Nationwide 11-6-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

SUSAN ANI

AIMEE ANKENEY

PAULINA BOHORQUEZ

SUE BOTT

SEBASTIAN FREY

SUE GEURS

MELODY GOLESTANI

ANDREA GUEST

JOSEPH MONTES

JEFF O'LEARY

CON PSIRAKIS

DEBBIE PRICE

ROBERT RADCLIFFE

DAVID SEEBER

REBECCA SIMPSON

JORDAN STRADER

KRISTINA R. VAUGHN HAZARD

BRIAN J. WARD

KERWIN "TOMMY" WOOTEN

NANCY YAHNER

NATIONWIDE & INTERNATIONAL EDITION

SUE GEURS

JOSEPH MONTES

SUE BOTT

SUSAN ANI

AIMEE ANKENEY PAULINA BOHORQUEZ

SEBASTIAN FREY

MELODY GOLESTANI

ANDREA GUEST

JEFF O'LEARY

CONTENTS 4) CONNECT BEYOND

13) THINKING OF

9) 4 WAYS MENTORING

18) HOW TO OVERCOME

REAL ESTATE TO ATTRACT FUTURE CLIENTS UP-AND-COMING EMPLOYEES MAKES YOU A BETTER AGENT

LISTING? NINE WAYS TO GET READY

25) HOW TO THROW

A NETWORKING EVENT THAT CAN PUT YOUR BUSINESS ON THE MAP

YOUR WORKPLACE FEARS

21) 8 THINGS

SUCCESSFUL PEOPLE NEVER DO

29) EVERY PLAYER IS

VALUABLE: HOW TO BOOST YOUR TEAM'S MORALE

33) HOW TO SEND SMARTER EMAILS

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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CON PSIRAKIS

ROBERT RADCLIFFE

DEBBIE PRICE

INTO THE LUXURY MARKET

DAVID SEEBER

JORDAN STRADER KRISTINA R. VAUGHN HAZARD

37) TIPS ON BREAKING

BRIAN J. WARD

45) 5 SURE-FIRE

KERWIN "TOMMY" WOOTEN

WAYS TO GET MORE REFERRALS

41) LIVING ON

REBECCA SIMPSON

NANCY YAHNER

48) DAILY HABITS

THAT WILL INCREASE YOUR MENTAL STRENGTH

COMMISSION

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CONNECT BEYOND

REAL ESTATE

to Attract Future Clients What kind of content are you sharing on your blog, website, and social media? Does most of it have something to do with buying or selling a home? While sharing the latest market information or tips on how to qualify for a mortgage, or when someone should buy or sell is important and demonstrates your value as a REALTOR®, it shouldn’t be the only subject you cover. If you only focus on real estate, you’ll be missing the chance to connect with future clients that might not be ready to move just yet. By sharing a lot

of industry-heavy content, you are only going to appeal to those who are currently in the market rather than a broad base of potential clients. To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals. So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

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Talk About Your Philanthropic Activities

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause. In fact, they want and need you to promote them. And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone. n

Your Local Community

We humans are connected to each other through our community â&#x20AC;&#x201C; our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community? Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project. Share information with your followers about things they didnâ&#x20AC;&#x2122;t know about their community. Consult with local historians or the historical society to share interesting information about your community that your followers will want to read. You could even turn it into a series of podcasts or videos. n

Use Your Creativity to Connect

Find creative ways to engage your followers on the topic of real estate. Try engaging your followers in an interactive project such as posting photos of interesting front doors. Doors are the entry point into our homes as well as our private lives. The way we adorn our front door can give someone a sense of our style and personality. Ask followers to submit photos and choose one to post each Friday. Make sure to watermark each photo with your logo at the bottom and include an inspirational quote that ties back to the importance of home. You could also ask your followers to provide a little story or caption to go along with the photo that tells something about them and their home. These kinds of projects are interesting and unique, and clearly connect back to your business. n

Share Your Hobbies

Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a Top Agent Magazine

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secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting. People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal connection to you based on your hobbies and personal interests. n

Divulge Interesting Experiences

This is somewhat similar to the idea of sharing your hobbies. Sharing some of your more interesting personal experiences such as a fateful conversation with a stranger or an exciting adventure you had while in another country can be a great way to connect with followers as long as it also relates to some kind of life or business lesson. Talk about experiences you’ve had with clients or purchasing your own home. Experiences that relate to your business are great ways to connect with future clients in a manner that goes beyond the world of business. n

What and Who Inspires You

No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you. Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content

that will draw in a broad range of followers. Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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SUE GEURS

SUE GEURS Sue Geurs’ tenure in the real estate industry extends over thirty-three years. She earned her start back in the Midwest, developing, launching and operating hotels, working on the commercial side of the business. Her work took her around the world and afforded her the opportunity to get to know people of various backgrounds and cultures. After her retirement, Sue relocated to Arizona with plans to follow her longheld passion: launching a home design company. Soon enough, she’d achieved success working alongside homeowners to reimagine and redesign property. Then, the transition to residential real estate was natural. Her new role as agent was a sensible evolution of her gift for sales, love of people, and keen interest in homes. Ten years after she made the Grand Canyon State her home, Sue has now cultivated a distinguished reputation for professionalism, creativity, and people-first service as part of HomeSmart Premier. Today, Sue primarily serves Scottsdale, Fountain Hills and the larger East Valley region near Phoenix. Though she spearheads her work solo, she is supported by a part-time staff that ensures all components of the transaction are executed in an efficient fashion. Employing her extensive industry insight, along with her talent for design and her knack for spotting potential in a property, Sue has developed a business generated by a 75% rate of repeat and referral business. Clients remember her for the fun experience she curates amidst the buying and selling process. Though her professionalism and proven track record of success ensures that transitions will be executed expertly, Sue does her best to inject positivity and energy into what is otherwise a complex process. What’s more, Sue relishes the challenges of her work and isn’t daunted by a competitive market or a long must-have list. “We craft a strategy as a win-win,” she says. “My average days on market is under thirty, and I’ve been truly successful in finding every one of my clients what they want. There’s no settling for something. I scour the market on their behalf and they see that I work hard to get them what they need and want, plus negotiate well on their behalf. I enjoy the challenge of finding people their dream home or helping them sell so that they can move on to their next chapter.” Sue’s past experience in design, working with investors, and flipping homes allows her to breathe new life into existing structures. For her clients, this imparts a sense of possibility and opportunity. Particularly in today’s competitive market, Sue’s talent for spotting potential is an asset.

“I help clients understand the potential of property—the pluses and minuses of a structure,” she says. “This helps to expose a home’s truest character and complete potential, either to get it sold or to make it into a dream home.” As for her approach to listing properties, Sue commits to a pre-market strategy that ensures every home puts its best foot forward. “Every home has its story, and how you live in it is a little bit different than how it sells,” she explains. “First, we declutter—which we offer as a service—and then we tackle those little repair jobs that every home needs. We clean, set the rooms, and stage, then incorporate professional photos and videos.” To showcase her comprehensive preparations, Sue then publicizes properties for sale on the leading online listing platforms and across social media, ensuring high visibility along the way. In reflecting on what she loves most about her second act as an agent, Sue says: “I truly enjoy real estate and I love working with people. Clients remember the ease of the transaction; the professional experience, and the quick results. I’m market driven and I like helping people see what their home can become. I’m all about helping my clients achieve the greatest value for their asset.” To lend her spirit of service to her community, Sue is active in a variety of civic and charitable organizations. In addition to participation on the Council of Women’s Realtors, she’s also served on local Chamber of Commerce boards and acted as a past President of the Real Estate Staging Professionals Association of Phoenix. She also gives back through charitable work with the Boys and Girls Club and with mentorships aimed at coaching emerging agents and design students. In her coveted free hours, Sue enjoys traveling, playing golf, and yes, even exploring homes and neighborhoods in her off hours. As for the future, Sue has plans to continue on developing her designminded real estate practice, with a goal in place to take on more opportunities to educate others. She’s currently at work on a book on real estate success, and will soon teach seminars geared towards homebuyers and sellers, to help them maximize their real estate investment. Considering her legacy to date and the industry in which she’s left her mark, Sue Geurs finally has this to say: “Real estate is one of the best professions for people who want to get in and be a self-starter. There’s no limit to what you can do in this field, truly. It’s hard work, but it’s the opportunity of a lifetime.”

To learn more about Sue Geurs visit scottsdale-home-finder.com, e-mail SueGeurs@gmail.com, or call (480) 639 - 7324 www.

4 Ways Mentoring Up-and-Coming Employees Makes You a Better Agent In the world of real estate, there are always new agents joining the ranks. Even if you’ve been practicing for just a few short years, you’ve likely learned your fair share of lesson along the way. As an agent, much of your working philosophy is derived from first-hand experience and your work on the ground. This means that new agents are less prepared for the inevitable curveballs of the industry. That’s where you come in. While mentorship is often pitched as a relationship that solely benefits the mentee, there is actually plenty to be gained from becoming a mentor. After all, personal growth goes hand-in-hand with professional growth, and becoming a mentor asks agents to thoughtTop Agent Magazine

fully explore and demonstrate their own ideologies, practices, and rationale. With that in mind, take a look at some of the benefits of mentorship below, and you’ll get a sense of why counseling new agents can be a boon to your own business. Teaching lessons to others reinforces your own professional values. Showing the ropes to young agents is a great way to brush-up on your foundational skills. Verbalizing and demonstrating processes, or walking through the rationale behind negotiation tactics—all cause mentors to think through their established practices and outline in detail why they’ve chosen this route over an

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alternative. This helps older agents fine-tune their routines, while getting back in touch with the critical thinking that went into constructing those habits. Mentorships allows you to see the big picture.

surely sharpen your ability as the head of a team. What’s more, you’ll be building skills of empathy, understanding, teaching, and constructive criticism. Working on those skills will better your practice and your ability to lead in your office.

After a lengthy industry tenure, it’s not uncommon for battle-worn agents to lose some steam and begin to burn out. By devoting some time to mentoring up-and-coming agents, you’ll get back in touch with your early days, remembering the excitement, the trials, and the hard lessons gleaned. Spending time with the next generation of real estate professionals can reinvigorate your practice, as seeing the business from the eyes of an eager amateur can inject energy into your working life. You’ll benefit from seeing things from a new perspective. Just as working with young agents can help you remember your career’s big picture, you may also benefit from working alongside someone with a new perspective. Young agents bring a different set of skills and awareness to their work, and established agents can benefit from a fresh take. If technology isn’t your strong suit, or you’re interested in tapping the Millennial homebuyer market, working with a younger agent is an excellent way to see through fresh eyes. Mentoring young agents makes you a better leader. As a mentor, you’ll often direct the flow of your professional relationship—figuring out which issues to tackle, making an agenda, and imparting lessons in a clear way. These are all characteristics of a leader, and acting in a position of authority as mentor can 10

While some may balk at the time commitment or energy required to take on a mentee or two, you might consider it an act of ongoing education or professional development. While your mentee will undoubtedly benefit from access to your expertise, there’s certainly much to be gained from taking the time to cultivate tomorrow’s real estate leaders.

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JOSEPH MONTES

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JOSEPH MONTES Joseph Montes became interested in real estate in 1988, when he purchased his first home. In 2013, after a successful career in business and serving the people of Washington as an attorney and Administrative Law Judge, Joseph decided to pursue his passion of working in real estate full time. “I had the opportunity to work with a lifelong mentor who owned a large real estate-based business. The timing was right and I accepted his offer. I learned a lot of great lessons. It was a wonderful decision and I haven’t looked back since.” Joseph is currently with EXIT Real Estate Professionals, a full service firm of highly qualified professionals. Joseph works primarily in the Spokane area, but has worked with clients that have interests around Washington State. He plans to be licensed in Idaho in the near future. Joseph approaches his business with the goal of creating lifelong clients. ”I care about my clients and I’m committed to keeping their best interests at heart. I volunteered to be bound by a Code of Ethics to serve my clients interests first. Being bound by the Code of Ethics means that I have freely subjected myself to fines and other penalties if I fail to uphold the Code in my dealings with clients. I take the time to know my clients and their families, and I’m there with them every step of the way through the entire process. I communicate with them regularly - sometimes just to say “hi” - because I know how stressful the process can be for them. They appreciate that, and they know I will move heaven and earth to negotiate the best deal for them.”

absolutely no substitute for face-to-face encounters. I do whatever needs to be done to make sure my clients get the service and value they deserve. My brokerage firm also provides me with many resources that I take full advantage of like a great office staff, a highly-seasoned and accessible leadership team, extraordinary training, great agents who are always willing to help, and much more. We are all taught “service before self” and that is a powerful attraction for someone like me that has spent my working life in service to others.” Joseph is a lifelong volunteer and believes strongly in giving back to his community. He is particularly passionate about organizations that serve families and children, such as Big Brothers/ Big Sisters and the Boys and Girls Club. Joseph served in the military with all 5 of his brothers and his father. As a veteran, Joseph believes in service above self. When he isn’t working, he enjoys playing music, being outdoors, and writing. Joseph is looking to expand his business in the near future and hire great new employees. He is thrilled to have followed his passion. “I believe I was born to serve others, and my life has been very satisfying because of that. This is a wonderful career. I encourage my fellow agents to make whatever sacrifices necessary to serve their clients. They will always remember you for that. Putting others first is a lasting formula for success in this business.”

Joseph’s diverse background has been a distinct advantage for his clients. “I have more than 24 years of experience working with contracts, researching and critically analyzing information, and negotiating great outcomes for my clients. I understand market economics and the impact they have on housing costs. I’m able to use what I’ve learned over the years to help people during critical points in their lives - and buying or selling a home is definitely a critical point in most people’s lives - and that’s a great feeling.” Joseph also stands out by offering his listings a comprehensive marketing approach. ”I do everything I can to get maximum exposure for my listings, including walking the neighborhoods, internet marketing, social media, broker networking, signs, flyers, mailings and open houses, etc. I meet as many neighbors as I can. Many of them have never had an agent come to their door. I think many real estate professionals have become too reliant on technology to do the work for them. Technology certainly has an important place in our business, but there is 12

To learn more about

JOSEPH MONTES call 509-280- 2455 email joseph@exitofspokane.com or visit JosephSellsSpokane.com www.

Thinking of Listing? Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home. With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved. Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time. 1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable. Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time. 2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing. 3. Paint: Whole-house painting is likely not necessary, but consider touching

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

such as bathrooms, the office, family room and indoor recreation spaces. Also consider a little varnish on the front door or banister. 4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

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

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

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings. 6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

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

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

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

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

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things. 9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market. 14

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SUSAN ANI Susan Ani began her professional life in human resources management, specializing in the manufacturing business. As the manufacturing industry began losing steam, she knew she needed to find another path that would speak to her skillset. As a people-person, capable communicator, and dedicated worker, the self-driven world of real estate made for a natural fit. Fourteen years after she earned her license, Susan has carved out a stellar second act as a real estate professional with a host of designations: ABR, e-PRO, SFR, SRES, and BPOR among them. She has built a reputation from the ground up, defined by an honest yet empathetic approach to delivering on her clients’ homeownership goals. Primarily serving Chicago’s North Side and the city’s northern suburbs, Susan spearheads her work solo. Equipped with more than a decade’s worth of experience navigating the sale and purchase of area properties, Susan offers her clients seasoned counsel as they take on one of the biggest investments of a lifetime. Along the way, she provides candid guidance that takes to heart the personal implications of buying a home. “People come back to me and refer me because they value the personal attention that I provide,” Susan says. “I bring empathy to each person’s situation—whether they’re trying to buy or sell a home. Old-fashioned hard work goes a long way.” In fact, roughly 40% of Susan’s business is generated by repeat and referral clientele, a testament to the memorable experience she curates on behalf of her clients. What’s more, Susan cites continuing education as a powerful tool in her arsenal. Staying up-to-date on emerging technology and industry trends not only allows her career to flourish, but also ensures that Susan’s clients are best served. “Even though I’ve been in this business for a number of years now, I’m constantly working to add to my knowledge and to my tools, through technology in particular,” she

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explains. “I work with a terrific company, Baird &Warner, that’s a big champion of technology and paperless transactions, electronic signatures, and great phone app tools for buyers and sellers alike. I’m a very curious person, so I’m always looking out for new products and systems that can help me do a better job. Being unwilling to embrace change just doesn’t cut it.” To market her listings, Susan applies the full breadth of her digital arsenal. First, she turns to Baird & Warner’s platform to publicize properties during the pre-listed stage. Agents, along with clients past and present, are granted early online access to homes prior to market, and oftentimes these properties are snapped up before their listing is made official on the MLS. “I bring out everything in my tool kit to put properties in front of agents and their buyers, and I sure each listing enjoys complete coverage.” To stay connected with past clients, Susan leverages social media’s vast influence and checks in via monthly newsletter, as well. All in all, what Susan cherishes most about her work as an agent is her ability to impact the lives of those she serves. “There’s no greater satisfaction than helping a client sell or buy a home,” she reflects. To extend her spirit of service to her local community, Susan is an avid cheerleader for animal rescue and welfare organizations—she even adopted her own dog from PAWS Chicago. In the past, Susan has also served on the boards of her various living communities, twice leading the way as President. In her free hours, she most enjoys exploring the outdoors during a nice walk with her dog. As for the future, Susan has plans to continue serving clients by the same hallmark standard of care she’s built her reputation upon. In the years to come, she looks to retirement with the knowledge that she has left a lasting impression on home buyers and sellers with whom she’s worked. Now, with more than a decade of tried-and-true experience at her back, the years to come are bound to be the best yet for Susan Ani at Baird & Warner.

To learn more about Susan Ani susanani.biz, e-mail susan.ani@bairdwarner.com, or call (773) 860 - 9111

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AIMEE ANKENEY Top Agent Aimee Ankeney of Colorado Springs, Colorado has established a reputation as one of the most professional and hardworking realtors in the Rocky Mountain state. A local native, Aimee is a second-generation real estate professional who was, more or less, born to help home buyers and sellers. “My dad is a commercial Broker in Colorado Springs,” explains Aimee, “and has been for most of my life. We did property management when I was younger, so it was just something I was interested in.” Prior to entering real estate, Aimee spent a decade building a successful commercial cleaning company. After selling the company, she obtained her real estate license in 2013 and hasn’t looked back since. Working solo and selling primarily in El Paso County, almost 60% of Aimee’s business is based on referrals and repeat business from satisfied clients. There are many reasons for this loyalty, but chief among them, believes Aimee, is that “I’m very professional, and I have excellent negotiation skills. I’ve taken additional education to become a Certified Master Negotiator, and I think that has been a major asset to my clients.” One of many things that sets Aimee apart from her competitors is a personality that is ideally suited for the often rigorous and convoluted transaction process. “I’ve always gained my energy from being around people,” she says. “Various clients from different demographics have said that I have a way of connecting with people no matter what level they’re on.” There is no subterfuge or slick sales technique here, either. “My clients like the fact that I’m pretty direct. I work very aggressively for my clients, and that’s something that they count on. My clients appreciate those things about me.”

Showing gratitude for and maintaining relationships with past clients is of paramount importance to Aimee. “I send them a quarterly magazine,” she explains. “And I write thank-you notes to each of them. I’ll also call and check in with clients on a regular basis. Because I’m a native of Colorado Springs, many of my clients are people I’ve known for years. I always make sure that once the transaction ends, the relationship doesn’t.” Savvy, cutting-edge marketing is another hallmark of Aimee’s approach to selling homes. “On initial consult with the clients, we’ll walk through the house, and have a staging consult if we need to. I have a professional photographer that does both video and drone shots. I do a lot of larger properties and horse properties and land sales, so that’s been hugely helpful to be able to see the entire property.” In addition to tried and true standard marketing procedures, Aimee also utilizes newer technologies. “I market on all social media,” she says. Aimee is also that rare breed of realtor who is available 24/7 and is quick to respond to her clients. “I literally don’t turn my phone off,” she laughs. “I’ve had conversations at 11 PM at at 3 AM with people. I’m very accessible and I think my clients feel like they’ve received a good value, whether they’re buying or selling.” Despite her financial success, Aimee takes the most satisfaction from something else entirely. “I love homes, and I just think it’s fun to see them all, but what I really love is working with people. I get my energy from them,” she says, “so making them happy, helping them fulfill their American dream, those things are incredibly important to me and it’s exciting to see someone get excited about that.”

For more information about Aimee Ankeney, call 719 - 210-8222 or email AimForANewHome@gmail.com Copyright Top Agent Magazine

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

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

THINK OF THE WORST CASE SCENARIO

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

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

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

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties. Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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PAULINA BOHORQUEZ Going above and beyond for her clients and providing them with personal, expert guidance has firmly established Paulina Bohorquez owner of Paulina Real Estate Team with Keller Williams in Raleigh, NC as one of the most sought-after realtors currently working in her area today.

For Paulina, it’s less about the commission and more about helping others. “I really like helping people,” she says. It’s fun for me to help them buy a new house. The process usually accompanies some major life change, like a new marriage or a new baby. Sometimes it’s a more difficult situation, like a job loss or a divorce. Either way, it’s an honor to be able to help them through the toughest parts of the decision-making process. I like being allowed to be a part of that.”

With nearly fourteen years of experience under her belt, Paulina is able to give her clients top-drawer client service and help them easily through the often-convoluted transaction process. “I always go above and beyond for my clients,” she says. I’m proactive about telling them what they need to look for, and what might come up, and just help keep the stress level down for them.”

Giving back to her community is of the utmost importance to Paulina, and to that end she has spent the last four years spearheading a food drive. She has also held leadership roles at organizations that include the Women’s Power Networking, Business and Professional Women of Raleigh Chapter and the Triangle USGBC.

Paulina got her start in the industry at a relatively young age. “I was twenty-two,” she says, “and I had just graduated from Meredith College. I decided I might want to try my hand at real estate investing. I got into it for that reason, and then started working for Keller Williams, where I received the most comprehensive topclass training not just about how to make a deal work but how to run a successful business. Paulina incorporated her own company in 2005 and now Paulina Real Estate Team affiliates with the Keller Williams in Downtown Raleigh.” Paulina currently works with a team that includes two assistants, one of who is licensed and on track to become her buyer’s agent.

As for the future, Paulina plans to continue building her business while making certain to not sacrifice any of the exceptional client service that has become her calling card. Personally Paulina always keeps her Big Why very clear. “Everything I do, I do for my family and what I want to do is to teach my kids that life is about having a positive impact and doing what you have passion for.”

Developing personal relationships with her clients is of paramount importance to Paulina, as is staying in touch post-transaction. “I use a CRM system,” she says. “I also try to do a monthly email, and I call people pretty consistently. I also friend my clients on social media, and stay in touch that way. This way I always know what’s going on with them, and they know what’s going on with me. Which is great because then we can celebrate life event like a new baby or a child going off to college together” Several five-star reviews on Zillow are a testament to the level of conscientiousness that Paulina brings to the table: “Paulina is knowledgeable and makes everything easy to understand, it does not matter how small the question is, she gives you the time needed to answer it. She helped me find, screen, and sign a contract with tenants for my house. She has always been there if I’ve had a question. I’m looking into buying another house and will go with Paulina for sure!” Reads another: “Paulina and her team helped my husband and I sell our home and negotiate successfully on our behalf and she helped us find and purchase our new townhome! As a first time home buyer she walked me through each step in the process. We could not have done this as easily without her! Highly recommend!” Top Agent Magazine

For more information about

PAULINA BOHORQUEZ, please call 919-255-8586 or email paulina@pretinc.com Copyright Top Agent Magazine 19

SUE BOTT More than 20 years ago, Sue Bott tagged along to a seminar her husband wanted to attend on becoming a Realtor®. “He was a teacher, I was getting my teaching degree,” she says. “We were also expecting our first child. The idea was that he would do real estate for summer income. I went along to the meeting in support of him.” But before reaching their car after the meeting, Sue told her husband, “You stay home with the kids. I’m going do real estate!” And that’s exactly what she did. Since 1997, Sue has run a thriving business in the close-knit community of Two Harbors, Minnesota, on the shore of Lake Superior. Affiliated with Minneapolis-based RE/MAX Prodigy, she employs a full-time, unlicensed assistant who works weekdays at Sue’s Two Harbors satellite office. The business, she says, thrives because of Sue’s special way of working with clients. “I’m my own unique person. I speak with clients in a different way than other people might,” she says. “I’m honest, I put them first and we have fun!” Sue walks clients through the entire process, unafraid of telling them if she is concerned about their decisions. “I’ll always support people’s final decision,” she clarifies. “But I definitely tell them up front if I don’t think it’s the smartest decision they’ve ever made!” Openness and honesty have sustained her success. “And confidentiality is extremely important, especially in a smaller community,” says Sue, describing Two Harbors, which she covers along with Duluth and the Northshore. This lakefront town has a population of less than 4,000 and is situated just 20 miles from Duluth, with several more lakefront towns dotting the landscape to the bigger city. Sue, who was born and raised in Two Harbors, draws on a strong referral base of clients who appreciate her communication, negotiation, market knowledge and attention to detail.

Sue has witnessed how listings marketing has changed dramatically over time. She is the first to admit that the ability of buyers to search anonymously online inhibits the ability of Realtors® to connect early on with them. But Sue, of course, consistently markets listings on multiple real estate websites and social media. She also gets “in the trenches” with clients to help them clean, move furniture and stage homes before professional photography. In addition, she connects with buyers through text-message marketing from for-sale signs and with her personal billboard marketing. In her time as a Realtor®, Sue has been able to rely on her customer service, name recognition and visibility. “One area I’m improving on now is a follow-up program with past clients,” she says. Although she sees a great deal of business from client referrals and newcomers, she would like to nurture more relationships like those she enjoys with people who have bought or sold multiple times with her. “I see so many past clients on a regular basis and I don’t like to push the business side of me with them,” she says. “I work hard, get to know them, and they turn into friends. But I’m working on how to better keep in touch with those I don’t see as regularly.” The relationships Sue builds drive her to continue giving as much as possible – both to clients and to other Realtors®. “I love it when other Realtors® say they love doing deals with me. There’s nothing better than being considered by your peers to be a good fellow agent.” As her business grows, Sue’s has no aspirations of becoming a broker; she prefers to continue being a better version of the agent she already is – one who in 2015 was eighth among Minnesota RE/MAX agents for production, which is a terrific feat, given her small market. “Buying and selling real estate can be a difficult for people, but with me, they know they’re not alone,” says Sue. “I like being able to help them and be right here for them. I love my job every day.”

To learn more about Sue Bott, visit suebott.com, email sue@suebott.com or call 218-834-5144 www.

Things Successful People Never Do

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

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things, that success might happen a little quicker.

DON’T JUST WING IT

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

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

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

THEY DON’T WORK HARDER, THEY WORK SMARTER

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

THEY DON’T TRY TO PLEASE EVERYONE

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

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 22

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

GO FOR THE SHORT RUN SOLUTION

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

PAY ATTENTION TO THE NAYSAYERS

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

THEY NEVER QUIT

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

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SEBASTIAN FREY “More often than not, I give people advice to wait rather than telling them to buy or sell,” says Sebastian Frey, REALTOR® and Broker/Owner of Realty World Virtuoso in Santa Cruz, California. “If I feel it isn’t a good situation for someone to buy a particular property, I’ll make that very clear.” Sebastian, who entered real estate 14 years ago, takes a comforting, non-traditional approach to real estate. “Even with sellers, putting a home on the market is rarely my first recommendation,” says Sebastian, who represents buyers, sellers and investors across Santa Cruz County and up into San Francisco. “Real estate is best over the long-term; that’s where you see the most benefit.” Sebastian’s clientele appreciate his approach and send referrals his way regularly. He has built great credibility by only giving the straight truth, rather than providing answers that would be aimed at gaining a contract. It is this service orientation that has secured ensured his success over time. And, taking his focus on service even further, Sebastian also gives every client - and some REALTORS® - copies of his book, GET IT SOLD. In GET IT SOLD, Sebastian outlines everything sellers and agents should consider in order to get the most money from a property. “The book gives sellers invaluable information on what makes a home marketable and helps agents be the most effective partners they can be with their sellers.” Delving into more of the detail from his book, Sebastian explains, “I come in and advise on which preparations are most worth the effort.” At his own expense, he always hires a stager or interior designer right away. “Many sellers only have a little to spend before listing, so I help them focus on where that money will be best spent.” Between Sebastian, the stager and the seller, the team decides on paint colors, any flooring or window treatments that are worth upgrading,

and furniture to remove or replace with other items. “This all impacts how a house feels,” he says. He then hires a professional photographer and, when warranted, he produces video and 3D Matterport tours. “We do whatever we can to attract more eyeballs to the property.” In addition, his listings gain the benefit of the IT expertise Sebastian built during his career before real estate. “I have an awesome collection of websites, marketing systems and knowledge and a unique, incredible and online marketing system,” he explains. “I personally oversee everything to ensure quality.” Sebastian also puts that personal touch into his ongoing connections with clients and his community. “I email regularly and I’m Facebook friends with everybody I’ve done business with or might do business with,” he says. “I take time to see people out in real life.” From helping at his children’s schools and coaching their sports to his active work on behalf of the Santa Cruz Children’s Museum of Discovery and his efforts to have an old rail-trail converted into a walk and bike path, Sebastian is visible. He also writes a local column featuring noteworthy individuals and events. And when he’s not working, he and his wife enjoy hiking with the family in the forests, paddle boarding on the reservoir and traveling. Though he is well established in Santa Cruz County, Sebastian looks forward to adding new dimension to his business in the future. “We’re a great team of two,” he says, describing his wife, who manages marketing and some transaction coordination. “And I’m considering adding property management.” Given his belief that the value of a property is in holding onto it, Sebastian’s clients often ask him if he will manage their properties. “I also am a broker and hope to add four or five more agents after adding property management,” he says. He looks forward to these adventures and to his continued opportunities to positively impact other people’s lives. “I like helping people solve problems and if that help happens to included their buying or selling a house, then that’s how I get paid,” he says. “But what I do is about so much more than houses; it’s about people.”

To learn more about Sebastian Frey, visit sellforsure.com/cms, email broker@realtyvirtuoso.com or call 831.704.6873 http://

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MELODY GOLESTANI Melody Golestani discovered her passion for real estate as a child. When she played the videogames “The Sims,” she found herself fascinated with creating virtual homes. “I would break the codes to try to build luxury homes,” she says with a smile. After graduating from Northeastern University, she worked for the architecture firm DiMella Shaffer in the Seaport District of Boston. There she learned more about real estate, building and design. She then became a building surveyor and head of marketing for a 3-D laser-scanning firm that builds 3D models for architects, developers and realtors. “During that time I measured over two million square feet of building space all across the east coast, from the Massachusetts State House, to the New York stock exchange, to the Greenwich mansion of the inventor of the Yankee candle,” she says. In that role she also put together innovative marketing proposals for clients. Though she was incredibly successful in her work, Melody still dreamed of real estate. She finally decided she would be fearless and use her extensive and varied experience to launch her new career as an agent. Last year, she received her license and began work with Coldwell Banker in the Newton office. She currently serves primarily downtown Boston, Chestnut Hill, Brookline and Newton. She provides a concierge-style service, utilizing her extensive connections. She can help clients access a luxury car lease or connect them with a world-class architect. “I take care of my clients from all aspects,” she explains. She brings her dedication, expertise and strong sense of intention to her work. “In college I was an All-American athlete and I truly believe that if you set your intention and set your confidence in yourself, you can accomplish any goal you put your mind to. I instill that mindset into every transaction. If a client wants a certain house, I don’t tell them it’s impossible. Instead, I try to bring my client’s dream house to fruition, no matter what.”

A marketing expert, Melody primarily uses social media to spread the word about listings. She has over 5,000 followers eager to see photographs of her properties. Boston Magazine and other local publications also post write-ups about her listings. “I ensure we get the maximum exposure possible,” she says. She hires a high quality professional photographer to take pictures of each listing; she believes strongly in the power of staging. “My last listing was a penthouse for the Imperial Towers and I actually staged it myself. The condo ended up being a record-selling unit in the history of the towers, so it was really exciting!” Once a transaction is over, Melody sends clients a card letting them know they can reach out to her for any needs or questions they may have. Her clients often follow her via social media where she maintains a blog with helpful information about remodel and design. What does Melody like best about her work? “There is something romantic about selling a home or being on the buyer’s side,” she says. “You have an opportunity to help someone start a new chapter in their life. That’s what I love most about it and that’s why I want to give it all of my attention.” Melody really appreciates the chance to put her practical experience to work on behalf of her clients. “Not only can I do design and home staging with my certifications, but I can also provide clients with floor plans. I can look at a building and see if there are any structural issues and guide them toward the best decision. Being able to help my clients from all angles is the most exciting part for me.” To give back to the community, Melody volunteers with nonprofit organizations such as Pie in the Sky, Horizons for Homeless Children, and Habitat for Humanity. In her free time, she finds herself researching real estate and design trends and watching shows such as “Fixer Upper.” She loves to travel and explore different cultures and parts of the world. For the future, she hopes to expand her advertising presence and continue to evolve her brand. With her focus and strong intention, she’s sure to succeed!

To find out more about Melody Golestani, contact her by phone at 617-356-7799, by email at melody.golestani@nemoves.com. or visit: golestaniproperties.com, facebook.com/melodycoldwellbanker, linkedin.com/in/melody-golestani-b9b19b57, tumblr.com/blog/golestanihomes, pinterest.com/golestanihomes/pins or on Instagram at golestani_designs www.

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How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event? Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

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

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational. Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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

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

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 26

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

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees. While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way. Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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ANDREA GUEST Andrea Guest, Principal Broker of Keller Williams’ The Guest Group strives to provide her many grateful clients with premium client service, and does so utilizing a vast reservoir of knowledge gleaned from seventeen years of experience working in sales and marketing. A former National and Regional Sales Manager for two Las Vegas radio stations, she returned to her hometown of Portland in 2010 when her husband was recruited by Nike. Casting around for a new profession, she ultimately took the advice of her mother – herself a seasoned realtor – and jumped head first into the real estate industry in 2011, initially signing on with Oregon Realty Company. She then moved to Keller Williams Realty Professionals in 2015 - the number one selling agency in Portland - which allowed her to almost triple her business in one year. “I got into real estate,” says Andrea, “and realized it was such a wonderful fit for me. I think one of the things I love most about it is that every day is different, and that you get to touch so many people’s lives and help them with life transitions. Every house is different, every situation is different, and every challenge is different.” The Guest Group is currently comprised of Andrea, a Showing Specialist who assists her, an Office Manager and a Buyer’s Agent. The Guest Group sells all over Oregon. “We try not to go too far,” says Andrea, “but our Showing Specialist is showing property all the way out to Mt. Hood. I’ve shown properties on the coast and have gone south as far as Salem. We’re currently trying to get a reciprocal license in Washington.” The Guest Group has developed a solid reputation as a team that truly cares about its clients. You’ll find no slick

salesmanship here, authenticity is the name of the game for Andrea and her team. “Our clients know that we fight for them,” she says. “The communication is impeccable. We pride ourselves on making sure we’re conveying everything we’re doing for our clients, and in the end, they really appreciate that. We fight for their best interests and we let them know we’re doing that for them.” The Guest Group has been consistently ranked in the top 20% of their office since joining Keller Williams and Andrea has recently been asked to join their Leadership Council. The appreciation that her clients feel for The Guest Group is evident by over 60 five-star reviews on Zillow, where Andrea is a Premier Agent. Reads one glowing testimonial: “Andrea and her group are simply excellent. I worked with Andrea while located in another state to find me homes in the Portland area. After I had an offer on my previous home, she drove me all over the Portland area for an entire week to find and make an offer on the home we bought for me. During the closing process, Andrea handled every single detail very quickly and professionally. She is, without a doubt, the best real estate broker that I have ever met and had the privilege to work with. Her team are just like she is…professional, responsive and very effective.” Looking to the future, Andrea’s plan is to continue growing the business while sacrificing none of the exceptional client service that has become synonymous with The Guest Group. “I know a lot of people have a negative idea in their mind about salespeople,” says Andrea, “but there are some amazing agents out there. Our team is very vibrant and we strive every single day to let our clients know we really care about them and that we’re going to do a great job for them. That’s what our team is all about: making sure their customer experience is a special and positive one.”

For more information about Andrea Guest and the Guest Group, please call 503- 395-41 91 or email Andrea@GuestRealtors.com Top Agent Magazine

JEFF O’LEARY After leaving university, Jeff O’Leary began a promising career in the automotive industry, but after five years he realized that he felt unfulfilled in his job. “My wife, Stephanie, had a successful home staging business, and she was the one who suggested I try becoming an agent. I made the leap and I haven’t looked back since.”

but allows potential clients to get to know Jeff, his philosophy and his values. His website, The Village Guru, and the blogging series called Keeping Real Estate Real, have been enormously popular and instrumental in Jeff’s success.

In just ten years, Jeff has become one of the most in-demand agents working in Mississauga and the greater Toronto Area. Jeff has received annual Top Producer Sales Awards and is in the top 3% of the GTA market of over 40,000 agents. Jeff currently leads a small team that consists of several support staff, including his wife. “I work directly with all clients, so when you hire me, you get me. My team takes care of all the back end stuff, which allows me to focus on client relations and negotiation. Our goal is to create an exceptional customer experience for everyone we work with.” Jeff has built a reputation for operating with the utmost integrity. He does this by being completely transparent through open & honest communication. “A lot of people don’t know what to expect from the process, and can be fearful that they are being taken advantage of. From the moment I meet a client, I focus on earning their trust. They need to know that I will protect their interests and provide them with the guidance to make the best decisions for their family.” Jeff has an enormous online presence, and from the start of his career began video-blogging about all things real estate, something that has not only set him apart in the industry,

Another key to Jeff’s dominance in his area is his comprehensive yet targeted approach to marketing. “We create a strategy and a plan for every listing, making sure we target the most likely buyer. When you have a clear picture of who your potential buyer is, you can create a story for the property that really speaks to them. When you increase that emotional connection it allows you to sell a home for top dollar and in the quickest amount of time possible.” Jeff is a respected member of his community as the Chair of the Lake Wabukayne Committee, he is an active member of the Rotary Club of Meadowvale and serves on the Board of Directors for the Mississauga Real Estate Board. He regularly speaks at industry events, and is passionate about teaching other agents how to improve their businesses. When he isn’t working, he enjoys spending time with his wife and his three young boys. Jeff has big plans for the future, including a major update to his website. “I really want to use that platform more to help others and expand my reach in the community. I believe that having an educated public is not only better for them, but better for the industry as a whole. My career lets me help people and to be more involved in my community, and I’m very grateful for that. I love what I do.”

To learn more about Jeff O’Leary call 905.896.4622, email jeff@thevillageguru.com or visit thevillageguru.com, or facebook.com/thevillageguru www.

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Every Player is Valuable: How to Boost Your Teamâ&#x20AC;&#x2122;s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly. Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious. Here are some things that you can do to increase morale and productivity in your workplace: 29

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

While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team. An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

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

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

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too. Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees. Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit. Top Agent Magazine

CON PSIRAKIS Top Agent Con Psirakis, Owner and Agent at Century 21 Innovative Realty in Revesby, NSW has spent the last sixteen years in the real estate industry working toward providing all his many clients with the very best client service available. Highly reputable, results-driven and a consummate professional, Con opened Innovative Realty back in 2010, and has spent the last seven years building a highly qualified team that now consists of eight licensed agents who share his commitment to helping clients smoothly navigate the often treacherous home buying or selling process. Con is clearly doing something right, as evidenced by the fact that almost all of his business is based on repeat clients and referrals. When asked what he thinks keeps his clients returning and referring, he is quick to answer. “It’s the communication,” he says. “Communication is key. It’s understanding and listening to what a buyer or vendor want; what their actual motivation is. For us it’s more than just a transaction, It’s about learning their needs and wants as a buyer or seller and proceeding from there.” Local knowledge is key, as well. Born and raised in the Revesby area, he is deeply familiar with the area, and specializes in properties located in and around the Canterbury Bankstown region that also includes Padstow, Picnic Point, Milperra, East Hills and Panania. Making sure his clients know they are appreciated, even post-transaction, is important to Con. “We send out a broadcast email to all our past clients four times a year. We also send out anniversary cards, and check in with a phone call every six months just to see how they’re doing. We also check in with our buyers every six to twelve months to see if they’d like a new

appraisal to let them know what the new value of their home is. For those who have sold, we’ll call to see what their move was like, and if they’d like any information about the suburb they’ve moved to.” Savvy, cutting-edge marketing plays a large role in Con’s success. In addition to standard marketing procedures, he also relies heavily on newer methods. “What sets us apart from our competitors is that we do a lot on social media. We use Facebook, Instagram. It’s a big marketing tool at the moment and we use that for all our listings. In addition to being a licensed agent, his is also a licensed Strata Managing Agent and Accredited Auctioneer. “I have an in-depth understanding of what it takes to get the best possible outcome for every property I handle,” he says. “I get great satisfaction of taking the stress out of investment property management and providing sound advice to my clients to help them build their wealth through property.” When asked what he likes most about what he does, Con replies “The satisfaction. For myself, and for the vendor and the buyer. I love the smiles on the faces of my clients once they buy a property or sell a home. It’s not about the monetary aspect of it for me, it’s just the satisfaction of knowing we’ve done a good job.” Giving back is an imperative for Con, and to that end they sponsor local schools, and recently organized a fundraiser for the sick child of a co-worker that raised 12.5k for the organization Tuberous Sclerosis Australia. When he’s not working, Con enjoys spending time with his family, going to the beach, visits to the park or just walking his dog. Looking to the future, Con’s plan is to continue growing his business and his staff, while focusing on sacrificing none of the exceptional client service that has become his calling card.

For more information about Con Psirakis, please call 0403-324- 678 or email Con@innovativerealty.com.au Top Agent Magazine

DEBBIE PRICE Debbie Price got into the real estate business almost as a fluke. “I was playing golf with a friend who was an agent. I was working as a medical assistant at the time, but had been in sale prior to that. At some point she said to me that I would make a great Realtor®. Here I am 23 years later, still loving what I do. And she’s still one of my best friends!” Debbie currently works in partnership with her daughter, Jessica, at Berkshire Hathaway HomeServices, where they serve the Portland Metro area. They are one of the most in-demand teams working in their marketplace, and have built a reputation for providing a level of care that truly goes above and beyond. Although the duo excel in all aspects of the business, they specialize in helping seniors transition from their homes to smaller homes or retirement communities. “We have a vast network of resources to help these more vulnerable clients, as well as training and understanding of Elder Abuse, which is sadly something that happens all the time. It’s really satisfying to help these people, and we couldn’t be happier that we’re able to offer comfort to them in what is oftentimes a very difficult period in their lives.” Debbie credits her focus on making clients for life, rather than on making sales, for much of her success. “I treat my clients like family. They trust me and I take that very seriously. I really care and follow up with them long after the active transaction. People have a very emotional connection to their home, and I respect that. I work very hard to meet and exceed their expectations.”

Debbie prioritizes maintaining those strong relationships that she builds, which is easy for her since she has genuine connections with people she works with. “Relationships is what drew me into this business. I’m big on social media, and I really like maintain contact with personal touches. I try and see them when I can and have even played golf with some past clients.” Another Way Debbie stands out from the rest is with her comprehensive approach to marketing her listings. “One of the things I love about being at Berkshire Hathaway is that they allow my listings to have an International reach. Because internet marketing is so key these days, first impressions are really everything. So I do professional photos, and drone photography, everything we can do to feature the property in the best possible light while getting maximum exposure.” Debbie is active in her community and is involved with several local organizations. She has been the President of the local real estate association twice, and has been on the board for 12 years. Debbie was the second woman to be named the Exalted Ruler and it was for the Gresham Elks Lodge. She also supports My Father’s House, a non-profit that helps homeless families.When she isn’t working, Debbie enjoys traveling, golfing, painting and spending time with her children and grandchildren. Debbie would like to continue to grow her business, and looks forward to many more years of helping people achieve their real estate dreams. “This career allows me to help people, give back to my community and work with my daughter. It really doesn’t get better than that.”

To learn more about Debbie Price call (503) 312 -1157, email DebbiePrice2009@live.com or visit berkshirehathawayhs.com/debbie-price-real-estate-agent www.

How To Send

SMARTER EMAILS

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

1. SEND A WELCOME EMAIL TO

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

2. NURTURE YOUR RELATIONSHIP

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

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

3. CELEBRATE IMPORTANT DATES

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

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

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

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

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

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

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ROBERT RADCLIFFE One summer during college, Robert Radcliffe ventured down to Los Angeles to visit a few friends. When he arrived, he was impressed by the homes of his friends’ parents and soon discovered that their success stemmed from careers in the real estate industry. In the twenty-six years that ensued, Robert followed that initial spark of inspiration all the way to a flourishing career as an agent in his own right. Today, he has a built a reputation for people-first service, seasoned counsel, and a can-do attitude when it comes to the world of real estate. Primarily serving the Los Angeles communities of Pacific Palisades, Santa Monica, Brentwood, and Malibu, Robert heads a team of five, including four buyers’ agents and an administrative lead. What’s more, The Radcliffe Group has been consistently ranked by The Wall Street Journal as one of the top 250 sales teams in America. With a robust portion of his business generated by repeat and referral clientele, Robert’s ability to deliver on his clients’ goals, while curating a memorable working experience, is built into the fabric of his work. Additionally, his decades of experience give him an insider’s insight into the local market and inventory. For instance, he and his team have a particular knack for sourcing buyers for listings, or connecting buyers with homes that haven’t even reached the market. Robert’s network and knowledge allow clients an advantageous edge in today’s ultra-competitive market. It’s also important to Robert that clients make their way through the transactional process with limited stress. His calm, confidence, and even-handed approach inspires a sense of security in those he serves. “I work hard to guide clients through the intangible, so that they feel completely comfortable about their transaction,” he says. “Whether on the buying or listing side, I make sure that clients feels confident that they made smart decisions.”

To market his listings, Robert takes a comprehensive approach that includes far-reaching digital distribution, in addition to publicity in local publications. “I take a proactive approach to everything we do,” he explains. In that vein, Robert also publishes his own newspaper geared towards showcasing his listings, tapping an in-person and digital readership of over 18,000. To keep in touch with those he’s served in the past, Robert sends out informative market reports, newsletters, connects by phone, and hosts the occasional social event. To extend his spirit of service to life outside the office, Robert has participated in a variety of charitable organizations including Habitat for Humanity, Spinal Muscular Atrophy, and the Chrysalis Foundation. Currently, he and a friend are in the midst of launching their own charitable foundation— Ambassadors to Change—geared towards giving to those in need, both locally and afar. Robert’s inclination towards service also extends to writing. He is the author of two self-help books, 12 Steps to Loving Life and 180 Degrees. His abiding goal—in business and at large—is to create work that benefits others in any way he can. In his free hours, Robert enjoys surfing, jogging, and spending time with his three sons, one of whom is currently attending USC. All in all, Robert is thankful for the career he’s carved out in real estate and the ways in which the industry has allowed him to support his family and make possible a life he’d only dreamed of. As for the future, Robert plans to carry on—working hard, tackling more volume with home sales, and continuing to help as many people as he can. In his business and personal life, the years ahead remain incredibly bright and successful for Robert Radcliffe.

To learn more about Robert Radcliffe visit robertradcliffe.com, e-mail rob@robertradcliffe.com, or call (310) 255 - 5454 www.

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DAVID SEEBER Top Agent David Seeber, Director of the St. Kilda and Albert Park offices of the high-profile Buxton agency is not your typical real estate agent. Combining youthful enthusiasm with a deep reservoir of industry knowledge, he takes exception to the common perception of real estate agents being concerned only about their commission checks. “I know that a lot of people think of real estate agents and think ‘flash car, flash suits.’ But at the end of the day, I’m just a thirty-one-year-old with a family, just like most other people, who really gets a thrill helping people buy and sell property because I love real estate itself. There’s a bit of a stigma around our industry, but at the end of the day I’m just a loving husband and father who loves helping people.” David began his successful sojourn in the industry at the tender age of eighteen, upon seeing a newspaper looking for local agents. “My mom and dad always said that when I was young, the first thing I said I wanted to be when I grew up wasn’t a superhero or anything like that, it was a real estate agent, which is kind of scary,” he laughs. Now, thirteen years on, he has carved out a niche for himself as one of the most reliable, professional and dedicated agents working in the Melbourne area today. Committed to providing every one of his buyers and sellers with top-notch client service, David prides himself on the vast number of repeat and referred clients he works with. “That’s what I base my business off now,” he says. “We’re the market leaders in the St. Kilda area, and have been for three or four years. Our repeat and referral business is probably the core, comprising about 62% of our transactions.” When asked what he believes keeps his clients returning and referring, David replies, “I think it’s our attention to detail. We very much under-promise and then over-deliver. We’re dealing with

people’s biggest assets here, and regardless of how expensive or inexpensive a property is, we treat everyone with the respect that they deserve. The level of service a client receives should have nothing to do with the value of the property, and that’s something we hold dear to ourselves. Those who work with us understand that’s how we want clients treated.” His clients clearly appreciate this approach, as this glowing review from his website illustrates: “David was the consummate professional who was able to outline both a sensible broad strategy while keeping an eye on the details to sell my apartment. He communicated promptly and provided excellent advice. He has a deep insight to the property market and most importantly was able to explain this is easy to understand terms to me and my wife. Wouldn’t hesitate to recommend David - thank you again!” Other factors that have played a part in David’s success include cutting edge, savvy marketing, a tailored approach to maintaining contact with past clients depending on their personal needs, and his dedication to staying hands-on and involved in the process for every single listing that comes through his offices. David’s office has also made a commitment to giving back, and to that end a portion of every transaction is donated to the National Breast Cancer Foundation, and they also participate in multiple fundraisers and charities which also benefit the Foundation. When he’s not working, he can be found spending as much time as possible with his wife and his three-month old daughter. “What I love about my job,” says David, “is the excitement that comes from being the middleman between a buyer or vendor, whether they’re upgrading or downgrading. That excitement never gets old. Just seeing the happiness on their faces, when they get the house or apartment of their dreams.”

For more information about David Seeber, please call 0421-796-350 or email DSeeber@Buxton.com.au 36

Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach. One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect. 37

LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance. That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling. It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 38

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business. Top Agent Magazine

REBECCA SIMPSON Rebecca Simpson earned her first exposure to the world of real estate by rehabbing and flipping homes. Her agent at the time encouraged her to seek her license and once she did, she felt like she could no longer flip houses because it would be taking away from her investors. Rebecca made the decision to put her clients first. That was back in 2004, and since then Rebecca has cultivated an exacting reputation for friendly, effective client care. What’s more, she’s earned a host of designations and awards over the course of her career, including Top Producer status in her office in 2014, 2015, and 2016, along with Top Producer status in the Central Atlantic region for 2016 and 2017, as well as 2016’s Best Real Estate Agent in Virginia from Real Trends. All in all, Rebecca’s service can be summarized as people-centric and incisive. Today, she mounts her work with the same enthusiasm and steady hand as the day she began. Serving the state of Virginia, Rebecca specializes in the counties of Amelia, Cumberland, Prince Edwards, Appomattox, Charlotte, Halifax, and others. Rebecca spearheads her work solo, and has thrived under the banner of RE/MAX Advantage Plus since 2013. There, Rebecca cultivates a rate of repeat and referral clientele that amounts to 65% of her business. In considering the ways she’s cultivated this track record of success, she cites her responsiveness, accessibility, and professionalism. Understanding that clients are in the midst of one of the most meaningful purchases of their lives, Rebecca makes it a point to stay readily available by phone and e-mail, and is always sure to swiftly respond to questions and concerns. “I’m attentive and I never put my clients on the back burner,” she says. “I always respond in a timely fashion, and that’s a compliment I get from clients repeatedly.” In addition to her mindful attention for clientele, Rebecca also employs the eye of an expert when it comes to the area’s inventory. In today’s competitive, an agent who understands the ins and out of the local market is an indispensable advantage. To keep in touch with her clients past and present, Rebecca connects via e-mail every so often and makes the occasional call to check in. Because business is conducted with a personal touch, it’s not uncommon for clients to continue coming back to Rebeca, many Top Agent Magazine

year after their first transaction is complete. “I had one set of clients come back after I helped them find a home eight years ago,” she says. “They told me: you cared about what we wanted and you made sure we found it.” To market listings for sale, Rebecca belongs to three different MLS services. She also ensures comprehensive regional visibility through placing ads in local publications. Additionally, Rebecca incorporates social media’s vast reach to lure online house-hunters. Reflecting on what she enjoys most about her career, Rebecca says: “I work hard behind-the-scene to make sure everything comes together, and I get so much joy when buyers find something they really like. They’re so appreciative, and seeing the excitement on their face gives me such a sense of satisfaction.” To extend her spirit of service to her local community, Rebecca is active in her church. In her free hours, she most enjoys spending time with her family, hosting cookouts with her three children and her grandchildren. They also have a little place near Buggs Island Lake, and do their best to escape every now and again as a family. Thinking ahead to the future of her business, Rebecca has plans to continue her year-over-year growth, maintaining her status as Top Producer. With a more than a decade of proven expertise under her belt—along with an authentic investment in the success of her clients—the road ahead is bound to be bright for Rebecca Simpson.

To learn more about Rebecca Simpson e-mail RebeccaSimpson@Remax.net, call (434) 547-7263, or visit her Facebook page at: facebook.com/ RealEstateProfessionalinVirginia www.

JORDAN STRADER Perennial entrepreneur, Jordan Strader, also known as “Mr. Financial,” constantly asks questions, learning what motivates people to do what leads to their success and learning from them in the process. In 2001, while running a landscaping business in Central Florida, he asked one of his clients about his line of business. “He was a real estate investor and, long story short, I ended up being a ‘bird dog’ for him.” Down the road, Jordan ended up getting into investing and flipping on his own. One of his projects, in fact; was the 2007 wholesale and flipping of more than 250 properties damaged during Hurricane Katrina.

Though a fearless businessman who does everything possible to exceed the needs of his clients and of the agents who work for him, Jordan possesses remarkable kindness, warmth and a personable nature showing how much he cares. “I love meeting people from all over the world and helping them get through stressful situations.” He takes pride in the fact that his firm performs things differently than other agencies. “We don’t pretend to be the #1 agency; we want to be known for our service, our knowledge, our marketing and our helpfulness.” While Jordan and his and his wife personally donate 30% of their annual income to people in need, giving is not about publicizing themselves or their business. Their primary focuses, he explains, are their marriage, their two young children, their families, their faith and their ability positively impact everyday people in their communities who are in need of help.

“While doing flipping and construction, in 2011 I finally decided to get my real estate license,” says Jordan, who is currently based in Myrtle Beach, SC. “It was better than dealing with real estate agents who were not experienced and aggressive!” Jordan had no plans of representing other buyers and sellers. But when you’re a caring, educated person who has information and expertise to share, an unexpected business paths have a way of developing. “Now our main business is working as REALTORS®.”

“In the future, we’re going to expand our local team,” says Jordan of his business. “We’ll keep growing in each market and eventually expand to other cities; we’re in a constant state of moving forward.” This goal reflects the side of entrepreneurship through which Jordan helps inspire other professionals to explore real estate for the positive, life-changing benefits it can provide. He is also gearing up for some national public speaking. “Rather than having a 100-person team in one location, I’d like several across the country, by partnering with individuals that want to grow their business where they already are. “We want to create a win-win for each person, helping people with their dream and vision of a successful real estate company.” It’s becoming obvious that by following Jordan’s structure for success, everyone benefits – buyers, sellers, investors, agents and their families.

Jordan’s business at this point covers three markets, with partners helping in each market. In his newest venture, which he launched in early 2017, Jordan focuses on the Myrtle Beach area, while his partners help in his management of two other markets in the Lakeland, FL, and Charlotte, NC, area. Jordan’s natural gift for building relationships and understanding people’s needs has earned him great success in sales. “For some agents, their 10 or 20 years of experience may be their greatest asset,” he says. “But with me, I’m a natural go-getter who has always researched marketing.” Combined with his real estate investment experience dating back to 2001, Jordan delivers an unparalleled quality of marketing, whether for clients or for his own business. Sellers and investors receive top-tier listings marketing through Mr. Financial Real Estate, including professional photography and video, custom sign riders, plus property-specific websites and MLS. Listings are syndicated to more than 100 websites and through highly-targeted social media marketing. At their own expense, Mr. Financial offers sellers a staging consultations to help them prioritize how best to prepare for listing. “We know lot about being REALTORS®,” he says. “We know how real estate works and flows and breathes; we come at it with a completely unique and out-of-the-box approach,” says Jordan. 40

To learn more about Jordan Strader, visit mrfinancialrealestate.com or facebook.com/jordan.strader.18 email jordan@mrfinancial.org or call 863.698.2328 http://

www.

Living On Commission by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept. “I could never live on that!” But loan officers have to do it all the time. The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic. When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation. One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her Top Agent Magazine

Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all! She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

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KRISTINA R. VAUGHN HAZARD Throughout her career, Kristina “Kris” Vaughn Hazard found that no matter her job, she naturally wound up in a position of leadership, making big picture decisions and running the show. Back in the ‘70s, Kris began seeking new professional opportunities that would afford her a greater sense of self-direction. Since she was already highly motivated, Kris decided to venture into the world of real estate and see where her entrepreneurial spirit would take her. Thirty-eight years later, Kris has become a veritable expert in her field, distinguishing herself through an abiding commitment to accessibility, straightforward communication, and an unparalleled work ethic. Serving the North Kona area on the Big Island’s west side, Kris has plentiful experience navigating her tightknit community’s marketplace. From buying and selling property to welcoming those relocating to Hawaii, Kris brings an expert’s insight to her work as an agent. Likewise, with the streamlining support of her business partner, Kris serves clients with efficiency and confidence. Beyond her deep understanding of the area’s inventory and market, Kris goes above and beyond to maintain constant, personalized communication with those she serves. “Overall, if it’s good for my clients, it’s good for me. So, I do my best to create a business plan that best suits their needs, and make the extra effort to tailor my outreach to their style of communication,” Kris explains. Understanding that buying a home is often a stressful and complex endeavor, she focuses on providing an educational experience to her clients. “I like to offer my professional knowledge, but I’ll never to it in a way that’s condescending or makes my clients feel talked down to. I think they can feel the love and energy that I put into every transaction, and that’s what leaves a lasting impression,” she says. Kris’s personal yet productive approach to the transactional process

certainly accounts for her nearly 85% rate of repeat and referral business to date—an impressive feat. When it comes to marketing her listings, Kris takes a multifaceted approach to getting the word out about each property. Marketing efforts across social media and on the greater online landscape afford listings international exposure. To generate buzz and maintain visibility within the more immediate area, Kris also advertises in the local paper. Whether online or in print, listings are well-curated using professional photography, staging when necessary, and virtual tours to create an immersive display. As for staying in touch with past clients, Kris checks in over the phone and sets lunch dates, but more often sees people around the neighborhood. “The Big Island is a small place,” she says. In reflecting on what she enjoys most about her work, Kris says: “Helping my clients achieve their goals, and seeing them reach that next place in life— the satisfaction of working through process that is tremendous.” Beyond the office, Kris makes it a point to stay involved with her local community as one of the directors and board members of the Kai’opua Outrigger Canoe Club. She is also a member of the Rotary Club of Kona where she fundraises for the community, with contributions to the club’s Rotary Community Foundation exceeding $60,000 yearly. For the past eleven years, she’s served as the co-chair in managing the Mitsubishi Electric Tour of Champions for the PGA at Hualalai Resort. In her free hours, Kris loves to paddle outrigger canoes, and competitively races with the Kai’opua Outrigger Canoe Club. To decompress, she enjoys relaxing on the idyllic waters off Hawaii. In considering the future of her business, Kris plans to continue growing her business, with an emphasis on empowering other women to join the ranks of the industry into the business and ascend to positions of leadership. Considering her steadfast determination and emphasis on client-centric care, the years to come are sure to be brighter than ever for Kris Hazard.

To learn more about Kristina R. Vaughn Hazard HI License 59457, visit krishazard.com, e-mail krishazard@gmail.com, or call (808) 895-1364 http://

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BRIAN J. WARD Brian Ward was attending Russell Sage College, while working for the New York State Office of General Services, when he accidentally discovered he had a passion for real estate. “I took two real estate courses as electives, and I was instantly hooked. In 1986, I left my state job to pursue my passion, and the rest as they say is history.”

homes. You don’t get a better testimonial than that.”

For the last 30 years, Brian has been one of the most respected and trusted names in the upstate New York real estate market. He currently leads a small team that includes two buyer agents and a support staff. His team primarily serves Albany and Saratoga Counties, but they go pretty much wherever their clients need them. Key to Brian’s success has been his unique approach to the business, which prioritizes relationships above all else. “Family is important to me in my life, and I really treat my clients like family. This is a relationship business, and I run it that way. I learned years ago that this business is all about referrals. The way to get those is by offering clients a level of service that goes above and beyond and always putting their needs first. When you earn that trust, they will feel comfortable recommending you to their friends and family. For me it’s not just about one transaction. It’s about making clients for life.” That approach has led to Brian’s impressively high rate of repeat and referral business. “They say you can’t please everyone, and that may be true, but we always strive for that. I know that people can chose numerous real estate professionals, so I really try and go above and beyond. One of the things I’m most proud of is that I’m now helping the children of past clients buy their first

Another area in which Brian really goes above and beyond is with the comprehensive marketing packages that he offers his listings. “I have a detailed system that I implement from the moment I start working with a seller. We get professional photos and video tours, even drone photography if necessary. Once the property is show ready, we get it maximum exposure using both traditional and more modern marketing techniques. I have a strong track record of getting my listings sold for top dollar in the quickest amount of time possible.” Brian is actively involved in his community, and through Coldwell Banker, he is involved with several charitable organizations, including the Cancer Fund. Brian, who has Type 1 Diabetes, is also a huge supporter of the Juvenile Diabetes Foundation, participating in several fundraising events throughout the year. When he isn’t working, Brian is an avid sports fan and plays basketball three times a week, in a league and two pick-up games. He loves traveling with his wife and two grown children, Caitlin, 27 and Kyle, 24. They are huge foodies who enjoy trying new places in their area’s thriving restaurant scene. Brian couldn’t be happier with where he’s at in his career, and sees himself staying in the business for many more years. “There’s never a boring day in this business. Every client is different. Every transaction is different. I’ve been doing this for 30 years now, and it’s still exciting to me. It keeps me on my toes, while at the same time I get to help people. There’s nothing better than that.”

To learn more about Brian J. Ward, call 518.229.SELL(7355), email Brian.Ward@coldwellbankerprime.com or visit brianwardshomes.com www.

5 Sure-Fire Ways to Get More Referrals by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients. So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances. Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free. Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you. Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses Top Agent Magazine

while promoting my business? Think coupons for your clients and leaving your business cards in their stores. 3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!” Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life. 4. Get involved in your community. People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community. Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics. 5. Show your gratitude when you do 46

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

KERWIN “TOMMY” WOOTEN “Real estate found me,” says Kerwin “Tommy” Wooten. Back in 2010, he was working as a bartender when Bob Lovell, a prominent Dallas-area real estate celebrity, was so impressed by Tommy’s people skills that he invited him to join the ranks. Up for a challenge, Tommy earned his license in short order and went to work selling new construction homes as a buyer’s agent and building his repertoire. Seven years later, Tommy now serves as the flagship agent at a micro-boutique firm in Frisco, Joe Atkins Realty–North. Over the course of his career, he has demonstrated an abiding commitment to his clients’ wellbeing, in addition to serving his industry through various volunteer and leaderships posts. What’s more, he’s earned numerous accolades along the way, including awards from his previous company, Coldwell Banker. There, he was given designations for the International Sterling Society and the Diamond Society. In 2014, he was voted Salesperson of the Year of the MetroTex Association of Realtors out of 20,000+ agents in the country’s fifth largest realtors association—an impressive feat. Today, Tommy heads a team of agents that serves the north Texas region, particularly the suburbs of Denton and Collin County, which includes Frisco and Plano, TX—which are the new homes to companies such as the Dallas Cowboys and Toyota. In addition to his winning personality—which earned him early notice—Tommy cites patience, strong negotiation skills, and follow-through as the key drivers of his success. “Patience pops up as a theme in many of my reviews from clients,” he says. “I also have good relationships with other agents, though I’m known as a smart negotiator.” Considering that half his business is generated by repeat and referral clientele, Tommy’s ability to perform is built into the fabric of his business. Likewise, nearly a quarter of his business last year came from clients who referred him to their parents—a high form of praise. Another driving force behind Tommy’s success? He takes a proactive role in bettering his professional community on the local, state, and national levels as a trailblazer. “Since getting into real state, I’ve always been pushed to be a leader,” he says. “It’s important to produce, but it’s also

important to give back and support our industry.” Tommy served as the 2014 Chairperson of the MetroTex Association of Realtors’ Young Professionals Network, is a graduate of their Leadership Academy, and serves as the 2017 Chairman of the Diversity and Housing Committee. He’s also traveled as far as New Orleans and Washington D.C. to participate in events for the Texas and National Association of Realtors. The same vision and enthusiasm he applies to his industry undoubtedly extends to Tommy’s work with clients, as well. To keep in touch with clients past and present, Tommy throws annual client appreciation events, wining and dining his roster as a demonstration of his gratitude. To market his listings, he takes to social media and print publications to promote high visibility both online and in person. Direct mailers and targeted online ads also ensure maximum exposure for properties for sale, and Tommy’s near-decade of experience has afforded him keen insight into the local market and its inventory. Beyond the several professional organizations Tommy is actively committed to, he also extends his spirit of service to his neighborhood. There, he’s served on the Social and Crime Watch Committees and on the Board of Directors for his neighborhood, which is part of the county’s Public Improvement District. In his coveted free hours, Tommy is a family man and relishes time spent with his wife and two children. He also enjoys staying active and has long participated on club soccer teams in the area. Considering what’s ahead for his blossoming enterprise, Tommy has plans to continue developing the agents in his office, while eventually pursuing his broker’s license in the next few years. He plans to continue serving as a trusted professional in his industry, serving his clients with distinction while adding to the landscape of the real estate world at large. With seven years of proven success behind him and an eye fixed assuredly on the possibilities of the future, the years to come are sure to yield continued promise for Kerwin “Tommy” Wooten.

To learn more about Kerwin “Tommy” Wooten visit TommyWooten.realtor, e-mail kerwin.tommywooten@gmail.com, or call (972) 746 - 9360 www.

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

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

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

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NANCY YAHNER For the past 28 years, Nancy Yahner has been one of the most successful real estate agents working in Northern Virginia. Funnily enough, it all started with a ‘no’. “I was a sales associate working for a local builder, and they were starting a new project, I asked if I could be the lead salesperson on that project and was told no. I decided to get my license at that point, and was planning to be a Realtor® part-time, while I figured out my next step.Ten years after that I realized this wasn’t temporary and started really treating things like a business. Here I am 28 years later and I couldn’t be happier that I was told no all of those years ago.” Nancy is currently in major growth mode and leads TYG Homes, a team of 14 people, including two that head up her staging and redesign division. Nancy and her team primarily serve Loudoun, Clarke, Fairfax and Prince William Counties, but she is looking to expand into more areas in the near future. One of the ways Nancy and her team stand out from the rest is with the fun and supportive team culture she has fostered. “There are a lot of great teams out there, but we are really focused on having a synergy. We are all hard working, enthusiastic about what we do and most importantly, we have each other’s backs. Offering an exceptional client experience all starts with our team dynamic which at its core is about respect. We have that for each other, for our business partners, and for our clients. It starts with how we treat each other and carries out beautifully to everyone who works with us.” This approach has paid off and Nancy enjoys a remarkably high 96% rate of repeat and referral business.

TYG Homes prioritizes staying in touch with clients before, during and after the sale, relationships don’t end after the active transaction. “We want to remain a trusted advisor and resource to our clients for life. We are always looking for more ways to offer our clients value added services.” Nancy and her team also take an above and beyond approach when it comes to marketing their listings. “It’s all about the three P’s: Pricing, Presentation and Professional Representation. With our staging and redesign company, we are able to get properties show ready and presented in the best possible light which is key. Then we get professional photos, videos, whatever we need to promote the listing effectively. We transform these properties to appeal to today’s buyers while remaining sensitive to the fact that these are our client’s homes. We go for the ‘Wow!” factor every time, which gets potential buyers excited about the property. That’s our job.” Nancy and her whole team are very actively involved in their community, and support several local charities including TYG’s own charity, “Blanketing the Community in Comfort, that offers handmade blankets to people in their time of need. As Nancy continues to grow her business, she is also looking to expand her time mentoring and inspiring new agents, helping them find the same success that she has. “I would love to do more consulting and speaking. I’m passionate about what I do. One of the things I love most about our industry is the impact we can have on communities. We are not only helping clients, but local business as well. It’s a very rewarding career.”

To learn more about Nancy Yahner call (703) 430 -1116, email info@TYG4YOU.com, or visit TYG4YOU.com www.

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