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Randi Dickman Mandy Dr

NASSIA ASGILL

GIA DEVENYI

RANDI DICKMAN

MANDY DREIER

GIA DEVENYI

on being featured for the

on being featured for the state of New Jersey Colorado in Top Agent Ma in Top Agent Magazine! LAUREN DOWNEY

LAURIE DUEPNER

JENNIFER LIBBY

RYAN PETERSON

Kristin Johnson | Loan Officer abdoulaw.com Colorado State Bank & Trust M Direct/Text: (303) 875-5686 Bergen County Office: Middlesex County Office: Monmouth County Office: 266 Harristown Road Turnpike PlazaLoansByKJ.com 49 Cliffwood Avenue www.

Union County Office: 124 Westfield Avenue Clark, NJ 07066 732-540-8840 732-540-8842 (fax)

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DENI WILSON

NATIONWIDE & INTERNATIONAL EDITION is proud to congratulate Abdou Law Offices, LLC isKristin proudJohnson to congratulate

Mandy Dreier Randi Dickman 11

GIA DEVENYI

RANDI DICKMAN

LAUREN DOWNEY

MANDY DREIER

GIA DEVENYI

on being featured for the state of

on being featured for the state of New Jersey 25 21 Colorado in Top Agent29 Magazine! in Top Agent Magazine!

RYAN PETERSON

Union County Office: 124 Westfield Avenue Clark, NJ 07066 732-540-8840 732-540-8842 (fax)

Kristin Johnson | Loan Officer | NMLS# 501966

Colorado State A. Bank & Trust Mortgage MELVIN VIEIRA JR. CATHERINE Direct/Text: (303)Office: 875-5686 Bergen County Office: Middlesex County Office: Monmouth County 266 Harristown Road Turnpike Plaza 49 Cliffwood Avenue RICHARDSON LoansByKJ.com abdoulaw.com

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Suite 306 Glen Rock, NJ 07452 201-450-9990 201-581-0227 (fax)

197 Route 18 South, Suite 235-S East Brunswick, NJ 08816 732-540-8840 732-540-8842 (fax) www.

DENI WILSON

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CONTENTS 4) PLAYING THE REAL ESTATE MATCHMAKERâ&#x20AC;&#x201D; FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM

10) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

27) THINKING OF LISTING? NINE WAYS TO GET READY

19) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU

31) IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

23) IS FINDING A NICHE MARKET RIGHT FOR YOU?

35) 3 MENTAL TRICKS THAT WILL TAKE YOUR BUSINESS TO THE NEXT LEVEL

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NASSIA ASGILL

SUSAN SANCHEZ

37) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

LAURIE DUEPNER

JENNIFER LIBBY

LISA WANDERSEE

CASEY WATTERS

41) TURNING YOUR PROFESSION INTO A PASSION

ELISA ROELS

CRYSTAL WHITE

49) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

45) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENTS NEEDS

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home. When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day. In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures. Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees? Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union! When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing. Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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GIA DEVENYI Top Agent Magazine

GIA DEVENYI Real estate is a calling for Gia Devenyi. She had no idea, when she started 11 years ago, how wellsuited the field would be to her.

host open houses (“with incredible treats!”) and does a substantial amount of online marketing to showcase her listings. She also utilizes social media, including Facebook ads, and takes advantage of the extensive marketing tools her brokerage offers.

“My father was into purchasing and rehabbing foreclosures, and he had this lovely idea of bringing his daughter on board!” Gia jokes. Her father presented the idea of getting her real estate license, and while the thought was intimidating, Gia being only 22 years old at the time, she decided to take the plunge. Now she can’t imagine doing anything else.

“I love this so much!” Gia says about her career. “I’ve built so many amazing relationships. Not just with my clients but also the lenders, attorneys and colleagues I work with. I have this family now of individuals in my industry. But ultimately, when you close a deal, seeing the satisfaction on clients’ faces and appreciation in their voices is what really keeps me going.”

After starting her career in real estate in the suburbs, Gia is now a full-time experienced Chicago agent and member of Team Sachs with @properties Goose Island location. She serves the entire Chicagoland area with a repeat and referral rate of 85 percent. That’s no surprise, since she’s trustworthy and treats her clients like family—each one gets her VIP vibe and top-notch service. Building relationships is part of Gia’s DNA. “My clients become my friends,” she says. “I genuinely care for them. When you are in the process with working with clients, you can spend anywhere from numerous days to months being a part of this important step in their lives. After we have closed a transaction, I often go through what I call ‘client withdrawals.’ I always make sure to reach out to them immediately after we complete a deal, and then stay in touch. I hope they feel the same way, comfortable to reach out to me at any time.” She loves to take past clients out, throw appreciation parties and send personal notes. Every December her team rents out a theater and invites clients for a cocktail hour and Star Wars screening—a big hit! She also loves holding little competitions for clients, e.g. with Zillow reviews. Gia is equally attentive to her listings, focusing on professional decluttering, staging, photography and open houses. She teamed up with Bob Carr of Draper and Kramer Mortgage, who helps her

Gia takes that same enthusiasm into the community. She has hosted events for charitable organizations from cancer foundations to Paws (a no-kill animal shelter), and participates with her brokerage in supporting nonprofits such as the Noah’s Arc Foundation for children. A strong proponent of her own industry, she’s a member of the Chicago Association of REALTORS® Young Professionals Network and the Women’s Council of REALTORS®, which she’s looking forward to becoming even more involved in next year. When she’s not working or volunteering, Gia has abundant ways to channel her energy, including tennis ( she competed as a Junior USTA tennis player for 12 years), playing music and collecting records (she’s a former musician), fashion, home furnishings, wine and workouts. It follows naturally that this powerhouse dreams big. “Every year I set goals that SOME might think are out of reach,” she says, “but that’s why I like to call them dreams—might as well go big or go home.” She’s had a wonderful mentor the last few years and would like to do the same for others, eventually starting her own team and helping them grow their own businesses. “When you treat everybody with love, respect and kindness, and at the same time you have knowledge and experience within your industry, THAT makes for a great agent,” she says. “That is the type of person you want to be working with.” And that’s the type of person Gia is.

To learn more about Gia Devenyi, please visit giasellschicago.com or http://

www.

facebook.com/giasellschicago, call 773-569-7049 or email gdevenyi@atproperties.com Copyright Top Top Agent Agent Magazine Magazine

Namit Bammi is proud to congratulate

Gia Devenyi

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

Namit Bammi | Bammi Law Group LLC 203 N. LaSalle Street, Suite 2100, Chicago, IL 60601 P: 312-952-7733 | F: 312-277-1933 E: namit@bammilaw.com bammilaw.com www.

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

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

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 10

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RANDI DICKMAN

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RANDI DICKMAN Although she is now one of most successful agents working in the state of New Jersey, initially Randi Dickman hadn’t even considered a career in real estate. It was while she was running her father’s business in New York City, that she became intrigued with the industry. “My husband’s best friend said to me one day that I should go into real estate and that I’d be great at it. I had grown tired of my commute, and with my dad’s blessing, I went to real estate school. Looking back, as a kid I had always loved looking at homes, so I was always intrigued with the business, I just didn’t think of going into it until 1999. I’m glad I finally did.” Randi is currently a Broker Agent/Owner with EXP Realty an innovative cloud-based brokerage that is truly changing the way a real estate business is done. “I love it here. They offer me everything I need to run a successful business and are growing at an incredible rate. I had been considering opening my own brokerage for a while, and this really is the next best thing. They are doing amazing things at EXP Realty and I don’t see myself ever leaving.” Although Randi goes wherever her clients need her, she primarily focus on serving Monmouth, Ocean, and Middlesex Counties. With 18 years in the business, it’s not a surprise that she has a remarkably high 95% rate of repeat and referral business. Since 2012, Randi has been honored to receive the Five Star Professional Award, this year being one of only 630 agents to receive the distinction out of almost 81 thousand agents in the state of New Jersey. “This award is based on customer

service and clients reviews, so it really is the achievement that I’m most proud of.” Key to Randi’s longtime success has been her commitment to providing a level of customer service that truly goes above and beyond. “I really go to bat for my clients. My goal is to protect my client’s interests above all else. I really care and I think the level of open and honest communication I offer my clients shows that. I’m on top of everything and everybody throughout the entire transaction. I really become friends with my clients. My tagline is “Someone You’ll Always Remember, Results You’ll Never Forget” and I try to live up to that.” Randi also goes above and beyond when it comes to marketing her listings. “I’m really hands on. I let my clients know exactly what they need to do to get the home show ready and even get in there myself helping to declutter and stage. Then I hire a professional photographer who shows the property in the best possible light before getting it maximum exposure. Whether it’s a 100 thousand dollar condo or a million dollar home, I treat every listing the same.” Randi couldn’t be happier with where she’s at in her career, and looks forward to many more years of offering clients the exceptional experience that she’s built her reputation on. “I love what I do. After 18 years, I still wake up happy every day. I love helping people. I don’t turn down anyone, from rentals to luxury properties, it’s all very rewarding for me.”

To learn more about Randi Dickman call 732-693-6182, email randi.dickman@exprealty.com or visit randidickman.com www.

Abdou Law Offices, LLC is proud to congratulate

Randi Dickman

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

abdoulaw.com

www.

Union County Office: 124 Westfield Avenue Clark, NJ 07066 732-540-8840 732-540-8842 (fax)

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Bergen County Office: 266 Harristown Road Suite 306 Glen Rock, NJ 07452 201-450-9990 201-581-0227 (fax)

Middlesex County Office: Turnpike Plaza 197 Route 18 South, Suite 235-S East Brunswick, NJ 08816 732-540-8840 732-540-8842 (fax)

Monmouth County Office: 49 Cliffwood Avenue Suite 1B Cliffwood, NJ 07721 732-540-8840 732-540-8842 (fax)

MANDY DREIER Mandy Dreier grew up tagging along on her father’s errands as a real estate agent. With the business in her blood, and a front seat view of the work’s daily responsibilities, it’s little wonder that she ultimately found her way to the industry. After her children had gone off to school, the right timing finally presented itself, and Mandy earned her license in 2012. Since then, she’s carved out a dependable reputation for people-first service that delivers results. At Colorado Land Co., she serves clients of all kinds pursuing their own paths to homeownership. Primarily serving the eastern Colorado counties of Weld, Morgan, Logan, Washington, Adams, and Larimer, Mandy works as part of a seven-person team. Last year, she made the effective decision to bring on a transaction coordinator to streamline the day-to-day workflow, and as a result, Mandy’s business nearly doubled in a year’s time. With over half of her business driven by repeat and referral clientele in roughly six years, Mandy’s been quick to cultivate a proven track record of success. “My passion is helping people,” she says. “People buy and sell real estate for all different reasons. Sometimes the reasons are bittersweet, or sad, or happy, but I always enjoy being able to help others get through the whole process and transition. At the end of the day, that’s what it comes down to for me.” Aside from her service-oriented spirit, Mandy knows the area’s market and inventory well, and affords her clients and insider’s eye when it comes to buying and selling property competitively. What’s more, her marketing prowess sets her apart from the average agent, as she combines digital and traditional marketing efforts to reel in strong results. From targeted ads on social media and syndication across multiple listing services, to direct mailing efforts and professionally printed brochures—Mandy leaves no stone unturned when it comes to sourcing the ideal buyer for a

listed property. She also incorporates quality photography and staging as needed to ensure that homes showcase their best in preparation for market. To keep in touch with her network of clients, Mandy connects on multiple levels. In addition to reaching out a few times a year to stay up-to-date with those she’s served in the past, she also reaches out through social media, the occasional note, or through a festive summer barbecue. Likewise, she hosts an annual client appreciation event after the holiday rush, gathering clients together for a sit-down meal in order to demonstrate her gratitude. This year, she completed a campaign through the Arbor Day Foundation, called 100 Trees Planted for 100 Clients, where she planted new trees in a national forest in her clients’ names—another demonstration of her continued commitment to those she’s served and the causes that are important to her. To give back to her local community, Mandy has participated in the past with her children’s school functions and organizations, and has also supported local and regional real estate boards. Currently, she gives to the Arbor Day Foundation and to her local church, organizations that are close to her heart. As for her rare free hours, Mandy most enjoys spending time with loved ones on the eastern Colorado ranching land her family owns. There, she and her family enjoy riding horses and staying busy with cattle ranch work on their scenic property. Mandy also enjoys unwinding through reading and photography. Looking ahead, Mandy shows no signs of slowing. She recently earned her Certified Negotiation Specialist designation and places an important emphasis on continuing education efforts in her industry. For now, she’ll continue serving the future homeowners and communities of the eastern Colorado area she calls home. With nearly six years of experience at her back and an incisive eye toward the future, the best is assuredly still to come for Mandy Dreier.

To learn more about Mandy Dreier visit ColoradoLandCo.com, e-mail mandy@coloradolandco.com, call (970) 370 – 2660, or visit her Facebook page here. https://www.facebook.com/MandyYourColoradoRealtor/ www.

Kristin Johnson is proud to congratulate

Mandy Dreier

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

Kristin Johnson | Loan Officer | NMLS# 501966 Colorado State Bank & Trust Mortgage Direct/Text: (303) 875-5686 LoansByKJ.com www.

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

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LAUREN DOWNEY Top Agent Magazine

LAUREN DOWNEY When Lauren Downey lost her job as a Kindergarten teacher five years ago, she took some time to consider what she wanted to do next as far as a career went. “My husband had been a Realtor® for several years at that point, and I had been casually helping him with things like editing pictures and helping to write descriptions. At some point I thought that I wanted to give real estate a try, so I went and got my license. My husband said to me that if I could sell three homes that year that would be great and that kind of fired me up. I knew I could do better than that and I sold 35 homes my first year.” Lauren has partnered with her husband, to form The Downey Team, and they are now one of the most successful duos working in the Northern Alabama real estate market. “We’ve been growing so fast, but we definitely want to expand into the Lake Guntersville area as well in the near future. I’ve only been in three years and I just had my first buyer turned seller, which is exciting. I really pushed marketing myself early on, but now through good word of mouth, business is coming to me, and that just really makes my heart happy.” One of the keys to Lauren’s remarkably fast success has been her personable approach to sales, that relies heavily on open and honest communication and her genuine personality. “One of the biggest complaints you see in this business is that the Realtor® didn’t return phone calls. Timing is of the essence in this business and I make answering my phone a top property. I’m also really down to earth. I can be in yoga pants with no makeup and if a client calls me to see a prop-

erty, I put the kids in the car and meet them as soon as possible. They just love that. I bought my first home when I was 24 and I was scared to death. I always remember how I felt back then and what I needed and wanted from my agent and I make sure to treat my clients like I wish I was treated back then. We really become friends and stay in each other’s lives long after the transaction, and that’s just been wonderful.” Another area in which Lauren excels is with marketing her listings. “I’m really big on decluttering and spend a lot of times with my clients upfront getting the property show ready. I’m just big proponent of making the space as open as possible. Once that’s done, I hire a professional photographer who really brings out the best in the home. I’m very big on social media, and the listing also hits all the major real estate websites, but social media is really key for me. I drive a lot of traffic to my website via Facebook, which helps me really maximize exposure and sell the home for top dollar as quickly as possible.” Lauren is big about giving back to her community and donates a portion of every commission to Habitat for Humanity. When she isn’t working, she enjoys spending time with her family. Lauren would like to continue to see her business grow and would love to get her broker’s license down the road as well. “I love helping people move on to the next phase in their lives. It’s such an important decision and it’s an incredible honor that they chose me to help them”

To learn more about Lauren Downey call 256-508-6731, email laurendowney29@yahoo.com or visit downeyteam.leadingedgeal.com or facebook.com/DowneyRealEstateTeam www.

www.

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

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

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

ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

Top Agent Magazine

RYAN PETERSON 21

RYAN PETERSON Top Agent Ryan Peterson of Royal LePage in Kelowna, British Columbia has spent the last eleven years developing a solid reputation as a real estate agent who can be trusted to keep his client’s best interests at heart. A self-described “average guy,” Ryan takes a methodical, highly-disciplined approach to assisting his many buyers and sellers. “I got my start back in 2006,” says Ryan. “Real estate was something that always intrigued me, I loved working with people, so I figured it would be a really good fit.” It was. After two challenging years at Coldwell Banker, Ryan signed on with Royal LePage in 2008 and has been on the road to success ever since. Ryan is grateful for the support provided by his mentor and now partner, Jack Peters, of J&R Family Realtors. “It’s nice to have him there, and he’s someone I can trust,” he says. With a rate of repeat and referral business that hovers at around 70%, Ryan clearly understands the needs of his clients and works to maintain relationships that keep him top of mind. “I really focus on staying in touch with my clients,” he says. “It’s a combination of things, there’s the option of letter mail pieces that I can send out with market information, home improvement articles and featured listings. There’s a monthly e-newsletter with valuable information on the market that I send out, along with a monthly email that includes my newest listings, recent sales, foreclosure listings and updated mortgage rates. Additionally, I hand

deliver small gifts throughout the year, things like poinsettias at Christmas time. Every day I ask myself how I can produce more value and pass it on to my clients.” Ryan’s clients benefit from his intense work ethic, which finds him rising at 3:30 AM, hitting the gym and arriving at the office before the rest of his co-workers. “I always have my day, week, month and year planned out,” he says, “so I always know where I’m going and what I’m working towards. It’s this daily discipline that adds up over the days that accounts for much of my success.” Comprehensive marketing of his listings is also a factor in Ryan’s success. “I have a spectrum of tools that I use,” he says. “I really rely on the internet and a variety of websites, including J&R Family Realtors’ personal website and my website, Ryanpeterson.ca which is syndicated to many other sites. I’ll do flyers via Canada Post to the neighborhood and I also focus on email marketing.” Print media, including newspapers and magazines, are another vehicle for promoting his listings. In addition to his success, it’s the personal side of the industry that Ryan finds most rewarding. “My favorite part of my job is just getting around and seeing my clients, and seeing the changes in their lives and becoming a part of their lives. I think that’s really rewarding.” This year Ryan will be the recipient of Royal LePage’s Red Diamond Award, the second highest nationally. His next goal is to be in the top 1% of Royal LePage Agents in the country and receive the National Chairman’s Award. “Those are my plans and goals,” he says. “To continue to grow my business and finds ways to add more value for my clients.”

For more information about Ryan Peterson, please call 250-870-8880 or email RyanPeterson@royallepage.ca 22

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach. If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche. Top Agent Magazine

Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend. You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market. If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 23

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams? Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus. Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures. When things pick up, you may take your innovative approaches and start applying them to luxury homes. Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 24

are numerous demographics that truly need expert real estate advice. Be the one to fill it. You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche? Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official. Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you. There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients. Top Agent Magazine

CATHERINE RICHARDSON Top Agent Magazine

CATHERINE RICHARDSON Twenty years ago, Catherine Richardson was a single mom with a successful career in Corporate America. But when her daughter was three, Catherine realized the long hours were taking a toll on the most important job she had-- being a mom. “I was tired of dropping my daughter off all day and then being exhausted when I did have time with her. I started searching for a career that would give me more time and a flexible schedule. I became intrigued with real estate and it just instantly clicked. Not only did I find a career that I love, but I never missed a class trip or a soccer game. It was the best decision I ever made.” Catherine is now with Keller Williams and although she serves all of Fairfield County, she really focuses on the Stamford area, where she has been a top-producing agent since the start of her career. With her exceptional client services and her unsurpassed market knowledge, it’s no surprise that Catherine has an impressive rate of repeat and referral business, something she is incredibly proud of. Another key to Catherine’s success has been her personable approach to sales. “I really do care about my clients and I think that shows. I work hard to help both my buyers and sellers achieve their real estate dreams. I not only guide them through the whole process, but I’m a very strong negotiator so I’m always able to to fight for them and get them the best deal possible.” Catherine has numerous designations, including being a Certified Negotiation Expert and an Accredited Staging Professional, both of which offer her clients enormous advantages. Catherine remains in her clients lives long after the active transaction. “Because I build such strong relationships

with them during the transaction, it’s easy to keep in touch. I do that through a variety of ways including a monthly newsletter and more personal touches, such as phone calls, emails and holiday cards.” Another area in which Catherine excels is with her comprehensive approach to marketing, which focuses heavily on internet marketing but also still utilizes more traditional approaches as well. “I really get maximum exposure for my listings on all the major real estate websites, and through Keller Williams’ listing hub. I also do all the tried and true methods and social media as well. I try and customize my approach depending on the listing.” Catherine is very active in her community as well as with several professional organizations. Once a month she volunteers with the local soup kitchen. When she isn’t working, she is an avid reader, and enjoys spending time with her friends and her daughter. Catherine couldn’t be happier with where she’s at in her career, and wants to continue raising the bar on her goals, and help even more people move on to the next phase in their lives. “I also have a real passion for raising the bar in my industry. I wrote a book called “Real Estate Etiquette” and the second edition is coming out by the end of the year, and I’m excited about that. Most Realtors® are good people who work hard for their clients, so I would love to contribute to improving the reputation of the industry as well. It’s such an honor to help someone make what is oftentimes one of the biggest financial decisions they will make in their lifetime. It’s a very rewarding career.”

To learn more about Catherine Richardson call 203.249.1512, or email richardsonc@kw.com 26

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. 28

Top Agent Magazine

MELVIN A. VIEIRA JR.

Top Agent Magazine

MELVIN A. VIEIRA JR. Melvin A. Vieira’s interest in real estate was sparked during his college years in Washington DC, when he worked construction for a union during the holidays. After college, he moved to California, where he became a real estate agent in 1989 and was thoroughly and expertly trained by Claudette Cooper and Roseanna Libertucci at Century 21 Coast Properties. As an eager young agent, he cold called 100 people a day. This dedication allowed Melvin to close his first deal in 45 days! He’s been going strong ever since. After his time in California, he moved back to his native Boston in 1996. Now with 28 years of experience under his belt, Melvin uses his strong knowledge of the Boston area to help his clients. During his time in the business, Melvin has survived two major economic downturns and has outlasted the majority of agents. His experience counts! When he first moved back to Boston, Melvin worked for Marcia and Dick DeWolfe at the DeWolfe Company. As dedicated, excellent mentors, Marcia and Dick spoke with Melvin often about the importance of community involvement and service through Board volunteerism and educational outreach. Their words and mentorship made a lifelong impression on Melvin, who truly took their teachings to heart. Currently Melvin leads The Vieira Group, a part of RE/MAX Destiny, serving all of Boston, as well as Metro Boston and the surrounding areas including: Sommerville, Cambridge, Malden, Medford, Dedham, Newton, Wellesley, Lynn, Chelsea, Westwood, and Canton. Having grown up in Boston and attended school in Foxborough, Melvin knows the geographic area incredibly well. Melvin’s dedication, knowledge and experience set him apart from other realtors in the area. He currently sits on the Board of Director of the Greater Boston Association of Realtors (GBAR) and the Massachusetts Association of Realtors (MAR). As the Vice Chair of Special Political Coordinator, Melvin lobbied state representatives to guide public policy and laws, as well as to bring up any issues impacting consumers. Melvin uses the expertise he’s gleaned from all of this service work to benefit his clients. “I understand the nitty gritty of what makes this whole business work besides just selling real estate,” he says. “I can educate consumers about everything from policy to marketing.” His willingness to spend time with his clients and help them understand every step of the process results in their ongoing loyalty. “My past clients are my greatest cheerleaders,” he says with a smile. As part of his efforts to educate consumers, fourteen years ago Melvin talked to the local CDC and NDC about being an instructor for a firsttime homebuyers class. Melvin was able to create the curriculum and launch the class and he’s been teaching it ever since. “I love thoroughly educating the buyer from the beginning of the transaction to the end of the transaction.” Dedicated to his own education as well, Melvin has the following designations: Accredited Buyer’s Representative (ABR), Certified Luxury Home Marketing Specialist designation (CLHMS), Certified Negotiation Specialist. He also has a New Home Specialist Certification. To keep in touch with past clients, Melvin sends out a newsletter every other week chock full of interesting local information. He reaches out via social media, mailers and by phone. He also often runs into former clients at community events. 30

Melvin has a thorough marketing strategy. He posts all listings on the MLS, advertises using Adwerx, and shares personalized video tours of properties on Instagram and Facebook. “I boost listings through every social media platform I possibly can because I realize that is where consumers are right now—they are on the internet,” he says. Additionally, he shares flyers throughout the neighborhood, promotes the listing through local agent networks, and holds an Open House for each listing. This tailored approach results in quick sales at high prices. What’s Melvin’s favorite part of his work? “What I like is to see a person smile, to know that I did a good job for them,” he says. “That’s what I really, really enjoy.” To give back to his community, Melvin has coached track, flag football, basketball and has taught youth skiing. He has spoken throughout the country about diversity in the ski industry and has been on the Board of Trustees for Youth Enrichment Services, as well as multiple other boards. He volunteers with the Children’s Miracle Fund. In his office, he regularly mentors less-experienced agents. In his free time, he loves to play golf, downhill ski, sail, fish, go to the gym, and socialize with friends and family. “For the future, I want to continue to do the best job possible for my clients and be at the top of my game,” he says. With a goal like that, Melvin will continue to live up to his catchphrase: “A Step Above the Rest.” • Board of Director of Greater Boston Association of Realtors (GBAR) 2016 – 2018 • Board of Director of Massachusetts Association of Realtors (MAR) 2017 - 2019 • Vice Chair of Special Political Coordinator for (MAR) - 2017 • Governance Committee (MAR) - 2017 • Governance Committee (GBREB) - 2017 • Education Inclusivity Subcommittee (MAR) (P.A.G.) - 2017 • Global (MAR) (P.A.G) - 2017 • Past Chair of Global Task Force (GBAR) - 2016 • Diversity Task Force (MAR) - 2016 • Membership Committee (GBAR) - 2015

To find out more about Melvin A. Vieira Jr., email melvinsellsrealestate@gmail.com or call 617- 283- 6003. You can also check him out online at PropertiesForSaleInBoston.com http://

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. 31

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 trans32

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

DENI WILSON

Top Agent Magazine

DENI WILSON Although she is now one of the most in-demand Realtors® working in Northern Nevada, Deni Wilson initially got her start as a successful event planner, in Las Vegas and New York City. Deni was in New York City on 9/11 and it was in the aftermath of that tragedy, that she decided to make some major life changes. ”I moved back to Nevada. My sister and brother in law had started selling real estate in Reno, Nevada, and I decided that I wanted to try my hand at it as well. My background in event planning actually made me a perfect fit for this business and here I am almost 15 years later.” Deni is currently with CalNeva Realty, and recently started a team that has already found great success. “I’ve been working with CalNeva Realty since 2009. I was immediately drawn to the unique vision put forward by my Broker, and was lucky enough to be in on the ground floor with him, helping him to implement that vision.” Deni has trained agents for more than four (4) years and She instills in new agents the values of traditional customer service as well as educating them in the ever-expanding world of technology. The success of her new team is reflection of her training and philosophies.

Deni is actively involved in her community and is particularly passionate about supporting Lexi’s Gift and Lexi’s Closet, nonprofits that help provide clothing for individuals who are looking to get back into the job market after recovering from addiction or clothing for families in need. Deni is also an artist, and in the past has participated in an event called Doors To Recovery, she painted a door that was auctioned off to help raise money for people in recovery. When she isn’t working, Deni enjoys spending time with her family, and traveling. Deni has recently begun purchasing investment properties with her husband, who hopes to join Deni in the real estate business in the future. Although she sees herself possibly opening a Bed and Breakfast one day, Deni will always be a part of the real estate business. “This is such a wonderful industry. I have the opportunity to develop so many relationships, and I get to make people’s real estate dreams come true.”

One of the keys to Deni’s success and something she is passionate about instilling in her agents, is that the real estate business is all about building lifelong relationships. “I develop friendships with my clients. I don’t close a deal and walk away from them. Because I’m so invested in them and their lives, it really motivates me to go above and beyond for them. I’m a fierce advocate for my clients and negotiate to get them everything they deserve. I become their agent for life. They don’t want to work with anyone else.” Deni recently became a Certified Luxury Home Marketing Specialist through the Institute for Luxury Home Marketing, another distinct advantage that she can offer her clients, “I’ve been a member of the Institute for awhile, so it’s a great honor to earn that designation. I really go all out with my marketing presentations and campaigns. I do a strong variety of media and I am very internet savvy, so I attack things from every angle. I am proud of and well known for my exceptional open houses, that are much more sophisticated than a typical open house. Another added value I offer my clients is that I’m also an interior designer, so I’m able to help get the property show ready through staging, remodeling, whatever we need to do to get top dollar.” 34

To learn more about The Deni Wilson RE Team call 775- 240 -3060, email Deni.Wilson@CalNevaRealty.com or visit DeniWilson.com and facebook.com/deniatcalnevarealty www.

www.

3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

Distill concepts into their simplest terms for ultimate understanding.

As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilTop Agent Magazine

ities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your complete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game. If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do. The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

Top Agent Magazine ®

NASSIA ASGILL In 2004, Nassia Asgill began her lifelong dream of being a professional in the real estate business and has since become a successful and well respected agent in the Northern Virginia area. Nassia is a member of one of the top real estate agents, the most in-demand team in the area, Debbie Dogrul Associates at Long & Foster Real Estate where she has been her entire career. Since 2005 Debbie Dogrul Associate has been Northern Virginia’s #1 Real Estate Team also recognized as one of the Top 25 Teams nationwide. Part of Nassia’s long term success in the industry has been attributed to her devotion to providing exceptional customer service to her clients. Much of her business is based on referrals. “I have a large percentage of repeat and referral business, I strive to go above and beyond for my clients, always putting their best interest first and that is what makes it easy for them to recommend me to their friends and family. I treat every transaction like it was my own home purchase or sale. When you give that optimum level of service, word of mouth becomes your best marketing tool.” she says. Nassia’s attention to detail and knowledge of the industry has been very instrumental in her success. She offers her clients an in-depth knowledge of the area she represents. “When I first meet a potential client, I’m quickly able to gain their confidence with my professionalism, knowledge of the market and expertise. It’s something that really sets me apart from the rest. I’m always honest and direct, communicating frequently and effectively with my clients. I tell them exactly what they

need to do to get where they want to be. My goal is always to provide excellent service and make sure my clients feel very satisfied and keep as much money as possible in their pockets and they are always happy and appreciate that” she explained. In terms of marketing her listings, Debbie Dogrul Associates uses a comprehensive method combining both social media and more traditional techniques with great success. “We provide a very expansive marketing campaign. Obviously we have an enormous internet presence, but we also still take advantage of the print media, including signs and postcards, as well as tapping into word of mouth which can be so important when targeting your most likely buyers.” Nassia has an engaging personality, highly personable and she is active in her community volunteering at her son’s school as well as at the local recreations center in Northern Virginia, where she works out. As one of the top agents in Virginia, Nassia is constantly keeping abreast with the current market trends and in so doing, improve her service and sales goals every year. “I’m grateful for where I am, and I really believe when you strive to be better, the sky is the limit. I love what I do, and I want to help everyone who needs me, regardless of the price point. It really warms my heart when clients tell me how grateful they are for doing business with me. This is the profession I want to be in. It’s very gratifying to be of service to people.”

To learn more about Nassia Asgill

call 703-517 -6569, email nassia@teamdda.com or visit teamdda.com/about/Nassia-Asgill/1593 www.

Creative Meditation

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

easily into the daily hustle & bustle world of the busy real estate agent. First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 37

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

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

2 Repeating a mantra can be very calm-

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

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

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

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

LAURIE DUEPNER Top Agent Laurie Duepner of Berkshire Hathaway Home Services Select Properties in St. Charles, Missouri is making a name for herself as one of the most conscientious, honest and dedicated real estate agents in the entire Metro St. Louis area.

essarily one thing,” she explains. “Most of my clients are friends of mine, or they become my friends during the transaction process. I talk to them often, whether we’re meeting for coffee or for lunch. I also use the traditional methods of sending out calendars, magnets and post cards. I’m a big believer in sticking to the basics. I think staying in touch is vital.”

Laurie got her start in real estate after leaving a career in the Recruiting field. “I ended up being laid off, and I decided to start over,” she says. “I took a job bartending to keep paying the bills, which was fortunate because it allowed me time to grow my business. It worked out great.” That was six years ago, and since then Laurie has catapulted herself to the top of the industry through sheer determination, hard work, and a commitment to providing each and every one of her many grateful clients with white-glove, premium-level customer service.

When asked what she believes her clients most remember about their experience of working with her, Laurie replies: “I think it would be that they found the process to be much smoother than they expected. I have a great team of lenders, title companies and contractors to help keep it as stress-free as possible. They know they can call me at midnight or at 6 AM and I’ll answer the phone. I think that’s huge and it’s what sets me apart from much of my competition.”

With the majority of her business based on referrals, Laurie is clearly doing something right. “I don’t do much marketing of myself at all,” she says, “except through family and friends and people who love and trust me and send their business to me.” When asked what she believes inspires this kind of loyalty, Laurie grows reflective: “I think it’s about a level of trust they’ve built up in me,” she says. “My clients know I always have their best interests at heart. I go above and beyond and provide a high level of service that they’ve come to expect. If someone sends me a referral, they know that person will be well taken care of.” The appreciation Laurie’s clients feel for her is best summed up by this glowing testimonial: “Laurie is incredibly responsive and pro-active. Laurie answered odd questions at odd hours of the day and night. She is the epitome of calm. She does not get too excited, nor too down. It is without hesitation that I would recommend Laurie to any friends, neighbors, colleagues, or acquaintances for their realty needs - be they buying, selling, or both.” Staying in touch with past clients is extremely important to Laurie, and to that end she employs a multitude of approaches. “It’s not nec-

Despite the obvious financial rewards of her chosen profession, it’s the more personal side of the industry that Laurie appreciates the most. “It’s just the satisfaction of helping clients that I like best,” she says. “I love getting to meet new people, or getting to know people better, getting to know their families.” As for the future, Laurie is in the process of expanding her team. Currently working with assistant she deems “amazing, and vital to our success,” she is in the process of hiring two additional licensed agents. She also looks forward to continuing to mentor new agents at Berkshire Hathaway, something she finds incredibly rewarding. When Laurie isn’t working, she loves nothing more than spending time with her husband and children (she has three-year-old twin girls and an eleven-year-old son). Much of that time is spent at hockey rinks watching their son play. Laurie is also on the social committee of her subdivision and organizes and sponsors numerous family events, like a 4th of July Children’s Parade and a back-to-school Ice Cream Social. “What I love about real estate is that no two days are alike,” says Laurie. “There’s always a challenge, always something to learn. I don’t think this is a business where you could ever get bored. It keeps you on your toes.”

For more information about Laurie Duepner, please call 636- 328- 2433 or email lduepner@bhhsselectstl.com Top Agent Magazine

JENNIFER LIBBY When you base your life on kindness and integrity, amazing things unfold. That’s been the case for Jennifer Libby, whose path to real estate opened in an unexpected manner 17 years ago.

systems and high standards make it natural for clients to return or refer others. To make her listings show-ready, Jennifer helps sellers to get the house in the best condition by referring professionals she knows personally to clean, paint, fix what’s broken and do whatever else is needed to prepare the house for its launch into the market. Jennifer’s husband is a general contractor, so that part is easy. When the house is staged and ready, she has professional photographers take photos, then posts the listing on social media and the usual websites and sends emails, texts and Just Listed or Just Sold cards. She also holds open houses and broker open houses.

“I have always been entrepreneurial in spirit, owning and operating a salon,” Jennifer says. “I enjoyed working with and getting close to my customers and talking about their lives. I was intrigued by some of my clients who seemed to have flexibility in their careers, and the common theme was that they were independent contractors in the real estate or financial services fields. I had just bought my first house and really enjoyed the process. I decided to look into real estate.” She looked into it and loved it. Now, helping people accomplish their dreams gives her constant gratification. As agents with Keller Williams Coastal and Lakes & Mountains Realty, Jennifer and her team, The Scenic Realty Group, serve Maine, Massachusetts and New Hampshire. Working with both residential and commercial clients, Jennifer has achieved more than $50 million in sales and rentals over the span of her career. Of course she worked day and night to do it, so this year she started her team. Now with three additional agents, a fulltime executive assistant, a photographer, a social media and marketing coordinator and three more agents about to come onboard, Jennifer can maintain her exceptional service while training the team in her values: putting the clients’ interests first, delivering the highest level of customer service, offering expertise and communicating thoroughly. Social media play a big role in helping Jennifer keep her referrals coming. From Facebook and Instagram to Twitter, LinkedIn and Snapchat, her posts are seen by thousands of clients who interact with her regularly. She also utilizes drip campaigns, emails, texts, Just Listed, Just Sold and open house mailers, sends birthday and anniversary cards and, around the holidays, delivers personalized gifts. “As a team, we want our clients to know that we are always willing to help them and and are always thinking of them and putting them first,” Jennifer says. She has the experience and foresight to identify potential problems and act on them before they arise. Her structure,

Jennifer’s clients are amazed at her, often commenting, “Thank you for getting the job done and for all the problem-solving you do. I couldn’t have done it without you and your team!” Since her clientele include FHA, USDA or VA buyers, the houses sometimes need work, which she handles smoothly, thanks to her team of vendors. “We are grateful for our network of resources,” she says. Jennifer offers free classes to the community, contributes a portion of her commission to KW Cares and holds can drives or collects items for charity at her open houses, along with giving gifts and prizes to the guests. Family is very important to Jennifer, especially her five grandchildren. Now that she has a team, she loves the gift of time it gives her and the ability to go to her camp in northern New Hampshire with family and friends for snowmobiling, ATVing and other outdoor recreation and relaxation. She values the goals and standards of every team member and appreciates their willingness to count on each other for coverage. Her clients are always well cared for. Being the best leader she can for her team is a high priority, along with continuing to give her clients an outstanding experience. “We’re a solution-based team,” she says, “and we believe in being kind, compassionate and understanding, and in living by the Golden Rule and trusting in ourselves.”

To learn more about Jennifer Libby, please visit jenniferlibby.kw.com or facebook.com/JenniferLibbyRealEstate, call 603.630.6784 or email jenniferlibby@kw.com http://

www.

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

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

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

and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again. TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active

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

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

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ELISA ROELS Top Agent Elisa Roels, Broker, President and and Owner of Cape Fear Realty Group in North Carolina has firmly established herself as the go-to agent when one is looking to buy or sell waterfront properties. With a deep reservoir of knowledge about these very specific types of listings, Elisa is able to provide her many grateful clients with a treasure trove of information to make the entire transaction process as smooth as possible. Cape Fear Realty Group, which is comprised currently of Elisa and her husband Greg Roels (who acts as Marketing Manager and Operations Director), is currently setting the standard for waterfront property sales. Both Elisa and Greg have extensive experience with the water. Elisa is a licensed Coast Guard Captain, and Greg grew up on the water sailing, power boating, fishing and waterskiing. Their combined knowledge allows them to provide their clients with specific information that many other agents can not regarding things like dock construction, zoning laws, beach erosion/replenishment and boatlift installation, among many others. “When you’re working with waterfront properties,” says Elisa, “there are many details most people don’t think of, rules, regulations, and permits, we’ve dealt with many of these issues for years. We’re just extremely knowledgeable. We know the area, we’re honest, and we’re going to stay with them not just during the process, but after as well.” With a business that is based almost 80% on repeat clients and referrals, Elisa is clearly doing something right. “I think the reason my clients keep coming back,” explains Elisa, “is that I pay a lot of attention to detail. I always answer my phone. I care about my clients and they know that. For me, it’s not about the money, it’s about them…making sure they’re happy and that they’re getting what they want.”

This client gratitude has translated into a perfect five-star rating on Zillow.com. Among the many glowing testimonials is this one that perfectly illustrates the depth of care that Elisa shows her clients: “Just bought a new home with Elisa. She was always available even on the weekends. I found that amazing. Very professional and knowledgeable. Goes above and beyond in what needs to be done. When you work with her you can tell she is very genuine and enjoys helping people find their new home. Even now after the closing she still wants to know if there is anything else she can do.” Despite the financial rewards of her chosen industry, it’s the more personal side of the business that Elisa enjoys the most. “I definitely love working with people and connecting with families,” she says, “but the most important thing is just seeing them happy. That’s just priceless, connecting them with their dream homes.” Keeping in touch post-transaction is of great importance to Elisa, as well. “I send them all personal notes,” she explains. “I call them, I text them. I definitely keep in touch on a monthly basis, and if they’ve closed within the past year we’re always sending out note cards asking if there’s anything we can do for them.” In addition to Cape Fear Realty Group, Elisa also owns and manages a Vacation Rental Management company, iTrip Vacations, through which she utilizes her extensive experience helping investors/buyers who have purchased beach properties, assisting them with putting their homes on the rental market. As for the future, Elisa and Greg plan to grow their business, while sacrificing none of the exceptional client service that has become their hallmark. “I definitely see us being a much bigger company in the next two years,” she says.

For more information about Elisa Roels, please call 919 - 349 -8599, email Elisa@CapeFearRealtyGroup.com or visit capefearrealtygroup.com http://

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SUSAN SANCHEZ For 36 years, Susan Sanchez has been one of the most respected names in the New York real estate market. She started her career working as a real estate paralegal and eventually transitioned over to sales with great success. Throughout her time in the business, Susan has truly done it all. Her diverse experience is just one of the reasons she has long been a top producing agent. Susan excels at every aspect of the business. From selling residential homes and commercial properties, helping first-time home buyers find and buy a home, to helping existing homeowners, she can do it all. Although she has helped clients all over Nassau County, Queens, Suffolk County, and Staten Island, Susan specializes in the Floral Park area of Queens. Susan has earned a remarkable 80% rate of repeat and referral business. The key to her success has been her devotion to provide an exceptional customer experience to everyone who works with her. “I’m very hands on. From helping with the movers, to helping with packing, anything my clients need, I’m there. This is why people feel comfortable recommending me to their friends and family. They know that I care.” Susan’s extensive experience in the business gives her clients a distinct advantage. She is committed to staying on the

cutting edge when it comes to technology and industry innovation. She prioritizes ongoing training in order to ensure she always serves her clients to the best of her ability. Susan is a Licensed Real Estate Associate Broker, Certified Buyer Representative, as well as a Senior Real Estate Specialist. Susan has an extensive presence on social media and uses that to not only market herself, but to market her listings as well. “I do a lot of things to market my properties, but social media is probably my most successful approach to marketing them. I stay in touch with my clients and really know what’s going on their lives, which can help me target my listings to who might be the most likely buyers. I always try to be innovative when it comes to marketing.” Susan is an active member for the National Association of Realtors, the New York State Association of Realtors, and the Long Island Board of Realtors. She is a member of the LIBOR MLS Policy and Procedures Committee, along with the Glen Oaks Village Admissions Committee. Susan has also been named an Honoree for “Power Women In Business”, an achievement she is particularly proud of. She is also a huge supporter of Voices For Veterans. When she isn’t working, Susan is a licensed Zumba instructor and is currently planning a Zumba event for veterans. Susan has plans to possibly grow a small team in the next few years, and looks forward to bringing in more people to the service that she has built her reputation on. “Helping people move on to the next chapter in their lives is such an honor. I love what I do. This is a very rewarding career.”

To learn more about Susan Sanchez, Licensed Real Estate Associate Broker Senior Real Estate Specialist, Certified Buyer Representative Signature Premier Properties, 730 Franklin Avenue, Garden City, NY 11530 Office: 516-741-4333 | Cell: 646-423-5427 | Fax: 347-665-1580 Email: ssanchez@signaturepremier.com | Website: homestartwithsusan.com http://

Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job. You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction. Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance. Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client. This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer. This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 46

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly. Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on. There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed. Top Agent Magazine

LISA WANDERSEE Lisa Wandersee got started in the real estate business as a Receptionist. Her natural talents were recognized and she was quickly promoted to assisting several top Realtors®. In 2011, she took the leap and got her license. Since then she has become one of the most successful agents working in the Greater Minneapolis area. Key to Lisa’s’ success has been her ability to run her business in a way that is both professional and personable, something that creates an immediate comfort factor with her clients. “I really want to set people at ease from the start. I dress a bit more casually, but my clients know that I have the expertise and drive to help make their real estate goals a reality. I’m here to help people, regardless of the pre-approval amount. I’m not thinkinging about commission checks, my priority is to help people and families. My client’s happiness is my ultimate goal.” By approaching the business this way, it’s no surprise that Lisa has a remarkable 80% rate of repeat and referral business. According to her reviews, other qualities that keep clients not only coming back to Lisa but recommending their friends and family to her, is her patience, her empathy and the fact that she treats her clients like family. “I’m always so honored to see that they feel that way. I really do care. They don’t leave my life after the active transaction. I stay in touch with them and keep up to date on their lives through Facebook and email. I also have lunches with them and

send out flowers and gifts on special occasions. It’s easy to stay in touch when you really do care.” Another way Lisa goes above and beyond is with her marketing packages. Although she primarily focus on online marketing, Lisa also likes getting in front of people, knocking on doors and holding open houses. Lisa also offers her listings professional staging and photos, making sure the homes are show ready before providing them with maximum exposure. Lisa tries to give back to her community as much as possible, and through Keller Williams participates in the annual Party in the Park celebration, an event that raises money for a local charity. When she isn’t working, Lisa likes to disconnect from her phone and spend time outdoors. She loves to plant flowers and spend time with her family at their lake house. Lisa would like to create a team in the future, but for now, she couldn’t be more thrilled with where her career is at. “I really love what I do. There is no greater reward than seeing the disbelief on a buyer’s face when they get the keys to their new home, especially when they thought it wasn’t possible. It’s so exciting to guide them through that process and make it happen. I really believe that to be successful in this business you need to be genuine and truly care about people. It not only will lead to future business, but it just makes your heart feel good. If I had any advice for people just starting out in this industry, it would be to put people first, when you do that the money will come.”

To learn more about Lisa Wandersee call 763 234 6232 email lisa@SoldwithLisa.com or visit www.SoldwithLisa.com and facebook.com/LisasRealEstateHelp www.

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CASEY WATTERS Casey Watters hadn’t anticipated a career in the real estate industry, but when her daughter was born with septo-optic dysplasia, she knew she’d need a career that would allow her to be her own boss. Overcoming some incredible obstacles, Casey began working as an assistant for a real estate office and quickly worked her way up the ladder to assist the broker. Ultimately, she decided to venture out on her own, swiftly accelerating to the position of top producer. Ever since, Casey has spearheaded a sterling career, while supporting her family through work she is thoroughly passionate about. Today, she has carved out a professional reputation for integrity, reliability, and client-centered service. Today, Casey leads a talented team of four full-time agents, a mortgage banker, and a marketing coordinator. Her primary service area Casey serves a sixty-mile perimeter around Wisconsin’s Rice Lake area. As team leader, Casey focuses on building a roster of capable, tightknit professionals who consistently deliver comprehensive service, time and again. With 73% of her business built on repeat and referral clientele, Casey has demonstrated a proven ability to serve clients in memorable fashion. “I focus on having a system in place, and I hire really good people so that we are delivering a consistent, five-star experience every single time,” she says. Part of creating such a positive client-side experience comes down to effective communication—a foremost priority for Casey and her team. “We keep all parties informed at all times with phone calls and e-mails. Communication is a huge part of a smooth transaction,” she explains. This ensures that no small details fall through the cracks, and all buyers and sellers alike are kept well-informed. Considering the inherent complexity and stress of transactions, Casey’s steadfast communication inspires a sense of security and confidence in those she serves.

When it comes to marketing listings, Casey follows a strict set of guidelines that have produced proven results for selling homes. Utilizing tools to analyze data based on property characteristics, Casey and her team then devise a plan to promote maximum exposure and interest with efforts in both print and online advertising. Direct mail postcards and social media campaigns alike help to reach audiences young and old. To stay in touch with her past clients, Casey checks in after closing, and connects via e-mail to remain top-of-mind and present in the lives of those she’s served. “We want our clients to return to us five years down the line, so we do what we can to keep ourselves in front of them, and stay relevant,” Casey explains. In reflecting on what she enjoys most about her daily work, Casey says: “I love the diversity, creating an action plan, and having a job that allows me to support my family and be in control of my life.” Outside of the office, Casey gets involved in a myriad of community outreach efforts. She recently joined Benjamin House, a foundation to end homelessness, as well as the University of Wisconsin Foundation to support local educational efforts. With a son suffering from the aftershock of a traumatic brain injury, Casey has a heart to support charities and organizations related to the cause. As for her free time, Casey loves to spend time with her family, especially her grandchildren. Eyeing the future of her business, Casey hopes to pass along her legacy to her daughter, who has just started working alongside her in order to learn the ropes. Casey hopes to continue growing her volume, while helping to teach, inspire, and support her team as a whole. With a demonstrated streak of motivation, dedication, and overall enthusiasm for work and life—the future is sure to hold continued success for Casey Watters and her team.

To learn more about Casey Watters, visit caseysoldit.com, e-mail casey@caseysoldit.com, www.

call (715) 434 - 7904, or visit https://www.facebook.com/CaseySoldIt/ her Facebook page here. 48

SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. Itâ&#x20AC;&#x2122;s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Hereâ&#x20AC;&#x2122;s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse? Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement. Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

can let you see when interactions are the highest. Stick to your schedule and adjust accordingly. It’s also important to not just post your listings. Be a resource for people who follow your page. Post community events, or other informative articles that are relevant to home ownership. Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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CRYSTAL WHITE With almost eighteen years of experience under her belt, Top Agent Crystal White of Arizona’s Realty Executives White Mountains understands intuitively the needs and wants of her many grateful clients. Additionally, her fresh, upbeat, high-energy and compassionate approach to this often cutthroat industry has played a large role in her stellar reputation among both clients and fellow realtors. A former employee of the banking industry, Crystal got her start in real estate upon relocating to Arizona. “I’ve always loved looking at homes, going to model homes,” she explains. “Then, when I wanted to move my parents and grandparents to Arizona from California, I started working with a broker and having her help me find homes.” Crystal expressed her desire to enter the real estate field, and was pleasantly surprised when the broker offered to hire her if she got her real estate license. She did, and was soon selling new construction homes from an office in a model home. “That was the catalyst for my success,” she says. With a business that is based almost 70% upon repeat and referral customers, Crystal is obviously getting the job done and satisfying her many clients. It’s a combination of personality and knowledge that keep her customers coming back and sending new clients her way. “I think my customers realize that I’m very genuine,” she says, “and that I’m really easy to work with. “I’m a problem-solver, I know the market. I work it day in and day out, and I think my clients know that.” This approach has lead to Crystal’s being ranked as one of America’s Top Real Estate Agents by Real Trends. Crystal is also quick to point out her gratitude for her daughter-in-law Mystee, who assists Crystal with administrative tasks. “I couldn’t be where I am without her,” says Crystal. “She’s a super-woman.” That client gratitude has translated into a solid five-star rating on Zillow, where Crystal is a Premier Agent. With that rating based on a staggering 69 perfect-score reviews is a testament to Crystal’s

real estate prowess. One such glowing testimonial reads, in part, “Look No Further! Crystal is the best Agent we’ve ever worked with - bar none. Her extensive knowledge, professionalism, extreme work ethic and willingness to go the extra mile for her clients is astounding…any agent willing to hurdle a gate in full skirt and heels in order to reach the lock box to show you a home you asked to see - is pretty impressive in our book…Bottom line - Crystal is the best. Period. We will never hire another Realtor, and have shared this with everyone we know.” Clear and constant communication is another trait that sets Crystal head and shoulders above much of her competition. “I always communicate with my clients throughout the process, whether it’s a listing or a buyer. I let them know what’s going on, on a day-to-day basis, especially if I’m in escrow with them. I think that’s what has helped me become successful, coupled with my honesty and my patience.” When she’s not working, Crystal’s time is spent with her husband (“my best friend”), and her four children and four grandchildren (with one on the way). She also gives back to the community via her church, where she has been involved in the ministry for over thirty-two years. As for the future, Crystal is looking forward to training her son to eventually follow in her footsteps. She is also interested in branching out into the luxury home market. When asked what advice she might have for newcomers to the industry, Crystal thinks for a moment before replying, “If you’re going to succeed, you have to give it 110%. You have to dedicate your life to serving people, because that’s what this business is. We’re all here to make a living and hopefully do a good job for our clients. So give it your all, put your clients before your own needs. Do the right things, be honest, and work hard.”

For more information about Crystal White, please call 928-242-4134 or email CrystalWhite@cableone.net Top Agent Magazine

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Top Agent Magazine