Nationwide 12-18-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

BILL BARBER

DAWN KRONFORST

ARA CROCE

MARIA LAWLER

LESLIE HERZ

JORDAN A. NEDEFF

CHERITA O'DELL

JAMES WILLIAM (BILL) JENSEN

DAVID PROUTY

ASHLEY RIOUX

SCOTT SMOLEN

MARY CAMPBELL STAEBLER

BRYAN STEERE

KRISTY THIESS

GERGANA TODOROVA

WENDY UZELAC

JANA WOODRUFF

NATIONWIDE & INTERNATIONAL EDITION

ARA CROCE

JANA WOODRUFF

KRISTY THIESS

CHERITA O'DELL

GERGANA TODOROVA

BILL BARBER

MARY CAMPBELL STAEBLER

LESLIE HERZ

CONTENTS 4) 1 BILLIONâ&#x20AC;&#x201C;PLUS

REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK

10) 5 STEPS TO ACHIEVE

LONG TERM SUCCESS AS A REAL ESTATE AGENT

16) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

19) 8 THINGS

27) IF IT'S GOOD FOR

23) BUYERS AND

33) HOW TO SEND

SUCCESSFUL PEOPLE NEVER DO SELLERS: UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS

THE SOUL, IT'S GOOD FOR THE BUSINESS SMARTER EMAILS

37) IS STARTING A

TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

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JAMES WILLIAM (BILL) JENSEN

DAWN KRONFORST

DAVID PROUTY

ASHLEY RIOUX

41) NEWER AGENTS:

MORE QUESTIONS TO ASK YOURSELF—ARE YOU STUMBLING OR UP AND RUNNING?

MARIA LAWLER

SCOTT SMOLEN

45) THINKING OF

JORDAN A. NEDEFF

BRYAN STEERE

LISTING? NINE WAYS TO GET READY

WENDY UZELAC

49) COACHING 9-1-1

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1 Billion-Plus Reasons Why You Should Be Active on Facebook By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook. That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers. Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience. 4

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website. And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers. • Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content. • Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture. But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video. How can REALTORS® use Facebook Live? Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show! Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers. Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down.

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you. And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones. NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters. Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business. Copyright©, 2016 Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com. 6

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ARA CROCE Top Agent Magazine

ARA CROCE It was more than forty years ago that Ara Croce got her start in the real estate business. After buying her first home back in 1973, her interest was immediately piqued by the process, and in ’74 she set out and earned her license. Ever since, she has built a lasting legacy on capably guiding buyers and sellers in service of their homeownership goals. Today, more than four decades after her career began, she remains steadfast in her commitment and passion for her daily work.

go in real estate,” she says. “I love what I do and I love helping people.” When listing a home, Ara takes many steps to adequately prepare properties for market. Before her career in real estate began, she’d been working in the marketing world—a skillset she still incorporates in her work today. In addition to professional photography and a targeted debut on the multiple listing service, Ara maximizes listed properties by hosting open houses, Realtor tours, and strategizing in-depth campaigns. In one of the country’s most competitive real estate markets, her mindful preparation and execution ensures clients earn top dollar on their investments. Likewise, she applies her years of experience to negotiate incisively on behalf of buyers, leaving no stone unturned regardless of a clients’ homeownership goals.

With her office at INTERO Real Estate Services based in Half Moon Bay, Ara’s primary service area focuses largely on the San Mateo Country Coastside, from the skyline ridge to the ocean. Thus far, Ara has cultivated a business driven by 75% repeat and referral clientele—a testament to her high-caliber track record to date. For her part, she cites professionalism and integrity as the foremost drivers of her success, highlighting the need to place clients’ interests ahead of her own. “For my clients, this process involves all of their money and all their emotions at once,” she says. “I don’t take my responsibility lightly. It’s a huge event in the lives of my clients and it’s my job to get people where they want to go. At the end of the day, it has to work for them.” Considering the extensive experience gleaned over the course of her career, along with the seriousness with which she approaches her role, clients are afforded wise counsel from an industry expert. No matter the size or type of transaction, Ara never loses sight of the people at the heart of the process. “Whether it’s into a house or out of a house, I love getting people where they want to

Lending her spirit of her service to her community on a local level, Ara and her husband have been involved in No Strings Attached Breakfast for the past twenty-seven years. Every Saturday morning, some two-hundred to four-hundred people enjoy a free and no-questions-asked breakfast, a worthy service. In her rare free hours, Ara most enjoys spending time with loved ones, including her children and nine grandchildren. She also enjoys Pilates, walking, reading, and trying out new restaurants alongside her husband. As for the future, Ara shows no signs of slowing anytime soon. In fact, she’s navigated the purchases and sales of many of her children and grandchildren’s homes, and imagines many more of those personal transactions are in store. For now, she remains passionate about and grateful for her hardwon career. With many years of service already behind her, and a confident eye toward what’s to come, the road ahead is bound to be bright for Ara Croce.

To learn more about Ara Croce

e-mail ara@aracroce.com, call/text 650-888-4636, or visit her Facebook page at facebook.com/AraCroceCRS www.

Kevin Morgan is proud to congratulate

Ara Croce

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

Kevin Morgan | President | Morgan Glass 765 Main St. Suite E, Half Moon Bay, Ca. 94019 (408) 690-4007 cell | (650) 712-9600 office morganglass@sbcglobal.net | morganglassandwindow.com http://

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

FIND A MENTOR

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

CONTINUOUS TRAINING

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

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BUILD A STRONG ONLINE PRESENCE

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

BUILD A SOLID FOUNDATION

SET GOALS

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

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

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KRISTY THIESS

Kristy Thiess, who has branded herself Your Real Estate Guide, is also an ingenious marketer who understands the nature of today’s technological advantages when it comes to selling homes. Multi-million-dollar top producing agent Kristy Thiess of Coldwell Banker – Brenizer Realtors in Eau Claire, Wisconsin is an unstoppable dynamo in the real estate world. Her combination of enthusiasm, authenticity and market knowledge has vaulted her to a leading position as a top agent for all five of her company’s Northwestern Wisconsin offices. In addition to working with both buyers and sellers, Kristy works alongside local builders, which allows her to provide her clients with valuable advice regarding purchase of new construction and vacant lots. She is also a member of the Chippewa Valley Builder’s Association, and is proud of the work they do for her community. Copyright Top Agent Magazine 12

Kristy began her sojourn in real estate back in 2000, when she was living in Phoenix and studying business management. One of her teachers suggested she give real estate a shot, and she decided to give it a try. “I took classes,” she said, “and it was really the most fun I’d had in my life. It was just the best time for me.” Upon returning to Wisconsin, she got married and started a family. After years in retail management and building a couple of network marketing businesses, she finally decided to jump back into real estate, and has been with Coldwell Banker since 2015. Kristy’s success can be measured by her stunning rate of client loyalty: over 85% of her business is based on Top Agent Magazine

repeat clients and referrals. “My clients tend to come back to me because they really trust that I’m going to be there at any point in time that they need me, and they individually feel like they’re my top priority, and they really are,” she explains. Building relationships with her clients comes naturally to Kristy, and she counts among her close friends many of her former customers. “The amount of time I spend with my clients results in a relationship that goes well beyond closing,” she says. “I think it’s important for them to get to know the real me, not just a salesperson.” Staying in touch with past clients is also an organic process for Kristy, and she maintains contact via emails, social media and simply by virtue of the friendships that have been built. Kristy, who has branded herself Your Real Estate Guide, is also an ingenious marketer who understands the nature of today’s technological advantages when it comes to selling homes. “My network marketing career taught me that repetition is incredibly important,” she says. “Ultimately, buyers are not waiting for a realtor to bring a property to them. I feel that being aggressive with getting my listings in front of buyers where they are is a successful strategy.” While the financial rewards of her career are not inconsiderable, it’s the more personal side of the business that Kristy finds the most rewarding. “I love when my client is thrilled about the process and looks back at Top Agent Magazine

the end of the day and says how great the experience was for them.” Kristy is adamant about giving back to her community, and to that end she donates $100 from every transaction to a local charity on behalf of her clients, and supports multiple local organizations including Toys 4 Tots, The Community Table, Feed My People, and Vets Fighting 4 Vets, among others.

When she’s not working, Kristy enjoys nothing more than spending time with her husband, their four children, and her large network of friends. Looking to the future, Kristy’s plan is to continue to grow her business and continue to impact the real estate industry in a positive way. “Real estate agents often get a negative rap, and I really want to change that,” she says. When asked what advice she might have those interested in a career in real estate, Kristy replies, “If you have the opportunity in life to do something that makes you a better person and brings life into your life while allowing you the opportunity to work with people in impactful ways, do it. That said, honestly, this business is not for the person who doesn’t understand the importance of constantly learning, challenging yourself and being persistent.”

For more information about

KRISTY THIESS, please call 715 - 379 -4125, email KThiess0401@gmail.com or visit: kt-yourrealestateguide.com, kristy@kt-yourrealestateguide.com www.

www.

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

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

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

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

BE MORE POSITIVE

BE WILLING TO LEARN

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

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

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CHERITA Oâ&#x20AC;&#x2122;DELL

CHERITA O’DELL Top Agent Cherita O’Dell has a proven track record of success built on a solid motto: “envision it, claim it, it’s yours.” As owner and broker of two sister agencies, Million Dollar Homes and Barbados Real Estate 246, she has built her career on her reputation for honesty and attentiveness to client’s needs, and is currently one of the most respected real estate agents working in the Caribbean today. A former Olympic Representative who held the Barbados national long jump record for nineteen years, she was also Sales and Marketing Manager and Operations Manager of several 4-star hotels and the Marketing Manager of 2 luxury condo developments. Cherita made the switch to selling real estate twelve years ago. “I thought to myself that if I can sell a hotel to tour operators and travel agents, how much harder could selling properties be? That’s what piqued my interest,” she says. Selling pretty much all over the small island of Barbados, Cherita goes where her clients need her to go. “Because of my previous jobs where I had to juggle many different things at the same time,” she says, “I’m able to cover the island in terms of primarily sales and executive rentals, as well as a few commercial rentals.”

Giving back to her community is of vital importance to Cherita, and to that end she has served on the Barbados Estate Agents and Valuers Association (BEAVA) as Chairperson for their Marketing Committee. She has also contributed to multiple other charities such as Meals on Wheels, and has sponsored an Ethiopian child via Child Fund International. When she is not working or volunteering, she loves traveling with her husband and trying new cuisines. “My other motto is live life all the more abundantly,” she says. Cherita has also been a motivational speaker at numerous schools and organizations for over twenty years. “I enjoy awakening people’s inner greatness,” she explains. As for the future, Cherita’s plan is to grow both her business and her support team. She is currently melding her producer skills with her love for reality television by creating her own show “The Intern,” which will pit three prospective assistants against each other as they vie to earn a place on Cherita’s team. “So that’s the future for me,” says Cherita. “I’m at a stage where I can safely say I’m getting closer to what I wanted when I first began in real estate. Envision it, claim it, it’s yours.”

With nearly fifty-five percent of her business being generated by repeat clients and referrals, Cherita is obviously getting the job done, and well. When asked what she believes accounts for such customer loyalty, she replies: “I would say the fact that I’m brutally honest in a smiling, decent sort of way. I’m going to tell my clients the truth, but I’m also going to guide them on how to best promote their property, whether it’s a sale or a rental. I try to be that agent who is very sensitive to what exactly my clients are looking for. I don’t just toss a bunch of things in front of them and hope they pick something. Because I’m a one-woman show, I have to be very targeted and specific about who sees what so we don’t waste time.” In addition to her real estate credentials, Cherita also lists on her resume her stint as Eexecutive Producer of the Real Estate & Lifestyle TV show “Caribbean Window,” which aired locally and internationally. She was also the featured agent on an episode of “Caribbean Life,” showcasing Barbados, which airs on HGTV. These experiences have provided her with the ability to promote herself and her listings through creative video spots. “I’ve got a large viewership online,” says Cherita, “and I think it has made a big difference for me to be able to produce audio visual substance.” Empathy plays a large role in Cherita’s approach to real estate, and she takes pride in her ability to work with clients who are experiencing difficult transitions, such as the death of a family member or divorce. “I have to have counseling sessions with people,” she explains. “I think that’s what I like about my career, it’s the heart of the people and connecting and building relationships. That’s the aspect of it that I like.” 18

For more information about CHERITA O’DELL, please call 246 - 233 - 8888 or email Info@BarbadosRealEstate246.com Copyright Top Top Agent Agent Magazine Magazine

Things Successful People Never Do

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

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things, that success might happen a little quicker.

DON’T JUST WING IT

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

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

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

THEY DON’T WORK HARDER, THEY WORK SMARTER

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

THEY DON’T TRY TO PLEASE EVERYONE

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

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 20

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

GO FOR THE SHORT RUN SOLUTION

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

PAY ATTENTION TO THE NAYSAYERS

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

THEY NEVER QUIT

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

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GERGANA TODOROVA Top Agent Magazine

GERGANA TODOROVA Gergana Todorova had worked in customer service for the last 20 years, but when she became pregnant with her third child in 2013 she decided she needed something that offered her a bit more flexibility. She had bought several homes and investment properties herself over the years, and had always been intrigued by real estate, and decided it was the perfect choice, offering her the flexibility she needed, while taking advantage of her entrepreneurial spirit and her people skills. In just a little more than four years, Gergana has already become a top producing agent in the lucrative Chicago area, doubling her business every year since starting. She has achieved such rapid success by focusing in on a niche market, the Bulgarian community. After getting her Bachelor’s Degree in Agricultural Business in Bulgaria, back in 2000, Gergana decided to move to the United States to live her “American Dream”. The next year that dream became a reality when she took that 12 hour flight for the first time. She was just 21 years old then. Her dedication to succeed has driven her to study more and pursue an Applied Science Degree in Criminal Justice, which eventually helped her in better understanding the different customs and cultures that are present in this country, which in most cases is a necessity in order to be successful in the Real Estate world. Gergana has a large presence in the Bulgarian community. She has quickly become the most in demand agent serving Bulgarians, and has done so through several unique approaches. She markets her business in the largest weekly Bulgarian newspaper, and she also writes a weekly column on real estate skewed towards the interests and needs of the community that she serves. Every couple of months she can also be heard and seen offering her expertise in interviews that broadcast to the Bulgarian community not only in US, but also back in her birth country. She also does educational seminars that touches on things such as real estate and financial planning. She is passionate about helping people attain their “American Dream” by taking the first step, which is buying their first home. She also helps those that wish to downsize or upgrade in their housing needs, as well as those who wish to sell or rent out their investment properties. Gergana is a Certified Negotiation Expert. Being a specialist in that area offers her clients another distinct advantage. “That’s a designation I’m really proud of, since getting your clients the best deal possible is a key part of your job as an agent. It’s given me the expertise to really consider all options and then put together a deal that is always in my client’s best interest. I am a US citizen for many years now, but my background as an immigrant has also been invaluable. I’m very open-minded and I think coming to a new country has given me a unique vision when it comes to dealing with difficulties that inevitably can rise during a transaction. I don’t give up and always look for solutions.” 22

Gergana is also a Certified Staging Consultant and offers her expert advice to her listing clients. “I really go all out getting a property “show ready” and then I produce fabulous marketing materials through my company. Every property gets its own website and then I get them maximum exposure on all the major website and on social media. I also have an extensive database of nearly 3000 people and I target those as well.” Gergana is very active in her community. Through her brokerage company which encourages charitable contributions and ongoing volunteerism from all broker associates, loan officers and staff, they have donated thousands of volunteer hours and more than two million dollars to a wide array of local nonprofit organizations with a focus on shelters and homelessness, particularly for women and children. She is contributing to every charity event that raises money for a new Bulgarian school, which will be the first one ever outside Bulgaria that owns their own building. Gergana enjoys spending time with her husband and three children and taking advantage of all the wonderful things the city has to offer. Today, she lives in Chicago-Northwestern Suburban area with her husband and their children. Her proficiency in Bulgarian, and her ability to communicate well in Russian have been enormously helpful in allowing her to get closer and help her clients. Gergana would like to continue to grow her business and couldn’t be more thrilled with her decision to become a Realtor®. “It’s such a rewarding feeling to be sitting at the closing table with happy new homeowners or sellers. This career makes me feel very useful and appreciated. I like where I am and I look forward to where I’m going.”

To learn more about Gergana Todorova, call 773 - 827 - 7827, email gergana.todorova@bairdwarner.com or visit gerganatodorova.bairdwarner.com zillow.com/profile/Gergana-Todorova www.

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

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process. As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home. Be sure to attend the inspection or assign a proxy if you’re out of the area. Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts. HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results. Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations. 24

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JANA WOODRUFF Top Agent Magazine

JANA WOODRUFF Jana Woodruff’s kindness and expertise, readily apparent to clients, stem from a deep appreciation of life. As a teenager growing up behind the wall in socialist East Germany, she had no home phone and a distorted perspective about what it meant to be American. She had no idea that one day she’d be living the American Dream, earning a living by sharing her expertise on the phone and in person. In fact, today Jana Woodruff is doing more than just making a living; she’s earned a spot at the top 1 percent of producing agents within her company, RealtySouth, the largest real estate company in Alabama. Now with dual citizenship, Jana is grateful to have the opportunity to be here and have a career she’s passionate about. That gratitude moves her to be the best person she can and support others however she can, whether in her office or the community. “Especially now, when there’s so much negative press,” she says. “I want to bring a positive perspective.” Along with that positive perspective, she loves connecting with people. Sales has always been her career choice. When her daughter was ready to start kindergarten, Jana wanted a flexible career so she could attend her daughter’s school activities and have meaningful work for herself. She earned her real estate license in Texas in 2009 and Alabama in 2012, when they moved here. Today Jana helps people relocate to Hoover and the surrounding Birmingham Metro areas. As a Relocation Specialist and bilingual speaker, she’s achieved membership in her company’s Top Producer Club every year since 2013. With the goal of improving her repeat and referral rate annually, in 2017 she hit the 75 percent mark! She recently added an assistant to

help with paperwork so she can focus more on the one-to-one relationship with clients. Probably the only German-speaking Realtor® in the state, Jana knows how to put clients at ease, whatever their nationality. She educates them about the real estate process from beginning to end and provides customer service all the way. “I want to be their advocate,” she says. “For me it’s not a job, it’s my career.” Straightforward and direct with a strong work ethic, Jana delivers results. A new listing begins with her evaluating the space and suggesting changes as necessary. She hires a professional photographer to show the house in its best light and creates a digital 3-D tour. All her listings go on the RealtySouth website, which goes out to 350 additional sites, including Trulia, Zillow and realtor.com. Because of RealtySouth’s size and success, Zillow asked to partner with the company. “Now our agency listings go directly into Zillow,” she says. “Our sellers absolutely love that, because even though Zillow is inaccurate, buyers love that website to get started.” Giving back is important to Jana, particularly within the German community, which she’s grateful for. One of her clients, for example, has a three-year-old daughter who was diagnosed with GM1, a terminal neurological disease. Jana always helps with fundraisers for the client’s foundation, ACureforClara. com. She also sponsors her own daughter’s school activity (show choir) and, as a dog lover, gives to the Humane Society. When she has free time, she spends it with her family and two dogs, travels and plays tennis. Business is always close to Jana’s heart. Now in her fifth year in Alabama real estate, she’s focused on building her business and brand. That should come easily, since this gifted, authentic agent already works seven days a week and loves every minute.

To learn more about Jana Woodruff,

visit janawoodruff.com or facebook.com/germanrealtor1, call 205.601.9054 or email jana@realtysouth.com or germanrealtor1@gmail.com www.

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If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night? The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning. REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing. Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says. “There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.” The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home. For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!” Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie. We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 28

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BILL BARBER For over eighteen years, Bill Barber has grown a thriving real estate career based in downtown Rochester. “I know I’ve been in the business for awhile because now I’m selling houses to the kids of people I sold houses to when I started this work,” he says with a smile. His clients are so dedicated that they both keep coming back and enthusiastically refer Bill to their friends and family. “It’s a nice compliment and it lets me know I’m doing things right,” he says.

For each listing, Bill tailors his marketing campaign, first targeting the likely demographics of potential buyers. “I work backwards from the standpoint of: Who will this buyer most likely be?” he says. He then designs his marketing campaign around that. “There are many things I do for every listing, but there are changes I make in the strategy depending on who that buyer might be. If I have a heated four-car garage, the buyer may likely work on cars. If I have a five-bedroom colonial with three bathrooms, it will likely be a family house. I chose my marketing accordingly.” This strategic approach results in quick sales at high prices.

What keeps Bill’s clients spreading the word about his services among their sphere of influence? “I really follow the golden rule with everything I do and that’s just treating people how I would want to be treated,” he says. Bill’s caring nature is what originally led him to a career in real estate. After he graduated from college, his mom called to say she was studying for her real estate license and wanted to know if Bill would be her study partner. “I thought it would be a good opportunity to support her and spend time with her,” Bill says. He started attending real estate classes with her and eventually received his license. In 1999, he started real estate part-time, as he was also working full-time as a sales manager for a global, on-site paper shredding company. His real estate career soon took off and he was able to leave his sales manager job to pursue his new career.

To stay in touch with past clients, Bill reaches out every week to at least two past clients by phone or email or sends a card to commemorate a special occasion. Throughout the year he sends informative, helpful or holiday emails. “That keeps me in touch with everyone for major holidays and setting clocks back and things like that,” he says. Once a year he also sends out a gift such as a dry erase board or a calendar.

With an office in downtown Rochester, Bill primarily serves the areas within a 30-minute commute radius. Bill treats even the smallest detail as important. He has a consistent process that ensures each detail is taken care of. He’s dedicated to communicating efficiently with his clients and updating them each step of the way.

What does Bill like most about his job? “I know what a life changing step it is for a person or family to buy a house. To play a helpful role in that process makes me feel great!” he says. “The sense of accomplishment is huge.” In his cherished free time, he loves to attend his two young children’s sporting events. He’s also an avid runner; he began running six years ago and he’s since completed eighteen half marathons and one full marathon! For the future, he hopes to continue growing his sales volume while maintaining the care and attention he currently gives to each client. In his personal life, he wants to spend even more time with his kids, camping and playing games. With his commitment to his work and his family, he’s sure to succeed!

To find out more about Bill Barber, contact him via email at bill@realestateone.com or by phone at 248 - 521 -8162. You can also check him out online at realestatemadefun.com. www.

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MARY CAMPBELL STAEBLER After a successful, thirty-three-year teaching career teaching Shakespeare and Advanced Placement Composition to high school students, Mary Campbell Staebler set out for her next challenge. She enjoyed working with people and had already learned sharp communication skills, so she made the wise move to earn her real estate license. In her newly-chosen field, Mary’s skillset translated naturally, and for a while she earned experience part-time as she closed out her tenure in education. Eventually, she devoted herself to real estate full-time, making a decisive leap and never looking back. Since then, she’s cultivated a sterling reputation for attention to detail, for service, and for a people-first approach to buying and selling homes. Mary lives with her husband in the Highland Lakes area, and she serves clients across the region, particularly in the communities of Westerville, Lewis Center, German Village, Arlington, and beyond. At the core of Mary’s work is a commitment to personalized service that doesn’t skimp on the details. “Preparation is so important,” Mary says. “I’m meticulous and like to do things hands-on. There’s nothing better than hearing a client say at the end of a transaction: Every detail was handled, and I’m so relieved and happy everything went well.” To accomplish this feat, Mary takes a systematic approach to her work, developing to-do checklists for every stage of a transaction so that all details are accounted for and purchases or sales go off without a hitch. Likewise, Mary places a strong emphasis on relating to her clients on a personal level, ensuring that they feel heard and that their needs and goals are properly addressed. Considering her extensive background in teaching, Mary applies her seasoned communication skills to create a connection with clients. She also makes sure to include an educational component to each transaction, empowering homebuyers and sellers through information. To keep in touch with past clientele, Mary sends out monthly newsletters, postcards, and even conducts an annual pie give-

away to show clients her appreciation. What’s more, she often sends handwritten notes just to check in with clients on a personal level. With 90% of her business generated by repeat and referral clientele, Mary has established a proven record of effective and personable service. As for her listings, she ensures that each property puts its best foot forward. Through staging efforts—both her own personal flair, as well as the help of an expert from time to time—and by incorporating professional photography, properties are showcased in their finest light. Then, listings are distributed across the leading digital listing platforms and across her parent company Coldwell Banker’s significant online presence. This ensures that optimal visibility is reached for each property. Additionally, Mary’s first-hand knowledge of the suburban area affords her added insight as she helps buyers and sellers navigate the market and inventory. Considering her favorite aspect of her day-to-day, Mary says, “This is a service industry and it dovetails neatly with my background in teaching. You’re working with different personalities, motivations, and we really provide a service. I enjoy working hard for people and sharing my talents and knowledge to help them reach their goals.” To give back to her local community, Mary is a Sustainer through the Junior League of Columbus, and gives to Neighborhood Bridges, Westerville Area Resource Ministry, and Dress for Success—all causes close to her heart. In her free time, she most enjoys reading and traveling, having recently returned from a family trip to the Dominican Republic for her daughter’s destination wedding. As for the future, Mary shows no signs of slowing anytime soon. “I’m always learning and growing, and I like to get up and have a focus every day,” she says. With years of experience at her back and an optimistic, determined eye toward the future, the years to come are bound to be bright for Mary Campbell Staebler.

To learn more about Mary Staebler visit marycampbellstaebler.com, view her professional video on her website, e-mail mary.staebler@kingthompson.com, call (740) 972 - 3833, or visit her Facebook page at facebook.com/mary.campbellstaebler www.

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Top Agent Magazine

LESLIE HERZ What does this Boulder realtor enjoy most about real estate? “It’s all about helping and working with fantastic people - that’s what makes this business so fun and rewarding!” says Leslie Herz. Leslie also says she takes it seriously what an honor it is that her clients are entrusting her with one on the biggest financial decisions of their lives. She says the key to being able to do a great job helping her clients is to ask lots of questions.

Leslie has a thorough strategy for marketing listings that is in line with her motto: “We sell more because we do more.” She has a 25-step action plan for every Seller to make sure Sellers get top dollar for their sale. Part of that plan is good communication so she checks in with Sellers each Wednesday to let them know which of those action steps were implemented during the previous week.

“It’s important for us to make sure we are clear on our client’s needs right from the start so part of our process is a at least a ½ hour consultation in our office whenever we begin working with a new client. We want to be sure we are seeing and learning about as many of the details of the dream homes are clients are envisioning for themselves as possible.”

Another way the Herz Team is different, is that they do an extensive amount of work with Sellers before their homes go on the market. This work on the front end results in quick sales at high prices for her Sellers. “We really believe in a strong first impression,” she says. She provides a free consultation with a professional staging company for each Seller. “Staging helps us work with the sellers to showcase and highlight the strongest features of the home in the best way possible,” she explains.

Leslie has been a realtor for 13 years and has a thriving career in real estate, selling about 40 homes annually. She primarily serves beautiful Boulder County where she’s lived most of her life with her husband of over 30 years and where she has raised three children. Her son Max recently joined the “Herz Team” as a licensed agent and will be expanding their market into Denver. “We will be working with a lot more Buyers and Sellers in Denver in 2018, which is super exciting!” she says with a smile. Leslie’s personal and professional experiences enables her to truly support her clients. She has a lifetime of successful sales experience that includes radio and publishing sales and she previously owned a boutique stationery store in downtown Boulder on Pearl Street, called “The Envelope Please.” A staggering 80% of Leslie’s clients come from repeat or referral business. “We really do everything we can with regards to customer service.” she says with a smile. “Buying and Selling often involves big life changes for our clients. We want to make their lives as easy as possible during this transition and try go above and beyond with every opportunity we can. Having a “raving fan” as a past client is always our goal.”

To stay in touch with past clients, Leslie and her team send out a quarterly printed newsletter, “Porchfront News.” She emails past clients monthly and makes a quarterly phone call to touch base on a more personal level. She’s also eager to help clients connect with any resources they need to turn their house into a home, whether that’s helping them find a painter or finding violin lessons close by. To give back to her community, Leslie leads a food drive, asking clients to bring a bag of groceries for her annual Thanksgiving Happy Hour, with food & live music. This increases a sense of community among her client base and allows them to work together to support those less fortunate. In her cherished free time, Leslie plays tennis, does yoga, and gardens and loves to travel with her family. For the future, she hopes to create a foundation that once a year provides a down payment on a home for a hard working individual or family. Now that’s a worthy goal and one that will strengthen her community!

To find out more about Leslie Herz, you can contact her by email at leslie@leslieherz.com or phone at (303) 517 - 9873 32

How To Send

SMARTER EMAILS

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

1. SEND A WELCOME EMAIL TO

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

2. NURTURE YOUR RELATIONSHIP

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

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

3. CELEBRATE IMPORTANT DATES

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

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

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

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

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

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

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JAMES WILLIAM (BILL) JENSEN “Minnesota Nice” is a real thing and few people exemplify it better than the members of The Bill Jensen Group with Coldwell Banker in Apple Valley, MN. “Real estate always seemed to be a natural fit for me,” says Bill, who entered residential real estate in 1991 after having previously worked other kinds of sales. “I love making people happy. I like making things fast, smooth, easy and painless.” After 26 years in the business, Bill’s latest venture reflects the kind of “Minnesota Nice” Bill offers. “We’ve just started to specialize in seniors,” says Bill. “The simple thought of having to move can feel devastating to seniors, so we’re taking the worry out of the process.” Many seniors, he explains, find it daunting to consider transitioning from the 4,000-square-foot, two-story home where they raised their family to the sensible, smaller home they may need. To ease the process, Bill brings in one of his crews to help the family determine what items they need to keep, what can go, and what is valuable enough to sell at an estate sale. His team even conducts an estate sale on behalf of the homeowner. “We’ve got it perfected to a science,” he says. “We don’t want seniors to fall prey to companies that claim to ‘buy any houses’ or give them cash for their house.” Instead, after the cleanup, Bill helps sellers get maximum equity from their home with the help of his repair crews and the most reasonable staging.

Meanwhile, as respected and kind as Bill is known for being, he is also a fervent negotiator. “I like the pursuit of the deal,” he says. “Other agents know the deal is going to get done when they’re working with me,” he says, explaining a recent market with all complex, multiple-offer situations. A good reputation, he adds, is key to closing deals that make everyone happy. “This is Minnesota, where people also respect hard work,” adds Bill. Balancing out his full work life are Bill’s interests in boating, traveling, playing with his Great Dane puppy, and quality time with his wife. “My wife comes first!” he says. “We work together, we live together and love together!” The couple stays involved locally, helping with events through their lakeshore community that benefit military veterans. A veteran himself, Bill helps run golf outings such as “Tee it up for the Troops” and “Time on the Water” which raise funds to create experiences veterans might not otherwise have the chance to enjoy. Bill loves that his work gives him the opportunity to change lives, whether contributing to the community, educating firsttime homebuyers, or to helping ease the stress that seniors may feel about real estate. “There’s no substitute for the look on someone’s face when they walk into their dream house for them or I’ve helped them sell their house and reach that next stage in life.”

Serving the south of River area of Egan, Apple Valley, Lakeville, Bursnville, Savage in three counties outside Minneapolis, Bill’s team includes his wife along with in-house closing professionals, lenders and marketing staff at Coldwell Banker Burnet. In keeping with his philosophy of not spreading himself so thin that he can’t serve his area thoroughly, he also sends referrals to his network of trusted agents. That networking comes full-circle with Bill’s listings. In addition to high-end professional photography and top-quality online presentations of each home, Bill prides himself on marketing listings to other top agents; they welcome the opportunity to hear from him. Excellent service and a high referral rate, after all, are what keep him in the top 50 of all 1,600 Coldwell Banker agents in the area. “I answer every call, I keep in touch with people and I’m visible in the community,” Bill says, nothing that whether out to dinner or playing golf, he always runs into past clients. Two smiling, life-size images of himself on billboards help, too, as do the annual appreciation events he hosts. “In May, we have a client party at the racetrack in Canterbury and we also have a big Fourth of July party at the lake where I live.” Top Agent Magazine

To learn more about Bill Jensen, visit thebilljensengroup.com/home.asp, email bjensen@cbburnet.com or call 612 - 701 - 9264 http://

DAWN KRONFORST Top Agent Dawn Kronforst of Redefined Realty Advisors LLC in Delafield, Wisconsin is relatively new to the real estate industry, but has already achieved a level of success that many veteran agents can only hope for. In only a year and a half, she has already closed on sixty-plus properties and has established a reputation as an agent who can be trusted to keep her client’s best interests at heart. Working as part of The Schmitz Team, Dawn services most of Southeastern Wisconsin. Dawn is quick to express her gratitude for the support her team provides. “My team leader is Craig Schmitz, and he’s actually part owner of the company,” she says. “He’s been a wonderful resource for me. He’s closed well over 600 transactions, and just has a lot of experience. We also have a really fantastic support staff.” When asked what she believes her clients remember most about their experience working with her, Dawn replies, “I would definitely say my high level of commitment and communication. That’s what I hear from my clients all the time. They can call me any time or any day. That’s my main goal: communication. Whether it’s good news or bad news, I always make sure my clients know I’m available. Nowadays there are so many methods of communication: texting, emails, phone calls. There’s no excuse why you can’t stay in touch with your clients.” Staying in touch with her clients after the transaction is also of vital importance to Dawn, and to that end she utilizes a variety of methods to stay top-of-mind and to express her appreciation. Holiday cards, customized gifts, phone calls and social media are just a few of the ways she maintains contact. “I even stop by my client’s homes after the transaction just to see what they’ve done with the property,” she says.

The appreciation her clients feel for her is made evident by the large number of glowing testimonials that can be found on her website. Among the raves is this one: “From day one, Dawn was so dependable and always followed through. Whether texting, emailing, or calling, she always got back to me. With all the big and small details that go into a home sale, she was always there. Thank you Dawn and Redefined Reality. You are the best!” Despite her incredible success from a business standpoint, it’s the more personal side of the industry that most appeals to Dawn. “I love meeting new people,” she says. “That is the absolute greatest thing. I’ve met so many wonderful people. My clients are just so grateful and gracious and thankful. That’s what I love the most about my job.” When she’s not working with buyers or sellers, Dawn enjoys nothing more than spending time with her husband and her two daughters. “My family is wonderfully supportive,” she says. She and her husband are also active members of their church, where they donate their time and effort to various charitable endeavors. As for the future, Dawn plans on continuing to grow her business while sacrificing none of the exceptional client service that has become her trademark. Dawn has advice for those looking to enter the real estate field. “It’s important for a buyer or seller to have a good relationship with their agent,” says Dawn. “I’ve come across so many people who had bad experiences with non-responsive agents. Having good rapport not only with your client, but with the other agent in the transaction, is crucial. Working together to the advantage of both our clients is the best thing you can do.”

For more information about Dawn Kronforst, please call 262-707- 3433 or email dawn@redefined.com 36

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

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision. 37

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

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

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

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

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

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless trans38

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

MARIA LAWLER Maria Lawler hadn’t anticipated a career in real estate, but after a few years as a mechanical engineer, she craved a different challenge. She knew she wanted a path that would allow her variety, an ability to serve others, and the chance to spend time in the great outdoors. So, when a friend of a friend offered her the chance to pursue real estate—specifically rural properties and vacant land—Maria decided to take the plunge. That was two years ago and since then, she’s crafted a sterling career as a trustworthy and capable real estate agent with a knack for unconventional properties in the heart of Missouri’s idyllic countryside. While she’s worked with properties across more than thirteen counties, Maria’s primary service area lies in Southcentral Missouri. There, she partners alongside her husband—who joined her budding team just a few months ago—and specializes in rural property, acreage, and vacant land. In fact, Maria’s sharpened a specialized skillset in unconventionally rural listings. Not only did Maria double her business between years one and two, but she’s already sold $8 million in volume this year alone. In addition to her methodical, detail-oriented approach, Maria’s work is bolstered by her commitment to integrity. “I think of myself as more of a matchmaker than a salesperson,” she says. “Out here, your reputation is everything, and in a small town word travels fast. I’m straightforward and always put my clients’ best interests ahead of my own. My training and experience in engineering has played an instrumental role in my business. as it has made me very inquisitive and really honed my problem-solving skills. It was a much smoother career transition than I would have imagined.”

rates professional-level photography, drone footage, and distributes listings across social media and the leading digital listing platforms. She also leverages Mossy Oak Properties’ significant online and local reach to ensure maximum visibility for every listing. All in all, Maria’s track record of success to date is proven, but she never loses sight of the people at root of every transaction. “The most rewarding thing about this business is seeing someone find their dream property. From the excitement of the day of sale, to seeing that joy carry through in the months and years after that—I love being an instrument to help my clients achieve those goals.” To give back to her tightknit rural community, Maria participates in a variety of local events—from sponsoring karaoke night at a favorite local spot, to manning a booth at seasonal craft and holiday festivals. In her rare free hours, she most enjoys getting out into the great outdoors alongside her husband, where they love to fish, hunt, float the nearby rivers, and enjoy the land. As for the future, Maria has plans to continue building her business and developing her own professional education—a tenet she strongly believes in—to stay ahead of the industry curve. With two promising years already behind her and a decisive eye trained toward the future, the years to come are bound to bloom with continued prosperity for Maria Lawler.

Considering the abundant opportunities to enjoy hunting, fishing, and other outdoor recreation in Southcentral Missouri, Maria’s connection to the land and her clients is at the heart of her business. What’s more, she’s been able to garner a robust percentage of repeat and referral clientele after only a few years—a testament to her skill and personable nature. To that end, Maria makes an effort to connect personally with those she serves, and often sends handwritten notes or participates in events around town to support her community. Additionally, many buyers come from out of state, in search for idyllic rural property. No matter the client, Maria’s goal is to be transparent, accessible, and guide would-be homebuyers with great care. “Every transaction is different and there are plenty of things that arise that you can’t predict,” she explains. “But my ability to creatively problem-solve allows me to bring solutions to my clients, and I’m genuine in everything I do. I don’t sweep details under the rug; I want everything to be as clear and black-and-white as possible so that my clients understand every aspect of the process.”

To learn more about Maria Lawler

When it comes to listings, Maria takes a thorough approach that combines immersive property presentations with wide-ranging marketing. She completes a walkthrough of property with her clients, assessing any decluttering or trail-clearing necessary. She incorpo-

e-mail mlawler@mossyoakproperties.com, visit mossyoakproperties.com/agent/mlawler, call 417 - 300 - 0626 or 417 - 934 - LAND, https://www.facebook.com/marialawlermissourislandspecialist/ and visit her Facebook page here.

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www.

JORDAN A. NEDEFF Over the course of his twenty-year career, Jordan Nedeff has earned incisive experience in multiple industry roles. From working alongside developers at the outset of his professional foray to a thirteen-year tenure in lending, he has served in multifaceted capacities that have honed his eye for the real estate industry as a whole. Even when he was young, Jordan was inspired by his father’s work as an architectural engineer, and his fascination with property stayed with him as an adult. Today, Jordan works solo under the banner of the John Aaroe Group. There, he’s carved out an esteemed reputation for abiding professionalism, community-mindedness, and the ability to deliver proven results time and again. While he primarily serves the San Gabriel Valley communities of Pasadena, South Pasadena, La Cañada, Altadena, and Glendale, Jordan also goes where clients lead, representing property as far afield as Long Beach and Claremont. Regardless of a transaction’s locale, the central tenet of Jordan’s professional philosophy is personalized service that benefits buyers, sellers, and their communities at large. “It all comes down to working from a personal platform,” Jordan explains. “When you interact with your clients and they see you on a daily or weekly basis, they know who you are and what you stand for. Being involved in your community is also extremely important, because it’s our job to make our community better.” In addition to his passion for community-building through real estate and charitable partnerships, Jordan also places a strong emphasis on transparency and integrity when it comes to his relationships with clients. “There are always bumps in the road and obstacles,” he says. “But if you’re honest and genuine, and if you work hard—clients remember that.” With 100% of Jordan’s business built on repeat and referral clientele, he’s struck a resounding chord with those he serves. Beyond his affable working style and personality, Jordan is also consistent in delivering results. His intrepid negotiating skills, along with his specialized understanding of the area’s inventory and market, separates him from the average agent. What’s more, his embrace of emerging technologies ensures that his approach is always on the cutting edge—a value-add for clients in the greater L.A. area’s com-

petitive market. “Technology is constantly expanding and there are so many new opportunities to work smarter,” he says. For Jordan, that means making the most of digital marketing efforts when listing new properties. In addition to timing shoots and visits with key hours of the day—scenic twilight hours, for instance—he also utilizes social media and the leading digital listing platforms to promote ultimate visibility. Likewise, he branches out into localized print media to incorporate in-person, area-specific audiences. Though the level of detail and talent required to successfully buy or sell a property might seem overwhelming to some, Jordan believes that the transactional process doesn’t have to be high-stress for clients. “Purchasing and selling is not always a daunting process—it can be a fun,” he says. “But that’s why the relationship clients have with their agent is of utmost importance. It’s essential to establish a foundation of what the client wants to accomplish, in addition to his or her priorities. I really like my interactions with clients. It’s always a new challenge and adventure, and every day is different. There’s nothing more rewarding than guiding someone through one of the biggest investments of their lifetime.” To exercise his spirit of service, Jordan has long contributed to a variety of civic and charitable causes. He serves as a coach, board member, and referee for the American Youth Soccer Organization and serves on the board of the Pasadena’s Police Activity League, an organization supporting programs for local at-risk youth. Likewise, he hosts an annual charity tournament through his office and gives to a new children-focused charity each year, which have included Pasadena Pals, Rosemary’s Children’s Service, and the Children’s Hospital of Los Angeles—to name a few. He also serves on the board of the John Aaroe Group’s Charitable Foundation, which donates proceeds of their profits each quarter to a worthy cause. “I was fortunate enough to have great coaches in my life, and a lot of my free time is spent coaching now,” he reflects. “It’s so important to give back and it really does complete me as a person, absolutely.” As for the future, Jordan shows no signs of slowing anytime soon. He hopes to continue growing his business, without sacrificing the personalized, boutique-style service and accessibility his clients have come to expect. With two decades of industry insight in his arsenal and an authentic commitment to serving others on the path to homeownership, the best is assuredly still to come for Jordan Nedeff.

To learn more about Jordan Nedeff visit his website here, e-mail JordanANedeffRE@gmail.com, or visithttps://www.facebook.com/jordannedeffrealestate?rf=578111492308356 his Facebook page here. 40

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

By Carla Cross

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

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

Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time! Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working). Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent. Do I have a budget so I know how much money I should be spending in marketing my listings? Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too). Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 42

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

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

DAVID PROUTY Growing up, David Prouty had watched his uncle and his father succeed as agents in the real estate world, and the industry had always piqued his interest. Between 1997 and 1999, he earned his license, graduated from college, and then earned his broker’s license—a determined trajectory that highlights his commitment to hard work and results. Over the course of his twenty-one-year career, David has carved out a reputation for service that’s decidedly people-first, thorough, and steeped in integrity. Though he primarily serves the forty-mile radius surrounding Lakeville, Minnesota, David goes where clients lead, spearheading purchases and sales where duty calls. Today, he works solo, though he is in the midst of assembling a team of talented, like-minded professionals. What sets him apart from the average agent? For starters, David offers a particularly unique value-add: he returns a portion of his commission as rebates to his clientele. During the housing market’s downturn, the idea came to him as he began assisting homeowners whose property investments were suffering and needed to make a move. As a way of giving back to his clients—many of whom were area police officers—David decided to permanently incorporate this benefit to add financial value to his services. “I don’t consider myself a salesperson first,” he explains. “My priority is to help my clients reach their real estate goals. The rebate I offer sets me apart, but my focus is on helping those I work with find their perfect home and negotiate the best price I can.” With 90% of his business generated by repeat and referral clientele, David has woven quality, positive service into the fabric of his enterprise. “I try to get feedback from all my clients so that I can continue to grow, and people tell me that it comes down to hard work and good ethics,” he explains. “Above all, I’m honest and that’s important to people. I try to keep it fun, but I take my role seriously and do my best for clients, always taking their interests to heart.” When it comes to listing properties, David takes a big-picture view that ensures maximum exposure for homes headed to market. He

incorporates professional photography, professional staging from an interior designer, and a licensed appraiser who accurately calculates a property’s square footage, so that detailed floorplans can be drawn up for would-be buyers. He also takes great pains to ensure properties are wisely priced, which positions homes to sell with efficiency. He also turns to the leading digital listing platforms to distribute properties among a wide pool of buyers, and will host the occasional open house to stir up interest in the neighborhood. As for keeping in touch with past clientele, David took a similarly big-picture view when he registered his domain, www.DavidProuty.com, a number of years ago. To this day, former clients from more than a decade ago reach out to him through his site and e-mail address, reconnecting to tap into his memorable expertise. All in all, what David enjoys most about his day-to-day work is his connection to his clients and ability to help others. “Even after twenty-one years, being an agent is something that I really enjoy,” he said. “I’m able to help people and I get up every day and am excited about what I do.” Each year, David picks a few charities to devote his resources. This year, he’s contributing to local radio station KDWB’s Christmas Wish drive, supporting those who have experienced hardship in the past year. In his free hours, David most enjoys spending time with his beloved wife of thirty years and their two daughters, soaking up nature—hiking, biking, and the occasional yard work. He also likes spending time with friends, playing Texas Hold’em, and visiting new restaurants. As for the future, David has plans to continue growing his business by outfitting a team and expanding into new territories and states. He also hopes to attract more new construction buyers who’d benefit greatly from his rebated services. As for now, he’ll continue applying his two decades of experience to best advocate for his clients and deliver the American Dream of homeownership to those he serves.

To learn more about David Prouty visit DavidProuty.com, e-mail David@DavidProuty.com, or call (612) 860-1537 www.

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ASHLEY RIOUX Top Agent Ashley Rioux of Keller Williams Metropolitan in Bedford, New Hampshire is the type of agent who eschews hard-sell techniques in favor of a more authentic, low-pressure approach. This commitment to putting her client’s needs first has positioned her squarely at the top of her field and resulted in a thriving business that is growing exponentially. A former customer service manager for utility companies, Ashley transitioned into real estate following the birth of her first child four years ago. In search of a job that would provide more flexible hours, she obtained her real estate license and began working in the industry part-time. In her first year alone, while still working another job, she managed to close over five million in sales. Encouraged, she went full-time and is on track to close over twelve million this year. While Ashley serves all of New Hampshire, she focuses primarily on the Central and Southern parts of The Granite State. With over seventy percent of her business based on repeat clients and referrals, she is obviously doing something right. “I think my clients come back to me and refer new clients because I have a strong background in customer service,” she explains. “I think they appreciate that I’m always reaching out to them, telling them what’s going on. I’m also very, very honest. If we look at a house and they like it, but there’s some objection that I see, I’m going to let them know. I’m not just trying to earn a commission check. People appreciate that.” As a horse farm owner herself, Ashley specializes in equestrian properties. “I think that sets me apart from other agents who are selling regular residential properties,” she says. “We horse people speak a different language. A lot of agents will list these properties without really knowing what an equestrian buyer is looking for.”

Staying in touch with her past clients is of paramount importance to Ashley. “I have a program in place where my clients get a monthly newsletter from me,” she says. “I also try to stop by on a quarterly basis with a pop-by gift. I also call them every quarter, just asking how the house is, and if they know of anyone buying or selling.” In keeping with her low-pressure approach, Ashley tries not to overwhelm her clients with excessive contact. “I don’t want to bother them too much,” she explains. “I don’t pressure my clients because people don’t like to have a sales pitch. I hate that. If you’d told me years ago that I’d end up in real estate, I’d have laughed, because I’m not a sales-type person. If you asked me to do a sales pitch, it wouldn’t be genuine, because I’m not like that.” “What I like most about real estate,” says Ashley, “is working with people. I also love properties, and architecture. I love closing a deal where my clients had previously listed with other agents, and I’m able to go in and sell the property in thirty days and sometimes get a higher price for them based on what I’ve done with staging, professional photography and specialized marketing.” A member of Keller Williams’ Agent Leadership Council, Ashley is involved with organizing multiple charity events that benefit children, including the local Boys and Girls Club and Meals on Wheels for children. Future plans for Ashley include bumping up her annual goal to 16.5 million in sales, and ultimately forming a team to support her ever-growing business. When asked what advice she might have for other agents, her response is typically magnanimous: “I think it’s important for agents to share their success strategies with newer agents. I benefited from the help of a mentor when I first started, and even though a lot of agents like to keep their secrets to themselves, there really is enough business to go around.”

For more information about Ashley Rioux, please call 603-315 -8790 or email Ashley.Rioux@kw.com 44

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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SCOTT SMOLEN Scott Smolen learned many life lessons from his parents, who were small-business owners and teachers. Two of those lessons became the heart of Scott’s business culture: Listen to what your customers want and treat them with respect. “I look out for my clients’ best interests,” Scott says. “I value the relationship more than the transaction, and I make sure clients get what they want. I believe that quality is always going to win out, so that’s what I provide.” In addition to the highest level of care and dedication, Scott’s clients get cutting-edge technology and marketing tools. It’s the best of both worlds. Technology and people skills don’t usually go hand in hand, but Scott has never been your ordinary businessman. When he was still a boy in middle school, he built a landscaping business that won clients all over the county. Over the years it became highly successful, and by the time Scott got married, he had 20 employees and was working 16 hours a day—not exactly a work/life balance. He knew he needed to do something else. He went back to school to become a Microsoft systems service engineer. After all the training, when he began work he realized that spending all day in an office wasn’t the right fit for someone who was used to being outdoors. One of Scott’s landscaping customers, his accounting teacher in high school, had also sold real estate for 30 years and was getting ready to retire. He had told Scott that if he wanted to get his license, he could work for him in real estate. Scott did just that. He went to school at night, was licensed in 1999, and found his path. A Realtor® with RE/MAX Leading Edge in Gambrills, Scott serves Anne Arundel County as well as Bowie and the surrounding areas with a repeat and referral rate of 80 percent. He’s a

pro who began earning awards right away, from the RE/MAX 100% Club to the Hall of Fame, Platinum, and Chairman’s Club year after year. His philosophy, customer relationships and level of service keep them coming back. “I know it’s a cliché when people say they want to be their clients’ Realtor® for life,” Scott says, “but we really practice it. We’re here as their consultant. If they need anything house related or have a question—maybe they want a recommendation for a roofer or a list of comps so they can determine the value of their home—they can call us any time. We always respond with whatever they need, regardless of whether they bought the house two weeks ago or 10 years ago.” The fact that Scott meets so many different people and isn’t tied to a desk make real estate his ideal career. “You build longterm relationships,” he says. “It’s so nice to be out at dinner and see people you’ve worked with and say hi. I like being part of the community.” He’s always given back to that community, whether through the chamber of commerce, Relay for Life (supporting cancer research), Arundel Soccer Association board or any number of activities. “My parents put a lot of time into the community not expecting anything in return, and that’s a big part of me, too,” he says. When he’s not working, he enjoys family time, travel, the local sports teams and being on the water. Looking forward, Scott plans to embrace some new technologies to stay ahead of the curve as ways of doing business evolve. “The important thing is to grow a little but stay efficient and not lose the personal touch,” he says. That won’t be difficult for Scott, who’s a natural at both.

To learn more about Scott Smolen, please visit ScottSmolen.com or http://

www.

facebook.com/ScottSmolenRealtor, call 301-651-1261 or email SBSmolen@gmail.com Top Agent Magazine

47 Copyright Top Agent Magazine

BRYAN STEERE Bryan Steere has always had an entrepreneurial spirit, and was the owner of a successful business, when he became intrigued with the idea of becoming a Realtor® in 2008. “I had a lot friends who were flipping properties in the early 2000s, and doing very well for themselves. My interest was piqued. I got my license nine years ago, and started doing real estate full time, five years ago. I haven’t looked back since.” Bryan currently leads a small team of highly trained professionals, and he himself is an award winning agent and has been honored with the Circle Of Excellence Sales Award for the past five years. A lifelong resident of Cape May County, Bryan has an unsurpassed level of knowledge when it comes to his marketplace, and excels in all type of transactions, including both the residential offshore market and the lucrative vacation market. Bryan’s remarkable success can be attributed to his impeccable reputation and his absolute devotion to providing a customer experience that goes above and beyond. “For me, it’s not just about closing a deal, it’s about helping my clients achieve their real estate goals. I treat their money like it’s my own. I’m a firm believer in exceeding expectations. My goal is to always impact my client’s life in a positive way, and obviously operating myself with the utmost honesty and integrity go without saying. Bryan’s above and beyond service also extends with the marketing packages he offers his listing clients. “We always

start off every consultation with a complete and honest assessment of what needs to be done in order to achieve top dollar. Then I get in professional photographers and depending on the property, drone photography and video tours, as well. We have a large presence on the internet and use social media to great effect. We go all out, boosting posts and creating videos to share on Facebook. I try to be comprehensive, so I still do things like mailers and print media, and a lot of prospecting. We’ve had very successful results with this approach.” Bryan is actively involved in his community and volunteers with the Union League. He is also a big supporter of several local sports teams and every year during the holidays he helps supply meals to families in need. When he isn’t working, he loves to spend time with his family and plays basketball and football competitively. Bryan would like to continue to grow his team so he can bring even more people the high level of service that he has built his reputation on. “We work hard for our clients and we’re really proud of our ability to get the job done, and done well for them. For me this business is all about building relationships. It’s about my client’s hopes and dreams, and that’s why I really go the extra mile in order to help them achieve those goals. I love what I do, and I think it shows. This business can be a challenge sometimes, but I help a lot of people buy their second home, which is oftentimes the fulfillment of a dream, and that is a very rewarding experience.”

To learn more about Bryan Steere call 609 -425- 9428, email bryansteere@gmail.com, or visit BryanSteere.com www.

Coaching 9-1-1 By Walter Sanford

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

leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?” Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that? Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services. Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?” Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate. Thanks for any suggestions. Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. Copyright©, 2015 Walter Sanford. All rights reserved. 50

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WENDY UZELAC Wendy Uzelac, broker/owner of RE/MAX Thousand Lakes, knows what it feels like to “jump off a cliff and not be sure where you’re going to land.” She opened her office 15 years ago with three agents in a basement bedroom of her home. The skills she gained from that experience have been invaluable, both to her and her clients. “When you start a company from scratch, so many things come up that you have to deal with,” she says. “Now when something unexpected comes up in a transaction, I know it’s nothing to panic over. You just figure out what you need to do to take care of it for your clients.” Wendy has been taking care of her buyers and sellers for 26 years now. She had been in commission sales and management, but the real estate process intrigued her. While living in Duluth, she decided that if she was going to sell something, it might as well be something big, like houses! She was used to working evenings and weekends and, with a one-yearold at home, liked the flexibility a real estate career offered. She jumped in. When her husband received a job offer in his hometown of Grand Rapids, about five years later, they moved. Wendy dove into the community, making a myriad of connections and learning the area. She’s been involved in a huge range of activities, from working with nonprofits and professional committees to helping the 4H Club put on its annual horse show at the county fair and volunteering at the Reif Performing Arts Center. Today she serves all of Itasca County, occasionally going into Cass, Aitkin and St. Louis counties, and her knowledge and connections are invaluable to those moving to the area. In addition to knowing Grand Rapids and surrounding communities and lakes, she connects people with services they need and activities that interest them. “They appreci-

The Grand Rapid, Minn., area boasts an impressive array of properties for sale on Itasca County’s more than 1,000 lakes and miles of rivers.

ate feeling that they’re going to have an easy transition to the area,” Wendy says. That kind of care has earned her an 80 percent repeat and referral rate. She loves becoming the “family Realtor,” helping the parents buy or sell, then their kids, then extended family, like uncles and cousins. Living in a town of just 10,000 can make staying in touch convenient, as Wendy sees past clients nearly everywhere she goes! One thing she’s noticed is a trend toward snail mail in this age of electronic communication. “It seems to have circled back around,” she says. “People like receiving something they can touch.” So when marketing her listings, she uses an Every Door Direct Mail program through the post office, along with postcards and other notifications. As part of the RE/ MAX network, she has access to premier marketing tools and can connect with agents around the country. Her business growth has earned her the RE/MAX Hall of Fame Award for more than a $1 million in commissions during her RE/MAX career. When Wendy has the opportunity, she likes to relax by riding her horse in the woods or attending the symphony orchestra or a performance at the arts center. She enjoys boating, craft sales, and her most recent endeavor: learning to wingshoot via a course for women offered by the Ruffed Grouse Society at the Trap Club. As the busy housing market evolves, Wendy plans to build her presence and capture more market share while continuing to maintain a work/life balance. “It’s important to unplug a little,” she says, “because next year is going to be even better.” Watch Wendy’s recent television interview on the hot Grand Rapids area recreational property market.

At any time of the year, RE/MAX Thousand Lakes’ listings range from residential, land and commercial properties to timeless cabins in the woods.

For more information about Wendy Uzelac of RE/MAX Thousand Lakes, Grand Rapids, MN, call 218-259-7653, visit onethousandlakes.com or email wendyuzelac@gmail.com www.

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