiate the best deal for them and can hold our breath longer through the bumps in a deal than the other side can to get the job done!”

Also unlike his competitors, David’s business is based 100% upon referrals. “I actually hand off leads that I get from people I don’t know to my junior associate on my team,” he says. “That’s a luxury I have, to get to pick who I work with. My clients also get to pick who they want to work with. I like to spend my time wisely and that’s another strength of mine. Of course my team and I work very hard, but it’s smart hours that we put in that count. That’s how I approach it.”

An impressive work ethic also plays a large role in David’s success. “I like the hunt of it all,” he says. “I like surprising my clients with a ‘yes’ when they thought something couldn’t happen. “I have tunnel vision: I see the light at the end of the tunnel, and the finish line and push all obstacles aside. I carry the burden and the stress for my clients, and then I share the rewards. I take my business very seriously.”

Working smart provides the benefit of allowing David to indulge in his off-time passions: playing piano, live music, comedy shows, art exhibits, going to museums, traveling, and spending times with family and friends, particularly his wife Gina. “She’s amazing,” he says. “She inspires me to do better in all facets of my life.” David also volunteers at homeless shelters all over Los Angeles and Ventura Counties, and is an avid supporter of animals rights. “We have an adorable dog named Chopin,” he says, “who makes us smile just a little more each day.”

As for the future, David has plans to continue growing his business, all the while sacrificing none of the stellar client service that has become his hallmark. “Every year is more successful than the last for me,” he says. “So I’m doing something right.”

For more information about David Abas, please call 310-400-2222 or email David@DavidAbas.com 12

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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.

1

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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2

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.

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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.

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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.

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REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 14

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.

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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.

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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.

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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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JOHN J. DEAN JR.

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JOHN J. DEAN JR. As soon as he hit the ground running in the world of real state, John J. Dean. Jr. set out to make his mark. Just three years into his professional tenure, John was awarded the Coldwell Banker Sterling Sales Award. By year four, he’d been awarded again and was ranking in the top 10% of agents in the state. Just last year, he carved out a spot in the top 6% of agents statewide.

Today, with twelve years of industry experience under his belt, John is now at the helm of a flourishing career, having founded his practice on people-first service, straight-shooting communication, and a dedication to all-around accessibility.

Primarily serving the greater Boston metro area, John works in the North End, Cambridge, Medford, Malden, and Somerville. Prior to his work in real estate, John cultivated his skillset and work ethic in the business and tech world—which adds distinct insight and perspective to his clients as they navigate a competitive housing market. As a forward-thinker and tech savvy professional, John artfully leverages the reach of the internet and social media to give his clients a leg-up in any given transaction. More than that, he is consistent in his delivery of high caliber customer care. As a true testament of his execution and positive client experiences, John runs his business almost entirely by referral clientele. Ultimately, it’s his dedication to straight-forward communication and investment in his clients’ goals that keeps people coming back. “I don’t think about the money or commission My focus is on what’s going to make my client happy,” John says. “I’m always putting myself in their shoes, and treating people how I would want to be treated were I on the other side of a transaction.”

When it comes to marketing his listings, John is thorough in his tailored method to each property, complete with a four-step marketing campaign always in place. This plan includes a combination of direct mail and social media marketing, accompanied by both public and brokers’ open houses. To stay in touch with

his ever-growing network, John prefers a personalized approach, often going door-to-door between seasons and dropping off veggies, fruits, and jams, all from his home-grown garden. Of course, phone calls and e-mails help him stay in touch throughout over the years, as well. He reflects on what he loves most about his work, saying: “I enjoy getting to choose who I work with. There’s always a good synergy, and that reduces everyone’s stress. Oftentimes, I become friends with my clients, and I want people to know that it’s possible to have a good purchasing or selling experience. The process can be emotional, so I make sure everyone is taken care of throughout.”

Outside of the office, John is active in the local community, most recently serving as the President of the Cambridge Association of Real Estate Professionals. Through that organization, he led fundraising efforts for Our Place, a daycare center for the children of people experiencing homelessness, to help parents get on their feet and find work. Beyond that effort, he’s involved with the Cambridge House Assistant Fund, providing struggling individuals and families with both housing-related expenses and long-term solutions. Not only does John give of his resources, but also his time—volunteering with local schools on whatever projects or events arise and are in need of extra hands. In his free hours, John is a dedicated gardener. He built a greenhouse in his backyard where he grows fruits and vegetables, and shares his crop with clients, friends, and neighbors. He also enjoys fly fishing, and travels across the U.S. to fish new locales, when his schedule permits.

As for the future of his business, John plans to apply more of the same hard work and dedication to ultimately become one of the top producers in Boston, with a strategy in place to double his numbers this year alone. As he works towards this goal, he’ll build out his team, adding capable professionals that share his professional values and ethic. Considering the sustained enthusiasm he applies to his daily work—along with his passion for people and personal growth—the future is bound to yield continued promise for John J. Dean Jr.

To learn more about John J. Dean Jr, visit deanofresults.com, e-mail deanofcambridge@gmail.com, or call (203) 305-0445 www.

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

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

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

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

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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CHRISTY DUNFEE Top Agent Magazine

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CHRISTY DUNFEE If you’re looking for a realtor in Colorado Springs, you could do no better than Christy Dunfee of Keller Williams’ The Dunfee Group. A stellar reputation for unparalleled client service and genuine concern for each and every one of her many clients has squarely positioned her at the very top of the industry.

Christy began her journey in real estate when she was twenty years old, working as a property manager for apartment complexes. “I did that for thirteen years before I decided to get my real estate license,” she says. “Selling real estate is a lot more fun and rewarding than apartment management.” Now, with almost eight years experience under her belt, she is working with a team of two agents and two assistants, each of whom bring to the table a dedication to helping each of their many clients achieve their real estate dreams. “Our clients know that we really care about them,” says Christy. “We are a really genuine, down to earth, and no drama team.”

The appreciation her clients feel for the team is evident by a multitude of five-star reviews on real estate web portal Zillow. Among the many glowing testimonials, the following typifies the types of reactions their service inspires: “Christy was hand-selected for us by another out of town real estate agent and promised to be an excellent agent. She delivered! Christy instantly shaped our house-buying experience to our wants and needs. We were in for a week from out of town; she made her schedule match ours and we were able to find a house within three days. She was very aware of market values and gave us a realistic negotiation expectation for the houses we were interested in. She spent hours after the sale was complete making sure we had everything we needed for the new home.”

Client appreciation is no mere catchphrase for The Dunfee Group.

Evidence of this is the Dunfee MVP Program, a Facebook-based group which provides a social space for past clients, many of whom are from military families and do not have friends in the

area. The MVP Program hosts events such as bowling, or an annual pumpkin patch experience for their clients. Free dinner giveaways, free fireworks on July 4th, and numerous holiday events are among the many experiences their clients can enjoy. The Dunfee Group is also heavily involved in Social Media, creating additional Facebook-based groups like Colorado Springs HomeBuyer Bootcamp and Moms and Margaritas which holds monthly events for local ladies and moms. Says Christy’s assistant Rachelle, “A lot of the moms who come here because of the military, they don’t have friends here, don’t have any resources, so we want to do things like a girl’s night out, or shopping, or painting. I think that a lot of the clients know how much we care about them, and I think it shows what we’re all about as a team.”

A serious commitment to marketing their listings is another factor in the team’s success. “A lot of it is word of mouth,” says Christy.

“There’s also a lot of internet marketing and social networking.

We do videos and depending on the house we’ll do aerial shots.

We do open houses, flyers, door knocking, phone calls to neighboring homes. Anything it takes to get the word out there.”

Giving back to their community is a priority for The Dunfee Group. Their multiple charitable endeavors include donations to the American Warrior Initiative, which aids military veterans.

They also assist organizations that include Care and Share, a local food bank, and a new non-profit that is building a dog park for service dogs, Companion Ranch. And of course, they donate through Keller Williams highly-praised KW Cares.

As for the future, growth and expansion are on the horizon for Christy Dunfee. Not at the expense, however, of the excellent client service that has become her hallmark. Rachelle sums it up best: “We truly care about our clients, it’s not just about getting the house sold, it’s that we want to make sure wherever their next adventure is, they remember how hard we worked for them.”

For more information about Christy Dunfee and The Dunfee Group, please call 719-233-2208 or email Christy.thedunfeegroup@gmail.com Copyright Top Agent Magazine

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours 3.Create a goal-oriented reward system

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards.

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise canceling headphones, earplugs, or carving out an empty conference room for your work day.

Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset.

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4.Take your smartphone off the table The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted.

Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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TERRY FOGARTY

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TERRY FOGARTY As a realtor, Terry Fogarty serves all of Dunedin City, with a focus on the stunning Otago Peninsula where he lives himself. A beautiful area, the Otago Peninsula juts out into the Pacific Ocean. Protected from the southerly winds, it remains warmer than the rest of the city. “It’s the undiscovered jewel of New Zealand,” Terry says. Lonely Planet Magazine agrees, describing the Otago Harbour as one of the top 10 in the world.

Full of wildlife such as albatrosses, penguins and seals, it’s 20 minutes from the city, but seems a world away.

ation, and how I can help them with their real estate needs.” Terry then considers the situation carefully. On his second meeting with a client, Terry lays out a detailed marketing plan custom tailored for the listing. He understands that clients buy or sell a property during stressful times of significant change and he makes sure to be sympathetic and understanding of what they are going through.

His clients love his professionalism and honesty, as well as the fact that he consistently goes above and beyond to close a transaction.

How did Terry come to be a successful realtor? After teaching business studies for many years in New Zealand and overseas, he decided it was time to take a risk on a new and exciting career.

“I thought it would be nice to do something completely different from the last chapter of my working life,” Terry says. Having purchased and sold several properties himself, he was intrigued by real estate. In 2012, he enrolled in a course and received his real estate license, taking a job with Harcourts Realty. “The reason I chose them is because I knew the training would be very good.

When I set out to do something, I aspire to do the best I can.”

Terry holds a degree in business and marketing and much of his success comes from his marketing expertise. “The marketing side is what attracted me to real estate. I realized that’s incredibly important,” Terry says. He works with a local professional photographer who takes outstanding photographs of every listing. For his luxury listings, he provides a video tour that includes drone shots of the property and takes viewers through the house room by room.

Terry’s business has grown fifty percent every year since he started five years ago. As a result of that impressive growth, he currently works with a team including a personal assistant and marketing staff from his current agency, Edinburgh Realty.

Due to the high quality service Terry provides, his percentage of repeat and referral clients rises every year and is currently at 60 percent. What keeps his clients coming back at such a high rate?

Terry really listens to his clients. “The first thing I do when I meet a new client is to ask them to tell me about themselves, their situ-

To stay in touch with past clients, Terry reaches out by phone. He also hand delivers a quarterly newsletter to over 600 properties on the Otago Peninsula. He gives all past clients an annual calendar and because he’s a gardener he often includes seeds for flowers.

Terry stays closely connected with the Otago Peninsula community. He’s been a member of the Lions International Group. He’s also a member of the local food co-op and community gardens.

In his cherished free time, he grows heirloom tomatoes. “I grow about twenty different varieties every summer,” he says. “There’s something good about eating locally grown produce.” An amateur photographer, Terry’s a member of the Otago Peninsula Arts Collective, and he helps run their shows which take place three or four times annually. Every year he takes a trip in July to another country and he loves to explore new cultures. For the future, he’d love to help Edinburgh Realty to open a branch on the Otago Peninsula. With his dedication to the community and his clients there, he’s sure to succeed!

To find out more about Terry Fogarty, contact him via email at terryf@edinburghrealty.co.nz, by phone at +64 - 21-029 - 38182 or check out his website terryfogarty.co.nz http://

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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Top Agent Magazine

THE GUTKIND TEAM

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THE GUTKIND TEAM The Gutkind Team lives by the motto set forth for their mission: “We don’t want to be the only agents to work with, we just want to be the best agents to work with.” To Jon and Michael Gutkind, every transaction is conducted with a personal touch and an emphasis on treating each client like family. For the past five years, they have crafted a flourishing business model as a father and son duo, with a philosophy steeped in superlative client care and a knack for building lasting relationships.

Above all, integrity guides their enterprise, and their investment in their clients’ successes is both authentic and vigorously pursued.

out the niche, who’s going to be interested—and then we get to work.”

Michael and Jon help their clients get the property move in ready in preparation for viewings. A professional photographer shoots each home to accentuate its natural charms and potential. From there, each listing is syndicated across the leading online platforms. “If it’s electronic, we do it—we’re heavy into marketing online. It’s the way of the future, and you see a huge return on the investment,” Jon explains. Likewise, Jon and Michael utilize their sphere of influence and long-time network to disperse the news of new properties hitting the market.

Michael Gutkind got his start in real estate back in 1986, building his business on community-centered, family values—often striking up friendships with those he served. Jon Gutkind, his son, grew up witnessing a joy-filled and prosperous business and when he came of age, he decided to follow in his father’s footsteps. The rest is history. Together, they have earned numerous designations and professional accolades to date, including recognition in the 2014 Honors Society and as recipients of the Leading Edge Award in 2015 and 2016, celebrating their position in the top 7% of agents.

As for staying in touch with past clients, Jon and Michael prefer their tried-and-true personal approach: sending birthday cards, calling to check in, and dropping by or going out for lunch from time to time.

Michael reflects on his favorite aspect of the job, saying: “There’s nothing more satisfying than being able to help make someone’s dream come true. It’s just people helping people and it’s wonderful to be a part of that.” For his part, Jon says: “A lot of times, clients are going through an emotional process. It’s gratifying seeing them smile at the end of the day, and we do our best to take the stress off their shoulders.”

With an office in the suburbs of Philadelphia, Jon and Michael primarily serve the counties of Delaware, Montgomery, and Chester, and the City of Philadelphia. “I started in this business when technology wasn’t part of the game,” Michael remembers. “Then and now, it’s all about customer service. I keep those principles at the center of my business today, even with all the changes that have come.” Jon and Michael’s focus on responsive client care certainly accounts for their robust rate of repeat and referral business, amounting to a sizable portion of their clientele. In fact, they often serve multiple generations of families—a testament to their professional priorities. “We only take on what we can handle,” Jon says. “We treat everyone like family and oftentimes we become friends with our clients.” With family values at the center of their enterprise, Jon and Michael value the individuals at the heart of each transaction and relish their careers for the personal connections they’ve been able to forge over the years. To round out their personalized service, both Michael and Jon make themselves available to clients around the clock, rightly recognizing that buying and selling a home is often the largest undertaking of client’s lifetime. In that vein, Jon and Michael commit to always steering their clients in the right direction, regardless of their bottom line: “Because we truly believe in treating everyone like family, if we feel we are not the right fit for our prospective client, or that there is someone better out there—we say: ‘We would rather turn you down, than let you down,’” Jon says. “But, we have such a great network, we can always get our clients connected with the absolute best person for their specific needs.”

Clients remember their own stellar experiences working with The Gutkind Team and have written in to Jon and Michael, saying: “Just wanted to thank you for the hard work and sound advice you gave us.

You truly went above and beyond,” and “We enjoyed working with you immensely! You were so efficient and incredibly patient and considerate of our crazy schedules – this means more than you know. Thank you for always being ten steps ahead in the home selling process. Our whole experience was a success!” Another client recounts the wise counsel The Gutkind Team imparted: “Thanks for all your help to make the process of buying our forever home as painless as possible. We could not have done it without your help and guidance.”

As for marketing their listings, The Gutkind Team goes the extra mile to give each property the attention it requires. Michael explains: “One size does not fit all, so we market the home based on its needs. We figure

Outside of the office, Michael and Jon stay active in the local community, and have each held presidential positions in their respective condo associations. Jon has started his own networking group, and is a member of the Freemasons, which provides opportunities to network with fellow professionals in the community. Jon also enjoys volunteering as a coach for a collegiate-level crew team, while Michael is deeply involved with his religious organization. Michael also supports community building efforts through his involvement on the local Parks and Recreation Committee and through the Zoning Board of Newtown Township. As for their free time, both Jon and Michael enjoy spending time with the whole family at their beach house.

Looking to the future, Jon and Michael hope to add two additional team members to the ranks with an overall goal of keeping their team intimate and effective. Now, with years of experience and a multi-generational passion for their professional paths, Jon and Michael Gutkind are bound for a bright road ahead as The Gutkind Team.

To learn more about The Gutkind Team, visit www.TheGutkindTeam.com, Call Jon Gutkind at (484) 474 - 0499 or E-Mail at Jon.Gutkind@FoxRoach.com, Call Michael Gutkind at (610) 517-8411 or E-Mail Michael.Gutkind@FoxRoach.com 28

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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 contact’s attention. Let them know they are welcome and that you appreciate their interest.

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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.

4.

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.

5.

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.

6.

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.

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DANIEL KING

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DANIEL KING Daniel King always had an interest in the real estate business, but after leaving college, he worked for Enterprise Rent-A-Car for four years before joining Wells Fargo for the next five years. Although he was successful, he wasn’t completely fulfilled.

“I had a customer who was a Realtor®, and I began talking to her about the industry. It was everything I knew I wanted. It would give me the ability to work for myself and the opportunity to help people. I got my license in 2015 and I’m glad I did.”

I want to be an advisor to my clients and offer them the expertise they need in order to make the best decisions for their families.”

Daniel recognizes that this business is all about building and maintaining relationships, something that he has a natural affinity for. ”I try and reach out to past clients every quarter in some way, though Facebook or market updates. I’m very relationship oriented.

We’re also starting client application events this year and I’m excited about that. I’m so grateful to my clients for trusting me with one of the biggest purchase they make in their lifetimes.”

Daniel is currently with Keller Williams, and although he is licensed in North Carolina and South Carolina, he primarily focuses on the lucrative Charlotte area. “I’m a native of Charlotte and have an in-depth knowledge that’s incredibly beneficial to my clients. I’ve been networking here my whole life, and my reputation and the trust I’ve earned in the community has been great when it comes to building my business. I get amazing referrals via word of mouth, and I’m well-known for my integrity and my strong work ethic. People know if you send a referral my way, that they will get the same level of service I would give my own family. That’s been key to my success.”

Daniel is active in his community and participates in missions both locally and internationally, mainly through his church. He also volunteers on KW Red Day giving back to local organizations once a year. When he isn’t working, he enjoys spending time with his wife and three kids, as well as being outdoors, camping and playing basketball.

Daniel is looking to increase his involvement in the community and has plans to build a team in the near future. “I love what I do. I get to bring real value to people. People need a place to live and I get to spend meaningful time with them, helping them accomplish their goals. I wanted to find a career that made me feel like I was doing something important with my life and I’ve done that. I get to positively affect someone’s life, which impacts them and their future. It’s very satisfying. I’m proud to be a part of this industry.”

Another way Daniel has been a stand out in his marketplace is by taking advantage of all of the training that is available to him through Keller Williams.”I love learning, and think keeping on top of the latest trends and technology is of the utmost importance in this business.

To learn more about Daniel King call 704.608.8157, email danielbking@kw.com or visit dannykinghomes.com and thecarolinarealestategroup.com www.

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

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

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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TIM BARTLETT Genuinely caring about others is the truest path to success in any business, says Tim Bartlett. “I actually care about people and about making sure that they are doing well,” says Tim, whose 26 years of real estate experience include having owned his business for the past 12 years; in the past two years, they changed their business name over to Fletchers Wollongong. “It’s an area I’ve lived in for the last 20 years and I’m familiar with a lot of people who live here,” he says. “I send my kids to school here and I’m heavily involved in the children’s school. It’s a very family oriented area.”

Part of the success Tim delivers to vendors comes from the power of his two-year affiliation with the Fletchers brand. Through Fletchers, Tim and his business partner have revolutionized their thinking about marketing. Their CEO, says Tim, wants Fletchers to be above everyone in the marketplace, meaning that if another company does something innovative, Fletchers branches will create something even better. “We work with sensational stylists to get properties ready; we only use high-resolution photography; and we use only the best materials for our printed brochures. It shows in our advertising.”

The values of a family-oriented community fall right in line with how Tim conducts himself personally and professionally. “When clients or potential clients come in contact with me, they see I’m genuine and highly passionate.” That passion extends from his desire to truly connect with those he represents, nurturing relationships with each of his clients long after every transaction. They become his friends; he rings them, visits with them and takes some of them out on occasion. “We don’t even talk about real estate – unless they want to!”

Tim’s clients appreciate the way he looks after their interests. “I’ve got the marketing, but I also have the experience negotiating,” he says, adding that a successful transaction isn’t nearly as gratifying to him as a happy client. “I won ‘best agent’ in Wollongong on Rate My Agent for two years,” he says, beginning to laugh. “The first time, I told my wife, ‘I’m not after the accolades, but knowing my clients trust me is the best thing I can win!’”

Tim’s way of engaging with others comes naturally. “I’ve had that in me since I was a kid.” It is much easier, he says, to be real with people than it is to think about them in terms of business. After all, when people see that someone genuinely cares, mutual trust develops. “You can be an upstanding person and succeed at business,” he says. “Then more people come back to you anyhow!” Not surprisingly, at least 80% of Tim’s business comes from repeat clients and referrals.

Those people also appreciate his competitiveness. “I want to always get the best results that I can for my vendors, and I also want my purchasers to feel like they’ve found a great deal on the best property for them.” It’s a fine balance, knowing how to negotiate on behalf of a vendor in one transaction and a purchaser in the next. “But my clients find that they get very good deals” whether purchasing or selling.

In concert with his work ethic, Tim’s greatest focus is his wife and children. “We have three sons and we finally had our girl,” he says. The family loves sporting events, family time and getting away together. Tim also actively supports the community, giving time as a basketball coach and volunteering and donating to events that support charitable causes such as a group that empowers homeless youth.

As his business grows, Tim hopes to add property management back into the mix. Having done property management some time ago, he has the experience and passion to form the largest property management group in Wollongong.

“And from the sales side, I want to grow a strong, healthy team with a number of people working for us.” He would also like to do more public speaking engagements. But no matter how much his business grows, Tim pledges to honor his values and ethics. “Everyone makes mistakes, including me,” says Tim. “But one thing I refuse to do to is to compromise my integrity.”

To learn more about Tim Bartlett, visit fletchers.net.au/team/tim-bartlett, email tim.bartlett@fletchers.net.au or call +61-412-126-669 www.

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CLINT COOPER When looking to buy or sell a property in West Central Indiana, you won’t find a more in-demand and respected agent than Clint Cooper. A third generation Realtor®, Clint was destined to become a successful agent. “Although I got my license 12 years ago, I was actually a full time deputy sheriff after the market crashed in 2007. But real estate is just in my blood, and I returned to my passion three years ago as a top producing agent! It’s been a great ride ever since.”

Clint is currently with Carpenter Realtors® the premier local brokerage in Greencastle, Indiana being the number one real estate company in Putnam County for years. Although Clint excels at all types of transactions, he specialize in farm land and acreage. “I attend almost every public land auction in and around Putnam County, so I have an in-depth knowledge of these type of properties. I have a real expertise in that niche and that allows me to offer my clients a distinct advantage.”

able to sell his listings for more money and in the quickest amount of time possible.

Clint is active in his community, in particular coaching youth soccer. When he isn’t working, he enjoys spending time with his family, hunting, hiking and camping.

Clint would like to continue to see his business grow and is working towards becoming an office manager at Carpenter.

“I really love what I do, and look forward to not only helping more clients, but helping agents grow and succeed, as well.

It’s a great honor to have people trust me to help them with the biggest investment most will ever make. There’s nothing better than seeing how happy people are when you help them achieve their real estate dreams.”

Clint has already built up an impressive rate of repeat and referral business, which he credits to his reputation of operating himself with the utmost integrity. “I’d say I’m really known for my professionalism and my honesty. I don’t tell people what they want to hear just to get a listing or get them to buy a home. I strive to provide my clients the best information and advise them as I would my own friends and family enabling them to make the best possible decisions for their family. I want people to always feel comfortable knowing I have their best interest at heart. I’d rather be upfront from the start, than have a negative surprise down the road, that could have been easily avoided. I believe this is what makes people confident when recommending me to their friends and family, They know I care and give the professionalism they deserve.”

Another way Clint goes above and beyond for his clients is with the comprehensive marketing packages he offer his listings. “I’m really involved in the process from the beginning.

I go through the home and give clients an extensive list of what needs to be done so we can show the property in the best light possible. Then we do a virtual tour and take professional photos, and get the listing maximum exposure. Our company has one of the most extensive marketing systems in North America, including exclusive things like our own TV show that airs every Sunday, and being featured on the local news, in the local papers, and the Executive Portfolio.” With Carpenter’s multi-media Home Marketing System, Clint is 36

To learn more about Clint Cooper call 765 - 721-6584, email clintcooper@callcarpenter.com or visit clintcooper.callcarpenter.com http://

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Five Ways To Increase Your Commission

By Walter Sanford

Sanford Systems has the best systems for making money in real estate.

Sometimes, our clients forget how to stop discounting and to instead raise their “fee.”

This month, we’ll cover five ideas. Here we go:

1

Raise it.

Before the listing appointment, fill out all paperwork with the new rate and make it business as usual. Scared? Well, make a great listing presentation.

Don’t leave until you get the objection. Learn how to overcome the objection.

If you have to, drop it back down to your old retail rate but only after much hesitation.

2

Email new listings.

Send new listings to your database immediately, hours before it hits the MLS. This is a two-fer: #1 - Keep your database informed with secret, prelisting information that they are reluctant to spam and in the email tell them to forward this hot info to their sphere. #2 - You make more double ends with new people.

3

Institute a cancellation fee.

Many agents allow sellers to cancel listings with a guarantee stating

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they can cancel if they are not happy with the process. If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing. You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing.

On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold. Offer them an out and you get paid for your time, while working with a chance to get the listing back. “I offer an ‘any reason to cancel’ clause. It is $1000 in the first month and goes up an additional $500 a month after that. (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

4

Gain limited partnership as commission.

I carried many of my commissions due from builders as a limited partnership interest in their next project, rather than giving them discounts.

5

Skip the discounts.

Instead of discounts, carry your commission as part of any seller carry back. It is better than taking a beating on the amount.

I coach top agents on a limited basis. If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837. Be sure to ask about the half-off sale on our already discounted internet prices for training systems.

Don’t re-invent the wheel. Use 30 years of real estate wisdom and experience to your benefit!

Copyright©, 2016 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years.

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

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CHARLIE FINN To Charlie Finn, whose career in the real estate industry began with three decades in mortgages, the best part of his work is the rewards. “I don’t mean only financially,” he says. “That’s secondary to the ability to hand keys to someone, especially a firsttime homebuyer, and say, ‘Congratulations.

This house is yours. You worked hard for it, you’re going to enjoy it and raise your family in it.’” To Charlie, an agent with Coldwell Banker Campbell Realtors in Huntington Beach, California, there is nothing greater than seeing the grins on the faces of his clients.

After all, the desire and ability to take care of his clients has propelled Charlie’s success since transitioning from mortgages in 2008. “I listen to people and I tell them the truth,” he says. Both his buyers and his sellers know they can trust him. “Buying a house is the biggest investment most people are ever going to make and a house is the biggest asset a seller is going to sell.” He therefore takes to heart the energy he knows each client invests in the process. “If you pay attention to your clients, really listen to what they need and want, and communicate with them, they will come back to you.”

For Charlie, nearly every one of his prior clients who has decided to purchase or sell again after working with him previously has hired him for their next transactions. A full 75% of his business comes from referrals and the clients he represents throughout Huntington Beach and surrounding communities in Orange County. Each of them knows he prioritizes their needs equally, whether they are buying their first, $250,000 home or selling their fourth home for $2 million.

“There’s also no replacement for experience,” he says, joking that “I’ve been selling real estate and doing loans since back when people used Indian beads for their deposits!” He’s seen so many scenarios that he can anticipate where any hurdles

may arise and prepare for them far in advance. For both buyers or sellers, he understands the complexities and the worry that accompanies real estate transactions and he enjoys educating and empowering his clients.

Additionally, when working with sellers, Charlie provides excellence. “Our office employs a full-time digital marketing professional who is also our professional photographer,” he explains. “He has his drone license and we do drone work when possible.” He mentions that some new rules are limiting drone photography but that, if drone video from a helicopter is allowed, he will use it to showcase the size of a property or its proximity to the ocean. “I also write nice descriptions of each property and we use the best materials and spectacular pictures for our glossy, color brochures.”

Charlie, who describes himself as a “social guy,” enjoys being out and about in the communities he serves, connecting with clients, dining out with his wife in Huntington Beach, or spending time at the major events his office holds several times a year. “We have a prime location at 18th Street and the Pacific Coast Highway and we hold three or four major events a year for families.” Those events include a pumpkin patch with free pumpkins for kids and a Christmas event with a Santa. “We also host a free ‘Shred Event’ where anyone can bring down boxes of old tax returns or other paperwork and watch them get shredded.” Each event also benefits a different local charity such as the school district or other nonprofit.

When he’s not out and about being the affable REALTOR® everyone knows him to be, Charlie and his wife spend as much time as possible with their three daughters and their spouses, plus four grandchildren (“with another on the way”), who all live in California. The only change he is considering for his business would be to team up with another agent from time to time to allow for more flexibility. But, at the end of every day, he is happy with the way he has built and sustained his business based on strong relationships and doing well by others.

To learn more about Charlie Finn, visit PropertyInHuntingtonBeach.com, email Charlie.finn@coldwellbanker.com or call 714.402.9132 www.

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MATIN HAGHKAR Top Agent Matin Haghkar of RE/MAX Plus in King of Prussia, Pennsylvania has spent his entire adult life in the world of real estate, accumulating a wealth of knowledge that has helped position himself squarely among the very best in the industry.

“I started right out of high school,” says Matin. “When I was eighteen I acquired my real estate license. Then while I was in college, I started buying some of my own investment properties on campus to rent to my friends and other college students, eventually I started getting into flips and bigger projects. Then one thing led to another and I kept increasing my sales volume and as the years went on, I kept buying more and more properties for myself, friends and other investors. Long story short, I ended up opening my own RE/MAX office about a year and a half ago and here we are. Currently we have about 20 prospering agents and a successful property management team with over +200 managed properties.”

While Matin still sells properties on occasion, he is primarily in a managerial/owner position, overseeing a team of highly qualified agents who are, in many cases, investors themselves, a distinction that helps them better serve the large number of clients looking to purchase investment properties. “If you’re just selling, but haven’t bought or sold a home for yourself, you tend to lack appreciation for why people act the way they do during the home buying/selling process. Being an investor yourself gives you a different perspective and attitude towards the transaction.”

With nearly 70% of his business based on repeat clients and referrals, RE/MAX Plus is clearly doing something right. “We just really keep it honest with our clients,” says Matin. “When we don’t think something is a good

deal or they’re not making a good decision, we respectfully tell them that we don’t think it’s a good idea. We keep it impartial and give them the facts.”

An impressive amount of 5 star reviews on Zillow is testament to Matin’s real estate prowess. Among these glowing testimonials is this recent accolade: “Matin and his staff were extremely helpful all the way through our home buying process. We originally used The Haghkar Group to help us find the perfect rental. After a wonderful experience renting, we decided to use Matin again a year later to find our home in the Philadelphia area. We found the perfect home and everything went as smooth as possible - from the lender to home inspection to homeowners insurance, Matin had all the right connections to get everything done right while saving us $$$. Since we bought the home, Matin has reached out multiple times to answer any questions or concerns. I highly recommend Matin Haghkar with Remax Plus.”

Being involved in the community is important to not only Matin, but the whole team at RE/MAX Plus. “It’s important to be involved and give back to your community and it’s especially important to support your local businesses.

We all need to support each other.” Matin and his team at RE/MAX Plus sponsor multiple elementary, middle and high school sports leagues and actively donates to local charities and food drives.

As for the future, Matin is looking forward to unveiling a new website that he describes as an “advanced local version of Zillow.” “It’s going to be huge,” he says. Additionally, opening new offices is on the horizon. “We’re trying to recruit as many agents as possible, stay up to date with the newest cutting edge technology and stayed educated on the business and the market so we can advise our clients the best we can.”

For more information about Matin Haghkar, call 215 - 422 - 3711or email matin.haghkar@plusrealtors.com 40

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Are You In or Out?

by Barry Eisen

Have you ever felt like you’re doing all the right things but your wheels are just spinning? You’ve invested a lot of time into a business, a job, a relationship, a sport, a course of study, but the results don’t justify the effort or time. You have so much invested, you just can’t walk away. You can see the light at the end of the tunnel but it doesn’t seem to be getting closer.

What to do, what to do?

As a business/personal coach I hear feedback every week from those who feel frustrated, powerless, and stuck in one or more areas. The reasons, or justifications for continuing doing things they tolerate rather than love are many. But, like panic attacks, unless you address the issues and make changes they get worse and you get more of them. For most, not paying attention and continuing in the same direction is a mind numbing experience, which produces a low selfesteem and is a recipe for a boring life.

Ask yourself the question, “What area Top Agent Magazine

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.)

Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune?

When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way.

(Damn those bright shiny objects!)

A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 41

Visualize the success you desire. Top performers do this in every field. Do it too...with consistency.

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time.

Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions.

At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!”

Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories.

Keys to getting unstuck: 1) Be willing to own your shortcomings 42

and poor attitude as well as your strengths. The truth CAN set you free.

2) Be teachable and open to learn better ways of thinking and acting.

Learn from those ahead of you, not the ones behind you.

3) Associate with those who will support, not tear you down.

4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics.

5) Accountability buddies and coaching work. Live up to goals.

6) Visualize the success you desire.

Top performers do this in every field. Do it too...with consistency.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

KENNETH KADAR When making real estate decisions, a person or family wants an agent with solid understanding of all aspects of a transaction. Kenneth Kadar, Associate Broker of the Top Shelf Team at Keller Williams Realty in Central New York’s Finger Lakes region, excels in this regard, given his experience as both a REALTOR® and as a longtime real estate investor. “In 2008, I started flipping homes and purchasing homes as rental properties,” he says, adding that he earned his license in 2012.

“That turned quickly into me helping others to buy and sell their homes, which I really enjoyed,” he says. But at the time, Kenneth still worked full-time in another industry.

“In 2016, after 15 years of being a full-time CFO of a major regional transportation company, I decided to go into real estate full-time,” says Kenneth. Although he worried about leaving the stability of his other career, he knew he needed more fulfilling work. Over time, he had fallen in love with helping people achieve the American Dream. Upon discussing the possibility of forming a partnership with a seasoned and successful local agent, the decision was made. On January 1, 2017, Your Top Shelf Team at Keller Williams STFL was born.

Led by agents Kelly Squires and Kenneth Kadar, the team is known for eagerness to go the distance, both figuratively and literally “We are members of several real estate boards and will go 60-80 miles from our base to help clients,” says Kenneth. “With my background in the Ithaca and Binghamton area and Kelly’s within the Elmira-Corning area, we have mastered the surrounding markets.” Their reach in marketing is strong, as well. On Facebook alone, the team’s total followers put them in the top tier of all businesses in their area. “For listings, we hire a professional photographer, post on MLS and we’re looking into drone technology, 3D mapping and virtual touring.” They also don’t shy away from spending a good deal of money advertising listings online.

Local visibility is also key to the success Kenneth delivers. “I come from the transportation business and we take advantage of the fact that there are 60 vehicles out there,” says Kenneth.

“We have our faces, names and websites out there on these vehicles.” People know Kenneth and Kelly as local experts who are deeply familiar with the region’s real estate market. They are also increasing their visibility in community outreach, taking part in Keller Williams Red Day events and supporting causes like Habitat for Humanity. “As we continue building the team, we know we will be able to give back even more,” he says.

“The best part of this job is the closing table,” Kenneth says. “We work with many first-time homebuyers or people who are upgrading from their first home to their dream home.” Seeing happiness in clients’ eyes is very rewarding. “When work becomes your passion, life is good,” he says. And when clients become your friends, it’s even better. Kenneth and Kelly keep transactions on track, but manage to have fun. “We make things enjoyable and find ways to laugh, taking stress off our clients.” Kenneth enters each transaction with the mentality that clients are family. “We go above and beyond.” Staying in touch, therefore, comes naturally.

“We’re connected on social media with our clients,” Kenneth says, adding that he often attends barbecues and birthday parties for his clients’ kids.

Meanwhile, as the father of two young children himself, family time comes first in his personal time. “It’s all about quality time and kids’ sports, activities, parks and playgrounds,” he says.

“Real estate comes with long hours and weekend, holiday and evening work. But creating family time is so important.” It’s not an easy balancing act, especially with a business growing as quickly as Your Top Shelf Team is. They expect to reach or exceed their goal of closing 100 transactions in their first year and to hire more agents and venture into other areas of real estate sales soon. “I know that I reached this point not only because of my individual strengths, but my strengths blended with Kelly’s,” Kenneth adds. “That combination is why our clients are so happy.”

To learn more about Kenneth Kadar, visit yourtopshelfteam.com or facebook.com/HomesByKellyandKen, email kenkadar@yahoo.com or call 607-279 - 6358 www.

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TERESA KEENAN After working in construction office management, Teresa Keenan moved into the nonprofit world. “I wanted to use my time for the betterment of others,” she says. But after several years she began to struggle with the burnout so common in the nonprofit field. It was then she realized she could blend the skills she’d developed during her time in the construction industry, her deep commitment to helping other people, and her lifelong passion for real estate. Two and a half years ago she decided to go for her dream, and she’s had a thriving real estate business ever since.

After working two years with a partner, Teresa felt ready to take the leap and move out on her own as a solo agent. She now serves primarily the City of Fond du Lac, Wisconsin and the surrounding 25-mile radius. Though she’s still a relatively new agent, her rate of referral business is already at 30%; and she just hit a milestone with her first repeat clients, a boyfriend/girlfriend couple who each had a house to sell. They were so happy with the amazing job Teresa did selling their first home they came back for her help with the second.

What keeps her clients enthusiastically recommending Teresa to their friends and family? “I’m truly interested in people. I make relationships my top priority. I have a great understanding of how emotional the whole buying and selling process is. I know that many people going through this need a lot of reassurance and communication. I’ve built my business on providing that.” Past clients note that Teresa is available all the time and is incredibly patient with their concerns and timeline. Teresa’s past careers in construction and nonprofits give her an edge in her work. Her construction management work helped her to become incredibly organized and detail-oriented, putting systems in place that ensure no detail will fall through the cracks.

“I think that’s key in real estate,” she says. “I also learned so much about marketing.” Her work in nonprofits taught her to bring a human touch to every interaction. “For me, real estate isn’t about the house at all. It’s about a transition in people’s lives. Sometimes those are good transitions and sometimes they are bad transitions. My job is to be a steward of that transition. I care about helping people move to that next place in their lives.”

A naturally creative person, Teresa invested in a professional camera and takes high quality photographs of each listing. She advises her clients on how to stage the property and also offers to have an interior designer come in to help with decluttering and furniture placement. To market listings, she uses a combination of old-fashioned and new technologies, advertising in both the local newspaper, on real estate websites and on social media. On Facebook she’s started a general interest group called Historic Properties of Fond du Lac. “My favorite houses are the older, historic homes, and I actually live in one,” she explains. Keeping in touch with past clients is easy for Teresa because many become friends. She uses social media and often reaches out by phone or text to see how things are going. She also drops off holiday gifts to let them know they are on her mind.

To give back to the community, Teresa sits on the Historic Preservation Commission for the City of Fond du Lac, working to preserve and save historic properties and educate the community about their importance. Teresa has two children and her husband has three children and two grandchildren. In her free time, she loves to spend time with all of them. She also enjoys quiet time reading great books. For the future, she’d love to consider opening her own boutique agency; and she plans to continue growing her flourishing new business!

To find out more about Teresa Keenan, contact her via email at keenant@firstweber.com or by phone at 920-602- 4656.

You can also check out her website at teresakeenan.firstweber.com. www.

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How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estate—an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year.

Top Agent Magazine

Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and you’ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests.

Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well.

By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too.

Theme Your Event Whether the area’s high school sports team has made it to the state champion46

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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JODIE OUIMET When Jodie Ouimet took a role as an assistant in a real estate office, her plan was only to supplement her ongoing career in turf management at a local resort. Once she got a taste of the real estate world, however, she began considering the possibilities of a career shift. Sensing her natural ability, Jodie’s boss encouraged her to earn her license and pursue a new professional path. That was fifteen years ago, and since then Jodie has cultivated a diverse industry skillset and is now at the helm of her own thriving enterprise.

In her early professional years, she worked alongside leading builders in project sales and pre-construction condos. She shifted gears during the downturn and added property management to her repertoire. Now, as the Managing Broker at Mountain Town Properties Ltd., Jodie has built a seasoned reputation on the tenets of professionalism, follow-through, and people-first service.

Primarily serving the greater Rossland area in the West Kootenay region of British Columbia, Jodie and her team offer expertise in the realm of residential sales and full-service property management. Considering the area is well-populated by vacationers and resort goers, Jodie’s short-term, long-term, and vacation rental management adds considerable value to Mountain Town Properties’ spectrum of care. What’s more, Jodie’s enterprise is a boutique office, which means she and her team stand apart from the franchised brokerages of the area. The team at Mountain Town Properties Ltd. offers truly personalized care and has managed a compelling array of properties in the region. “Mountain Town Properties isn’t a franchise, it’s our own entity, and we’re well recognized for that. We’ve earned some of the predominant and unique listings in the area, and as a result we have a really interesting portfolio,” Jodie explains. “What it comes down to is our professional service. We’re prompt, we’ve got confident knowledge of the local market. Beyond that, we’re fair and honest. We do a good job for our clients.”

To keep in touch with their sizable network, Jodie and her team send out informative quarterly newsletters, specifically geared toward tenants, landlords, or residential sales clientele. To market listings, she and her team make use of the MLS and the wide reach of social media—where many modern renters and buyers begin their search. Jodie’s office also partners with the local tourism bureau for joint marketing opportunities. At the heart of Jodie’s business model is an abiding dedication to the fundamentals of good business and the golden rule. “From the rental perspective, our clients recognize that it is a competitive business in our area. But when they work with us, they see very low vacancy rates and better than average rental incomes,” Jodie says. “On the sales side, it’s the same thing: exceeding expectations. Professionalism and friendly service go a long way. It’s a simple as that.”

To give back to her community, Jodie is a regular contributor to the local SPCA, as animal welfare and pet adoption are causes close to her heart. Likewise, she stays active in the area’s business community through engagement with the local Chamber of Commerce and through partnering with Tourism Rossland. In her coveted free hours, Jodie enjoys downhill skiing, camping out at Christina Lake, and returning to one of her longest held passions: golf.

Considering the future of her business, Jodie hopes to grow by adding more licensees, developing her talent roster with the addition of capable sales agents and property managers—all the better to serve the ever-popular destination of Rossland and the Kootenays. She also has plans to venture into the commercial sector, applying her proven work ethic and vision along the way.

Thinking back on her storied, unconventional career, Jodie Ouimet has no regrets, only gratitude for the path she set upon. “I’d do it all over again,” she reflects. “It’s been a lot of hard work and took a lot of determination, but it’s all worth it. I was a new realtor when I moved here and started a brokerage. It was a risk but providing professional, good service paid off.”

To learn more about Jodie Ouimet, e-mail Jodie@mountaintownproperties.ca, or call (250) 368 - 7166 Top Agent Magazine

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BILL & STACIE SHEAROUSE Specializing in luxury homes and equestrian estates, Top Agents Bill and Stacie Shearouse of ShearHouse United Realty Group have found themselves at the top of the real estate pyramid through a focused dedication to meeting their many client’s needs and providing the very best customer service in Wellington, Florida.

experts instead of one. We work with a lot of clients who have to do sell/buys because they are transitioning into a new home. Our team approach makes a difficult transition much easier for our clients.”

Bill is actually a third-generation Realtor who possesses in-depth knowledge of the local real estate market. “I’ve been involved in real estate my entire life,” he says. “My family has lived here for five generations. My father started one of the first banks in the area and my mother, grandfather and uncle all were Realtors.”

Stacie was born and raised on a horse farm in Ohio, where she helped her father raise thoroughbreds, and which began her lifelong love of horses. “My passion for the luxury home market and Stacie’s knowledge of equestrian properties has been a tremendous asset for our clients,” says Bill.

His clients clearly agree. A five-star rating on Zillow is proof that the team can handle any real estate challenge that is thrown in their path, and testimonials on the site attest to this. Reads one glowing review: “Bill and Stacie were incredibly patient with my husband and I from the very beginning...Stacie communicated with me via phone, text, email, and FaceTime, and she was always prompt in her responses. They both kept a close eye on newly available homes, always sending us information quickly. Their knowledge of the area and respect for our desires and budget was evident as they worked hard to find a home within our wishes.

Bill and Stacie’s practicality, humor, and personable conversation made the whole process fun and non-stressful.”

With the bulk of their business based on repeat business and referrals from satisfied customers, the husband and wife team are obviously providing unparalleled client service.

“What I hear back from our clients,” says Bill, “is that they like the fact that we’re so attentive to their needs”. We keep track of every step of the process so our clients never have to worry.”

Bill, who has written six books dealing with real estate (including Home Improvements That Improve Values and Complete Guide to Buying a Home) - finds that the greatest enjoyment he derives from his career is less about the financial rewards and more about the personal side of the transaction. “Stacie and I find tremendous satisfaction, when we get to bring together a family and a new home.”

When asked what differentiates ShearHouse United Realty Group from their competitors, Bill replies, “I think that is has to be the fact that we do work as a team. Stacie is an Accredited Buyer’s Representative (ABR), and I’m a member of the Institute for Luxury Home Marketing. So you get two

As for the future, Bill and Stacie are constantly on the lookout for ways to improve their already- stellar customer service. “As a member of the Institute for Luxury Home Marketing we are on the forefront of new technology that provides better services to our clients”.

For more information about Bill and Stacie Shearouse, please call 561-723-5888 or email bshearhouse@gmail.com 48

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back.

Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve.

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1

Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves.

If you want what someone else has, you should look to them as a role model. What

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are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

2

Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day.

Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

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Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision.

If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic.

When you’re feeling emotional...wait.

It really is that simple. Wait it out until 50

you’re back in a rational state of mind and take it from there.

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Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success.

In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

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Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed.

People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t?

They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

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MARK SISK Top Agent Mark Sisk of RE/MAX Premier Realty in Monroe, Louisiana knows that the secret to a successful real estate business is providing clients with top-notch customer service. With his broad base of industry knowledge and his willingness to go above and beyond, Mark strives to make every single transaction as smooth as possible for his many grateful clients.

Now entering his eleventh year in the real estate industry, Mark is a second-generation realtor. “My father has had his Broker’s license for almost forty years,” he says. “He always told me it was a really fun business, and I kind of grew up around it, you’d say.”

Currently working with a full-time assistant who handles the administrative details of his business, Mark’s primary selling areas are the Ouachita and Morehouse Parishes. With his repeat and referral business hovering at around 85%, Mark is clearly making his clients happy. “I really pride myself on the customer service aspect of the business,” he explains. “After years in this industry, I’ve realized that what holds a lot of other agents back in the area of client retention is that they don’t maintain contact with their clients after the sale. So I try to service my clients whether we’re active, whether I have their house on the market or not. I send market updates to all of my buyers with information about what’s happening in their local market. I just stay in touch and accessible.”

His client’s gratitude is evident by this glowing, five-star review on Zillow: Mark was a great realtor. He understood very quickly the type of home we were looking for and did his best to find properties that fit our needs. He was always available for questions or issues. After the sale we had a few small issues and he was extremely prompt in helping us solve them. I would recommend Mark to any buyer or seller. When the day comes to sell my house, I plan to list with Mark.”

When asked what his clients remember about working with him, Mark replies: “Again, I think it’s about the customer service and doing whatever it takes to get the job done. I really try to make the process as smooth as possible. I understand that there is an emotional aspect to the home buying or selling process, and I try to keep everyone as calm as possible during it. There are always issues that pop up, for example during inspections certain things will need to be done to a home. On appraisals, sometimes better comps are overlooked costing sellers thousands of dollars. I can communicate this to the proper parties to ensure my clients are getting top dollar. I’ve got cleaning businesses on speed dial, and I’ve got several contractors I provide with a steady stream of work, so I’m able to handle the inevitable hurdles that occur.”

Local magazine Delta Style recently nominated him as best local realtor for their Best of the Delta issue, and he has been named several times by the local Chamber of Commerce as being among the Top 20 Under Forty.

What Mark enjoys most is the ability his career provides to help people. “I like being able to provide top-notch client service,” he explains. “At the end of the day, most people do need to have their hands held, so to speak, throughout the process, and I enjoy doing that.”

When he’s not working, Mark enjoys nothing more than spending time with his wife and three daughters. He also endeavors to give back to his community, and to that end sponsors local youth sports teams and volunteers at a homeless shelter feeding the underprivileged. He is a member of multiple church groups, and sits on the Board of Directors for Northeastern Louisiana Association of Realtors.

As for the future, Mark is planning to continue the growth of his already-thriving business, while making certain to maintain the exceptional level of customer service that has become his hallmark.

For more information about Mark Sisk, call 318-801-4344 or email MarkSisk@remax.net Top Agent Magazine

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MARY LANE SLOAN Focus, commitment and innovation.

These traits separate Mary Lane Sloan from the competition. As co-owner of The Art of Real Estate, a boutique firm with offices in Columbia and Greenville, Mary Lane is driven to provide clients with the best customer experience possible, to better serve the communities she works in, and to always look for ways to grow and adapt to a changing market.

“Any agent can sell a house,” she explains. “But the person who’s buying or selling is in a period of transition. That’s stressful. Where we really shine is our commitment to helping our clients with the transaction and getting them through this transition in their life. We’re not just looking at this sale, but at their experience and how we can make it more pleasurable.”

Mary Lane didn’t start out in real estate, but once she got in, she was hooked. She had been a public school teacher and thought she’d teach for her whole life. Starting in 2003, when she and her husband bought their first house, they had several encounters with real estate agents who treated them like “small potatoes.” In 2007, in order to buy investment property without depending on an agent, Mary Lane got her own license. A family friend in real estate showed them a property, and when Mary Lane flippantly mentioned she was a teacher, the agent said, “Teachers make the best agents!” and encouraged her to join her as a team. Mary Lane simply giggled, but that summer the market in Columbia began its downturn, and she decided to try real estate with the agent just for the summer. She found success.

Today she and one of her original teammates, Brad Allen, own the firm, serving the Midlands with a repeat and referral rate of 86 percent. That’s no surprise, given the way Mary

Lane listens to clients and educates them, skills she honed as a teacher. “People want to understand the process,” she says. “It empowers them to feel confident in their decisions.”

Staying in touch with past clients is another forté. She hosts several VIP events for loyal clients, ranging from intimate lunches to a day at Riverbanks Zoo with food, drinks and door prizes. Twice a year, all her clients are invited to her fall Pumpkin Picking and Spring Fling. She sends handwritten cards for house anniversaries and birthdays, with Baskin Robbins gift cards for the kids; and a copy of the client’s settlement statement for taxes, followed by reminders to adjust their tax rate.

Mary Lane’s innovation with listings knocks it out of the park.

She gives every seller two hours of professional staging, provides a full home inspection and retains a contractor. “When we get the inspection back, our contractor itemizes an estimate on the repairs,” Mary Lane says. “We attach that to the buyer disclosure. When a buyer walks through the door, they’re immediately looking for reasons not to pay the asking price.

If we can show that the home has already been inspected, it makes them feel more comfortable.” Professional photography is also on the menu, along with 360 degree virtual tours and Matterport technology for virtual reality. Mary Lane’s firm might be the only brokerage in the Midlands using this innovation.

Committed to the community, Mary Lane sponsors several neighborhoods, sits on two boards, belongs to Junior League, and supports the local food bank, Harvest Hope, collecting cans of food at every event. She loves being out, enjoying all that Columbia has to offer. The driving force of her career has always been a commitment to making the real estate experience different and better, and she plans to continue doing just that.

For more information about Mary Lane Lane Sloan of The Art of Real Estate, Columbia, SC, please visit theartteam.net, call 803 - 960 - 2350 or email marylane@theartteam.net http://

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether.

Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

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Really owning the emotions that are putting you in a place of fear, is the first step.

By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all.

Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off.

Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 54

Start thinking of fears as challenges.

As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties.

Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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ROB ZELEM In the summer of 1993, Rob Zelem bought his first house in a charming suburb of Philadelphia. Rob was a self-starter and he’d just paid his way through a business degree by successfully balancing work and study. He excelled in business. And he loved people.

And with that first personal purchase on Lawnside Avenue, Rob Zelem discovered exactly how he wanted to fulfill his life mission to have a positive impact on people’s lives. Nearly 25 years later, Rob and the Zelem Real Estate team have helped legions of satisfied customers with that same vision driving every business decision.

“They say that home is where your story begins, and it’s really true.” says Rob. “Everybody’s writing a story, and that story is of utmost importance to me and my team. It deserves to be protected and nurtured, and finish with an outstanding ending.”

One of the ways that mission sets Zelem Real Estate apart from the rest is their unique ability to dig deeper with their clients to get to the core of what’s truly driving their move. “Making a move is monumental for people. So during our conversations with clients, we help them dig deeper and gain clarity on what’s driving their move. We get to the real ‘why.’ Those purposeful conversations help our clients discover a lot about themselves, which builds a lot of confidence and trust with the people we serve,” says Rob. With a current rate of repeat and referral business that hovers around 83%, Rob and his dedicated team are clearly doing something right.

“One of the biggest compliments we receive is when our clients tell us they never felt ‘sold’ on anything,” Rob says. “We embrace and adopt their goals and intentions in a way that enables us to be a strategic advocate for them. As we keep their best interest as the constant goal in the entire process and advise them accordingly, we earn their trust. And that’s one of the main reasons our clients keep returning to us, and sending new clients our way.”

Earning that trust and creating such a positive experience during one of the most important decisions in a person’s life is what fuels Rob. “It’s imperative to minimize our clients’ stress and put their minds at ease throughout the process,” he said. “And when our clients tell us how well we handled a sale and how much they appreciated our help to get the job done, that’s the stuff that really matters.”

Once transactions are complete, Rob and his team go the extra mile to support their buyers and sellers with life-long service beyond the sale. “As part of our Customer Care Program, we have aligned ourselves with exemplary service providers who do quality work. So when a client calls and asks who we’d recommend to update their kitchen, for example, we have a solid resource they can trust. Our service to our clients goes far beyond just the sale of their home.”

Giving back to the community is also a priority for the Zelem Real Estate team. “One event, in particular, I’ve enjoyed is CityServe, a community service event my church organizes twice a year. We’ve hosted festivities for children, passed out free donuts to neighbors as an act of kindness, and all kinds of other practical ways to reach out with a caring hand,” he says. “Of course we never miss Keller Williams’ Red Day, either, including the opportunity to build a home with Habitat for Humanity. That was a particularly memorable experience given our industry.”

In the future, Rob plans to start his own charity to benefit teachers.

“It’s so significant, the impact they have on our kids,” he says. “We would love to create something that shows them they are appreciated and, in the future, our goal will be to fund the building of schools in underprivileged areas of the world.”

“Again, everybody’s writing a story. And their story is important,” Rob says. “We consider it quite a privilege to to be such a key part of it.”

For more information about Rob Zelem, please call 919 - 906 - 3793 or email rob@zelemrealestate.com Top Agent Magazine

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