Nationwide 12-11-17

NATIONWIDE & INTERNATIONAL EDITION

JESSICA ANTHONY

ROBYN JOHNSON TEAM

BEATRICE BAUDINET

KAMANASHIS DEB

CHRIS KING

MAGGIE DETHLOFF

DAVID LUKAN

VICTORIA MUNOZ

PATRICIA PLANTE

TABATHA POLLEY

JOSEPH SINGSHEIM

RUSLANA STOYKOVA

KAITLIN WHITCHER

DEANNA WIENER

DANIELE YEONAS

NATIONWIDE & INTERNATIONAL EDITION

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VICTORIA MUNOZ

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KAMANASHIS DEB

JESSICA ANTHONY

BEATRICE BAUDINET

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MAGGIE DETHLOFF

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ROBYN JOHNSON TEAM

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CHRIS KING

CONTENTS 4) 5 FRESH NEW APPROACHES TO CONTENT MARKETING 9) 3 TEAM BUILDING EXERCISES TO REVITALIZE MOMENTUM IN THE OFFICE

13) 3 WAYS JOINING A PROFESSIONAL ORGANIZATION CAN MAKE YOUR BUSINESS BETTER 17) TIPS ON BREAKING INTO THE LUXURY MARKET

20) HOW TO OVERCOME YOUR WORKPLACE FEARS 23) HOW TO THROW A NETWORKING EVENT THAT CAN PUT YOUR BUSINESS ON THE MAP 27) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

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

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DAVID LUKAN

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PATRICIA PLANTE

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RUSLANA STOYKOVA

KAITLIN WHITCHER

31) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

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TABATHA POLLEY

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DEANNA WIENER

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

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JOSEPH SINGSHEIM

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DANIELE YEONAS

38) TURN OPEN HOUSES INTO DESTINATIONS

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

• People

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

• Can

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

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The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons.

First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal.

To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

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

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

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar.

Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

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

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

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience.

Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

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

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

We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

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

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VICTORIA MUNOZ 7

VICTORIA MUNOZ Top Agent Victoria Munoz of Rod Aluisi and Associates Real Estate in Fresno, California has spent the last twelve years cultivating a reputation as a Realtor who can be trusted to provide the very best client service available in the Golden State’s Central Valley. A commitment to clear and honest communication has resulted in a client base that returns to her again and again to avail themselves of her expertise.

A local native, Victoria lived in the Bay Area before deciding to return home and enter the world of real estate. “My dad is a general contractor,” explains Victoria, “and I thought I could use his contacts and that we would work together. But I never actually worked with my dad until about five years ago, I built my career all on my own.”

Victoria, who works with a large number of military veterans, investors and first-time home buyers, can boast of a business that is based nearly 100% on repeat clients and referrals from satisfied customers.

The reason for this client loyalty, Victoria believes, is the bond of trust she forms with each of her buyers and sellers.

She says it’s about relationships, and building them. “It’s also about trust and communication,” she says, “and making sure your clients know the transaction is going to be handled properly. Each transaction is different, and I will always take the extra steps and time to ensure my clients always have a smooth transaction.

Another factor in Victoria’s success is her indefatigable work ethic, something she takes pride in. “I’m a full-time, hands-on agent. I work seven days a

week, and my clients often call me at eight PM. I’m often up at three AM because I’m working with lenders on the East Coast. I’m constantly catering to my clients,” she explains. “I want to make sure everything goes smoothly. My clients are my business, they are my priority and I put them first. A lot of other agents don’t do that.”

Maintaining contact after the transaction is complete is a simple proposition for Victoria, as most of her clients ultimately end up being her friends. “I’ll send out cards for Veterans Day, for holidays, and their birthdays,” she says. “I also do an event once a year for all my clients where everyone can get together.

It’s very important to me that I can show them appreciation and thank them for all their business and continued business.”

When asked what her clients generally remember about their experience working with her, Victoria replies: “I would say it’s my professionalism, negotiation skills, and my communication. Also, trust. I’ve had many clients who have used other agents before me, and they told me there was no communication. If there is no communication how can you trust your agent and be confident your transaction will be handled properly? It’s very important to me to keep my clients posted about everything, regarding updates with the lenders, title companies, inspections, appraisers and other agents, so that I can ensure a smooth close of escrow.

When she’s not working, Victoria enjoys spending time with her family, cooking, traveling and giving back to her community.

Currently in the midst of obtaining her Broker’s License, Victoria has big plans for the future and her community.

For more information about Victoria Munoz, please call 559-284-6000 or email Toriemer1@gmail.com 8

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3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members aren’t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked.

Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies.

For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 10

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups.

Encourage groups to think up team names, and organize trivia questions into themed categories.

Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively.

Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked.

Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way.

At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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JESSICA ANTHONY Despite being relatively new to the real estate industry, Top Agent Jessica Anthony of Baird & Warner in Crystal Lake, Illinois has already firmly established herself as a force to be reckoned with in the highly competitive world of the Chicago-area market. Honesty, authenticity and a solid commitment to providing buyers and sellers with excellent service have set her firmly at the top of her profession.

for coffee, and we chat. We become friends after the transaction. I kind of feel that sets me apart, where other agents are just looking at the numbers.”

Jessica’s interest in real estate was cemented at the young age of 21, when she bought her first home. “I’ve always loved real estate,” she says. “I’m fascinated by it.” After a long stint working in the corporate world, Jessica made the decision two years ago to follow her dream. That dream paid off handsomely, as she has already achieved more than 6.5 million in annual sales.

“It was kind of a labor of love,” she explains. “I was nervous about going into the field and trading a paycheck every two weeks for a commission-based job. It was initially a hard thing to adjust to, but I’m loving every minute of it. I wish I’d done it twenty years sooner.”

While the rewards of her career are numerous, what Jessica enjoys most is working with first-time home-buyers. “I love being that one person who helps them get to where they want to be,” she explains. “I like working with them because buying a first home is a serious achievement, and I get to help them reach that achievement. That’s my favorite part of my job.”

Focused primarily in McHenry County – though she has sold all over the state – Jessica is rapidly building a devoted client base that keeps her busy with referrals and even some repeat business.

When asked what accounts for this client loyalty, Jessica replies, “I’ve had clients say that I’m low-pressure. I feel this is the biggest purchase they might make in their entire lives, so why put extra pressure on them? I’m frank and I’m honest. I’ve worked with clients who have literally been with me for up to a year.”

Jessica is among that rare group of agents who truly put their clients before their paychecks. “I feel like I form relationships with my clients,” she says. “They’re more than just clients, they’re really close to me. I pop by constantly, take them out

While forming solid interpersonal relationships with clients can be beneficial, selling a home requires skill and proficiency as well. Jessica is highly adept at marketing her listings, utilizing old-school methods such as flyers and just-listed mailings, while also employing an up-to-date cutting-edge approach utilizing internet and social media strategies. “You name it, I do it,” says Jessica.

Jessica believes in giving back to her community, and to that end she has worked with numerous charities, including Habitat for Humanity, local food drives and other worthy causes.

During those rare moments when she’s not working, spending time with her husband and four children takes priority. “I’m big on hiking and the outdoors,” she says. “Just getting out and getting fresh air. I try to keep active by walking, hiking, doing yoga, whatever it takes to keep my energy level up, because in this industry you have to work a lot of hours.”

As for the future, Jessica is looking to continue growing her business, and to eventually add support staff to help her keep up with her ever-growing client base.

“This is a passion of mine,” she says. “It’s definitely my calling.

I don’t feel like I’m working. I feel like I’m having fun and getting paid to do it.”

For more information about Jessica Anthony, please call 815 - 582 -7034 or email Jessica.Anthony@bairdwarner.com Top Agent Magazine

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BÉATRICE BAUDINET As her five children began to grow, Béatrice Baudinet came to a crossroads. She’d relished her time raising her children, but as they became more self-sufficient, she decided to take on a new challenge. She’d always had an interest in real estate, and in 2007 she started taking classes to earn her license. She launched her career in 2008, which made for an instant fit that spoke to her skillset and personable nature. “I absolutely fell in love with it,” she remembers. Béatrice’s hard work was met with immediate success, and in her first year she earned the coveted Diamond Award, and has claimed it every year since. Over the course of her career, she’s also been added to the Chairman’s Club, a designation only awarded to the top 1% of real estate agents across Canada. What’s more, she’s carved out a sterling reputation for people-first service and an abiding ability to deliver results, time and time again.

create prime visibility for new listings. Béatrice also relies on tried-and-true open houses to create a local buzz for a home debuting on the market. With a robust rate of repeat and referral clientele, Béatrice creates a lasting link with those she serves.

Over the span of her career, she has worked with the same families and properties multiple times—the surest evidence that her personality and performance stand the test of time.

As for her free hours, Béatrice most enjoys traveling, and has even devoted trips abroad to charitable work, including in Ecuador and Peru. As a mother of five, she also stays busy with family plans and spending time with loved ones. Looking ahead to the future, Béatrice shows no signs of slowing anytime soon. She plans to continue growing her business, impacting the lives of her clients for the better. “I plan to keep on loving what I’m doing,” she says finally. With nearly a decade of esteemed experience behind her and a decisive eye toward what’s to come, the future is bound to bloom with promise for Béatrice Baudinet and her team.

Primarily serving the greater Montreal area, Béatrice goes where clients lead, customizing her approach to the buying and selling process on an individual basis. At Royal LePage, she heads a team of four agents that includes her daughter, along with a full-time social media coordinator and a licensed full-time assistant. Altogether, Béatrice’s working style is built on a commitment to her client’s respective circumstances, needs, and long-term homeownership goals. “Quality service is what we’re supplying, and it’s not just about numbers,” Béatrice says. “Everyone deserves the same respect and attention, regardless of budget.” Likewise, Béatrice understands that the transactional process goes far beyond the technical—it’s often deeply personal. “Buying or selling a home is not just a business transaction. There are always emotions involved,” she says. “Whether we’re working on an estate sale or with a firsttime homebuyer, as a mother I’m always very nurturing and take the time to teach clients along the way. Above all, I put myself in my clients’ shoes and take care of them—from beginning to end.”

In fact, it’s working alongside clients of all kinds that Béatrice enjoys most about her work. To keep in touch with her past clientele, she connects via social media, monthly newsletters, and by simply running into familiar faces around town. “I love becoming part of my clients’ lives,” she says. “I love the interpersonal interactions and meeting new personalities.”

Beyond the warm agent-client dynamic Béatrice cultivates, she takes a holistic approach to listing and marketing properties, as well. Professional photography accompanies each listing, while outreach efforts to the local community ensures that area neighborhoods are keenly aware of forthcoming properties. Furthermore, distribution among the leading digital listing platforms 12

To learn more about Béatrice Baudinet visit baudinet.ca, e-mail baudinet@royallepage.ca, call (514) 912 - 1482, https://www.facebook.com/BeatriceBaudinetMontreal/ or visit her Facebook here www.

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 14

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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KAMANASHIS DEB Kamanashis Deb always held an interest in real estate. So, after moving to Saskatchewan back in 2008, he decided to explore his options. In 2011, he made the official leap to life as an agent and has never looked back. In the nearly seven years since his first industry foray, Kamanashis has carved out a reputation as a professional with integrity, knowledge, and the abillity to deliver proven results.

While he primarily serves Saskatoon, Kamanashis also goes where clients leads and serves areas across Saskatchewan. He works solo, fortified by a capable assistant who ensures all transaction progress smoothly. Over the course of his career, Kamanashis has demonstrated an untiring work ethic, and his business has flourished as a result. The first two years after joining his office, he ranked as the third top-producing agent, and in 2013 he earned the number one spot—a position he’s worked hard to hold ever since. “Back in 2011 I was afraid, unsure of how I’d start my business,” Kamanashis admits. “I used to live in a small town and then I moved to a big city and was worried how we’d make it work.

But, I believed myself and I knew if I worked hard, I could do it. After selling my first house, I earned five more clients.

Ever since then, my business is based 100% on repeat and referral clients. That’s how my business continues to grow.”

Much of Kamanashis’ business is built by his work with newcomers to his area of Canada, or with the region’s immigrant community. For his part, Kamanashis appreciates his role as wise counsel and takes time to walk buyers and sellers through each step of the transactional process.

Beyond his ability to successfully conduct home purchases and sales, he’s also deeply knowledgeable about the issues pertaining to homeownership—homeowner’s insurance, mortgages and financing, property taxes, and the like. Passing along this relevant information to clients adds value to his work as an agent, and those unfamiliar with the buying and selling processes trust that they are in good hands with Kamanashis as their guide. Kamanashis also lends his astute eye for the market to the investors he works with, offering insight into lucrative purchasing opportunities.

Additionally, Kamanashis has amassed a well-curated list of vendors—from electricians and plumbers to handymen and contractors—that help clients in seeking trustworthy Top Agent Magazine

professionals for home renovations and repairs. “I just want my clients to get the best service and rates possible,” he says. “My goal is to pass along as much value as possible to my clients and save them money. That’s what makes me happy.”

To market listings, Kamanashis combines digital and traditional marketing methods to ensure maximum exposure for each property. In addition to utilizing the MLS and personalized websites, he also mails out Just Listed fliers around the neighborhood and conducts door-knocking. For Kamanashis, making a connection in the area surrounding a listed property is essential to getting the word out locally, and many properties have found buyers using this method.

To give back to the community, Kamanashis participates in variety of causes, working alongside volunteer efforts and through charitable foundations. He also participates in the Community Association of Saskatchewan. In his free hours, he enjoys taking part in a variety of cultural events and sports. Considering the future of his business, Kamanashis has ambitions to one day open his own brokerage, mentoring up and coming agents as they ascend the ranks of the industry. For now, he’s happy to continue serving his clients and community as a whole, making possible the dream of homeownership for many. With almost eight years of seasoned experience behind him and a diligent eye on the future, the years to come are sure to be prosperous for Kamanashis Deb.

To learn more about Kamanashis Deb e-mail kdeb@royallepage.ca, call (306) 262 - 6000, or visit his website at royallepage.ca/en/agent/saskatchewan/ saskatoon/kamanashis-deb/35928

www.

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MAGGIE DETHLOFF When looking to buy or sell real estate in the lucrative Crested Butte, Colorado marketplace, you won’t find anyone more in-demand and respected than Maggie Dethloff. After many years working in hospitality at a popular local ski resort, Maggie, who had two small children at the time, decided to take a break and see what other career opportunities were out there. She took a job doing data entry at a local real estate office, and quickly realized that with her natural people skills, becoming a Realtor® might just be the career path she was looking for. She got her license in 2001 and has been a top producing agent ever since.

ents. I feel I have a great perspective on the real estate of the valley in all market conditions.”

Another area of service in which Maggie really excels is with her comprehensive approach to marketing her listings. “This is a resort community so print media is still an important component of marketing. I advertise every week in the newspaper as well as in other local publications, including the Crested Butte Magazine and the semi-annual visitors guide. Another fun and unique twist to my online and print ads is running a Top 5 features of a property told from the homeowner’s perspective. Having my clients share why their property is special offers a whole different angle to buyers. All of my internet marketing is very targeted. I’m always looking for unique ways to make my listings stand out.”

Maggie is currently with Red Lady Realty where she has been the top-selling Broker every year since 2012. Although she serves all of Gunnison County, she has a particular focus on Crested Butte, Mt. Crested Butte and the surrounding area. Maggie has lived in her community for over 30 years, and has a very strong network of people from all walks of life. Relationship building has been key to her long term success and contributes to her remarkable 80% rate of repeat and referral business.

Maggie is actively involved in her community, and has served on numerous boards over the years including Gunnison-Crested Butte Tourism Association, Stepping Stones Pre-School, and Riverbend Homeowners Association. She is currently a member of the Crested Butte Rotary Club. “I’m always looking for ways to give back to this community which has given me so much. I’m always willing to jump in and help wherever I’m needed.” When Maggie isn’t working, you’ll either find her on the slopes, at the hockey rink or reading a good book.

It is her focus on providing an exceptional customer experiences that keeps clients not only coming back but recommending her to friends and family as well. “I’m very approachable and really focus on building and maintaining relationships more than I do the sales aspect. People know me in this community, and that allows me to have that trust from the start which is really invaluable. I’ve really seen it all in this marketplace, so I have a depth of knowledge that is truly unsurpassed, and has been a real advantage to my cli-

Maggie couldn’t be happier with where she is with her career and would like to continue to expand her business as well as her community involvement. “I look forward to finding new areas of expertise and increasing the presence in my market, while at the same time, always maintaining a healthy life work balance. I really appreciate the simple side of life that Crested Butte offers, and love sharing that with people.”

To learn more about Maggie Dethloff call 970.209.7880, email maggie@redladyrealty.com or visit CrestedButteNow.com and facebook.com/maggie.dethloff www.

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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.

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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

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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.

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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.

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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.

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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.

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THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 20

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world.

Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

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COMPARTMENTALIZE

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

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START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence.

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

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

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ROBYN JOHNSON TEAM In 1997, Robyn Johnson was so fascinated by the process of buying a home with her husband that she decided she would both enjoy and thrive if she worked in real estate. After starting with a private brokerage before moving to RE/MAX and later owning her own company, Robyn in 2013 returned to RE/MAX, where she and her daughter serve buyers and sellers in the St. Louis, MO, area. “We serve St. Louis County and city as well as Jefferson County and even St. Charles, when our past clients move there and want to work with us.”

Clients stay loyal to the Robyn Johnson Team, where Robyn and her daughter, Amber Cizek, provide the service people expect and deserve. “We do what we say we’re going to do,” says Robyn.

“We call people back in a timely matter; people like the fact that they can depend on us.” Amber, who grew up around real estate, earned her license in 2014 and enjoys the fact that many of the team’s clients become friends. “I love going above and beyond to keep my clients happy,” she says. “We’re friends on Facebook and we get in touch monthly.” Robyn adds that the team’s monthly mailings to clients always include something of value. “We send them cards with coupons for free ice cream or dinner or something else in the community,” she says. “They love it, especially because the coupons don’t expire!”

Both Robyn and Amber enjoy having the privilege to be part of one of the biggest financial and personal decisions a person will make in their life. “I also like working with the public and meeting so many different people,” says Robyn. “Real estate isn’t like a regular job; every deal, every house and every client is unique.”

To promote the uniqueness of every home they list, Robyn and Amber use only professional photography. They create video slide shows from those photographs and advertise on all the top websites and through the RE/MAX network. “We do sign riders with

the home’s URL and a number to text so people can see the house or get more information.” Mailings, card distributions and even a small amount of print advertising are key to reaching all possible buyers. “But the internet and social media are always the most effective.” Some listings even get TV exposure. “I am on The American Dream program monthly on Sundays at 5:30 pm on Channel 30, where I can spotlight one of my listings.”

In addition to remarkable exposure for listings, Robyn and Amber are known for the prompt attention and guidance they provide buyers. “With the way the market is now, we get people in to see homes quickly,” says Robyn. “We’re always available to our clients; we’ll never be the cause of someone missing out on a house!” Amber adds that they are local experts and deeply invested in the area. “I grew up in St. Louis County and I love living in the surrounding area.”

Amber and her husband, a paramedic/firefighter, live in Jefferson County with their two young children. “He runs a Charity Hockey Team, St. Louis Fire On Ice, and I help with the events he puts on for this Charity,” she says. When not working, she cherishes family time, taking the kids to hockey and gymnastics, and attending the NHL St. Louis Blues games. The family, including Robyn and her husband, also enjoys summertime boating. “I love to hang out with my mom!” adds Amber, a sentiment echoed by Robyn, who plays with her grandkids whenever possible.

Going forward, Robyn and Amber plan to expand their business even more. “We’re busy between the two of us and referrals are growing,” says Robyn, who decided long ago that her passion is working with clients, not managing an office. “That’s why I closed up my brokerage and came back to RE/MAX,” she says. The support from RE/MAX One as they focus on client relationships is all the motivation Robyn and Amber need to forge ahead with the service their clients have grown to appreciate from them.

To learn more about the Robyn Johnson Team, visit stlouishomehunters.com, Facebook: Robyn Johnson-Realtor or Facebook: Amber Cizek-Realtor, email robyn@robynjohnson.net or amber@robynjohnson.com, or call 314.680.3030 http://

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CHRIS KING During downtime while deployed in Afghanistan as a drone pilot, Chris King took up reading books on personal finance and quickly became fascinated by the possibilities real estate investors enjoy. So, upon returning to the states and meeting the woman who would eventually become his wife, Chris took some advice she gave him to become a real estate agent. “It was a good way to get some on-the job training,” says Chris, who earned his license in 2015 and has built a steady business covering communities across Cochise County in Southern Arizona.

Within his first two years in the business, he was already earning half of his business from referrals, a considerable chunk for a new agent. “I initially started with things like online leads, but there were a lot of disconnects,” says Chris, who is now affiliated with ReMax in Sierra Vista, AZ. “It was much more effective to focus on my sphere of influence.” Pretty soon, he began gaining praise from clients who called him an innovative, out-of-the-box thinker.

Given his experience a s drone pilot, a website developer and a financial planner, Chris brings a wealth of perspective and knowledge to real estate. Examples of his innovative thinking include hosting an open house as a scavenger hunt of sorts, during which people searched for clues leading from one feature of the house to the next. “At the end, I offered a reward to the group that solved all the puzzles the fastest,” says Chris. “We ended up selling the house during that open house scavenger hunt.” Not only was it fun, but it helped visitors experience the home’s highlights.

Chris also finds that partnering with other businesses helps increase open house attendance twenty-fold. “For sellers who agree to it, I partner with a woman who does estate sales,” he explains. “If she has items she’s trying to sell, we use some of them to stage a house; it’s almost like running a full-blown estate sale at an open house.” He even invites a lender, creating an event

that draws dozens of people and becomes a win-win for the seller, for Chris, for his estate sale professional, the lender and, eventually, for the lucky buyers.

Long before an open house, however, Chris works closely with his sellers, starting with reverse role-playing. “I have the seller walk through their house with me as if they’re a buyer and I’m their buyer’s agent,” he says. Doing so allows him to point out features about the house – both positive and negative – in a low-pressure manner. “It helps bring their guard down and be in the mindset of a buyer to see what might need touching up.” Chris almost never recommends remodels of any kind, but will suggest any repairs that would affect salability. “As an example, if the roof were leaking, I would recommend getting it fixed, because an issue like would seriously hinder the sale of the home.”

After that, comes photography and Chris’s other specialty, drone photography and video. He is having such good luck with drone work that he is considering developing a separate business to offer services to other agents. Meanwhile, Chris also enjoys working with buyers to give them the experience he should have had when buying his home. His goal is to ease the process from the buyer’s perspective, educating and guiding them smoothly through the process of purchasing one of life’s biggest investments. “I wouldn’t want anyone to be in the position I was, feeling lost and nervous instead of educated and informed.” Communication, therefore, is one of his top priorities.

As he keeps his eye on a future goal of increasing his own real estate investments, Chris now enjoys steady enough success in real estate sales that he hopes to develop a way to combine investing, sales, and property management under one umbrella. In the meantime, he and his wife are very busy around their own home. “We just had our third baby, so these days when we’re not working, we’re wrangling kids!” But because Chris is so innovative, creative and resourceful, there’s little doubt he’ll find a way soon to combine all his business units without sacrificing the fun of child-wrangling.

To learn more about Chris King, visit facebook.com/chrisking4re, email christopher.king.realestate@gmail.com or call 520.227.6100 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 24

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

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

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

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

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DAVID LUKAN After many successful years working in the entertainment business, David Lukan was looking for a career change. “I just wasn’t feeling content with what I was doing, and at the time I had several friends in the real estate industry. I had always had a passion for real estate growing up, my mom was a contractor and investor, so I was going to see properties with her and watching as she would fix them up and flip them. I eventually decided to take the leap and try out a completely new career. Here I am ten years later and it really has been the perfect fit.”

David has been recognized as a top producing agent almost from the start, and currently leads a small team at KW Luxury Homes International, a company that he chose because they share his commitment to excellence and providing clients with an exceptional customer experience. David goes wherever his clients need him, but primarily focuses on Los Angeles County, from Malibu to Downtown Los Angeles.

One of the keys to David’s success has been his open and honest communication. His straight forwardness is what keeps his clients not only coming back, but recommending him to their friends and family, as well. With this approach, it’s no surprise that David has earned a remarkable 95% rate of repeat and referral business. “I have a reputation for being brutally honest. I’m not here to just make a sale, I’m here to guide and advise my clients through the process, in order to help them make the best decisions. I’m also a hard worker and make myself available to them as much as possible. I always say there are a lot of good agents out there, and what sets us apart is the we put our client’s needs above our own.

This isn’t about getting a commission check, it’s about helping our clients achieve their real estate goals. When you focus on that, the money will come.”

David’s above and beyond approach also applies to his comprehensive marketing approach when it comes to his listings. “We spend a lot of time getting the property show ready, and I take a hands on approach with that step. Once that is done, I bring in a professional photographer and then we create a marketing plan that guarantees maximum exposure, while really targeting who I believe to be the most likely buyers. Everything is very specific to the property and we’ve had amazing results with this approach.”

David is active in his community and supports several charitable organizations in the city, including ones that help the homeless and animal rescue. He is also a big supporter of the arts. When he isn’t working, David, an avid car enthusiast, enjoys going to car shows and on road trips. He also loves exploring his state and his city as well, trying new restaurants and enjoying all that Los Angeles has to offer.

David would like to continue building his team, and wants to become more involved with development projects throughout the city. “I want to keep doing what I’m doing and build upon the fundamental values I’ve established with my team, always putting the client first. I love what I do. Helping my clients find the perfect home, or sell their home for top dollar is so satisfying. Knowing that I’ve made people happy and that I’ve given them an experience that exceeded their expectations is what keeps me going.”

To learn more about David Lukan call 805 - 403 -4935, email davidlukan@kw.com, or visit pcgestates.com/default.aspx http://

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PATRICIA PLANTE For over 26 years, Patricia Plante has been one of the most respected Realtors® working in the state of New Jersey. A top producing sales agent since the start, Patricia has consistently been a member of the Leaders Circle and President’s Club and has been the recipient of the New Jersey Circle of Excellence Award Bronze Level from 1997-2016, and the Silver Level for 2005, 2007, and 2016.

Patricia is currently with Coldwell Banker and she has worked solo most of her career. Her daughter is currently getting her license and will be teaming up with Patricia in the next year.

Patricia goes wherever her clients need her, but she primarily focuses on the central New Jersey counties of Union, Middlesex, and Somerset.

The key to her success has been Patricia’s focus on going above and beyond for her clients, ensuring that everyone she works with has an exceptional customer experience. “I’m a very nurturing person, so I enjoy spending a lot of time with my clients, guiding them throughout the process. I work with a lot of seniors who are often dealing with a more emotional transaction. I’m really good at guiding them through the transaction, making things as stress free as possible. I have detailed systems in place that allow me to consistently offer the best service to my clients, allowing me to help people get to where they need to be, whether they’re buying or selling.” In addition to being a “Seniors Real Estate Specialist” (SRES), Patricia has also earned the designation for “Historic Homes Specialist” and has earned her Brokers License.

Patricia prides herself on being a real resource for her clients in every way. “I really do think of every detail. I’ve been doing this for so long, I’ve established numerous professional rela-

tionships and can provide my clients with access to the best service providers in the area. I do everything I can to get them past the finish line. One of the greatest compliments I can receive is when a client tells me they had such a different experience in the past, and I made things so much easier than they expected.”

Another area in which Patricia excels is with her approach to marketing her listings. “I spend a lot of time upfront getting the homes ready so that we can get the highest market value. I work with professional stagers to declutter and furnish empty spaces, and have them professionally photographed in order to show them in the best possible light. Then I do a comprehensive marketing approach to guarantee maximum exposure: Internet, print media as well as reaching out to my extensive database. I’ve had amazing results with this approach.”

Patricia is actively involved in her community and has been a member of Rotary International for the past 15 years. One of her pet projects through the organization is providing dictionaries to third graders. She’s also a trustee on the board of the local public library and the YMCA. When she isn’t working, Patricia enjoys reading, traveling and spending time with friends and family.

Patricia couldn’t be more thrilled with where she’s at in her career and she looks forward to expanding her business once she partners with her daughter. “This business is all about building relationships for me. I have so many wonderful people in my life because of this career, not just clients, but my network of service professionals and my real estate peers as well. I love what I do. Helping people move on to the next stage of their lives is incredibly rewarding.”

To learn more about Patricia Plante call 908 -803-1478 or email pat.plante@cbmoves.com 26

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities.

Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations.

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4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage.

Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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TABATHA POLLEY Top Agent Tabatha Polley of Texas Town and Country Realtors, operating under the umbrella of Keller Williams, makes a stellar first impression: enthusiastic, down-to-earth and with a can-do attitude, she follows up that first impression by proving herself to be one of the very best real estate agents currently working in the Lone Star State.

Hailing originally from a corporate background, Tabatha was thirty-five when she decided she needed to make a change in her life. “I thought to myself, what do I want to do?” What do I enjoy? I had always been buying old buildings and renovating them as a hobby, I’d fix them up and sell them. I thought it would be easy to get my real estate license and be able to do something that I love.”

That was over a decade ago, and since then Tabatha has risen to the top of the industry by providing each and every one of her many satisfied clients with the very best service available.

Working with a dedicated and highly specialized team of six (including three buyer’s agents), Tabatha services an approximate fifty-mile radius of her office in Aubrey, Texas. “My rule of thumb is that I want to be within fifty miles of our office so that if someone calls on a property, I can be there within an hour,” she explains.

With a staggering rate of repeat and referral business that hovers around 88%, Tabatha and her team are clearly on the right track. The reason for this client loyalty, Tabatha believes, is “our personal touch. When somebody signs with us to buy or sell a home, they don’t just get me, they get the entire team. We have a total of five licensed people and we’re at their service.” An egalitarian approach to her clients is another hallmark of Texas Town and Country.

“We just closed a $2.4million deal, and we treated those clients the same as we treated a client who purchased a $60k lot to put a trailer on. We’re all Texas born and raised, and I think it’s just a mentality where these people who start out as our clients end up being our friends.”

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An authentic, personal approach to the often-convoluted transaction process is something else that sets Tabatha and her team apart from their competitors. “We make sure to do the little things that people appreciate,” she explains.

“When we have conversations, we try to do it face-to-face.

We look our clients in the eyes, we tell them the truth, and let them know they can call at any time.”

In keeping with their down-home attitude and approach, Tabatha and her team are highly active in their local community. They host multiple events yearly, including a Cinco De Mayo celebration that hosts not only clients, but any member of the community interested in attending. They are also highly involved in the local Chamber of Commerce, and participate in Aubrey’s yearly Peanut Festival.

Always charity-minded, the team gives to and volunteers for multiple organizations that benefit the community.

Future plans for Tabatha include growing her team and adding a bilingual member who can service the large non-English speaking population in her area. “We need to be able to help that whole group of people,” she explains. “There are so many opportunities and different programs that would fit them, and I’d love for them to know about that.”

When asked what advice she would give up-and-coming real estate agents, Tabatha replies: “Stay true to yourself and true to what you’re doing, and don’t lose sight of what you’ve got going on, and you’ll be successful and do well.”

For more information about

TABATHA POLLEY, please call 214 - 663 - 7991 or email TabathaPolley@kw.com Copyright Top Agent Magazine 29

JOSEPH SINGSHEIM Joseph Singsheim had a successful career in retail, when he decided he wanted to pursue something new. “I was looking for something that would allow me to have more flexibility, so I could spend more time with my family, and real estate afforded me not only that, but it also took advantage of my entrepreneurial spirit and people skills. Real estate just seemed like the perfect fit. So in 2012, I dove right in and it just immediately clicked.”

In early 2017, Joseph created the Reliance Real Estate Team and they’ve already become one of the most successful teams working in the greater Milwaukee area.

“We chose our name because above all we want people to think of us as being reliable. We make things seem effortless and get our clients to the closing table. We do that by being professional and by building strong relationships with vetted service providers, which is a tremendous advantage for our clients, ensuring that every step of the way we’re bringing them value.”

In just six years, Joseph has already earned a remarkable rate of repeat and referral business, and he credits that impressive achievement to the exceptional customer experience he provides every client. “I think it all boils down to my customer service and the educational approach I take with clients. I have an in-depth knowledge of not only my marketplace, but the whole process. A lot of people come into the process not knowing a lot and I really guide them the whole way through, with open, honest and constant communication. Everyone stays in the loop throughout the entire transaction. I used to be an operations manager, so I have systems for everything, guaranteeing a smooth and near stress-free transaction, that takes provides solutions for all potential hiccups before they happen.”

With his hands on approach Joseph builds lifelong relationships with his clients. He goes to great effort to maintain those relationships, by staying in contact with them through direct mail, email and social media, where he maintains a large presence.

Another area where Joseph Stands out from the rest is with his full service approach to marketing his listings. “I have a background in contracting, so I’m really able to walk in and visualize a space, which is a benefit to both my buyers and my sellers. From my first visit with a seller, I make sure we get everything done to increase the value, and then we get the home maximum exposure. I take the extra step of reverse prospecting and target marketing, making sure I do everything possible to get the home sold fast and for top dollar.”

Joseph is active in his community and his children’s school, as well as the local food bank. He also recently helped build a community playground. When he isn’t working he enjoys spending time with his family, camping and enjoying nature, as well as playing on a local volleyball team.

Joseph would like to continue building his team and is in the process of creating an operations manual which can be implemented as he expands into new locations. “My goal is to be able to offer even more people the high level of service that I’ve built my reputation on. I also want to expand my coaching, so I can pass on everything I’ve learned to others who want to succeed in this business This is a very rewarding career, and I would love nothing more than to improve the industry as a whole.”

To learn more about Joseph Singsheim call 414.659.6965, email jsingsheim@kw.com or visit reliancerealestateteam.com www.

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

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

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

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

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

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

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

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

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

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

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

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

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

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

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RUSLANA STOYKOVA Ruslana Stoykova has a sensitivity to clients that only an artist can have. As an award-winning Realtor with RE/MAX Associates in Lewes, Delaware, the former art photography and graphic design major combines all her skills to get clients from search to contract to settlement as smoothly and effortlessly as possible. Her persistence, hard work and authenticity enable her to push through the hardest situations and get the best for her clients.

“I’m willing to invest energy, time and effort into each lead and every client,” she says. “I make a special connection with them based on their character and personality. We talk about more than just their transaction, but about their life: what they’re going through, what their time frame is. I don’t give up on them just because their time frame may be long. And they can always reach me via text, phone or email pretty much any time.”

Real estate wasn’t originally part of Ruslana’s plan, but summer 2013 changed that. She was working an exhausting, seven-day-a-week waitressing job at a local waterfront restaurant when the rent on her apartment doubled. “Annoyance” doesn’t accurately describe her feeling. When her other half suggested she buy a home, her first reaction was, “Me? How am I going to buy a house?” But after a few weeks of looking with a local agent, she became a homeowner. “Going through this process made me confident that with a good idea and a little effort and persistence, our visions can come true,” she says.

The next vision her other half had for her was to look into becoming a real estate agent herself and get a career. “This time I was more than excited,” she says, “since I couldn’t picture myself going through another winter at the restaurant.” She was licensed in August 2013 and joined the same office her Realtor belonged to, where she’s been ever since. This little Lewes, Delaware, office is owned by John Ford and has a welcoming a friendly atmosphere and highly productive agents.

Certified as both an e-Pro and Resort & Second Home Property Specialist (RSPS), Ruslana works as an individual agent and focuses primarily on Sussex County and about half of Kent County. When she started her business, she bought expensive leads from sites like Zillow, Trulia and Realtor.com. Today she doesn’t have to—her repeat and referral rate is about 50 percent. “I practically doubled my transactions,” she says, “from 12 a year to 21, thanks to my past clients who are now my friends! Their reviews and testimonials have been the greatest compliment.”

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Her listings get the benefit of her photography and design background—which leads to top-quality images—as well as her marketing skills. She advertises her listings on social media and via direct mailing and responds quickly to inquiries.

To attract out-of-state buyers, she posts photographs and short videos on social media of festivals and fun community events. “The point is to show them that Sussex County is a desirable destination with a great lifestyle,” she says. “We have very low taxes, so owning a home near the beach is a possibility that many out-of-state buyers dream of.

They can have it all here—beaches, tax-free shopping, restaurants, bars, parks, nature and a laid-back feel with a busy events schedule.”

Helping people is emotionally rewarding for Ruslana, whether in her career or in the community. At the Sussex County Association of Realtors, she’s both a member of the Young Professionals Network and the Professional Development Committee. She donates time and funds to local homeless shelters and centers, among other activities.

When she’s not working she likes to travel—particularly to see her family in Bulgaria for several weeks each year—and to go to the beach in the summer, ski in the winter, and spend quality time with her favorite person.

In her business, Ruslana plans to continue building quality partnerships based on loyalty and trust, becoming good friends with her clients while assisting them with their real estate needs. “I have met some really nice, extraordinary people during my real estate carrier so far,” she says, “and I’ve been so blessed to have had the opportunity to get into the real estate business and assist these people. I try my best to deliver more than people expect. I have had many successful transactions with good agents and have learned a lot by observing the qualities and actions of some of the top professionals around me and through completing transactions, have become the agent I am today. I want to keep raising my standards and growing, improving and progressing.”

To learn more about Ruslana, visit: www.Ruslana.Realtor.

Find her on Social media: Twitter, LinkedIn, Google+, Facebook Facebook Page: facebook.com/ruslanatherealtor, Email: Ruslana.realtor@gmail.com Mobile: 302.727.8661 Office: Re/Max Associates/ 302.645.0800 16392 Coastal Hwy, Lewes, DE 19958 Copyright Top Agent Magazine 33

KAITLIN WHITCHER Kaitlin Whitcher got her start in the real estate world fourteen years ago as a paralegal. She had aligned with a firm that specialized in real estate, learning the ins-and-outs of titles, boundary lines, and the many intricate mechanics of buying and selling property. When she took the leap to become an agent, it was a natural transition that made good use of her established skills and piqued interest in the industry. “It was the best decision I ever made,” she reflects. Ever since, Kaitlin has carved out an impressive reputation steeped in personalized, people-first service that delivers results, time and again.

As a New Hampshire native, Kaitlin knows the region inside and out, specializing in the areas of Strafford and Rockingham Counties. From the mountains and lakes to the Seacoast, Kaitlin promises her clients an insider’s insight into the area and its inventory. “I know the region like the back of my hand,” she explains. “It’s wonderful to serve the community I grew up in.” At the core of Kaitlin’s practice is a commitment to relationships and the long-term success of those she serves.

Considering that 75% of her business is generated by repeat and referral clientele, Kaitlin has a proven track record of success when it comes to executing transactions that yield memorably positive results. In fact, she’s worked with the same families multiple times over the course of her career, watching their children grow and homeownership needs evolve. “I’m so blessed that my clients and I naturally develop a friendship along the way,’ she says. “To me, it’s not just about finding a home for a family, or completing a transaction. It’s about providing love and support during their transition, because for most people buying or selling a house is the biggest investment or sale of their lifetime. It’s also an emotional journey, and it’s my job to make it exciting and to account for all the details every step of the way. I also focus on successful contracts and negotiation. If I wasn’t effective on that front, I wouldn’t still be in this business at this stage in my career.”

Another key tenet at the heart of Kaitlin’s success is her commitment to accessibility and communication. Because she recognizes the milestone status of buying or selling a home, Kaitlin ensures she’s

available around the clock to field questions and concerns from her clients. What’s more, she’s responsive, friendly, and positive. Keeping an optimistic and even-keeled attitude throughout a transaction inspires a sense of confidence in those she serves—a welcome break from the oftentimes complex process she navigates on their behalf.

To ensure that her listings achieve maximum visibility, Kaitlin focuses on staging, professional photography, and video tours to create an immersive experience for potential buyers. Likewise, she draws upon tried-and-true methods like outdoor signage and attention-grabbing written descriptions to create a holistic picture of a home for sale.

Then, listings are distributed across the leading digital listing platforms to ensure wide-ranging publicity online, where the majority of today’s homebuyers begin their search. All in all, what Kaitlin most enjoys about her day-to-day is the lasting relationships she forges with people along the way. “I’m incredibly passionate about what I do,” she explains. “I love working with other agents in my field, as well as with my clients, creating positive relationships and creating comradery. If I can make someone smile, or if I can make their dreams come true through homeownership or by selling their home in a seamless, smooth manner—then I’m satisfied.”

To give back to the community she calls home, Kaitlin participates in a variety of civic and charitable causes. She serves as a Director for the Seacoast Board of Realtors and helps plan and execute charitable events and giving. In the past, she served on the Professional Development Committee of the New Hampshire Association of Realtors, and has given back to area churches, food pantries, and the local SPCA, as well. In her free hours, Kaitlin most enjoys putting on a fun playlist in the kitchen and orchestrating a good, homemade meal for loved ones.

As for the future, Kaitlin shows no signs of slowing any time soon.

She plans to continue growing her business and presence in the New Hampshire market, ushering others along on the path to homeownership in her home state. Finally, for Kaitlin Whitcher, it comes down to this: “I truly think that at the end of the day, it’s all about treating my clients with respect. I complete every transaction knowing I did everything I could to make my clients’ experience as close to perfect as possible.”

To learn more about Kaitlin Whitcher

e-mail kaitlin@greatislandrealty.com, visit KaitlinWhitcherRealEstate.com, visit her Facebook page here, or call (603) 866–2942 www.

www.google.com/url?hl=en&q=https://www.facebook.com/kaitlinwhitcherrealtor&source=gmail&ust=1510423815182000&usg=AFQjCNEtakRq0ycphpgVDHQyLGUIw84ijQ

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Productivity Killers: 4 Ways to Make Better Use of Your Working Hours

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

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1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise can-

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celing headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

4.Take your smartphone off the table

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

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

For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward 36

system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

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

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

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DEANNA WIENER Deanna Wiener got her start in the real estate business forty years ago.

During the sixties, her father began his own real estate business, and Deanna grew up watching his hard work pay off as his imprint, Cardinal Realty, flourished. In 1977, Deanna decided to follow in her father’s footsteps and earned her license. “It’s the best thing I could have ever done,” she remembers. “I love what I do.” In the years that followed, Deanna carved out her own reputation for incisive leadership, people-oriented service, and long-term vision. She has served in several roles to advance her community and industry, and has helped countless clients on the path to homeownership.

Today, Deanna serves as Broker and Co-Owner of Cardinal Realty.

She works solo, but is a part of a team-oriented office. “We’re a smaller, local, independent company. Aside from our agents, we have a talented staff of two that act as a great support behind the scenes for the whole team. Together, we back each other up, support one another, and we have a team mentality.” While Deanna primarily serves the greater Twin Cities area—particularly Metro East—she’s also willing to travel wherever clients lead and is licensed in the state of Wisconsin, as well. Cardinal Realty is similarly far-reaching in its scope. In addition to realty services, there’s also Cardinal Homebuilders and Cardinal Remodeling, adding supplementary layers of industry expertise to Deanna’s repertoire.

“Our businesses intermesh well together,” she explains. “I always tell my clients: if you ever need a plumber, a roofer, a painter— call me, and I’ve usually got at least two sources to give so that homeowners aren’t blindly trying to find the right vendor. That sets us apart as a resource.” Likewise, Deanna also partners with her brother, Tom Wiener, to head a specialized development company catering to empty-nesters, and they’re currently at work on their ninth neighborhood. “We focus on new construction buyers, creating a main-level, luxury next home for those beginning the next chapter in their life,” she says.

All in all, Deanna’s knowledge of and experience in all things real estate affords her a keen eye for the market and area inventory. With 70% of her business driven by repeat and referral clientele—along with substantial contingent of new-construction buyers—Deanna not only understands people’s needs, but also what’s required to get a deal done. “I’m good at what I do and I know what I’m doing,” she says. “I know how to negotiate, and how to help buyers and sellers in their respective situations.” Aside from her demonstrated commitment to her clients, Deanna has long displayed a devotion to her colleagues and their industry. She’s served in a variety of roles in professional organizations, including as the first female President of the St. Paul Area Association of Realtors during the group’s 100th Anniversary year. Her involvement in her organization’s Government Affairs Committee even inspired her to become Top Agent Magazine

more involved in the state’s civic scene, and she went on to run for and win a seat in the Minnesota State Senate, where she served for ten years. Even today, Deanna continues to travel to Washington D.C. as a Federal Public Coordinator representing the National Association of Realtors. She was also appointed to the Campaign Finance Board for the state of Minnesota and was recognized as Minnesota’s Realtor of Year in 2012—a high honor.

When it comes down to it, Deanna’s talent and unflagging ethic have led her to new heights as a citizen and professional. Homebuyers and sellers who work with Deanna trust her deep well of knowledge and longstanding commitment to bettering the lives of those she serves. “I love matching a buyer and a seller. I believe in working with other agents and keep my clients’ interests at the forefront of my mind,” she says. “I explain to buyers and sellers that there are always hurdles, but I’m going to help them over those hurdles and get their house sold or bought.” When working with home sellers, Deanna applies her trademark strategic approach.

Before hitting the market, listings are often staged and then photographed in their best light—ensuring that online presentations are immaculate and immersive. She makes use of social media’s vast influence and also taps her long-cultivated network of area agents to find the ideal fit.

To extend her spirit of service to her local community, Deanna and her office host an annual spaghetti dinner benefitting cancer research. Not only does this event raise considerable funds, but it also provides a natural opportunity for Deanna to connect with past clients and their loved ones who come together for a greater good. Additionally, many team members at Cardinal Realty have served in positions of professional leadership. “Our Realtors are very active in our association. We believe in our profession and we like to give back,” she says. Deanna’s office also participates in a walk benefitting juvenile diabetes and Deanna herself served on the Economic Development Committee in her hometown of Oakdale.

In her coveted free hours, Deanna and her husband, Jim Tilsen, enjoy hiking, biking, and travel. As a grandmother to eight, Deanna also relishes time spent with family, including a so-called Grandma Camp she hosts each summer for her grandchildren.

As for the future of her business, Deanna has no plans of slowing any time soon. She hopes to continue growing her team and has even begun to expand in tangible ways—like in the building of a new office to support the changing needs of today’s modern Realtor. With four decades of experience behind her and a keen eye on what’s to come, the best is still ahead for Deanna Wiener and the team at Cardinal Realtors.

To learn more about Deanna Wiener call (651) 387 - 8036 or e-mail Deanna@CardinalRealtors.com Copyright Top Agent Magazine 37

Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules. But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers.

There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends.

The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge. With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed. In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house. Your client’s benefit is the buzz.

A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for low-key social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor.

But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The 38

chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact.

Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing.

Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend?

Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses! Prospective buyers always want to know about the community when visiting open houses. Consider inviting representatives of community organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town.

For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information.

Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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DANIELE YEONAS You might say that Daniele Yeonas was destined to enter the real estate industry. Her family has been a dominate force in the business in the Northern Virginia area since the 1940s, developing and selling a large portion of Vienna and McLean, and other areas of northern VA. From building homes to selling homes, knowledge and experience have been passed proudly from one generation to the next in the Yeonas family. Surrounded by the business since she was a child, Daniele started on her own road to success as a Realtor® six years ago.

Daniele is currently a team member with Lex Lianos & Associates at Weichert Realty, which consists of six real estate professionals, and has been named the Best Real Estate Team by Washingtonian Magazine for the past three years. The team primarily serves Northern Virginia with their office located in the heart of Vienna. Daniele considers repeat clients and referrals the heart of her business as she constantly strives to give exceptional customer service each and every time.

Another key to Daniele’s success has been her focus on building relationships with her clients. “I have an easy going personality that makes people feel comfortable around me. I can talk to anyone and it is important for me to establish an emotional connection with my clients from the start. I want them to know I truly care. For me, this is not about making a quick sale, it’s about doing what is in their best interest. It

is a great feeling to know that people can trust me with one of the biggest financial transactions of their lives. My goal is to always get my clients the best deal no matter what. I am here for the long haul and I am committed to getting them exactly what they want.”

Daniele is equally committed to maintaining those relationships and reaches out to her database several times a year. “They stay in my life long after the active transaction. I want them to know that I’m a constant resource for them.” Daniele has a large online presence and is very active on social media, which she uses to not only stay in touch with past clients, but to successfully market her listings as well.

Daniele is active in her community and her team has held several client appreciation events, such as BBQs and ice skating outings. Her team also prioritizes in giving back as much as possible. They have been big supporters of the Red Cross’s efforts to bring Hurricane relief to the victims of Hurricane Harvey and Hurricane Maria. When she is not working, Daniele loves to read, cook, play basketball, and hang out with her family and friends.

Daniele couldn’t be more thrilled with where she is in her career and has dreams of one day starting her own team.

“Real estate is truly my passion. It does not feel like work to me. I love it so much. Seeing the joy on the faces of my clients is incredibly rewarding.”

To learn more about Daniele Yeonas, call or text 703.618.2825 or email dyeonas@gmail.com Top Agent Magazine

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