Nationwide 2-19-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

CHRISTY BISHOP

LISA BOOTH

CRAIG BOYANICH

LISA BRAINER

KIM BROZNOWSKI-POWERS & LINDA BROZNOWSKI

SUSAN COLELLA

STEWART R. KELLY

JAMES LARSON

KRISTEN MARTINEZ

JORDANNA MOSKAL

MARY F. RUFLEDT

AMY STAFFORD

JUDY STERN

ALEXIS THOMPSON

CATHY THOMPSON-COUNTI

DAVE UMPHRESS

DENISE VILLENEUVE

JIM WEIX

NATIONWIDE & INTERNATIONAL EDITION

SUSAN COLELLA

JAMES LARSON

KRISTEN MARTINEZ

DENISE VILLENEUVE

LISA BRAINER

LISA BOOTH

JIM WEIX

CHRISTY BISHOP

CRAIG BOYANICH

CONTENTS 4) REACHING THE MILLENNIAL MARKET THROUGH SOCIAL MEDIA

19) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION

10) HOW DOES MARKETING DIFFER FROM ADVERTISINGâ&#x20AC;&#x201D; AND FROM MERCHANDISING & BRANDING

23) WHY DELEGATING IS THE KEY TO LONGLASTING SUCCESS

16) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

27) FIVE WAYS TO INCREASE YOUR COMMISSION

31) HOW TO SEND SMARTER EMAILS 35) CREATIVE WAYS TO SAY THANK YOU 37) TIPS ON BEING A GOOD TEAM LEADER 43) TURN OPEN HOUSES INTO DESTINATIONS

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

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KIM BROZNOWSKI-POWERS & LINDA BROZNOWSKI

STEWART R. KELLY

AMY STAFFORD

JUDY STERN

47) THINKING OF LISTING? NINE WAYS TO GET READY

JORDANNA MOSKAL

ALEXIS THOMPSON

MARY F. RUFLEDT

CATHY THOMPSON-COUNTI

51) WHAT THE FIRST THING YOU DO AFTER WORK SAYS ABOUT YOU

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

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DAVE UMPHRESS

55) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

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#Reaching the Millennial Market Through Social Media by Bubba Mills

The old adage in marketing says if you aim at everyone you’ll miss them all. I know REALTORS® sometimes fall into the trap of attempting to reach everyone and then scratch their heads when they only hear crickets chirping. If you’re one of those (or even if you’re not), stick with me and I might be able to help you.

know how to reach them. For that part, I’ll share two words: social media. Many surveys have confirmed that social media is the Millennials’ dominant source of information, even above search engines. So the best way to build relationships and trust with Millennials is through social media.

The true beauty of social media is not only its reach but its implied advocacy. When Millennials find content they relate to, they share it with their The National Association of REAL- peers. So if one person shares your TORS® has found that Millennials message, it could instantly go to hunrepresent the largest share of recent dreds (or even thousands) of people buyers (32 percent of all buyers last with the inferred praise of the person year were Millennials). But here’s sharing it. the kicker: the overwhelming majority use real estate agents. Are If you’re not using social media, lights and bells going off in your again, check your pulse. Then start learning about social media and get head? If not, check your pulse. active on it. I promise it’ll be well So a great place to sharpen your worth your time. The big ones are marketing aim is with Millennials. Facebook, Twitter, Pinterest, Tumblr That’s half the equation—knowing and Instagram. You can Google each who to go after. The second half is to and get a feel for which ones make Let me start with one word: Millennials—those between the ages of 18 and 34.

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Many surveys have confirmed that social media is the Millennials’ dominant source of information. the most sense for you, but all of them have something to offer REALTORS®.

I’m proud of that because I know in this day and age anyone who sells anything must use social media.

Now I’m not one to toot my own horn, but for this topic I will only with the hope that you give what I say a little more weight. Last year, a national magazine named me to its 25 most connected professionals list.

So here are some tips you can start using to reach Millennials on their terms:

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1. First, take time to understand social media. Join them (they’re free!) 5

Millennials under stand marketers and they’re open to their messages on social media—if the messages are relevant to their lives. Otherwise, they simply ignore it.

and just take it all in. See what it’s all about and what kind of information people share. Spend at least several days learning before you share info. 2. Make sure what you share fits the specific social media outlet. For example, Facebook and Twitter are primarily personal tidbits, news and they’re both fairly casual, while Instagram is geared almost exclusively for visuals and photos. 3. Make sure your information is relevant and useful to improve the chance it gets shared. Millennials understand marketers and they’re open to their messages on social media—if the messages are relevant to their lives. Otherwise, they simply ignore it. 6

4. Make it interesting. Instead of saying, ‘Gee, I have this great listing.’ Why not just share a picture of a cool looking wrap-around front porch of a house (that just happens to be one of your listings) that was built in the 1940s. Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1800-957-8353 or visit us at www.Corcoran Coaching.com. Top Agent Magazine

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SUSAN COLELLA

SUSAN COLELLA Six years ago when Susan Colella began in real estate, she didn’t know it would be the perfect career for her. The Florida State University graduate has a strong sales and marketing background, but she’d been a stay-at-home mom for 15 years. It was time to get back to work. Several close friends were agents; they told her real estate would be a great fit for her skills. “I went to real estate school, started with Baird & Warner, and my career took off,” she says. That was no accident. Susan always shows up in an energetic frame of mind, happy to help. She’s a terrific communicator who listens carefully and follows up often. Still with Baird and Warner as a fulltime agent, she serves Naperville and the surrounding areas. “I like to stay tight to the area so I can serve my clients better,” she says. She’s clearly serving them very well, as her 60 percent repeat and referral rate indicates. Certified as a Broker Price Opinion Resource (BPOR), Staging Consultant (CSC), Relocation Specialist (CRS) and Luxury Home Marketing Specialist (CLHMS), Susan has been named to the Chairman’s Club (2016) and Founder’s Club (2015) and was voted a 5-Star Professional by Chicago Magazine (2014). “I really enjoy what I do,” she says. “It doesn’t feel like work. I always have my phone with me and text back immediately. I also do a lot of creative marketing, in terms of staging, finding the best photography I can—including drones and virtual walkthroughs—and writing my brochures. I spend time with the literature. When I list an upper-scale home, I create an original book of it, designing it myself since every house is unique. I give a lot of personal service.” Susan spends more than average to market her listings, but the return is well worth it. She advertises in Zillow, realtor.com and

Golf Course magazine, sends postcards in the area where the house is located, makes personal phone calls and lets agents who are selling in the area know. When the transaction closes, it’s not the end of the relationship. Every Monday morning Susan touches base with her past clients with a small note, email or phone call. “A lot of my clients are personal friends, so it’s organic,” she says. “I see them out and about so it’s easy to stay connected.” She loves the flexibility of her job. She works hard but can choose time off at her discretion. For example, she took a two-week vacation in California this year, took one daughter off to college, and takes the other to dance lessons between phone calls. She feels blessed. As a way of showing her appreciation, she volunteers at local charitable events and donates a portion of each commission check to causes her company supports. She’s also happy to help her friends’ causes, such as one agent whose client had a house fire and needed help. On a lighter note, Susan loves going to fancy restaurants, playing piano, doing Bikram yoga and being around friends and family. A fun loving, happy person, she has that necessary pinch of assertion agents need, but enjoys her upbeat style. “My work has become my lifestyle—for enjoyment, I sell houses!” she says. Moving forward, she plans to work with more luxury listings, which she thoroughly enjoys. Last year she achieved her highest volume, $13 million, and this year her goal is $18 million. Every year she tries to push the bar—and does it. Having fun, being appreciative and making clients happy: It’s a formula that works for Susan.

To learn more about Susan Colella, visit susancolella.bairdwarner.com, call 630.946.3813 or email susan.colella@bairdwarner.com http://

Angelina & Herrick is proud to Congratulate

Susan Colella

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

MICHAEL ANGELINA Rolling Meadows/Barrington (847) 873-0590 Top Agent Magazine

MARK HERRICK Naperville (630) 210-8781 9

How Does Marketing Differ From Advertising—And From Merchandising & Branding by Rob Flitton

Almost everyone has trouble sorting out how marketing differs from advertising, not to how it differs from mention merchandising and branding.

3.You have a product or service than can and should innovate as the market reflects back to you Marketing is the ongoing activity of interfacing your business with the marketplace—of communicating the value of a product or service for the purpose of selling that product or service.

So here is a definitive statement on the definition of what each activity is, and the order in which they should occur—disobey the order, and you cannot reliably or rationally market your product or service; you MERCHANDISING will only be guessing. Merchandising is the activity of creating a segmenting strategy for MARKETING the promotion or sale of a product or Marketing is what happens first in service for the purpose of selling the process and is the most important that product or service. role in any business organization. You need to decide what market segment you want to appeal to with Think of marketing from 3 angles: the level of quality of: 1.You have an industry that your business is in, and this does not change • Quality of merchandise 2.You have an audience or market- • Speed and availability of service place that can change or innovate to some degree • Dress code for representatives 10

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• Returns, customer service, or warranty policy • Office or retail store aesthetics and degree of luxury Think about the difference between Nordstrom and Walmart (two profitable companies)—just as Walmart will never have a piano player, Nordstrom will never have a vague return policy. You cannot find good floor-service at Walmart, but you don’t expect to. The CEO of Walmart Top Agent Magazine

doesn’t lament “I wish I was the CEO of Walmart,” and vice-versa. Profitability is about making everything in your merchandising line up in accordance with your chosen product or service and its theme. BRANDING Branding is the strategic ascribing of words, a name, term, sign symbol or design, or a combination of these, so that a user may easily identify the product or service—so that the user will regard the product or service as 11

If sales don’t happen, you need to begin back again at the beginning and innovate your MARKETING. the solution to their problem and motivate them.

persuade the audience to take or continue some action.

When you think of any great brand, or observe their logo or imagery, it evokes certain words or a phrase to pop into your mind.

Advertising can occur in numerous ways or methods ranging from simple to complex, free to hugely expensive.

The goal in branding is to encapsulate your offering into a word or phrase— to make your proposal to solve a known problem obvious to the potential user taking a look at you. Ideally, a phrase or image allows the user to make an emotional connection to the product or service, and to be able to relate its story to others. You want a word, or a few words (a phrase) to pop into their heads when they see or think about your product or service.

In simple terms, it is the process of telling the world (or your intended audience) about what you have to offer to them.

ADVERTISING Advertising is the activity of telling or communicating to potential users the benefits of using or employing a specific product or service to 12

And…at the end of all of this process is making the sale—of closing on a deal to sell your product or service. And if sales don’t happen, you need to begin back again at the beginning and innovate your MARKETING. Rob Flitton is a Seattle Real Estate Marketing specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314. Top Agent Magazine

KRISTEN MARTINEZ Top Agent Magazine

KRISTEN MARTINEZ Top Agent Kristen Martinez of real estate agency Live Love Atlanta in Marietta, Georgia might be relatively new to the industry, but she has already made a name for herself as an agent who can be trusted to provide top-drawer service with a healthy dose of integrity and honesty. Kristen, who studied Hospitality and Restaurant Administration at Missouri State, made the switch from industry General Manager to Agent in 2016. “I had a one-year old baby and was four months pregnant with my second child,” she says, “and I really wanted more time with my family, so I decided I needed something that was going to get me out of the office and allow more time by dictating my own schedule. I was inspired by the agent who helped us buy our first home; I always enjoyed the way she did things. So I figured the first step would be to get my license. Being pregnant, working full-time, and going to real estate school on nights and weekends to get my license really pushed me to know this was my true passion.” Starting out as a part-time agent, she quickly found success and celebrated her first closing only five days after giving birth to her second little girl. In 2017, she began working with clients full-time. Selling primarily in Woodstock and surrounding areas in Georgia, Kristen can already boast of having a business that is based 40% on referrals from satisfied clients. One reason for this level of loyalty is her honest, direct and caring approach. “I do what I say I’m going to do,” she explains, “I’m accurate and I’m caring, and I want my clients to find the perfect home as quickly as possible, or to sell their home as quickly as possible for the highest price. I truly connect with my clients, and I guess that’s why they keep coming back and referring new clients.” Illustrative of this client appreciation is her perfect five-star rating on Zillow, comprised of numerous glowing testimonials. Reads one such review: “Kristen has been the most involved, hands on,

informative agent I have ever dealt with. Her staging, exquisite photography, and effective marketing plan were the reason we sold our home for a record price at full ask. We sold the home in a very short period of time because of Kristen’s expertise. She always kept us informed, always had the correct answers, and was accessible day or night for any concerns.” Kristen has perfected the art of listening to her clients, which has allowed her to provide them with the best service possible. “I do what my clients want me to do. I’m not pushy,” she says. “I try to figure out what they really want, to read between the lines, and decipher and get down to the nitty-gritty of what they truly need. At about 80% of my closings thus far, I’ve managed to find their perfect home within the first or second day of showings.” Kristen is actively involved in the Atlanta community, and believes in giving back. To that end, she has volunteered for Children’s Healthcare of Atlanta (CHOA), and works with Live Love Atlanta on their multiple charitable efforts that assist the indigent. She is a huge booster of local small businesses, and runs a website (www. parkbench.com/WoodstockGeorgia) that incorporates local events, news and provides shopping deals for consumers. “I sponsor it,” she says, “and I actually interview small business owners and community members, including the Mayor, just to get to know people. As for the future, Kristen plans to continue growing her business, and eventually forming a team to allow her to provide excellent customer service to even more families in the Atlanta area. She is also passionate about minimizing the stigma that is often associated with real estate agents. “A lot of people think real estate agents are all pushy or rude or aggressive. But I think for the most part we’re pretty genuine people, just trying to feed our families. Most agents are just here to help, so people shouldn’t feel hesitant to reach out for help, general questions, or guidance.”

For more information about Kristen Martinez, please call (404) 543-8718 or email Kristen@InspiredLivingAtl.com 14

Christina Pritz is proud to congratulate

Kristen Martinez

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

Christina Pritz | Attorney 1801 Peachtree Street, Suite 155 | Atlanta, GA 30309 678.910.9310 (direct) | 866.870.5178 (office) www.

dickasonlaw.com | shortsales.dickasonlaw.com

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http://

5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks. But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately. 1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming. 2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 16

little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud! 3. PUT A PLAN OF ACTION IN WRITING Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits. 4. MAKE IT MEASURABLE This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone. 5. ADJUST AS YOU GO You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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LISA BOOTH

LISA BOOTH Lisa Booth entered the real estate business with a healthy amount of passion and confidence balanced by conservative deliberation, thought and planning. Within two years, she had seen yearover-year growth of 400% and had even earned a glowing reputation and a friendly tagline, “List with Lisa.” Although she announced her career change decision to the surprise of family and friends while at her own 30th birthday celebration, the move was anything but hasty. “I had been thinking about it and I knew it was the right time,” says Lisa, an agent with Keller Williams in Chattanooga, TN. She had a full-time, salaried job in another industry at the time, but had so enjoyed the process of purchasing and selling two properties with her husband in previous years that she knew she had to follow her dream. “I said, ‘I’m 30; I’m going to make the change!’”

Before February 2018, at the beginning of her third year, Lisa had already taken three new listings for the year, had several new leads and was working with at least five buyers. Her place in life certainly helps; she understands people who are getting married, starting families and buying their first homes; and she wants clients to make the best decisions for their particular situations. In addition, Lisa is patient and compassionate. After working with a buyer earlier in her career who wasn’t able to purchase given some credit problems, Lisa put that client in touch with a lender who helped the buyer iron out the issues. “Now they’re back and they’re thanking me for being patient.”

With two small children in daycare and a full-time job while going to night school for licensing, Lisa persevered. By the end of 2015, she was a Keller Williams agent. Then, just three weeks later, she closed on her first listing with an all-cash offer. “I thought, ‘Thank you, God! This is foreshadowing my future. I know this is what I’m supposed to be doing!’” By the end of 2017, she closed $3 million for that year and was loving her work even more than she expected to. “There’s so much I love about it, including meeting people, looking at houses and helping people through the process.”

Lisa’s goal is to be happy, professional and knowledgeable all at the same time. She even enjoys going the extra mile to help buyers with logistical challenges. Her end goal is to have a successful transaction, which, to Lisa, means that both the buyer and the seller are happy at closing. “It can’t be one-sided,” she says. In addition, while she is not in the mortgage business, Lisa stays educated about mortgages so that she can convey general knowledge about what to expect during the loan process. Meanwhile, for her listings, Lisa takes advantage of the high-quality online syndication she gets through Keller Williams, but she also conducts heavy social media marketing. “I do targeted ads that get shared on Facebook and I also post video walk-throughs with a professional photographer, which are helpful for people from out of town.”

Lisa also thrives as a problem solver. “I have energy I want to give people to help them feel good about what they’re doing.” She loves being their friend, their therapist and their resource. Her clients notice this passion, so much so that, within two years of entering real estate, she was already seeing a good referral business and some returning clients. “It’s all from my sphere and word-of-mouth,” she says, noting that her goal has always been to make every client happy.

Lisa aims to continue doubling her production each year while also getting even more involved in her community and maintaining family-life and work balance. She knows how important is that REALTORS® take care of themselves so they can offer their best to their clients, their families and to themselves. “I plan to market myself and make my business sustainable,” says Lisa. “I want to be known not only as someone with experience but as someone who is available as a friend.”

To learn more about Lisa Booth, visit lisaboothlistings.kwrealty.com or http://

go to Facebook, email lisabooth.listings@gmail.com or call 423.664.1600.

https://www.facebook.com/ListwithLisaBooth/

4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting Top Agent Magazine

work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With

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that in mind, take a look at a few tricks below to jumpstart your motivation and nix the lastminute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

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

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 20

list can inspire you to continue on to the next item in the spirit of productivity.

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

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

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LISA BRAINER

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LISA BRAINER Top Agent Lisa Brainer of RE/MAX Advantage Plus in Lakeville, Minnesota has quickly climbed to the top of her profession through hard work and dedication to helping her many clients navigate the often turbulent waters of the real estate transaction process. “I specialize in people,” says Lisa. “I think that’s the main thing that sets me apart. I’m very patient, thorough and I really work hard for my clients to help them understand the process and what to expect. Nothing comes as a surprise to my clients. They are apprised of all the different scenarios that could happen, their options, and I walk with them through the entire process. I think that’s probably been the key to helping my clients feel confident with the buying or selling process and enjoy a successful experience as well.” Lisa began her journey in the real estate industry two years ago. After having owned her own successful direct sales business for 16 years specializing in sales, coaching and personal development, she learned her distribution company was abruptly closing, thus necessitating a career change. “It was a huge loss. I had to start over,” she says, “but when one door closes, another opens, which is when I started in real estate.” Lisa sells the Minneapolis area, primarily south of the river with the Yunker Home Team. She is also licensed in Wisconsin as well. With a large portion of her business based on referrals, she is clearly doing something right. A five-star review on Zillow best illustrates the level of customer service Lisa provides: “Lisa was the best in every way possible. From the minute I was looking online I received a call from Lisa asking if she could help in any way. My nature is to say ‘no I’m just looking’, but her authentic and soft approach won me over…Lisa went far beyond the call and still does to this very day, 3 weeks after we closed on the house and moved in. I need to add she did double duty by selling

our home and finding us our new home all within 2 weeks!!! My wife and I are 100% satisfied in every possible way and I could go on and on. Our daughter will soon be selling her home and you can be sure Lisa will be selling it. I would highly recommend Lisa to anyone looking to buy or sell their homes. If you are looking for someone truly looking out for your best interest, Lisa Brainer is your best choice. You won’t find someone more authentic, honest and hard working.” Cutting edge, savvy marketing also plays a large role in Lisa’s success. “I think it’s about getting down to the basics,” she explains, “getting the house in front of as many people as I can. I do a lot of open houses and I do them myself. I don’t pass them on to other agents. I like to hear the feedback myself and read the faces of potential buyers coming through. I also host Broker Opens, promote on various social media platforms, and also market the property in-house through RE/MAX Advantage Plus.” “Working with me,” says Lisa, “you get a hardworking, high integrity, professional Realtor, there’s no doubt about it. I truly enjoy what I do & most of all, building that lasting relationship with my clients. My driving force is to make a positive difference in people’s lives in everything I do. I will always go the extra mile – its just what I do.” When she’s not working, Lisa enjoys hanging out with her family and friends. She’s a busy mom of two teenage girls & proud wife of 15 years. She loves to entertain with hosting wine tastings, happy hours & family events. She is also committed to giving back to her community, and to that end she is active with Yellow Ribbon which provides services to veterans & their families. “When all is said and done,” says Lisa, “I really want my clients to be glad they worked with me. That’s what warms my heart, and what reminds me that real estate is what I was meant to do & where I can make the most difference for people!”

For more information about Lisa Brainer, call 952.250.9829 or email Lisa.Brainer@TheRealEstateAdvantage.com 22

Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills? While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process. Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 24

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished. Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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JAMES LARSON

JAMES LARSON After a successful turn in real estate investment, James Larson decided to make the transition to become an agent. Ten years ago, he first began imparting his knowledge and expertise to eager clients. Today, he’s cemented a reputation as a broker with a proven track record of success, whose commitment to his clients extends far beyond the closing table. Primarily serving the Chicagoland and North Shore areas, James is a member of the Jerfita Team of Berkshire Hathaway KRG, a team of seven which includes five brokers and two support staff. With a robust percentage of his business generated by repeat and referral clientele, James’ lasting relationships with clients form the cornerstone of his enterprise. “Our clients never leave us,” James explains. “Our philosophy has always been that our clients are clients for life. I’m constantly working with my clients in an advisory capacity, whether they’re active in a transaction or just looking to use for advice. Our dedication and advocacy stretch long after a transaction is complete.” Not only do James and his colleagues provide intrepid market advisement, but they also lend their expertise to all matters pertaining to real estate and homeownership. “We’re not committed to a transaction, we’re committed to our clients,” he says. “We cover everything real estate related. Whether it’s rehab, construction, maintenance, or referral for real estate tax professionals or attorneys—we have a network of trusted vendors that we provide. We’re constantly engaged with our clients and we stay in touch by maintaining that advisory capacity.” In fact, James and his team take a proactive approach when it comes to keeping their clients abreast of new market changes, trends, and pertinent information—like late 2017’s historic tax bill, for instance. “We reached out and recommended that they consult with their accountants on what their strategies could be for property taxes and any other changes in the market,” he says. “Many of our clients are doing construction and rehab work. We’re able to advise them in the decision-making process on how to earn the most value from a new build or renovation.” When

it comes to listing properties, James and his team apply a similarly holistic and proactive method. They begin with a complex formula for listing, which takes into account pricing and market conditions. Then, further preparation and any necessary repairs are completed, followed by high quality staging, photography, and video work to create an immersive viewing experience. Sphere networking and demographic target marketing ensure that ideal buyers are sourced in short order, while visibility on various luxury platforms creates optimal exposure for homes hitting the market. “I’m an energetic person, so I like to see my energy become contagious to my clients,” James recounts. “After I advise my clients, I love seeing them become empowered by the advice I’ve provided, knowing they have the education and analytics to succeed in their transaction.” To give back to the community he calls home, James and his team donate a portion of every commission check to Sunshine Kids, a not-for-profit organization dedicated to supporting children battling cancer. The Jerfita Team also sponsors a Glenview South Scholarship, the Jerfita Team Key to Success Scholarship, which is a program sponsoring a deserving local senior high school student. Additionally, James contributes resources to the area chapter of Habitat for Humanity and Glenview Youth Services. What’s more, the Jerfita Team has a moving truck that they lend out to clients past and present, also donating its use for food drives and community outreach opportunities. In his free hours, James most enjoys traveling with his wife and two children. Looking ahead, James shows no signs of slowing anytime soon. He plans to continue bringing his brand of high-caliber real estate expertise to the aspiring home buyers and sellers in the Chicagoland and North Shore regions, exceeding his clients’ expectations along the way. Now, with ten years of incisive experience behind him and a steadfast eye toward the future to come, the road ahead is sure to be paved with promise for James Larson and the Jerfita Team at KoenigRubloff Realty Group, Inc.

To learn more about James Larson, e-mail jlarson@koenigrubloff.com, https://www.facebook.com/James-Larson-Berkshire-Hathaway-1133969356664937/ call (773) 706 - 9372, or visit Thekeytohomes.com/agent/james-larson www.

Five Ways To Increase Your Commission By Walter Sanford

Sanford Systems has the best systems for making money in real estate. Sometimes, our clients forget how to stop discounting and to instead raise their “fee.” This month, we’ll cover five ideas. Here we go:

Raise it. Before the listing appointment, fill out all paperwork with the new rate and make it business as usual. Scared? Well, make a great listing presentation. Don’t leave until you get the objection. Learn how to overcome the objection. If you have to, drop it back down to your old retail rate but only after much hesitation.

Email new listings. Send new listings to your database immediately, hours before it hits the MLS. This is a two-fer: #1 - Keep your database informed with secret, prelisting information that they are reluctant to spam and in the email tell them to forward this hot info to their sphere. #2 - You make more double ends with new people.

Institute a cancellation fee. Many agents allow sellers to cancel listings with a guarantee stating

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they can cancel if they are not happy with the process. If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing. You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing. On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold. Offer them an out and you get paid for your time, while working with a chance to get the listing back. “I offer an ‘any reason to cancel’ clause. It is $1000 in the first month and goes up an additional $500 a month after that. (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

Gain limited partnership as commission. I carried many of my commissions due from builders as a limited partnership interest in their next project, rather than giving them discounts.

Skip the discounts. Instead of discounts, carry your commission as part of any seller carry back. It is better than taking a beating on the amount. I coach top agents on a limited basis. If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837. Be sure to ask about the half-off sale on our already discounted internet prices for training systems. Don’t re-invent the wheel. Use 30 years of real estate wisdom and experience to your benefit! Copyright©, 2016 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 28

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DENISE VILLENEUVE Top Agent Magazine

DENISE VILLENEUVE Top Agent Denise Villeneuve of Intero Real Estate Services in the San Francisco Bay Area has spent nearly three decades providing exceptional client service to buyers and sellers. Peninsula Homes By Denise is widely recognized as a leader in the luxury home market in the highly competitive Silicon Valley market that includes the upscale communities of Menlo Park, Atherton, Los Altos, Los Altos Hills, San Carlos, and Palo Alto among others. Before entering the world of real estate, Denise had a lucrative career in both customer service and sales for tech behemoths Motorola and Syntrex Systems. Licensed in 1986, she spent some time renovating and selling residential investment properties before beginning her career as an agent at Cashin Real Estate. Eight years ago, she joined the Intero family. Denise feels that her experience and training has equipped her to serve clients from all walks of life. She has found that Silicon Valley engineers, executives, financiers, investors and local physicians in particular are attracted to her thorough approach and expertise. With 95% of her business based on repeat and referred clients, Denise is definitely doing something right. “It’s about the service I provide,” says Denise. “I get the highest possible price for my sellers’ homes. My clients tell me that I’m a tough negotiator and I take really good care of them. I return their phone calls, texts, and email promptly and I interact with them directly. I don’t hand anything off to someone else. It’s my personal touch that they really appreciate.” Denise’s willingness to go the extra mile for her clients is made evident by her perfect five-star rating on Zillow.com. Among the many raves for her services is this one that clearly illustrates the lengths to which Denise will go to make her customers happy: “Denise made the entire experience smooth and pleasurable. She is a great listener (and the importance of understanding what a home buyer is looking for cannot be overstated enough), she managed to translate our

wishes into concrete plans and actions, communicated with great clarity at every step, and paid a lot attention to details while patiently explaining the process to us. We were almost in disbelief when we realized that getting the property we dreamed of was actually going to happen, and all thanks to Denise’s relentless and accurate work. We couldn’t have asked for better service and, in our humble opinion, she has now set quite a high bar for performance in her profession.” “I believe the majority of my clients remember that I’m there for them when they need me,” says Denise. “Unlike others in the business, once we sign the listing agreement, I don’t walk away. I’m there helping them get their home ready, interact with them on the phone and in person, and constantly keeping them up to date with what’s going on with their listing and the activity that is taking place.” When she’s not working, Denise is committed to giving back. Among the many charitable organizations she supports is Stanford University’s Lucile Packard Children’s Hospital, one of the few hospitals in the country that is dedicated solely to pediatric and obstetric care. She is also passionate about assisting her elderly clients with finding new housing once she helps them sell their homes. Denise is also an avid outdoorswoman, and enjoys skiing, fly-fishing, and surfing. Denise’s plans for the future are relatively simple. “I want to continue growing my business over the next ten years here on the Peninsula, helping both my clients and their children find homes to live in. I also want to extend my business to some of the other families that are trying hard to get their foot into the market.” “What I like most about what I do,” says Denise, “is negotiating the best possible price for my clients, whether it’s selling their home or helping them find a home to live in. I just really appreciate being able to be a part of their life and this extremely important decision they are making.”

To contact Denise, please call/text 650-274-8560 or email DeniseV.Homes@gmail.com. Visit PeninsulaHomesByDenise.com for more information. http://

How To Send

SMARTER EMAILS

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

1. SEND A WELCOME EMAIL TO

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

2. NURTURE YOUR RELATIONSHIP

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

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

3. CELEBRATE IMPORTANT DATES

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

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

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

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

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

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner. 32

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JIM WEIX

JIM WEIX Jim Weix got his start in real estate twenty-three years ago, back in his home state of Wisconsin, as a commercial REALTOR®. When he made the move to Florida in 2001, he proceeded to earn his broker’s license in the Sunshine State, where he began his newest venture. Now, Jim leads a talented roster of twenty-two agents, and has positioned himself as a leader in the industry with a reputation for professionalism, teamwork, and client-centric service. Primarily serving the Treasure Coast, including the regions of Martin County, St. Lucie County, and Indian River County, Jim is Broker/ Owner of The Real Estate Company, Inc. based in Stuart, Florida. While his lengthy and successful tenure in real estate is a major accomplishment in its own right, one of Jim’s biggest achievements occurred in November 2017 and became effective on July 1 of this year. It is called MLS of Choice! A longstanding policy by the National Association of Realtors allowed local MLS organizations to compel membership from area agents based on brokerage location, irrespective of individual agents’ service areas. Known as MLS Policy 7.42 “Territorial Jurisdiction,” this compulsory policy didn’t sit well with Jim, and he took his rationale to NAR’s MLS Committee back in 2016. His efforts were featured in numerous national publications and helped his work gain momentum. The result? Jim became the catalyst behind the most significant shift in MLS policy in sixteen years—a true demonstration of his commitment to his team and to his field. What’s more, Jim’s campaign will help save hundreds of thousands of dollars in fees for countless REALTORS® nationwide. Along with his work to change outdated policies on a national level, Jim sits on the Board of Directors of the REALTOR® Association of Palm Beaches and Greater Fort Lauderdale. This is one of largest REALTOR® associations in the United States. Due the size of this association, they have also created Regional Boards to best serve the needs of their members. Jim serves as Chairman and Regional Vice-President of the Treasure Coast Regional Board. Today, Jim applies that same detail-oriented approach to his work at The Real Estate Company, Inc. With 50% of his business generated

by repeat and referral clientele, quality client care is the backbone of his enterprise. What’s more, his seasoned role as broker puts him in a position to mentor agents on the rise, and he imparts his veteran knowledge for exceptional results. “I like being the broker because I enjoy training agents,” he says. “I’ve worked with agents that start with me and have absolutely no real estate experience, and they end up making over $200,000 a year.” At the core of Jim’s method is a commitment to flexibly accommodating his clients’ needs, while staying ahead of the industry curve. “We’re very flexible in working with people,” he explains. “For instance, if we’re dealing with a For Sale By Owner situation and the owner is able to procure the buyer, we offer a very low commission fee to take care of the paperwork. In other words, instead of me creating compulsory outdated company rules, I allow my agents to simply do what the State of Florida allows.” What’s more, Jim ensures that all documentation is stored and available electronically, making it easy for agents and clients alike to access the needed paperwork at a moment’s notice. All in all, Jim’s approach empowers the client first, personalizing the real estate process to fit each buyer or seller’s unique needs. When it comes to marketing properties, Jim and his team turn to their preferred MLSs, as well as to 40+ of the leading digital listing platforms online. Considering Florida’s significant number of retirees, Jim and his team also promote exposure through one-page ads in the local paper’s Sunday Home section. In print and online, Jim’s company is also enjoying increased exposure and growth, having just added a group of agents specializing in Chinese international investment. In his remaining free hours, Jim most enjoys two favorite Florida pastimes: fishing and gardening. Looking ahead, Jim has plans to continue growing his business, while guiding new agents on the rise. For now, he’ll continue applying his foresight to expand his enterprise’s offerings and reach, maintaining the hallmark standard of care clients have come to expect from The Real Estate Company, Inc. Now, with twenty-three years of committed service behind him and a steady eye on the future, the road ahead is bound to be sunny for Jim Weix and his team.

To learn more about Jim Weix call (772) 341–2941, e-mail jimweix@jimweix.com, or visit jimweix.realtor www.

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. 35

CHRISTY BISHOP Top Agent Christy Bishop of The Christy Bishop Real Estate Group is incredibly passionate about protecting her clients’ wealth and accordingly takes her profession very seriously. Her affiliation with Warren Buffet Owned “Best of the Best” Real Estate Brand Berkshire Hathaway HomeServices paved her career to becoming a Berkshire Hathaway HomeServices Luxury CollectionTM Marketing Specialist to provide special expertise for the upscale market. Christy, who has nearly two decades of experience with Over 150 Million in Industry sales is a Maryland native and the daughter of 2 United States Naval Academy Graduates. Growing up between Water Surrounded Severna Park and Annapolis she headed west for the mountains at 18 years old and settled in Idaho. After graduating from the University with a B.S. in Business Marketing, Christy entered the financial service & Insurance Industry in Ski Resort Town Sun Valley, Idaho. Driven by a desire for greater career opportunity, in 1996 Christy moved back home and was offered the opportunity to market New Home Subdivisions. Her new passion was discovered and shortly thereafter the Builder named her Sales Manager and subsequently as their Director of Marketing and Sales she oversaw and sold all of their subdivisions and well exceeded their expectations.

the Political Action Committee keeping abreast of critical issues and legislation for Real Estate and waterfront property. She also serves on the Board of Directors for the Anne Arundel County Masters Club, the top 1% of Anne Arundel County Realtors who exhibit high professional and ethical standards as well as exemplary sales records. When she’s not working with clients, Christy enjoys spending time on the water, writing, and gardening. She enjoys time at her second home, a beach house in Delaware and spending time with her friends, family and a new beloved German Shepherd. With the United States named again the No. 1 destination for foreign buyers, Christy recently received her Certified International Property Specialist Designation becoming one of the few elite Real Estate professionals in the world and adjusting to the changing marketplace. Embracing the Berkshire Hathaway HomeServices Global Network Platform of international expansion and worldwide networking, Christy ensures her client’s homes are in front of the greatest number of High-net worth consumers seeking homes in the U.S A multi-lingual website showcasing and translating the entire network listing inventory to 35+ countries on five continent is the first of its kind and now with offices opening in major global financial centers starting in Western Europe and around the world and she has future plans to visit each and grow her real estate network worldwide.

“When you’re negotiating someone’s largest asset, there’s a lot of intrinsic value in the trust clients place on real estate professionals, and I take it very, very seriously. It’s hugely important to me to represent their best interests.” A recent client sent a special thank you of Gratitude “We would not have gotten the sale price for our home without your help. Thank you a million times!” It is this part that Christy enjoys most. “I love working with people,” she says. “But I also treat my Clients money as if it was my own and that is what sets me apart from others. Being knowledgeable and full of expertise is important and great but it’s also hugely emotional to buy and sell real estate. They say the three greatest stresses in life are death, divorce, and moving. The fact that I get to be a part of someone’s life during the moving process and that they can trust me to represent them, alleviate their stress and make it the best experience possible is what I enjoy. It’s about the relationships but also the integrity and trust placed upon us.” Very Active locally in the her industry, Christy is on the Board of Directors for the Anne Arundel County Association of Realtors, and has served on several committees. Most recently, she acts as the Co-Chair of the County Legislative Committee and 36

For more information about

CHRISTY BISHOP, call 443-994-3405 or 410-647-8000, or email Christy@CBMoving.com Facebook@MarylandWaterfront IG CBF14

Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader. 1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine. 37

Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to… 2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results. Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future. 38

Don’t forget to always take in what you can do to be a better team leader as well. 3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers. Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business. 4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either. Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business. Top Agent Magazine

CRAIG BOYANICH Since 2008, in the same Money Street headquarters where Mark Rayner founded Rayner Real Estate in 1979, Craig Boyanich has been part of a boutique agency of professionals dedicated to delivering superior service. As Director of Sales and Leasing for Rayner, Craig provides both the relationship management skills that are key to good service, but the up-to-date experience in technology that is required for business development. The result is an agency that offers its clients decades of experience along with the most cutting-edge tools for marketing and overall efficiency.

resonate for certain properties as do professionally designed flyers hand-delivered to target neighbourhoods. Given their experience, their tenacity, and their strategic location on in Perth, Craig the team at Rayner maintain strong ties with other agents and investors across the city as well as in the suburbs of Perth, Highgate, Northbridge, Mount Lawley, East Perth and surrounds. Craig says the agency draws a vast majority of its business from referrals and repeat clients because of their diverse offerings. “Not only do we cover the residential sector, but we’re heavily involved in commercial leasing,” he says, adding that because many clients have assets in both classes, working with Rayner is seamless. “Once they’ve got a trusted relationship on the commercial side, then if they’re thinking of selling or leasing a residential property they come directly to us.”

Client interaction is the priority at Rayner Real Estate, says Craig. “Even though we have access to all the different platforms for marketing and advertising, we provide very good, one-on-one relationship with the clients.” To that end, adding value to his clients’ lives is a key component of successfully selling, leasing or helping people purchase homes and investment properties. The team is most interested in the net result for the client, providing smooth transactions with guidance every step of the way. “We refer them throughout the industry to mortgage brokers, stylists, accountants, and everyone that operates on the peripheral.”

With Craig leading Sales and Leasing operations, Rayner Real Estate is poised for continued growth and success. Areas of growth in the commercial sector include sales of stunning properties ideal for childcare, elder care and medical care. “One of the business goals is to expand the sales team,” says Craig, adding that any growth will be deliberate. “We’re really focused on finding the right sales people that we want to be working with.” They seek individuals who are dedicated to meeting the unique needs of each residential or commercial client. “Being a boutique,” he adds, “we’re focused on the clients’ needs rather than just the volume of clients.”

Also setting Craig apart is his upbringing in rural Western Australia certainly plays a part in the work ethic he cultivated before earning his degrees and beginning his career. “I come from a farming background, on a small rural farm north of Perth, looking after animals and helping out,” he says, noting that getting away to the country is a favourite pastime of his growing family, which now includes a new baby. Those who work with Craig describe him as a professional, committed agent who always delivers on his promises. They’re impressed with the level of service he provides as well as negotiation skills that yield the best price on purchases and top prices on sales. To market listings and rental properties, for instance, Craig doesn’t stop at taking advantage of the largest real estate websites in Western Australia and around the world. “But part of the advertising includes a big focus on presentation,” says Craig. “We make sure the properties are properly styled to show them off to the best advantage, and we use the same professional photographer we’ve been using for decades.” Local marketing and select print advertising Top Agent Magazine

To learn more about Craig Boyanich, visit rayner.com.au or go to Facebook, email craig.boyanich@rayner.com.au or call +61 8 9427 8888 https://www.facebook.com/raynerrealestate/

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KIM BROZNOWSKI-POWERS & LINDA BROZNOWSKI Mother and daughter real estate team Linda Broznowski and Kimberly Broznowski-Powers of @ properties have been providing the Chicagoland area with dedicated, highly professional service for a combined fifty-nine years, and have found stellar success through a combination of hard work, a wealth of industry knowledge and a commitment to going above and beyond for each of their many satisfied clients. Mother Linda, who began her journey in real estate in 1976, is a former teacher who made the switch when she needed a more flexible career. Daughter Kim, who has a marketing and event planning background, took advantage of a six-month severance package and with the encouragement of her mother, made the leap to real estate seventeen years ago. “I’m so happy my mother encouraged me to do this as a career,” says Kim. Their newest team member, Jennifer Downey Piehl, a former client of Kim’s has been a wonderful addition to their team. They consider themselves very lucky to have her join them this year. With their rate of repeat and referral business hovering around 95%, Linda and Kim are clearly making their customers happy. When asked what keeps her clients returning for her services, Linda points to her availability to her buyers and sellers. “I have a client who told me that she enjoyed working with me because she could call me at any time, either during the transaction or after,” she says. “She also pointed to my wealth of knowledge that she can always count on.” Kim feels it’s her commitment to going above and beyond that keeps her clients returning and referring new ones. “I always return a phone call, text or email within a few hours, and even if I don’t have an answer for them I get back to them and let

them know I’m working on it.” The pair also prides themselves on their network of vendors that their clients can take advantage of. “Our clients receive concierge service when they work with Linda or me,” says Kim. A mix of current, cutting-edge marketing mixed with old-school, tried-and-true methods have proven successful for the team. In addition to flyers, mailings, professional photography and luxurious brochures, the pair also employ the traditional Tuesday Broker’s Tours that seem to be falling by the wayside in today’s technology-based environment. “I think it’s important to do these tours,” says Kim. “It gets the agents in so we can get their perspective.” They are also dedicated to showing each listing in person, and prefer not to use lock boxes. “We make sure our clients get the service they deserve,” says Linda. “We make sure someone from our team is there to give more details on the property than they would get if they just walked into a listing.” When asked what advice she might have for new agents, Linda answers passionately, “I tell every new agent that one of the most important things in this business is your reputation. I tell them that you’re not just working for one deal, you’re working for future deals, and honesty is important. If you’re honest, other agents will want to work with you because they respect you. I can sleep at night knowing I’ve been truthful with people, and that is truly important in this business. Kim agrees: “Working for the future and for your clients – and not just for the current transaction – is really important. My mother has taught me that through the years.” The team specializes in many avenues of real estate. Buyer and Seller representation, Relocation, Development, Rehabbing and Veteran assistance. They serve Chicago and the suburbs.

For more information on the Chicagoland Real Estate market please contact: Linda 312-317-8300 and lindabroznowski@atproperties.com Kimberly 773- 294 6234 and Kimpowers@atproperties.com To view their testimonials, visit their agent pages. atproperties.com/agents/1309/linda-broznowski atproperties.com/agents/1308/kimberly-broznowski-powers www.

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Their team is here to serve you with your Real Estate needs. Top Agent Magazine

STEWART R. KELLY Stewart Kelly, Broker/Owner of Kelly, Realtors in Waco, Texas has built a highly reputable brokerage through a solid commitment to providing their many grateful clients with an unparalleled level of client service. Honesty, authenticity and deep market knowledge are only a few of the factors that have catapulted this independently-owned company to its current position in the real estate industry. Stewart, who majored in Real Estate at Baylor University, obtained his license and began selling in January of 1980, and has spent the last thirty-eight years establishing a reputation as a Realtor who can be trusted to place the needs of his clients ahead of the company’s financial gain. Kelly, Realtors currently has 50 licensed Realtors who all share Stewart’s philosophy, encapsulated by the company’s tagline Exceptional Results Make the Difference. “I’m so blessed,” says Stewart, “to be associated with such a wonderful group of individuals who care about what they do. The Realtors and our fantastic support staff are all true professionals.” Repeatedly recognized as “the best” agency in Waco by global organization Leading Real Estate Companies of the World and the winner of multiple local ‘best of’ polls, Stewart understands what it takes to engender the trust of clients and the community as a whole. “The thing we focus on,” says Stewart, “is serving others and not so much about the commission or making a deal. Real estate is very much a service industry and that comes first. We try to build relationships with people to help them accomplish their goals.” As a full-service real estate company, this ethos extends to Kelly, Realtors’ commercial and investment division, relocation division, and also to their property management arm, Shamrock Property Management. Mutual respect and trust are hallmarks of Stewart’s relationship with the company’s Realtors. “The relationship I have with the Realtors and support staff at Kelly, Realtors is extremely important. If I were working on a deal, I would be very confident and comfortable turning it over to any Realtor in our organization. Trust and respect between the Broker and the Realtor is so important to us.”

Intelligent, comprehensive marketing also plays a role in the company’s success, including a weekly long-running television show that promotes both the company and their listings. Nurturing relationships with past clients is another factor that has kept repeat and referral business thriving. We use the latest real estate marketing technology to enable us to benefit our clients in today’s market. We are extremely proud of our user-friendly website and our internationally award-winning web app.” Stewart finds the most satisfaction in being able to help others, both the company’s clients and its Realtors. “I like serving people and giving back to the community,” he explains. “I also get a lot of satisfaction from trying to create a platform under the Kelly, Realtors umbrella that allows our Realtors to do what they do best, and that’s serve people, sell real estate and grow their business. When they’re successful, the company is successful.” Giving back to his community is of paramount importance to Stewart, as well as everyone associated with Kelly, Realtors. “I am amazed at how involved our Realtors are in local organizations and non-profits. It’s a reflection of how everyone at Kelly, Realtors believes that ‘you get by giving.’” Stewart has held numerous volunteer positions that include Chairman of the Greater Waco Chamber of Commerce, President of the Waco Rotary Club, Chairman of Hewitt Chamber of Commerce, President of the Waco Association of Realtors (which named him Realtor of the Year), President of the Waco Business League, and President of the United Way. He also finds time to work with the Boy Scouts of America and is actively involved with St. Alban’s Episcopal Church. As for the future, Stewart’s plan is to simply continue doing what he is already doing: helping his clients achieve their dreams. “It’s almost a 24/7 business,” he says. “We usually work with families and we try to understand the stress that’s placed upon them during the transaction. Our Realtors are so professional, and they try to put that person at ease, because they’ve been there before. We have some of the most dedicated Realtors in the business. They’re a very caring group, and their charge is to serve the public. Everything else will take care of itself.”

For more information about Stewart and Kelly, Realtors, call 254 - 722 - 1032 or email skelly@kellyrealtors.com or visit KellyRealtors.com www.

Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules. But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers. There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends. Top Agent Magazine

The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge. With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed. In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house. Your client’s benefit is the buzz. A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing. Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 44

before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses! Prospective buyers always want to know about the community when visiting open houses. Consider inviting representatives of community

organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information. Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.

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JORDANNA MOSKAL Jordanna Moskal’s interest in real estate was initially sparked following her first condo purchase. Overall, the experience had left her unsatisfied and with many questions still unanswered. She’d already earned useful experience in the service industry, and wanted to find a new career that would allow her an outlet for creativity, while utilizing her skillset. Determined to help others on the path to homeownership, Jordanna set her sights on real estate and the rest is history. That was nearly five years ago and in the time since, Jordanna has carved out a notable reputation as an agent with integrity, personality, and the proven ability to deliver results. Serving the greater Winnipeg area, particularly Crescentwood, River Heights, and North Winnipeg, Jordanna works solo with the help of dedicated administrative support. More than 30% of her business is driven by referral clientele, and she’s already fielding repeat business from those she served in the past. The key to her success? Jordanna cites integrity, straightforwardness, and fun as primary drivers of her professional philosophy. “Clients feel comfortable around me because I talk to them person-to-person, not as a saleswoman. I use language they understand and make them feel that there’s no such thing as a silly question. Of course, we have fun together along the way.” As a Winnipeg native, Jordanna also offers clients an insider’s insight into the market, its trends, and inventory. This not only allows her to negotiate effectively on their behalf, but also adds to her creative approach when listing properties. From the outset, Jordanna knew that the real estate industry would offer her the freedom to strike out on her own course, and she’s taken that sentiment to heart when it comes to her incisive marketing efforts. When listing property, she blends the best practices of both traditional marketing and digital marketing. Print collateral

like mailers and flyers, along with door-knocking and open houses create an in-person presence in neighborhoods where a home is headed to market. Likewise, Jordanna taps her sphere of influence to connect with industry colleagues to promote word-of-mouth awareness. What’s more, her social media presence is well-cultivated, and she was even awarded by PropertySpark for her creative and visually distinct social media voice. “Every listing is unique and demands customized marketing,” Jordanna says. “I’m always looking for a way to satisfy my creative side, and that informs how I conduct my business. I put all the pieces together—from logos and different marketing materials to my community involvement and mentoring new agents in my office. I always continue learning and take every training course I can. I work with the top graphic designers in Winnipeg, and always look for new ways to be on the cutting edge of innovation in our industry.” To lend her spirit of service to her greater Winnipeg community, Jordanna has been involved in a variety of worthy causes. Recently, she helped out on a building project for Habitat for Humanity, is involved with United Way, and serves as the president of the local Arlington Sports Club. She also helps guide up-and-coming agents through mentorship in her home office, Sutton Group - Kilkenny Real Estate. In her remaining free hours, Jordanna enjoys reading, thrifting, and trying new things, like the recent Escape Room craze. Looking ahead, Jordanna has plans to continue expanding her business, with hopes to add more talented professionals to her team in the years to come. In the meantime, she’ll continue building her hometown Winnipeg community one home buyer and seller at a time. With nearly five years of proven experience behind her and an energetic outlook toward the path ahead, the best is yet to come for Jordanna Moskal.

To learn more about Jordanna Moskal visit her website at jordannamoskal.com, e-mail jmoskal@sutton.com, call 204.998.6412, or visit her Facebook page here. www.

https://www.facebook.com/JordannaMoskalRealtor/

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MARY F. RUFLEDT Mary Rufledt got her start in the business back in 1997, recruited from a successful role as a retail buyer and manager. More than two decades later, she has carved out a sterling reputation for professionalism, round-the-clock service, and extensive industry expertise. Today, she spearheads her work solo as a Broker/Owner of Elite Realty Group, LLC, bringing the very best in real estate expertise to northwest Wisconsin. Mary’s professional offerings run the gamut, and her knowledge of the industry extends to home sales, development, building, subdividing land, commercial property, and more. Clients turn to her time and again for her diverse skillset and proven ability to deliver. In fact, 90% of Mary’s business is driven by repeat and referral clientele—the surest testament of a job well done. For her part, Mary takes her role seriously, understanding the magnitude of buying or selling property. “Helping people, that’s why I love this job. I don’t treat it like it’s a hobby,” she says. “Real estate is all about honesty and timing, and you invest in your clients before all else.” When it comes to staying connected with her vast network, Mary remains top-ofmind through systematic e-mail campaigns, and by asking for feedback after each transaction. Her commitment to self-improvement and continuous learning is another hallmark of her day-to-day work. “There’s always something new happening and something to learn,” she says. “I really enjoy the diversity of the real estate business.” When it comes to listing properties, Mary first coaches clients on pre-marketing techniques, sometimes enlisting the efforts of a professional stager to ensure each house makes a memorable first impression. Considering her extensive tenure in the industry, she also has access to a host of trusted

vendors—painters, electricians, designers, and professional photographers—capable of transforming a home and earning incisive market results. Likewise, she blends the best of traditional and digital marketing approaches through print campaigns and social media outreach. Each listed property also enjoys optimal visibility across more than a hundred online listing platforms, ensuring that ideal buyers are sourced in short order. Reflecting upon what she enjoys most about her career to date, Mary cites the behind the scenes work that always pays off in the end, and the ever-changing nature of the real estate world. “Anyone who’s been doing this for a long time understands that real estate agents must sacrifice a lot to succeed. It’s a demanding job, but it’s worth it when you’re helping people through one of the most important transactions of their lives,” she says. “I do this job because I love it, and every day is different.” To give back to her community, Mary contributes to a variety of local causes, including the Camp Manitou Project for area children. She also supports Giving Tree, the area’s Parks and Recreation Department, Warming the Children, Beacon House, and even assists in sponsoring a local youth racecar driver. In her free hours, Mary most enjoys staying active through running, yoga, lifting weights, and spending time with her son and loved ones. As for the road ahead, Mary has plans to continue growing her business and its wide reach, with hopes to venture further into the realms of construction, land sales, and rehab projects—a favorite endeavor. In the meantime, she’ll continue lending her knowledge and two decades of experience to the many aspiring homebuyers and sellers in the community she calls home.

To learn more about Mary F. Rufledt call (715) 830-1001, e-mail info@MaryRufledt.com, visit eliterealty-wisconsin.com, or check-out her facebook page here http://www.facebook.com/EliteRealtyGroup

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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. 48

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AMY STAFFORD Amy Stafford of Keller Williams Realty Central Oregon approaches every one of her many transactions with enthusiasm, honesty and integrity. While relatively new to the industry, she has already developed a solid reputation as an agent who can be trusted to put the needs of her clients front and center during every transaction. While Amy is a member of the Bend, Oregon office of Keller Williams, her primary selling ground is in bucolic, rural Prineville, where she was raised, and which is located about forty miles from Bend. A passionate equestrian, she was a stay-at-home mother with three sons. After her children were grown, she decided to enter the world of real estate. “We have a ranch,” she says, “and in addition to raising my boys we raised horses and cattle, and trained racehorses.” “My father, being an agent for many years, had always encouraged me to pursue real estate.” she says. “When I was first married, in my early twenties, I began taking real estate classes, but didn’t pursue it at the time.” Twenty-seven years later, she hit the ground running, and quickly established herself as a Top Agent. Amy’s roots in Prineville have given her an advantage when selling in the area. “I’ve been in Prineville for forty years,” she says, “so I know it well, and I feel very comfortable selling rural properties. I focus on Prineville mainly, but I do sell all over Central Oregon.” With an ever-growing business that consists of numerous referrals, Amy is clearly doing something right. “I know a lot of people,” she says, “and that helps a lot in this town.” Simply knowing people isn’t enough to sustain a business, however, and Amy brings to the table many qualities that have endeared her to her clients. “I think I’m a really good communicator,”

she says. “I think that’s very important.” She also has a soft-spot for those new to the real estate world. “I really enjoy working with first-time home buyers,” she says. “It’s a new process for them, and it can be very intimidating. I don’t mind answering any questions they might have. I feel that no question is a silly question. I like to be there for my clients no matter what.” Staying in touch with past clients is important to Amy, and she eschews the impersonal methods like mailings in favor of a more direct, authentic approach to maintaining contact. “I pick up the phone and I call them,” she says. “This is a small town and I run into many of my clients on regular basis. It’s important for me to check in on them and see how they’re doing, and if they’re enjoying their new home.” In addition to standard, online methods of marketing, Amy recognizes the needs of older potential clients who are not as computer-savvy as the younger generations. “I do some print advertising, in addition to using the MLS,” she says. “We have a local paper called The Roundup, and I also advertise in another publication called The Central Oregon Rancher.” When she’s not working, Amy enjoys riding her horses, roping and barrel racing. She also enjoys watching her three sons ride, all of whom are members of the Professional Rodeo Cowboys Association. “What I like most about what I do,” says Amy, “is the satisfaction of seeing people being happy. I love helping them find what they’re looking for and making the transaction as smooth as possible. I want to make the process fun and easy. That’s important to me.”

For more information about Amy Stafford, please call 541 - 408 - 7448 or email AmyStafford@kw.com Top Agent Magazine

JUDY STERN Before moving to the United States five years ago, Judy Stern worked as a successful account executive specializing in real estate at an Israeli advertising firm. There, she managed big-picture campaigns from beginning to end, garnering indispensable experience that’d soon serve her as an agent. Upon arrival, Judy hit the ground running and decided to pursue real estate, an industry she had always been passionate about. Today, she has cultivated a remarkable career as the head of the Stern Team, serving her clients through insightful guidance and proven follow-through. While she primarily serves the Rockland County area of New York, Judy and her team aren’t limited by geography and prefer to go wherever clients may lead. As the head of the Stern Team, Judy leads a buyer’s agent and an administrative professional. Together, they ensure that each component of a transaction is streamlined, steadfastly communicated, and optimized for each client. Thus far, 75% of Judy’s business is generated by repeat and referral clientele, while she also dedicates her energies to harvesting new clients to keep her business’s trajectory on a continuous upswing. The secret to her success? Judy’s experience ensures transactions are executed incisively, while she cultivates a personal connection with each client she serves. “What sets me apart is that I practice proactive real estate instead of reactive. My approach is to use strategies that stop problems before they arise, and I always think one step ahead,” she says. “My clients don’t just see me as an agent, but also as a partner, and usually a friend. I become involved in my clients’ lives and develop very deep relationships.” In fact, Judy considers herself a lifetime resource for all her clients’ real estate needs, even beyond the closing table. When it comes to listing property, Judy puts her professional experience to exceptional use. While her previous role in advertising saw her coordinating with clients, creatives, and marketers, Judy uses the same comprehensive understanding of the market to design immersive marketing campaigns that lure buyers. Professional

photography and high production value accompany each listing, and Judy has earned firsthand experience working with properties that sell anywhere between $300,000 to $2 million. “I create a pricing strategy that promotes the maximum amount of buyer intrigue and creates a great level of demand,” she explains. “I try to get the most for my sellers and create a financial incentive for buyers. I’ve learned what captivates an audience online and in print.” In considering what she enjoys most about her day-to-day work, Judy says: “When my clients are happy, I’m happy. I love helping others reach their short and long-term goals, and I love creating real relationships with people who put their trust in me. There’s that saying that when you do what you love, you’ll never work a day in your life. That’s how I feel about my business.” Lending her spirt of service to her community, Judy works closely to support charitable efforts that serve children and young adults who have lost a parent—a cause close to her heart. In her free hours, she most enjoys spending quality time with her husband and two daughters. “My husband supports me 100% and I couldn’t do this without him,” she says. “My family is everything to me. I work very hard, so I cherish each moment I’m with them, and I take nothing for granted. My goal is to be the best role model possible for my girls.” Apart from family time, Judy also enjoys dance, one of her earliest passions. Looking toward the future, Judy has plans in place to continue growing each facet of her booming business. “My goal is to continue to learn and evolve as an agent, while staying on the forefront of new technology. I’d also like to grow my team and constantly improve the client experience.” In the meantime, she’ll continue supporting her community one aspiring buyer and seller at a time. With five years of thriving success beyond her, and an ambitious eye on the road ahead, the years to come are bound to be promising for Judy Stern and the Stern Team. “It’s an amazing industry,” she finally reflects. “Being able to make a living with limitless potential, while making a difference in people’s lives—there can’t be a better combination than that.”

To learn more about Judy Stern e-mail JudySternRE@gmail.com, call (845) 422 – 1512, visit Judy-Stern.com, or visit her Facebook page here.

https://www.facebook.com/agentjudy/

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What the First Thing You Do After Work Says About You We all have our routines. From that morning cup of coffee to a jog at the gym, it’s common to establish touchstones for our daily lives. But have you ever considered what these habits tell us about ourselves? Our actions reveal much about our motivations and emotional life, so taking a second look at your first move at the end of the day can be telling. With that in mind, see how you fare when it comes to post-workday habits... Top Agent Magazine

Break a Sweat After a long day of work, is your first instinct to strap on your sneakers and take off on a run? Do you stop off at the local yoga studio for an extended stretch? Maybe you head to the weight room to pump some iron. Whatever your exercise pick, if you’re inclined to sweat it out at the end of a long day, you’re likely a routine-oriented profes-

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sional who internalizes work-related stress. Of course, you’ve chosen a healthy release for all that pent-up tension, and you’ve discovered the power of endorphins. Once work hours are over, not everyone finds the motivation to stay active. This means you’re driven by routine, conscious of your emotional and physical health, and prefer to leave your cares at the gym, rather than bring them into your home oasis. However, it’s important to give your body a rest now and again, as recuperation time is not only beneficial for physical health, but can help prevent burnout for the long haul. Flexibility is a skill, and one just as important to cultivate as rigid commitment. If you find yourself out of sorts if you miss just one day of working out, you might want to pay some attention to your routines and motivations, and rebalance your commitments and fitness routine accordingly.

Round-the-Clock Hustle If you’re the type to bring work home with you, you aren’t alone. While your motivation to work nonstop is admirable, it’s also important to make the mental transition from workplace to home, establishing the time to hustle and the time to relax. Just like those that hit the gym without fail after a long day, sometimes you’ll need to practice saying no. If your work life is indistinguishable from your personal life, it’ll be hard to catch a break and recharge. This means burnout, frayed nerves, and missed details will soon be on the horizon. Of course, round-the-clock hustle is a strength, too. You’re passionate about your work, care deeply about doing things right, and failure is not an option. Just make sure that you establish some foundational boundaries so that you maintain an 52

appropriate, healthy balance between your time at work and your time at home with the loved ones and hobbies you cherish. If making way for downtime isn’t easy, try penciling it in the way you would a work engagement. Dinner with a friend, a date night with a significant other, or a solo movie fest can be readily added to your calendar, and thus built in to your regimented schedule.

Turn to Food If your first instinct after work is to eat, it can say a few different things about your routine. Perhaps you’ve been so on-the-go all the day that you haven’t had time for lunch. In this case, you might need to regiment your schedule with more purpose aimed towards downtime and self-care; food is fuel, after all. If you head home and gorge after an average day, you may be turning to food as a way to relieve stress. In this case, you may need to reassess some of your post-work habits and find a healthier balance and outlet for your tension. Taking a walk, grabbing fresh ingredients for dinner, hitting the gym, or decompressing by catching up with a friend or a good book—all are healthier, more balanced ways of executing the transition from the office to the home. Pay attention to your consumption post-work. Determine how hungry or satiated you really are before making a grab for the nearest sustenance. People decompress in all different ways after getting home from the office, but always remember that routines are telling. Don’t take your daily actions and impulses for granted. Examine the root behind your well-worn practices, and you may detect nuances at play beneath the surface that can you help you recalibrate for the better.

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ALEXIS THOMPSON Even the name of her brokerage exudes energy, humility and a strong devotion to community. Those characteristics, after all, have helped propel Alexis Thompson to residential real estate success since 2014. As Broker/Owner of River Fox Realty, Alexis is proving that dedication and loyalty to other people – whether her clients or her teammates – is the foundation of success. River Fox Realty, a boutique style brokerage named for the Richmond community in which it is based, opened in January 2018 and by the end of that month included Alexis, three other agents and a business manager who truly work together in a remarkably supportive and enthusiastic environment.

A Richmond native, Alexis possesses strong local connections, devotion to community and an authenticity that her clients appreciate. Within three years of becoming a REALTOR®, she was drawing 100% of her business from referrals. “Sometimes people are searching for authenticity and honesty; I think the way I work with them really resonates,” she says. “For example, if I’m going back and forth with a client about whether they should sell a property or rent it, I won’t put any kind of pressure on them if renting it makes more sense financially for them.” She’s also never lived in a world without real estate apps and is quick to adopt new technology. “My husband also helps our clients,” she adds, noting that, as an urban planning consultant, he understands nuances of permitting, zoning, and other hurdles that homeowners come across in need of expert advice.

The fact that their leader did not attach her name to the company says volumes about her leadership style and professionalism. “I wanted a more democratic appeal,” says Alexis. “I wanted people to know that my agents are just as good and just as dedicated as I am.” By creating a company brand versus and individual brand, every agent is held to the same standards and ethics that Alexis has always embraced. For 10 years prior to residential real estate, Alexis honed those skills and standards while working in economic development. At both the local and state government levels, she focused on rebuilding distressed communities. “We would go into historic Main Street districts and establish grant programs, entrepreneurial support programs and real estate development initiatives,” Alexis explains.

Alexis and River Fox Realty work with several different kinds of clients, ranging from standard buyers and sellers to builders, new construction, investors and flippers. She eagerly works with clients at any price point; for example, Alexis has sold a set of three, $45,000 condos and has also taken a listing for a $2.5 million luxury property. “I really like working with people who are making big life choices,” she says. Those people appreciate that Alexis has been in their position, juggling a career, a move, home renovations and children. “My husband and I buy old, ugly homes and fix them up while we live in them. I know what people are feeling and that resonates with them!” Meanwhile, Alexis has also enjoyed taking part in episodes of HGTV’s “House Hunters,” including a 2016 episode and a spring 2018 episode.

As much as she loved that work, the constant travel wore on Alexis and her growing family. A residential real estate career was a natural fit for her experience and energy. “I prefer to work harder and have different challenges thrown at me,” says Alexis, later noting that during her first three years in residential real estate, she and her husband welcomed their second and third children. By the time she opened River Fox Realty, she had three children ages five and under – more proof that she thrives in the face of change and challenges.

The future of River Fox Realty includes growth, but slowly and steadily. “It’s such an exciting time,” says Alexis. “I want to support my agents with a team-based brokerage that might include taking them on a trip for hitting sales goal or making sure they have childcare when they need it,” she says. “That’s the kind of holistic support I craved when I was slugging it out growing this business and I want that for my agents.”

To learn more about Alexis Thompson, visit riverfoxrealty.com or facebook.com/RiverFoxRealty, email alexis@riverfoxrealty.com or call 804.627.3803 www.

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CATHY THOMPSON-COUNTI After 9/11, Cathy Thompson-Counti decided it was time for her to get back home. The native of Lee’s Summit, MO, had been working for a top agent in Raleigh, NC, when her yearning for home returned. “When I came back to Lee’s Summit, I started selling new construction, which I’m still doing in addition to resale,” says Cathy, a 20+ year real estate professional who now has a team of 15. The Ask Cathy Marketing Group includes a fulltime closing coordinator, a listing coordinator and a Director of Operations, plus a part-time receptionist, two listing agents and five buyers’ agents, all led by Cathy. She is even seeking a marketing director. “What makes us unique is that we specialize. We do personality profile tests and, by doing what we’re each best suited for, we deliver the highest level of customer service to our clients,” she says. Covering the Kansas City Metro Area, including all of Jackson County, parts of Cass, Platte and Clay counties and communities in Kansas such as Shawnee and Overland Park, Cathy’s group with Keller Williams has been named one of the fastest growing companies for multiple years by Inman and the Kansas City Business Journal. “And at least 65% of our business is repeat,” she says. “We are known for having very short days on the market and for getting 99.8% of asking price for our listings.” Faster sales for more money leads to happy sellers, creating a snowball effect of repeat and referral business. “Our clients know we care about them, not just their transactions,” Cathy adds. “We spend a lot of time with them afterwards; we invite them to our events, some of which are tailored to kids and families and some of which are for the adults.” At those events and through regular check-ins by phone, email and social media, they keep up with each other’s lives. “They’ll call us if they have questions about their taxes, or refinancing, or questions about staying in their house,” she adds. “They know we are their REALTOR® for life, with excellent customer service all the way through.”

To market their fast-selling, top-dollar homes, Cathy and her group begin with the top-quality work of their listing coordinator, who is a professional photographer. “She’s also a drone photographer,” explains Cathy. They take advantage of SEO and lead generation programs and are premier agents with the real estate websites. “A mixture of influence; internet and social media marketing; photography; and targeted listings descriptions is how we are able to achieve the short days on market.” Cathy loves immersing herself in the lives of the many people she meets through real estate. “Your real estate agent knows so much about you, your family, your needs, and your goals,” she says, noting that when trust forms, relationships blossom and needs can be more easily met. “It’s so exciting getting to know and to become friends with people for years and years after their purchase or sale.” She sees them out and about through her community outreach, as well, including the No Hungry Kids program. She founded a charity golf tournament for the program in 2011. “I’m also an animal adoption advocate and we keep an eye out for people in the community with great causes and may need someone to jump in and help.” “As relationship specialists working with people who want to sell their home or buy a new one, we have the experience, knowledge, and expertise, coupled with the unwavering commitment to always do what’s right for our clients,” Cathy says of her group. “We don’t just open doors to your future; we also take responsibility to help define that future. For every buyer, we find the best house at the best value, and for every seller we secure the most money possible in the shortest amount of time. For all of our clients, we ensure the process is efficient and stress free,” she adds. “We do this with our hand-selected agents who understand our culture and speak your language. We care about the details of each transaction and believe in the power of solutions, not problems. We know that for every real estate transaction, there are several keys to success. Calling us is the first key. After that, we will handle the rest. Your dream...our priority.”

To learn more about Cathy Thompson-Counti, visit AskCathy.com or go to Facebook, email Info@AskCathy.com or call 816-268-4033 www.

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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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DAVE UMPHRESS Dave Umphress got into the real estate business almost by accident. While he was working in a completely different industry, he became frustrated with his job and came across a real estate team who was looking to groom a new agent. Dave jumped at the chance. He quickly began his training and within 6 months, was the top agent on the team. Soon thereafter, he left the team to launch The Umphress Group with the vision of it being a world-changing philanthropic organization, cleverly disguised as a real estate team. The Umphress Group not only focuses on providing an exceptional customer experience, they also have have the explicit goal of helping the less fortunate globally as well as locally. In just five years, The Umphress Group has grown to 16 team members, and are based in Littleton, Colorado but their reach goes all the way from Ft. Collins to Colorado Springs. Dave credits his team’s unique vision as being a major key to their success. “I think my agents and my clients like that they’re a part of something bigger when they work with us. We are making a difference in communities worldwide. Right now, our primary focus is on the three communities in Mozambique and Ethiopia we’ve adopted, bringing clean drinking water, sanitation education & AIDS prevention, as a holistic approach towards self-sufficiency. By partnering with these three communities, we’re able to visit them regularly and really get to know them and their needs so we can make a greater impact. Locally, among other things, we organize food drives and collect backpacks and school supplies for kids in Denver, and our clients really get involved, which has been amazing!”

Of course The Umphress Group also offers their clients an exceptional customer experience and marketing that is second to none. “We really go all out when it comes to marketing our listings, taking advantage of every technological resource we can. It all starts with top notch photos and walkthrough videos, and then we get the listings maximum exposure on all of the major websites. We’re in a competitive market, so we do a lot of “coming soon” marketing as well. We have a full time marketing director who really stays on top of the social media and Craigslist postings, making sure our listings are always being seen by the most likely buyers.” When Dave isn’t working or giving back his time, he enjoys spending time with his wife and young son. The family loves to travel, immersing themselves in new cultures whenever they can. Dave is also and avid participant in adult sports leagues, even inventing a popular new sport, Volten, which is volleyball played on a tennis court. Dave has big plans for the future of his business and would like to help 300 families buy or sell in 2018. He plans on keeping his focus in Colorado, with the goal of becoming the state’s number one team, and would like to give away one million dollars by the year 2021. “Being able to empower people is what gets me out of bed every morning. Helping people achieve their real estate dreams or helping my agents build successful businesses is very rewarding to me.The fact that we can then take that success and give back to those less fortunate, is a dream come true for me. We’re doing something here that is more important than just earning a commission. We’re making a difference.”

To learn more about Dave Umphress and The Umphress Group, call (303) 330- 7894 or email DaveSoldMyHouse@gmail.com Top Agent Magazine

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