Nationwide 10-30-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

MARTIN ATILANO

THE JIM AND AMY GALLIGAN TEAM

STACEY MATTINA

MARY BETH SHEALY

LEANN BENNETT

GARY GARDINER JR.

HELEN BOVIN

MARY ALICE GEORGE

JULIE GRITTON

HELEN BOVIN

TINA NENADIC

NICOLE NEZAT

CHIKITA SIMMONS

MAC COREY

CHERYL LEDDY

SANA SALEH

ANNA S. TERRY

ANTHONY SCORSONE

MELINDA TOLBERT

NATIONWIDE & INTERNATIONAL EDITION

HELEN BOVIN

MARTIN ATILANO

MAC COREY

CHERYL LEDDY

HELEN BOVIN

SANA SALEH

ANTHONY SCORSONE

LEANN BENNETT

THE JIM AND AMY GALLIGAN TEAM

CONTENTS 4) 5 FRESH NEW

APPROACHES TO CONTENT MARKETING

9) COACHING 9-1-1 13) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

21) BUYERS AND

SELLERS: UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS

25) MODERN EMAIL

ETIQUETTE FOR TODAY'S AGENTS

18) ARE YOU DOING

BUSINESS AS YOU ON FACEBOOK?

29) CREATIVE

MEDITATION FOR THE REAL ESTATE PROFESSIONAL

33) 3 SUREFIRE

METHODS THAT MAKE FOR A PRODUCTIVE MEETING

37) SHUT UP AND SELL

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. 2

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MARY ALICE GEORGE

JULIE GRITTON

GARY GARDINER JR.

47 33

NICOLE NEZAT

MARY BETH SHEALY

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

STACEY MATTINA

CHIKITA SIMMONS

45) IS STARTING A

ANNA S. TERRY

TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

REALTOR Vendors and Real Estate Companiesâ&#x20AC;&#x201D; Get Nationwide & International exposure! Top Agent Magazine

TINA NENADIC

MELINDA TOLBERT

49) 5 REASONS WHY

YOU NEED A MENTOR

52) 4 WAYS TO WIN

THE BATTLE AGAINST PROCRASTINATION

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5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons. First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal. To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar. Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience. Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded. We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 6

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MARTIN ATILANO

MARTIN ATILANO Although he has only been in the business for two and half years, Martin Atilano has quickly made a name for himself as a rising star in the lucrative Northern Illinois real estate market. “In 2014 I was working for a marketing company, but I knew I hadn’t found my calling and was exploring other options. When I was buying my home, I became intrigued with the process and started talking to my agent about the business. He told me what I needed to do, so I took the course and got my license. I couldn’t be more thrilled with how far I’ve come in such a short time.” Martin has worked solo up to this point but has just started building a team. His team primarily focuses on Lake, Cook and McHenry Counties, but really go into all of the surrounding areas, or wherever their client might need them. Martin has already built up an impressive rate of referral business and is active on Facebook, where he keeps in contact with past clients and has had great success marketing himself as one of the premier agents in his area. Key to Martin’s success has been his above and beyond approach to customer service which provides an exceptional experience to every client, no matter the price point. “I focus primarily on buyers. On that side of a transaction you need a lot of patience and you need to do a lot of hand holding. I take my job very seriously. I’m not selling a home to a client, I’m helping them find the perfect home, one that fits their needs and their budget. I treat everyone the same,

they all get my complete commitment and they can feel comfortable knowing I have their best interests at heart. I make myself available to them 24/7. If they need me, I take the call. ” Martin, who is bilingual, is also a Latino market specialist. “It’s very rewarding to be able to help that community achieve the American dream of home ownership. A lot of these people have been renting for years, so it’s an amazing feeling to help them figure out a way to move into their own home, and then work hard to get them to closing table. I feel strongly that everyone deserves the highest level of service, this is a home where a family will grow, thrive and make memoire. I feel honored to help make that happen. There is no greater joy than being able to hand them the key to their new home at closing. Martin is active in hinc community primarily through his church and with youth soccer. When he isn’t working he enjoys spending time who his family, and playing soccer himself. Martin would like to to see hi business continue to grow, and has big plans for the future. But no matter how big his business gets, Martin’s top priority will always be his clients. “I want people, particularly in the Latino community, to know that there are still a lot of good agents out there. We work with honesty and integrity, and you can count on us to help you achieve your real estate goals.”

To learn more about Martin Atilano call 847 - 420 - 3065 or email atilanohomes@gmail.com 8

Coaching 9-1-1 By Walter Sanford

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

leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?” Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that? Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?” Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions. Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us Copyright©, 2015 Walter Sanford. All rights reserved. online at www.waltersanford.com. 10

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HELEN BOVIN

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HELEN BOVIN “Top Agent Magazine we meet again!” says Helen with a coffee in one hand and her phone glued to the other, “ it is always such an honor to be mentioned in your pages.” Nearly 20 years ago, Helen Bovin burst into the Real Estate market where she was awarded Rookie of the Year and she has never stopped since; becoming a part owner of one of the largest top producing firms in Colorado, Keller Williams DTC, earlier this year. “The amount of transactions I close are just numbers to me. The amount of smiling faces I see at the closing table is what gives those numbers meaning.” Seen in the Denver Post, heard on local radio shows, and recognized year after year by Real Trends as one of America’s Best Real Estate Agents, Helen works around the clock to provide the highest level of professional attention to her clients. “Being a real estate broker is not a nine to five job; it is a way of life. You have to love what you do to be successful.” Helen is an international powerhouse who speaks three languages and has extensive global market knowledge as well as a vast client following. Known for her attention to detail, exceptional memory, compassionate nature and thorough research, she has been the “go to” agent in Colorado, specializing in the Denver metro area. “I think because my clients know that I truly care, they not only come back, but feel comfortable referring their friends and family to me.” Earning a Masters Degree in Music Education with an emphasis in Piano, Helen began her career as a music teacher. Pianists

must have an unparalleled work ethic, be focused, be patient, be flexible, be able to improvise, be passionate about their craft, and be committed to the endless hours of practice. “I love to teach, that is part of the reason I became a realtor. A realtor is an educator.” Transitioning from music to real estate sales, Helen utilized her previous skills to her advantage. When difficulties arise during transactions, she thinks quickly which keys to press to get the rhythm of the deal back together. Her showings and listing appointments are always filled with the sound of music if there is a piano in sight. The path to happiness is not always a straight line. Colorado’s market was at an all-time high when Helen received the news that her husband was diagnosed with brain cancer and given months to live. With phones ringing and emails overflowing, Helen knew this was going to be one bumpy ride. She strapped in her seatbelt and made the impossible possible by bringing in record production figures and getting her husband on his feet again. “I’m a fighter,” says Helen “you have to fight for your life as well as for your success.” She gives back her time and appreciation to the University of Colorado Hospital Cancer Center. “This center helped my husband be part of our family again. I know what other families are going through, I have the scars to prove it. I will do anything in my power to make their journey a lot less difficult than mine was.” Helen’s authentic, positive attitude is contagious and her passion for her craft is inspiring.

To learn more about Helen Bovin, Broker/Owner of Keller Williams DTC, please call 720.404.0043, email helenbovin@yahoo.com or visit helenbovin.com www.

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts. Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect. Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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MAC COREY Top Agent Magazine

MAC COREY Mac Corey knows just about everything there is to know about lake living. He should; he grew up spending summers on Wisconsin’s Lake Geneva and made the vacation-home community his permanent home in 1990. Based at the Fontana-on-Geneva Lake office of d’aprile properties, he serves buyers and sellers across a triangle from Milwaukee and Kenosha on Lake Michigan and out to Lake Geneva. “Ryan D’Aprile, the founder of d’aprile properties, is one of my oldest friends,” says Mac, who worked in other industries for several years before Ryan suggested he consider the mortgage business. “He was growing his company and really wanted to work with me during that growth phase. He’s very persuasive!” In 2011, Mac spent a few years with in mortgages with d’aprile properties, learning the industry from the inside out before discovering that real estate would be an even better fit. Changing careers within d’aprile properties validated for Mac that much of his success stems from his place on an extraordinary team. “I am a solo REALTOR®, but our culture is one of a giant team,” he says. “We work extremely well together. We’re independent contractors as agents, but we support each other companywide.” With more than 350 agents, the members of the Chicago-based company share resources and referrals across Chicagoland, Northern Indiana and Southeast Wisconsin, where Mac specializes. “I can’t imagine that any other company offers the amount of support that we do.” That internal support, says Mac, translates to unmatched experiences for buyers and sellers. Mac, in his niche vacation community near Lake Geneva, works with many buyers from upscale neighborhoods and suburbs of Chicago. When marketing his listings, he takes advantage of his savvy use of technology. “I am also a huge proponent of professional photography and work with an amazing photographer in the area,” he says. “She is so good that when I see photos on other listings, I immediately recognize her work; it’s that superior.” Photographs and customized descrip-

tions are then distributed through various online marketing and social media platforms, including boosted posts and email marketing. “And in a vacation home market, print and direct mail marketing are important, as well,” says Mac. Sellers and buyers reap the benefits of the close relationships between the agents at d’aprile properties. “We market very strongly within our company,” says Mac. “Everyone knows exactly what’s going on across the company.” When working with buyers, Mac’s experience in mortgages gives him and his clients an added advantage. “I can give them some extra detail in advance about what to expect with appraisals and different situations that might arise,” he says. “Because I’ve closed mortgages, I can detect what things could go wrong. If you know what to look for, you can be better prepared.” For Mac, the joy of real estate is in helping people by providing valuable information and guidance to help them either purchase their dream vacation home or seamlessly work their way through the sale of their home. “If it’s a lake house, that’s where they are going to build family memories. If someone has change in their life and needs to a new house, I like helping them reach their goals. And sometimes they are ready to move on if they’re not using their vacation home.” Overall, he enjoys making sure people are happy while helping them advance their lives. In his own life advancement, Mac and his wife are raising a young family while Mac continues to build his business. “I’m also a singer and guitar player,” he says, noting that performing in free concerts with local musicians is one of his top hobbies, along with cooking. He also values community involvement, serving on the board of his local real estate association as well as the school district board. Doing so much, he says, is not work; it’s part of who he is. “There’s no end to how much anyone can learn and grow,” he says. “The culture of our company lends itself to that. Our future is not just to sell more real estate but to change people’s lives in positive ways.”

To learn more about Mac Corey, visit mac-corey.com or www.

www.

facebook.com/umackie, email mac@daprileproperties.com or call 262 -394-6070 Copyright Top Agent Magazine

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mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

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

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

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CHERYL LEDDY

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CHERYL LEDDY Cheryl Leddy got into the real estate business by, what she believes is, pure fate. “I was shopping at a neighborhood store one day when an elderly woman came up to me wanting my advice on a purchase she was making for her nieces. I spent about 20 minutes helping her pick out a few items. At some point she asked me what I did for a living and if I had ever thought about going into real estate. She then gave me a number to call, proceeded to inform me where to purchase the books for school, and left telling me she knew that I was going to be an excellent Realtor. That night I talked about it with my husband, but we were concerned about the cost so I decided not to pursue it. The very next day, I was shopping at another store, in a completely different city, and I heard someone behind me say, ‘Cheryl, did you go and get your books?’ I could not believe my eyes...It was the same woman!! I told her ‘No, I changed my mind and I was unsure if I should do it. She then said, ‘Something is telling me to push you into this. I think you’re going to be wonderful.’ So I left that exact moment and went to get my books, signed up, took the classes and got my license! I knew it must have been more than just a coincidence, so I made a commitment from the start that I would give every client my very best. That woman changed my life, and to this day, I make sure that I go above and beyond to change my clients’ lives for the better as well. Blessing others blesses you.” Cheryl currently leads a small team at Keller Williams. “Everyone who works for me shares my devotion to providing an exceptional customer experience. Our tagline is ‘Your Home, Our Reputation’ so I consider our reputation on the line with every transaction. We want to change the way people think about Realtors.” One of the keys to Cheryl’s success is her ability to build strong and long-lasting relationships with her clients. “They know they

can trust me. If I say I’m going to do something, I come through. I don’t just tell them what they want to hear to get a commission check. I don’t just talk the talk; I show them and educate them on the process. I stay in their lives and am always a resource for them. When you work hard for people, they remember you and feel comfortable recommending you to their friends and family.” Cheryl considers herself a perfectionist, with a great work ethic, and there is perhaps no stronger indicator of that, than with her comprehensive approach to marketing her listings. “We spend a lot of time up front making the home show ready. I have professional cleaners and stagers come in before we get fabulous photos taken and the virtual tours done. All of this preparation is why I can sell homes for top dollar in the quickest amount of time possible.” Coming up on nearly a decade now, the longest it’s ever taken Cheryl to sell a house is three and a half weeks. Cheryl strongly believes in giving back. “It’s something I instilled in my kids early on, so I really try and lead by example.” When she isn’t working Cheryl enjoys shopping, spending time with friends and family, cooking, reading, and playing with her precious pup Diva. Cheryl couldn’t be happier with where her career has taken her and would like to continue to grow her business, while she mentors her son on his path to find his own success in the business that she loves and is passionate about. “Someday I hope to become a Real Estate Coach and share my philosophy to other agents on what I’ve learned. I love what I do. I get a lot of satisfaction out of the fact that people are trusting me with what is oftentimes the largest purchase or sale they will make in a lifetime. It’s the best feeling in the world.”

To learn more about Cheryl Laddy call 972-413-0875, email cheryl@thetexashomefinder.com or visit thetexashomefinder.com and facebook.com/Cheryl-Leddy-Realtor-Keller-Williams-Frisco-129270563832364 www.

www.

Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections. For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money. THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise. If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price. Top Agent Magazine

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process. As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home. Be sure to attend the inspection or assign a proxy if you’re out of the area. Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts. HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results. Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations. 22

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SANA SALEH

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SANA SALEH Top Agent Sana Saleh of Rodeo Realty Fine Estates (SanaSellsHomes) possesses a keen knowledge of the Los Angeles real estate market, gleaned from decades working with major banking institutions in the City of Angeles. “In my prior career,” says Sana, “I was an executive for major banks, where I ran the the retail business operations. What that also entailed was understanding the various market places and identifying where we would expand our footprint and locations. That gave me a really good understanding of not only the various real estate markets in Southern California, but it also helped me understand the various types of real estate available to the consumer and their needs”. In 2015, Sana decided to make a change. “For my second stage in life, I thought I wanted to try something different,” she says. “So being a person who was already a real estate investor personally, and as someone who always had a passion for that, I made a complete career change. It was nerve-wracking at first, giving up a career of over 25 years with stability and a position I worked very hard at obtaining reporting to the CEO and Board of Directors for a situation where you’re basically self-employed.” Her gambit paid off, and she quickly found herself to be an overnight success in the highly competitive world of Los Angeles real estate. Selling pretty much the entire city, including from Pasadena to the Beverly Hills, West Side, San Fernando Valley and Ventura County, Sana’s familiarity with the market provides a boon to any client lucky enough to work with her. Many of Sana’s clients express surprise upon initial consultation, when they are confronted with a realtor who is clearly ready and willing to go well above industry norms to make sure they are given the very best service possible. “They see how hard I work,” she says, “and then there’s just this ‘wow’ moment.” With a referred business rate of over 70%, Sana is clearly doing something right. “I truly believe it’s my commitment to my clients,” she says. “My honesty and my integrity”. Those are components you must have to be successful. What also sets me

apart is not just the fact that I’m personable and understanding of the needs and wants of my clients, but I think my financial planning background can provide additional guidance that will support their decisions.” A Premier Agent on Zillow, Sana’s reputation and abilities are made clear by a slew of five-star reviews raving about her services. Reads one: “I have no greater reverence for a professional than I have for Sana. She helped my parents, who had not moved for almost 50 years, with grace, expertise, and the patience of a saint move to the house of their dreams. Not only is she authentically a kind person, but she knows her clients’ needs innately. She is also a fierce champion - our buyer (a savvy builder) wanted to try to get away with a few things - but Sana not only stopped him at the start, she kept the mess away from my mom who would have been anxious by it all. It wasn’t until after the sale that we found out how difficult the the buyer had been. I did not expect someone to go above and beyond and nurture and defend my parents and their best interests. If you have become cynical with customer service and the ethos of experts, Sana will remind you that there are more good people in the world rooting for you. I cannot recommend her enough. In fact, any family member or friend who wants to buy or sell, will absolutely never stop hearing the end of me telling them to call her.” When she’s not working, Sana sits on the Supervisory Board of the West Side Chapter of the Cancer Support Community, and also volunteers through her church to assist underprivileged children. She also loves hiking with her husband and daughters. As for the future, Sana is passionate about educating those who are perplexed by the complexities of buying a home. “I really want to create educational workshops to help guide first-time home buyers and those whom have life changes due to a loved one passing or other life changes. I do see people get taken advantage of, or don’t get the right support when they’re going through the process. I like to take my clients under my wings and educate them. My clients appreciate the time I spend walking them through every step of the process of buying or selling a home.”

For more information about Sana Saleh, call 818-324-8062 or email SanaSellsHomes.us@gmail.com 24

Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing? For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that

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

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

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters. You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone. For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

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

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

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media. When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term. Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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ANTHONY SCORSONE

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ANTHONY SCORSONE Anthony Scorsone’s unique style makes him one in a million. He cares deeply, works expertly and gets the results clients want. “With all the TV and online shows,” Anthony says, “a lot of agents are self-taught and think they should show their clients the ‘shiny objects.’ I do the opposite. When I’m working with buyers, I point out what’s wrong and what could go wrong. If they can overcome those things, then it’s the home for them. With sellers, based on my experience with buyers, I alert them to what can happen once they secure a buyer. I like to prepare my clients for as much that can pop up as possible. That being said, a large benefit my clients get is my experience to guide them through the transaction when things get rough.”

existing furniture. (If it’s a larger, empty home, he does use a professional staging company.) Once the home is ready, he usually pays to post the listing on some 40+ websites, including Zillow, Realtor.com and Trulia, as well as all other real estate company websites. Also, Anthony relies heavily on his social media.

Anthony’s approach works. Licensed in Florida and New York State, he primarily serves Greater Rochester, from northern Steuben County to Lake Ontario, and specializes in Florida properties surrounding Orlando, as well as the St. Petersburg to Clearwater, and Jupiter to Ft. Lauderdale beach areas. Past clients are never far from his mind. He keeps in touch by phone, text and social media conversations, and not just on birthdays and holidays. If he’s in the vicinity of their home, he reaches out. With Anthony, it’s personal.

Anthony has found that when you help people, when you’re not just trying to get their business, they want to help you. He recently posted photos of two puppies on Facebook that an elderly woman needed to part with to go to a nursing facility. He received numerous responses and, from that post, someone told someone about Anthony that resulted in a listing appointment. That’s what he likes the most: everyone helping each other.

Real estate wasn’t originally on his radar. He was running the family business when his father, nearing retirement age, decided to sell. Anthony approached a close friend who had success with real estate about selling the business. “She talked to me about my future,” he says, “and suggested I go into real estate. I looked into it further and hit upon a new career.” Anthony got his license in 2005. He’s been helping clients ever since. Sellers get laser-like care from Anthony. Rather than entrusting photography and staging to impersonal companies, he does it himself. Having earned a staging credential, he knows how to help sellers declutter, depersonalize and adjust their interiors with

“I personally average 50–60 buyer and seller transactions sold each year,” Anthony says. “When you sell that much, you create a big network. When people see you have something new on the market and they’ve worked with you, they have no problem sending out your listings or your clients’ needs to their friends. That multiplies very quickly.”

He takes that focus into the community, where he’s heavily involved in his local Association of Realtors. “The more I can do within these groups,” he says, “the more I can influence people to think in terms of cooperation and assistance, rather than ‘this is a combative occupation where I can make money.’” For fun, Anthony loves to travel, cook, golf and spend time with his family. He lost his mother last year, which started him thinking about how to have more balance in his life. He began expanding with buyer’s agents and training them to work the way he does, so new clients can enjoy the level of care he gives even when he can’t be there, and everyone can enjoy their quality of life. “Everybody should find a way to do what’s important,” he says. “It makes everything better.”

For more information about Anthony Scorsone of Keller Williams Realty, Rochester, NY, please visit anthonyscorsone.com, call or text 585.797.5815, email AnthonyScorsone1@gmail.com or visit his page at facebook.com/anthony.scorsone.9 www.

www.

Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental. Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent. First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 29

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts. These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument. Here are some examples of meditations you can try.

For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis. When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity. Top Agent Magazine

LEANN BENNETT Top Agent Leann Bennett of Metro West Realty in the Portland, Oregon area has been providing her many satisfied clients with the very best in customer service for almost thirty years, developing a reputation along the way for being one of the most honest, authentic and knowledgeable brokers working today. A second generation Oregonian, Leann possesses a degree in Aviation and Business Management, and at the age of seventeen moved to Australia to become a bush pilot. During her stay down under, she also bought land and built her first home, using her own two hands. Upon returning to Oregon, she decided to make a career change. “I found that aviation wasn’t social enough for me. My mother had started a real estate company in the late 1950’s, early 1960’s, and suddenly it dawned on me that this would be a perfect career for me. That was back in 1987.” While Leann focuses primarily on the Portland Metropolitan area, she has been known to work throughout the entire state. With an impressive 98% of her business being based on repeat clients and referrals, Leann is clearly doing something right. “I think it’s because I give very personal attention,” she says. “And I try to maintain the highest level of integrity. My number one focus is always my client, and I try to steer them to make the right decisions that will, in the future, pay off for them.” That her clients appreciate her is made evident by her solid five-star rating on Zillow. Among the many impressive testimonials is this one that illustrates the depth of

care Leann provides them: “Leann was a delight to work with, not only is she knowledgeable, experienced in dealing with all types of people and one of the most organized people I know. Leann kept everything on tract, was honest and open in her dealing with myself and the buyer’s broker and was incredible at communicating the status of everything that was going on with my transaction. I would strongly and without reservation recommend Leann - she is the consummate professional and a wonderful person as well.” Something that sets Leann head-and-shoulders above her competitors is her vast knowledge of the industry, gleaned from her decades of experience. “What’s different about me,” she says, “is that I’m highly diversified. I’m a full-service broker. I do residential, commercial, industrial, farms, aviation, equestrian properties, waterfront properties, vineyards, condos, development, you name it, I’ve done it all. It’s rare that a real estate broker has that kind of background.” Additionally, that she has built her own home in the past benefits her clients greatly, in that she is able to share her in-depth knowledge of construction. When Leann isn’t working, her hobbies include an extensive organic veggie and fruit garden, horseback riding, hiking/biking, snow/water skiing, surfing, golf, tennis, travel, interior design, reading and foreign language. She also sits on the board of a biotech firm, volunteers in the political activism arena, and has served for the last fifteen years as President of her local neighborhood group. As for the future, Leann looks forward to continuing to provide her many grateful clients with the exceptional customer service that has become her hallmark.

For more information about Leann Bennett, please call 503 - 504 - 6772 or email LeannRBennett@gmail.com Top Agent Magazine

THE JIM AND AMY GALLIGAN TEAM 16 years ago, Jim Galligan knew he wanted to change what he was doing career-wise, but he wasn’t sure what path he wanted to pursue. ”At the time I was working for UPS and also doing sales every weekend at the flea market. A customer and mentor of mine gave me two books, Think and Grow Rich and How to Win Friends and Influence People and that really inspired me to pursue my dreams. Every day on my way home from the flea market, I passed a real estate office, and I started thinking if I could sell carpet cleaner, I could sell homes. One day I saw that they were hiring and I stopped in. Soon after, I got my license and I ended up being Rookie of the Year. That’s how it all started.” 16 years later, Jim and his team have helped over 1000 families achieve their dreams and created a business that is growing exponentially every year. Jim currently leads a team that with his wife Amy, and a full time Team of 5 professionals including his brother, Brendan, who is a buyer’s specialist. They serve the Pocono Mountains and the Lehigh Valley area, and are one of the most in-demand teams in Northern Pennsylvania. Jim credits their team dynamic as being a major factor in their success. “We all have clearly defined roles, so we know who is responsible to do what and when to do it. I believe this offers our clients an exceptional experience, since they have the backing of a whole team. We give our clients honest advice and always have their best interests at heart, and I think that’s why they are so comfortable working with us. We work with a lot of expired listings and even have a guaranteed sell program available to them, that’s how confident we are in our systems

and service. We work hard to get results.” Jim and his team not only build strong relationships, but they go to great lengths to maintain them as well. “Staying in touch with your past clients is really important in this business. We do that through numerous ways. Right now we’re planning a client appreciation party that will be a really family focused event, with a corn maze and hayrides. We always want to be a resource to our clients.” Another way Jim and his team stand out from the rest is with their aggressive marketing campaigns. “We are on over 350 websites, and our listings are always featured. We do video and high definition wide angle professional photography. We really stay on the cutting edge as far as technology goes, and target our marketing to the right buyers, which helps us get successful results.” Jim is active in his community and serves on the County Homeless Advisory Board, offering his expertise as a Realtor® in order to help the most vulnerable population secure affordable housing. He is also devoted to organizations that provide support for those suffering from Spinal Muscular Atrophy. When he isn’t working he and his family, all huge baseball fans, enjoy going NY Mets games. Jim would like to continue to grow his business and is looking to expand into several more locations throughout Pennsylvania. “Our top priority is to help more people. We get to play a pivotal role in one of the most important decisions people make in their lifetimes and we take that responsibility very seriously. It’s a very rewarding career.”

To learn more about Jim Galligan call (570) 421-2890, email thegalliganteam@topproducer.com or visit AHomeinthePoconos.com www.

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

The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about whatâ&#x20AC;&#x2122;s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

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

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 34

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

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties. Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office. Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

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GARY GARDINER JR. A family history of entrepreneurship may have inspired Gary Gardiner, Jr, to venture into real estate in 2007. But Gary’s specific combination of hard work, tenacity, innovative marketing networking and communication are the pillars of his individual success. “My paternal grandfather owned a real estate company in Washington, D.C., for over 50 years and maternal grandparents owned a beach club in New Jersey, along with my Aunt & Uncle who owned a men’s clothing business with locations in Northern Virginia. Entrepreneurship is part of our family story,” he says. Gary takes nothing for granted, however. He approaches his real estate business with cutting-edge processes and consistent interaction with his current and past clients along the 95 corridor in Northern Virginia. Led by Gary, the Gardiner Group, a Coldwell Banker Elite team based in Fredericksburg, Virginia, includes Gary’s licensed assistant, a business manager and a buyer’s agent, with more growth to come. Inspired by Gary, the team provides clients with such solid resources that buying or selling with the Gardiner Group is one-stop shopping experience. “I am constantly building relationships, seeking ways to add value and focus on our clients’ goals and objectives,” he says. “We want to meet and exceed everyone’s expectations.”

per,’” he explains. “Once a buyer makes a home selection, I represent the clients from the contract stage through each contingency, all the way through the closing.” Whether working with buyers or sellers, every client of the Gardiner Group benefits from Gary’s negotiation skills and industry insight. “I have four designations along with a Virginia broker’s license and surround myself with resources to give my clients choices. The decisions are ultimately theirs, but I put clients in the best possible position to choose.” Gary adds that while there are many roads to success, the most important steps are to “believe in yourself, be highly organized, work hard every day, stick to a routine and consistently evaluate the best use of your time.” To that end, Gary plans to add a licensed transaction coordinator to his team to enhance the attention they give to clients while each member of the group focuses on their strengths. “Being a good listener and surrounding yourself with professional resources helps everyone see that the most important Bathrooms: Bedrooms: Lot Size: List Price: Year Built: factor is achieving the client’s goals.” And by putting clients’ needs 3 $408,000.00 4 43560 sq. ft first, ongoing communication and a continuous referral cycle can 1992 develop. “My most important jobs are to be honest, to add value and to stay in touch.”

To smoothly navigate contingencies, for instance, Gary maintains a robust network of trusted professionals. “We provide a list of three strong resources in every category, including home inspection services; settlement services; mortgage services; home warranty; well and septic; and licensed contractors if that applies,” he says. People tend to remember the value Gary provided throughout their sale or purchase. As a result, he draws more than 90% of his business from referrals.

Driving his desire to grow his team, Gary wants each member of the 7303 NI RIVER LNDG, FREDERICKSBURG, VA 22407 Gardiner Group to spend the majority of their time on their particular area of expertise. For Gary, listings are his specialty. For each listing, he hires a professional photographer before creating online and print stories about the house and through the Coldwell Banker Elite marketing system. “This gives the client the benefit of having their home’s story told on Coldwellbanker.com and with target marLocation keting through the listing innovation system,” explains Gary. “We ANDERSON EST ***A Must See, Turn Key! Colonial, Country front have the ability to go in and look for buyer profiles to target in a certain area.” They also distribute videos, each hosted on a YouTube porch, 2 levels, 2 car garage, 4 bedrooms, 2nd master Street Address channel unique to the property; they produce single-listing websites bedroom on main floor, gleaming hardwood flooring 8108 DAVMAR L and pay for premium placement with online real estate sites. Simple throughout, upgraded kitchen with granite, stainless yard signs and MLS would never be enough. “We have mobileappliances, huge Theater Room, large TV screen, with ready access with QR codes on our signs and we create home books Property Type leather couches that convey. Plenty of space with game that list all kinds of resources about the home and the community.” and rooms.more 1 acre ofabout privacy, deck, fencedGardiner, yard. Residential Toplay learn Gary Jr,

Meanwhile, Gary’s buyer’s agent can focus on providing service to the leads the team generates. And although listings are Gary’s area of expertise, he values having a relationship with every client. “I’ve structured things with our buyer’s agent in what I call ‘pen-to-paTop Agent Magazine

visit thegardinergroup-garygardiner.realtor

For Sale

www.

Coldwell Elite orBanker email garygardinerjr@gmail.com,

$485,000

callJr540.424.7888 Gary or Gardiner Associate Broker, ABR®, AHWD®, CNAS, SRS. (540) 548-2220 (Office) Copyright Top Agent Magazine 35 (540)424-7888 (Mobile) garygardinerjr@gmail.com Absolutely Beautiful, 3 story Colonial, www.thegardinergroup-garygardiner.realtor

Country front porch, superior

MARY ALICE GEORGE It’s the gospel truth, her clients will tell you. No one works harder for them than Mary Alice George, an associate broker, Realtor and Seniors Real Estate Specialist with Colorado Land Company. Mary Alice is an excellent communicator, answers calls whenever they come in from 7 a.m. to 9 p.m., and goes anywhere the business is. She tries hard to treat people exactly the way she would want to be treated, with cheerfulness, patience and respect. “I taught high school English and speech for 35 years,” she says. “I’m a little bit older, so I have that Baby Boomer work ethic. Real estate is a lot like teaching. I feel like I have to make a difference somehow.” Real estate had always been on Mary Alice’s bucket list of second careers, especially after her two daughters became Realtors in Nebraska. One day back in 2014, her school called a snow day and she just decided to go for it. “My daughters were very supportive,” she recalls. “They were my role models. I’ve copied everything they’ve done, and it’s been working.”

birthday and like their photos on Facebook. “My third daughter is a digital marketing specialist,” Mary Alice says, “so she showed me what to do. I add all my past clients as Facebook friends. It’s a huge source of referrals.” Guided by her daughter, she’s become exceptionally thorough in marketing her listings. Her company belongs to two multiple listing services, Front Range in Denver and the Northern Colorado MLS. Along with their five digital marketing platforms, she has a Facebook business page. She prints glossy four-color brochures, does broker and public open houses (if the owners let her), advertises in Land Watch, Lands of America and on numerous websites, and does “Coming Soon” notices. It’s all been very successful. Mary Alice couldn’t be happier with her new career, which she says is “like teaching to a different audience. People are nervous, they’re afraid to take the plunge, they don’t always know a lot about the process. I feel I have a mission.”

Mary Alice covers an area from Denver north to Wyoming. In her three years as a Realtor, she has received dozens of positive reviews. “I’m very grateful to my past clients for the nice referrals they’ve written on Zillow and Trulia,” she says. “I try super hard and put my heart into what I’m doing. If a house is not right for a client, it’s not right to try to sell it to them. I could never do that. I’m blunt and honest!”

She takes that sense of mission into the community, too, where she’s active in Beta Sigma Phi Sorority supporting a variety of charitable causes. She also sits on the Board of Advisors for the Colorado University Alumni Association, where she raises money for scholarships; and is active on the Greeley Area Board of Realtors. When she has down time, she loves playing golf, going to the theater, reading and doing anything outside.

It’s natural for Mary Alice to stay in touch with clients long after the closing. She’ll put on a Santa hat and deliver Christmas cards with Starbucks gift cards inside, stop by to say hi when she’s in the neighborhood, or wish people a happy

Not yet 60, Mary Alice is planning to continue in real estate until she’s at least 70. “I still have lots of years ahead and so much still to learn,” she says. “Every day is a learning experience, and I like that.”

For learn more about Mary Alice George of Colorado Land Company, Fort Morgan, CO, please visit coloradolandco.com/us/mary-alice-george, http://

call 303 -990-4966 or email mary@coloradolandco.com 36

Shut Up and Sell By Mark Hunter

Contrary to popular belief, to be a successful salesperson, it doesn’t matter how much you know about your product or service. It also doesn’t matter how much of an industry expert you are. It doesn’t even matter how great your mother thinks you are. The only thing that really matters to be successful in selling is your ability to shut-up and listen. On numerous occasions, everyone in sales has heard how important it is to get the customer talking, so it’s imperative that they have an arsenal of great questions to ask. Despite trying to follow this guideline, every salesperson seems to overstate the amount of time they believe they allow the customer to talk. The many interviews I’ve conducted over the years with customers and salespeople alike confirm this reality. Therefore, salespeople need to take a step back and consider their sales presentation. To talk less means you have to ask questions that truly engage the customer. However, this doesn’t mean you need to develop complex questions. Instead, the best tactic is to ask Top Agent Magazine

shorter ones. Long questions tend to result in short answers, while short questions will generally result in long answers. An example of a great short question is, “Why?” In my opinion, there isn’t a better follow-up question you can ask after the customer has shared with you some information. Consider how your customers would respond to other short examples like, “Can you elaborate on that?” and “Could you explain more?” These shorter questions elicit detailed responses and that’s just what you want. On the other hand, asking complex questions often tends to perplex customers. Because they are not sure what you are looking for, they respond with the universal answer representing total confusion, “What did you say?” Questions should not be your means of showing your customers that you are an expert. Save that for your statements. When preparing your sales presentation, a guideline I subscribe to is to limit yourself from talking for more than 20 seconds at a time without asking a question. The question you ask should be one directed at the 37

comments you just made. By doing so, you’re checking with the customer to see if they understood what you just shared with them. Again, this is something many salespeople overlook. They get caught up in sharing with the customer their expertise and the features of their product or service and forget all about what the customer is thinking. Even if your product or service requires a complex presentation, you should still follow this rule. Whether you’re selling software, high value medical equipment, or technical tools, it’s essential to check your clients understanding by asking a question every 20 seconds. Your goal on any sales call is to talk only 20% of the time. To help ensure that this takes place, you have to plan ahead. Before you start developing your sales presentation, create your list of questions. This is contrary to the pattern of most salespeople who often spend a substantial portion of their time developing their presentation and, at the last minute, develop their list of questions. Consider that if you’re expecting to have a 20 minute presentation, you should have 40 questions (2 questions per minute). Even though you may not use all 40, you’ll definitely be more prepared. In addition, you’ll be able to pick and choose which ones you want to ask. If you’re following the rule of asking 38

short questions, you’ll ensure that the customer is doing most of the talking. You’ll learn valuable information that will help you better understand the customer’s needs. If you want to move your questioning process to the next level, make half of the questions you ask be ones that help the customer see and feel the pain they have. By doing so, they will be much more open to receiving your solution. For example, if you’re selling computer back-up systems, you might ask, “Can you explain to me what happens when data is lost?” This short, concise question is designed to get the customer thinking about the risks they face. Furthermore, the beauty of this type of question is that no matter what the customer’s response is, some good follow-up questions will naturally arise. By adhering to these guidelines, you will be able to see dramatic results in the number of sales you are able to close. As simple as it sounds, the more you shut up, the more you’ll sell. And, the easiest way to achieve this goal is by asking more, short questions. So, shut up and sell! Copyright© 2014, Mark Hunter. All rights reserved. Top Agent Magazine

JULIE GRITTON Julie Gritton was first exposed to the real estate business while working as an assistant at a local real estate firm. As she observed the comings and goings of other agents in her office, Julie had an inkling that her skills and ambitions might make for a natural match within the industry. She soon proved herself right. Fourteen years after earning her license, Julie has carved out a diverse career as an agent with experience in both sales and rentals, guided by professionalism, accessibility, and people-first service. Primarily serving Sussex County in Delaware, Julie focuses on the state’s beach community and its surrounding areas. At its heart, Julie’s professional approach is dedicated to personalization, and she aims to cultivate a client experience that inspires confidence and a sense of community in those she serves. “I want my clients to feel that after everything has been said and done, they still have a friend in the local community,” she says. “I always strive to build relationships that last a life time.” With half her business generated by repeat and referral clientele, the success of Julie’s working style is proven. Additionally, Julie has a knack for the details—a much-needed skill when navigating the complexities and contracts of buying or selling a property. “I have a checklist that I adhere to like clockwork, so I always know how things are progressing and how to keep them on track,” Julie explains. “Plus, I’m very into technology, so I use a lot of apps to help keep customers up-to-date every single step of the way. Communication is huge.” In that, Julie prioritizes accessibility and keeps the lines of communication clear and open, recognizing that clients in the midst of a major milestone like buying or selling a home need the steady hand of a seasoned professional. As for marketing her listings, Julie’s process is both holistic and systematic. After helping clients prep the house for market, she incorporates immersive digital materials to add interest. Professional photography, video walkthroughs, and virtual tours all entice would-be homebuyers exploring options online. Likewise, properties are syndicated across the top listing platforms and social media outlets, while marketing in local area publications gets the word out among local community members. As for staying in touch with past clients, Julie reaches out by phone, checks in over e-mail, and sends out holiday cards to share in the joy of the season. Long after a closing is complete, she makes herself available as a resource for her clients, providing referrals for local vendors, as well as insights on the market whenever called upon. In reflecting on what she loves most about her day-to-day work, Julie says: “Everyone I work with is unique and has different needs. That keeps my job fresh, exciting, and interesting.” Top Agent Magazine

Beyond the office, Julie is involved in her local community through a myriad of outreach efforts. In addition to fundraising, donating, and volunteering alongside the March of the Dimes and the American Heart Association, she is also an active member of her church. As for her free hours, Julie most enjoys spending time with her husband and children—going to festivals, shopping on the weekends, and visiting the beach. Considering the years to come, Julie is currently in the process of earning her broker’s license, as well as a few additional certifications to add to her repertoire. While she continues to grow her business, she’d also like to add team members to her talent roster. Now, fourteen years after her career began, Julie remains at the helm of a blossoming enterprise. Inspired by service and an unwavering dedication to hard work, the best is assuredly still to come for Julie Gritton.

To learn more about Julie Gritton, visit LewesRealty.com, e-mail Julie@SellTheShore.com or Call Direct: 302- 827-7070 www.

Lewes Realty 418 E Savannah Road, Lewes, DE 19958 Office: 302-645-1955 Copyright Top Agent Magazine 39

STACEY MATTINA Stacey Mattina cut her teeth in the real estate business back in 1994, when she launched her career originating loans. As a child, she’d always been attracted to real estate as a profession, and after a few years learning the behind-thescene of mortgage lending, she made the transition to real estate. That was in 1996, and since then she’s never looked back. Today, Stacey passion for her industry is rivaled only by her devotion to her adoptive hometown of Lakeport. There, she serves as Mayor and real estate professional alike, doing her part to build her community one homeowner at a time. Primarily serving the scenic Lake County region, Stacey and her husband took over her in-laws’ office, Konocti Realty, in 2001. Sixteen years later, Stacey heads a team of ten covering the county. At the root of Stacey’s working philosophy is an abiding commitment to forthrightness and professionalism. Likewise, she approaches the buying or selling process with confidence, knowhow, and calm—traits that instill a sense of security in those she serves. “Most of my clients tell me how calm and reassuring I am,” she recounts. “Combined with my knowledge, professionalism, and negotiation skills, clients know they can count one me.” In fact, a considerable portion of Stacey’s business is derived from repeat and referral clientele, a testament to the high caliber service she’s built her reputation upon. To keep in touch with clients past and present, Stacey calls to check in every now and again and often attends events around town to connect with those in her community. Seven years ago, she began her tenure as part of Lakeport’s City Council, and currently serves as Mayor. This vote of confidence and knack for leadership is yet another plus that Stacey can offer clients navigating the complex waters of buying or selling a home. What’s more, her first-hand knowledge of the area, its developments, and market is a masterful tool with which she’s able to serve her clients. “I love serving as Mayor and as a real estate agent, because it connects me with so many people and it’s been a great way to give back to the community,” she says. “Not only does it keep me in the know, but I’m able to serve my clients and my office with big-picture information about current events or issues affecting the area.” To market her listings, Stacey understands the value of striking a memorable impression through professional photography. In addition to incorporating immersive images for each property, she also spends considerable time drafting write-ups for each 40

property, to give potential buyers the most complete and alluring picture of a home’s value and potential. “We sell everything from mobile homes and ranches to resorts, hotels, and lakefront property,” she says. “I dedicate the same attention to giving each property a great write-up and beautiful photos.” In considering what she enjoys most about her work, Stacey says: “I like meeting people and helping them reach their real estate goals. It can be an emotional process, but I love getting them through it and seeing them get the home that they’ve always dreamed of.” Aside from serving as Mayor and on several commissions and boards, Stacey uses her time outside of the office to travel with her family—the beach a favorite destination. “Balance is important in real estate,” Stacey says. “You could work it 24/7. It’s exciting and interesting. But I put time aside for my family and community. I love to cook and enjoy trying out the latest microbrews. And there’s nothing better than a good chocolate chip cookie and a great pair of denim.” As for the future, Stacey has plans to continue mentoring up-and-coming agents ascending the ranks at her office. She has a particular affinity for guiding rising professionals as they amass the tools necessary to succeed. “I love watching our new team members grow their own businesses,” she says. “I plan to continue fostering that growth, making sure that we equip them for the future and their goals.” Today, with twenty-three years of industry experience, Stacey looks ahead with an incisive eye. Backed by a community-centric vision and a proven track record of success, the road ahead is bound to be bright for Stacey Mattina and her team at Konocti Realty.

To learn more about Stacey Mattina visit konoctirealty.com, e-mail Stacey@konoctirealty.com, or call (707) 349 - 4663 www.

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

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

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

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 42

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TINA NENADIC As Business Partner and agent, Tina Nenadic leads an elite, tightknit team of real estate professionals. Though she’d never anticipated a career in the industry, Tina has cultivated a reputation for always keeping her professional promises, providing superlative service, and creating lasting relationships with those she serves. With her business based in the greater Robina – Varsity region of Queensland, Tina specialises in serving families in the pursuit of homeownership. With 80% of her business stemming from repeat and referral clientele, she has built a name for herself by providing clients with informed counsel and utmost professionalism. Her years of experience in the industry not only afford her insight into the area’s inventory and market fluctuations, but also allows her to navigate transactions with wisdom and precision. What’s more, Tina favors a personalized approach. The service she provides are tailored to each client. Meanwhile, clients know that Tina is accessible around the clock to answer questions, quell uncertainties, and act as advocate on their behalf. “My clients know that I’m always there for them,” she says. “When you’re in the process of buying or selling a home, you need help and support from a professional. I’m genuine and I care, so my clients understand that they can trust me.” Tina has fielded repeat clients with whom she’s sold property up to five times—the clearest indicator that her guidance as an agent is both effective and memorable. To keep in touch with the clients she holds so dear, Tina has several systems in place to ensure they stay connected long after a transaction is complete. In addition to using social media to stay involved in the lives of past clients, Tina also applies her patented personal touch. She throws quarterly client appreciation events—small gatherings like movie nights and Easter Egg Hunts that allow her to connect with clients face-to-face. In fact, it’s the relationships that Tina values most about her thriving career. “To me, working with clients means so much more than just a transaction,” she says. “Relationships are so important and I want my clients to be happy. That way, my clients can feel confident in referring me to their loved ones.” To instill the same sense of confidence in clients as she navigates the listing process, Tina’s method is comprehensive. “My listing process starts long before a house hits the market,” she explains. “I begin by helping clients individually, depending on what their goals and budgets may be. I complete a walk-through and give advice on updates or renovations that could add value to their home.” Additionally, Tina has a list of vetted, trustworthy supTop Agent Magazine

pliers who can complete renovations and touch-ups to properties headed to market. That way, clients can rest assured that their homes are in good hands and that they’ll earn a strong return on their investment. Tina also works with a professional stylist should a client opt for complete staging. Then, floor plans, professional photography, and video are incorporated to provide an immersive viewing experience online. When a property requires it, drone footage and twilight photo shoots are utilized to afford properties some extra flair in their presentations. Altogether, properties are properly prepped as they debut, ensuring that sellers receive high offers and waste no time in beginning their next chapter. To support her local community, Tina and her office organise and host gatherings for families in the area. Bounce castles, complimentary food, and prizes draw crowds and bring a sense of community. In her coveted free hours, Tina enjoys spending quality time with her three daughters, exercising through Pilates and dance, and taking her two dogs for walks along beaches and parks to soak up the idyllic outdoor recreation of the Queensland region. As for the future of her business, Tina has plans to expand into property management and commercial sales—areas where her expertise is bound to shine. Reflecting on what she enjoys most about her self-built career, Tina says: “I love helping people achieve their goals. Creating relationships is what keeps me in this business. Every day and client is different and it’s always interesting. My work is always a challenge and it pushes me to go the extra mile. I learn so much and grow as a person every day.” With years of capable experience already under her belt, along with an abiding passion for her daily work, the future is sure to yield continued promise for Tina Nenadic.

To learn more about Tina Nenadic call +61-402984-898 Copyright Top Agent Magazine 43

NICOLE NEZAT Top Agent Nicole Nezat, Owner/Broker of Fidelis Realty in Biloxi, Mississippi understands almost intuitively the value of providing top-drawer, concierge service to her many valued clients, and has been rewarded with a business that is based almost 85% upon repeat and referral customers. Nicole entered the world of real estate with a vast reservoir of business experience. “I opened my first business when I was seventeen,” she says, “when I was in high school. It was a coffee shop. Then I opened a restaurant, and quickly realized that restaurants and coffee shops didn’t allow me to spend much time with my kids, so in 2000 I decided to get my real estate license because I love sales and I love working with people. So I got my license and was very busy very quickly and realized it allowed me time to be a mom and a wife, so I sold the restaurant and coffee shop and went into real estate full-time.” After ten years working for a small independent real estate company, where she learned the industry top to bottom, she opened Fidelis in 2009. “We’ve just kind of grown by word of mouth,” Nicole says. “We don’t recruit agents. We currently have 32 agents in our Biloxi office, and we recently opened a franchise office in Gulf Port, where we have 12 agents.” While many other agents prefer working for the larger companies, Nicole likes it just fine where she is. “I think we’re more of a boutique setup,” she says. “We just really cater to our clients. We don’t ever intend to be so large that people are just clients, here, they’re more like our family. We do a bunch of events throughout the year, a lot of community charity events, and we sponsor other events as well. Here at Fidelis, we do everything as a large group, everybody helps everyone else, and I think that’s what really makes us different: we go out of our way to take care of our clients.”

Client satisfaction is the result of this hands-on, authentic and caring level of customer service, as evidenced by Nicole’s perfect five-star rating on internet web portal Zillow. Among the many glowing testimonials is this one: “Nicole made our experience of buying and selling a lot less stressful than we had expected. Nicole was there for us from the minute we called her until we closed on our house. We were so pleased with her that we chose her as our listing agent to sell our house. We could not have made it through all of this without her help and guidance, always making sure everything was taken care of. From help with insurance, banking, closing, you name it and she was there for us. Buying and selling can be such a scary experience and had it not been for Nicole’s hard work and friendship our experience would not have been so pleasant. I would recommend her to anyone!” For all her financial success, it’s the more personal side of the industry that Nicole finds most rewarding. “I like the people: my clients and the people I work with,” she says. “Everyone here is like family to me. There is no “I” in team for a reason, because I feel like we all make up Fidelis. If someone has a stressful situation going on, we’re all stressed together. If there’s a happy situation, we all celebrate together.” Nicole’s plans for the future include continuing to grow her business and to open yet another office. All, of course, while sacrificing none of the high-caliber customer service that has become her trademark. “This is something I enjoy doing,” she says. “I don’t think of it as a job. I enjoy making people’s dreams come true, I like being a part of helping them move to the next chapter of their lives, and just being there for all of their needs.”

For more information about

NICOLE NEZAT,

call 228 - 365 -0550 or email Nicole@FidelisRealty.com 44

Is Starting a Team the Right Solution for your Business? You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in Top Agent Magazine

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision. 45

The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans46

actions in sometimes stressful circumstances. Having the right team spirit, so to speak, is what will help your business and team grow. The ultimate goal of a team is to have thriving careers for everyone on board. So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we? Top Agent Magazine

MARY BETH SHEALY, KELLER WILLIAMS REALTY Before Mary Beth Shealy was one of the most in-demand agents working in South and North Carolina, she was a successful business owner. After closing her popular specialty store to take care of her children and her mother, Mary Beth was looking for something that would give her a little more flexibility. “A friend of mine who was in real estate, really pushed me to enter the business. He told me I could sell fire in hell, and I decided to give it a shot. A week and a half in, I knew it was what I was meant to do.” Mary Beth is currently with Keller Williams, and after a successful run in the Charlotte, NC and the upper SC region, she relocated her business to Greenville in 2013. In just a few short years, she has already built up a stellar reputation in that market as well. “When I first moved, I thought about trying something new. But I’m a people person and real estate is just in my blood.” Although Mary Beth focuses primarily on Greenville, she still does a healthy amount of business in Charlotte & upper region of SC, and specializes in numerous areas along the Interstate 85 corridor. Part of the reason she still maintains that business in Charlotte, NC and the upper SC region, is due to her approach to real estate. It’s all about relationship-building. “It’s not just about transactions and numbers for me. I have strong ties to my clients, and just because I left Charlotte, doesn’t mean I have left my clients. It’s just an hour and a half away. People know they can count on me. I pick up my phone and people can reach me anytime. My sister once said to me that if it wasn’t for real

estate, I wouldn’t have any friends. That made me laugh, but it’s true in a way. I love having that friendship and camaraderie with all of my clients.” Another way Mary Beth stands out from the rest is with her comprehensive and innovative approach to marketing, that uses all of the latest technologies, as well as top-notch marketing materials. “I have professional photos taken and create really beautiful brochures with them. I do a lot of social media marketing, and then through Keller Williams my listings are syndicated out to over 300 websites. We have a lot of great systems here, and I use them all to offer my clients every advantage.” Mary Beth is active in her community, and is very involved with her college sorority who has an active chapter there. Through her sorority she has supported breast cancer awareness and education and numerous other causes close to her heart. Mary Beth also participates in KW Cares, most recently helping to raise funds for clients and peers that are struggling through the aftermath of Hurricane Harvey. When she isn’t working, Mary Beth is an avid sports fan, and loves to travel and enjoy the beach. Mary Beth couldn’t be happier with where she’s at in her career and looks forward to not only growing her business, but inspiring others to join the industry that she loves. “This career has given me so much, it allowed me to be there for my kids while earning an amazing living, and an environment in which I’ve been able to flourish. I would love nothing more than to mentor new agents, and help them find the passion for helping others that I have.”

To learn more about Mary Beth Shealy call 704 - 913 - 3233, email marybethshealygroup@gmail.com, or visit marybethshealy.com www.

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CHIKITA SIMMONS Chikita Simmons had her first exposure into the real estate field while assisting Property Managers while working at Jones Lang LaSalle. As she went through the homebuying process in 2006 to purchase her home, she became intrigued with the business again. “I just found the whole process to be interesting, and I immediately began researching the business, going into brokerages and asking a lot of questions. Even though I was happy with my current career at that time, I really have a passion for helping people and knew real estate was a perfect fit for me.” Chikita recently opened her own brokerage, Nex Gen Realty & Associates which is quickly becoming one of the most in-demand brokerages in the Greater Atlanta area. Chikita founded her company with a simple objective: to foster a culture that allowed her agents to become successful entrepreneurs, while building lifelong relationships with their clients by providing exceptional customer service. Chikita takes an educational approach to sales that has been remarkably effective. Although she excels in all aspects of the business she is particular good at helping and listening to the needs of her clients. “From my first consultation with a client, I am completely transparent and honest about every potential hurdle they might have to overcome to reach their real estate goals. I let them know that I was once where they were, and I’m here to educate them on the process every step of the way. I even tell them to take the knowledge I give them and pass it on. This is something

they don’t teach you in school, and it’s easy to feel overwhelmed by the idea of buying a home. This approach has really allowed me to impact people’s lives. It’s an honor to help people and to earn their trust. I don’t want to be a one time agent, I want clients for life.” Chikita is active on social media and maintains the relationships she builds long after the active transaction.”I send cards, I call, I text. I even do sort of more old school things like write personal notes. I want my clients to know I’m thinking of them. I care and I here for them and their families.” Chikita is actively involved in her community and is a member of the Atlanta Board of Realtors® and volunteers through her church. Chikita is a huge supporter of the Sickle Cell Foundation of Georgia, attending numerous events throughout the year to raise awareness about the disease. When she isn’t working, Chikita likes to unwind by watching the Golden Girls. Eventually she would like to expand her business to North and South Carolina so that she can continue to bring even more people the high level of service she has built her reputation on. “I truly believe everyone deserves to achieve the American Dream of home ownership. It’s my job to help them achieve that no matter where they are starting out. I’m there for them throughout the whole process, no matter how long it might take. There is nothing better than seeing my clients’ faces at the closing table when I hand them the keys to their new home. I want people to know I’m here to help. Seeing the happiness I bring my clients is why I love what I do.”

To learn more about Chikita Simmons call 770- 912-8523, email: Chikita.Simmons@nexgenrea.com or visit nexgenrea.com http://

5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t. They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out. A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 50

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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ANNA S. TERRY Who wouldn’t want a former tax accountant on their side in a real estate transaction? In addition to her detail-oriented, mathematical background, Anna S. Terry is the Broker-In-Charge of her Keller Williams United office and has several designations behind her name, including Buyer’s Agent, Listing Agent and Relocation Specialist. Being able to put numbers together to help her clients understand what will work for them and what won’t, gives her a distinct edge. “As a tax accountant,” she says, “my goal was to explain to my clients what it meant to have a mortgage. That’s initially what got me into real estate.” Anna got her Broker license in 1995 and now, 23 years later, has no intention of turning back. She serves the Raleigh/Durham/ Chapel Hill areas; including Durham, Orange, Person, Granville and Wake counties, with an 80 percent repeat and referral rate. It’s no secret why clients return again and again—Anna is honest and hard working, she listens to her clients’ needs, and she never gives up on getting them what they want. Anna makes sure to stay in touch with past clients to maintain those relationships, utilizing mailings, phone calls and social media. Some become good friends. “I’m blessed to have assisted so many clients who’ve become friends,” she says. “I always tell new clients that this is not about me, the whole process is about them. This is a service industry. Some agents forget that. After we agree to work together, my clients become like my family. I’m going to treat them the same way I would my parents, my kids, and relatives. I’m always going to be honest with them. I believe this is an industry when you get to the closing table, both parties need to feel like they’ve been taken care of, like they’ve won.” Anna’s clients Trust her negotiation skills.

Taking care of people is second nature to this nurturer. When it comes to listings, she has a long list of techniques she uses to get the best price for the seller. She starts with thorough staging advice, followed by professional photography using 3-D Matterport technology. She has an appraiser measure the home so she can accurately post the floor plans. Then she lists the property on all the social media platforms, sends Just Listed (and Just Sold) notices, and sends electronic flyers to agents to notify them of the home being on the market. Anna pays to place all her listings on the first page of Google searches, and she is a featured agent with realtor.com. Of course, she also posts on hundreds of other websites, such as Zillow, Homes.com and Trulia and does some print advertising through Homes & Land Magazine and the local newspaper. Anna loves the joy of helping others achieve what they want—it’s a reflection of her warmhearted nature. In addition to caring full time for her real estate clients, as the Broker-InCharge of her office she nurtures 130 agents on a daily basis. In the community, she’s been involved in the Boy Scouts and PTA, has served on several committees as a member of the Durham Association of Realtors, and is one of Keller Williams’ master leadership trainers. And if all these activities leave her any bit of free time, she spends it traveling, cooking and reading. As Anna looks toward the future, she plans to continue growing her team, adding some buyer’s agents and expanding her business base. Using that same “never give up” spirit with which she approaches her clients’ needs, Anna is sure to accomplish her own goals.

For more information about Anna S. Terry of Keller Williams United, visit AnnaTerryRealty.com, call 919-730-8789 or email ANNA@AnnaTerryRealty.com www.

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4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

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

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 52

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

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

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

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MELINDA TOLBERT Melinda Tolbert didn’t initially consider a career in real estate. For the past 11 years, she has been the CEO of an award-winning Tax Firm serving small businesses. Since real estate and taxes complement each other, she decided to get her license to practice real estate during the off tax season. “Once I obtained my license my curiosity led me to knowledge. I realized early on I had a newfound love in retail. The education I’ve obtained deepened my knowledge in every aspect of the retail real estate industry. I became a certified negotiator, started building meaningful business relationships and began putting together successful commercial real estate deals.”

of Shopping Centers) and serves on the City of Columbus Land Bank Authority board, where she provides expertise for the acquisition of tax delinquent properties. Melinda is also passionate about raising awareness about domestic violence. “After the devastating loss of my cousin to domestic violence, I set out to be a voice for the voiceless by volunteering at domestic violence shelters, doing speaking engagements on domestic violence and being a listening ear to young women that are in abusive relationships.”

Melinda is currently on a team of five individuals, and is licensed in Georgia and Alabama. She is quick to credit the team dynamic for being a large part of her success. “I’m really driven by my desire to be an asset to the team, my clients and being fully committed to each project. The amount of years of experience, knowledge and skill we share as a whole offers our clients a real advantage.” Tolbert is a strategic thinker with a proven track record of entrepreneurial success. Her passion and commitment to excellence is why she is one of the most in-demand Commercial Brokers working in her market. “I’m committed to conducting business in the commercial real estate industry with uncompromising integrity. My ongoing quest for knowledge has empowered me to be an asset to our firm and a valuable resource to the Chattahoochee Valley Community.” Melinda is an active member of her community and is involved with the Greater Columbus Georgia Young Professionals (YP) program. She’s an ICSC member (International Council

When Melinda isn’t working, she enjoys traveling and spending time with her husband and their three kids. “My primary source of inspiration and determination is my family. I absolutely enjoy watching our kids grow. I’m married to my high school sweetheart, Jackie Tolbert Jr., who has been a constant source of support for me. It’s because of his support that I have figured out how to manage a busy and engaged family and grow a successful real estate business. I’m a proud mom of 3-year old Ma’Rya Tolbert, 10-year old Ja’Keith Tolbert and 18-year old Jackie Tolbert III, who has recently graduated from Shaw High and is embarking on a new career in the U.S. Air Force.” Melinda couldn’t be more thrilled with the success she has found in retail real estate, and is currently expanding to bigger markets where she can offer even more people her stellar level of service. “I’m very passionate about working with shopping center owners. Helping Entrepreneurs and Investors grow their businesses is exciting. I enjoy negotiating for the best terms on my client’s behalf and watching their vision come together. One of the most rewarding things about my career is meeting new entrepreneurs and seeing their finished product.”

To learn more about Melinda Tolbert call 404 - 640 - 9961, email mel.tolbert1@gmail.com or visit melindatolbert.com www.

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