Nationwide 2-5-17

NATIONWIDE & INTERNATIONAL EDITION

JUSTIN DEAN

CONNIE REDD

& LARRY PETERS WILL ALFARO NED CH SUSAN BREWER

When working with seller clien Will Alfaro has been licensed for backgro With over yearsa of realfo thatnineteen has led toWith amazing results over 12 years, but it wasn’t until athings natural tal estate experience andand named aswethe there are two main foc 2015 that he left his lucrative of value andwonder a sense of urgen longtime career, decidinglocal to taketop tion agent in residential sales no Ned which a high the plunge and pursue real 9 estate times, marketing, Susan Brewer of us Susan entergives the real est est. Potential buyers get a real p full time. That risk paid Brewer off and Service 1st Real Estate has ago.

Today, he’s quickly. They know the house is Will is now a rising star in the HIGGINS TABITHA made a name for herself as aBroker businessof ciple miss out if they wait.” industry and already one of the make clients’ transiti “When I first started in most real estate, a friend ®leader inbegan St. team Charles County through The whole believes in giving back n graduating Temple University, Melissa workrespected Realtors At The Rockies Doug Hosmer’s real estate career sible.

“Buyers need of mine said, ‘Don’t get greedy or it will hercommunity willingness to goincluding the are extra mile they represent andtwo theyin ly began a successful career in the insurance Willthat and his team actively ing in Northern New Jersey. in says 2007 when ®heTabitha and his wife, Lanell, in order to make a“ sabotage you,’” REALTOR participating inofseveral fundrai in Keller Williams’ RED Day. forticipate eachher and every one her clients. stry, but she always had an entrepreneurial time, Penny enjoys visiti Penny Glover actually got administrative st James Geddes entered real estate with (HDR) photography,” through which a home’s g Higgins of RealtyONEGroup Mountain Desand sellers get the ad acquired HarryPassaic, Norman, REALTORS focus on law enforcement Will andher hisown teambusispecialize the in Essex, Morris and Williams makes giving backcities to suppor the cC t and a strong desire to build in the gorgeous of is license in 1984, but when her ert in Northern Arizona.

By remembering extensive networking a broad, experienced view of finance are highlighted inthat theprovide best possible light.

When c been constantly scholarships.

Will Bergen Counties, so they are able to offer their clients franchise in Marble Hill, Georgia.

Doug nity a big priority.

“Many Hands, Make . “I realized I wanted to create something of “I really strive to make sure that my clients are well-edhusband’s job moved them outcharitable that hard and and dedicatskills.”that When selling andwisdom with while deep transactional ing, hein-dethen only includes images enhance th organization in the nea knowledge ofworking several of New Jersey’s most ing,” heheexplains.

Work” is their guiding philosophy.

We’ own. So I did a lot of in-depth research and realized is no stranger to the industry; comes ucated about the transaction, about the market, and about ing herself fully to Tabitha has put built clients prepare their investment expertise.

Estate house.

Each photograph, he explains, “needs to ca Penny couldn’t be more of“Real state, she her desire becan become even more involved mand markets.

One of clients, the keys to Will’s remarkable rapidto ticipated in food drives and raised mon real estate would be a success perfect fit.

It gave me ® her purposefully. value. is business a transaction business.

WeSusan want the ideal buyer whothat is He searching anonymousl from a and family active in“Iof all aspects oftolike real trends,” says.

“Iclients really one-on-one cusinto the field“My thatfavorite allows a Realtor the back burner possible. enjoys spending hisp has been gradually his absolute devotion toonputting his Just two years ago, he had the families in need around the holidays opportunity to take myneeds experience and what believe it’s really important to specialize in challenge,” she says. our clients get into and service…really complete findstrying andher connects with those buyers withhehis com tomer help people understand all and traveling whenever can. above all. toestate from Land Development toto Comhelp people.

“The next tha raise a family.

However pasarea; know andamount do it well.” different challenge an opportunity to purchase adonate thirdFacebook ofa specia We participate and/or to d learned over the years, one and use to it to notyour SHARRON KELLEY transactions with the least targeted web marketing and “bullish” ad ofarea the real estate process, not just the simplified version. ing more elderly people sion and interest in the industry mercial & Residential Sales.

“I received By being fully immersed in a market, says has their own story.

Ie of drama,” says James, whose real hyper local targeting Facebook allows and the on aof monthly basis.” y buildWhen a business but to help people as well. histhey brokerage, and three months Will has big plans forhappenthe futur Will and his have already built upher. anto impressive perpassion, expertise and team profesphy each home.

Sharron hires VHT, We want them know why and how things are now I’m pursuing my SR never left When moved Tabitha, an agent can build expertise and aand them, whether they’r my Real Estate license inposting while estate journey began in 2001 withis his ads plays to strengths as one of tinueprofessional themy growth, while always centage ofgot referral business, and that largely due to2006 t my sionalism license and I never looked back.” combine, you’ve a winner. atheir top-notch photography ago, he received his broker’s ing, and assist them with making good decisions and how best service possible with back to Amarillo, Penny got a reputation that working ultimately leads limitless their dreams, relocati first investment purchases. technically and savvy agents,” customer that he has customer first approach to sales.

“We take a lotmost of pride in to for atosoftware company as VPsocial-media Melissa couldn’t beservice more thrilled with th That’s Sharron Kelley, whose clients property firm, shoot each one.

Then she hasbu license.

It is clear he’s eager and to get top dollar for their properties.”

I love what I do.

It’s been job working for a title company opportunities and ongoing referrals. fect place to retire.” ates from And one buyer raved, “Nadine went above “I wanted to diversify our personal really believe that if you enjoy w what we do.

I tell my team every day, don’t think about money, aboutproved their smooth transactions asion full-color, high-gloss brochure made she made 13 years agowork to Lawrenc join the in issa’srave decision toInbethe more thesince Lawrie of Business Development.

Little did I 13 than years she entered real hire me to sell your home, you with m For over 34 years, Pamela Jones days on market and eve ready to exceed expectations, and have them become a and her love of the industry was investment portfolio at the time,” says After cultivating relationships with buyers throug at it.

There’s nothing better than DO YOUR JOB and money will come.

Our clients see our found an and beyond for me as a first time home fromand start finish.are “Our clients aremost ourHuscher’s award-winprofessionally for every home.

“We that she is sohands passionate about.

“The t as she, hertoteam, some of the estate, Debbie buyers are in great with our team of pr natural at sales.

A has been one of the most respected advantage of perceived know what an exciting direction my life For Tabitha, the path to that success started with returning Tabitha’s primary goal is that every this commitment to his work James, longtime and venture capitalist who started heand delivers them the same high attention he prov nothing better than seein sparked again.

“That was this in 2005, Itheir jumped right inme and client findtoo,” the right property, or d authenticity and that truly care about best interests.

It’s focus on client service that keeps comtopaat priority,” Sharron says, referring towe video our houses, she notes, “and ® entrepreneur ionist a buyer.

She purchase acustomers home ® much I helped love about what I after do. working There’s really never emand Realtors working in Bucks and Montgomery Dean & DeWitt that ye If one could choose only one word that best describes ning marketing prowess and her son with an entr Realtors serving the Northern Virto the area where she had lived since 1982.

After earning happy with her.

“I hop and served as CEO ofwork two successful venture com“I won’t waste their time,” he says.

“I only sh With that approach we capital-backed will always be“After successful and always getto them the best price for their h was about to take when the opportunity to purchase to Harry walk into the perfect hom have loved it ever since.”

She has now become one of her team.

“We together to make we are extremely high in global views. has led him great success. ing back. being in the business for nineteen years,” ook it, and from across the country and even did Facemoment.

It doesn’t matter how many years you’v nties in Pennsylvania.

She is the owner of the Melissa unmatched professionalism have As an active, 16-year resident of Durham, her license and moving back to Northern Arizona from stressful can actually be fun and e ginia area.

After watching her work Pamela believes strong of the market downturn Dean & DeWitt Property Management in St. Petersand a true gift f paniessure before a prominent Silicon Valley meet criteria. clients areof very much inv have referrals.

We two are allHarry about being a resource to our their clients, clients at the end theto transacti all ofco-founding their needs are met.most No According toMy statistics, Coldwell Banker they finally sell their pro Amarillo’s in-demand andinventure respect agents. the Norman REALTORS franchise presented for prov she says, “I’ve established a nice core group of people I’ve With offices from St. George doing this, you still learn something new every day a ly Group, the number one team in their market center Phoenix in 2007, Tabitha began building a strong presence dedication includes her pledge that on for the Time walk-throughs of homes for me.

She boosted success along with that of sure tothey community increases her standing. in retail years, Pamela’s nity and serves on the B capital firm or with offices inthe Seattle, New York City and Tokyo. process before start looking at homes.

IBesid find guiding themher through process and for making have buying my achieve first home atstarted the age initially rewarding business. burg, Florida, it the would have to eleven be “innovative.” sellers buyers are same.

Our pashas morewe online exposure than any other them their real es worked with who have become friends.

They’re our best Salt Lake, they are able tonot service itself.”

Doug began growing the busi‘The Be inequalled the Quad City region encompassing Prescott, Prescott agetting situation in which she doesn’t hol continuously growing.

I’m focused on how 5 &broker, 2016.

They been honored with the “5 Star her team and all their clients.

Debbie, inher local school and sports the mom of ble isimmediately sothe knowledgeable about every aspect of mother encouraged to get her Chamber Commerce, stronger and stay onto toim all information they need toPromake best‘must-haves’ decision for versus avery ‘nice-to-haves.’”

His trac sion for realhave estate isthe only by company.

Marketing is free—if peoinasof the applianc With cutting edge technology, cream-of-the-crop Penny is currently with Keller WIlliams and specializes in cheerleaders, and they’re the ones giving us our next line PRESTON Valley, Chino Valley and Dewey-Humboldt.

“I specialize she will happily find the perfect your Real Estate needs statewide. myself and how to better support my team, and we ionals Award” byLETTS Philadelphia Magazine in 2011, 2012, ness and expanding the area that the Harry love helping people, and that’s their family.

We manage expectations thebuying start and are who previously spent 20 years infrom sales has previously held aNorman position on the Econo After buying and renting multiple properties, James earned his entrepreneur and venture capitalist also prepare our compassion for people.” ple aren’t spending money to promote real estate license.

“At the time of Oatlands Historic Hoaaa n, helping the home process that I’m afraid to he always had Efficiency is a hallmar management, and an owner with both investment the Amarillo and Canyon areas.

She credits her low presinhis relocation asfor well asInhorse property; farm and ranch; “It goes back to not being greedy,” of business because they’re happy with the service they’ve day.

It’s asystems great industry.” always ahead any potential problems, so wean can keep the stantly looking to improve our and the w 4, &license 2016. to She attributes herofmost recent success their home, they’ll be blown out ofway theNo real2015 estate reduce transaction costs.

2004, he was estate negotiations.

“Every transaction includes a About 80 percent of his business and marketing a beverage company, Commission.

“I’m also the Marketing Co completely customized experience that my mother was agent, and she enjoys playing golf. office serves.

“We currently have 20 agents and Harry ong before ever leave the area and have to deal with a estate and at the ab investment properties; and land and active adult commy area of expertise, I’ll find the sure sales style that always puts the client’s needs first as to that end Justin’s pro savvy and a true understanding of what premium process seamless.”

Sharron’s client-focused approach won received.” gives clients what they need.” licensed in Florida selling primarily to investors from the Silicon ple – themarketplace.” buyer, the of seller and agents.

I ensu with our clients.

We never forget thattheir our main goal is er husband, Vince Vesci, who joined theexactly team in 2015. brings ingenuity to every real estate annual Durham Fair, which is one of the la thought with my customer service comes by way referral. because our office isa centrally located inexclusively the beautiway, Ho the for transition int ing a solo different realtor!

I’m so thankful she guided says Tabitha.

“I’ve done extensive work with refer it out.

There’s soinmuch toPet real being key toteam her success.

“There’s passion I in put into as amunities,” Five Star Real client service means, Dean & DeWitt has been satSt.get Valley andrecognition South America.

“Ibusiness would position the properties as don’t impede a country,” favorable outcome everyone.” putting the client first.” ce is her the Sales Manager for their and also works engagement.

“I’ve built my by transferring the skills I fairs the she says.

“We ov and sales skills, I would be a natuPamela couldn’t be ha out-of-town clients.

Iand love helping them in every aspect too busy trying toone do itlooked all.

It’s im hasn’t bac Williams me the home buying process and ful North Georgia Mountains, we are able to service national But Customer service is only as through good as Estate Professional by Chicago Magazine, her team Buyers, of course, also gain from Sharron’s sharp underAlthough she is now of the swiftly decided to joi everything I do, whether it’s getting a home sold for the alternative investment instruments with my clients purchasing the In Virginia’s lush isfying clients since 2006. my more than 700 pro hgained their Sellers.

“My business has continued toWith grow year support of her family husband been in also the as a national brand says, adding that every September.

It’s awhen lothas of fungratifying and ral fit for the real estate business.

She was right, and here I(her am nothing more ofmanager,” finding andshe purchasing ait,the home inwhile an unfamiliar area.” specialties helping people.”

“I believe in working towards the people performing and for Presas one of the Top 20 Most Improved Agents in success, Chicagostanding ofrecommend the marketplace and outstanding negotiation missed during her lifeCo ing all of would highly her to any buyer properties sight-unseen.” he says.

Buoyed by this James Going forward, James wants to continue meetin most successful agents in the counbest price, or working with buyers tirelessly to find exactly Pickens, Dawson, Gilmer, Lumpkin, Forsyth and iate of doah Valley and Melissa’s team consists of full time Listing Speciali rshe year.

I’m a firm believer in providing unsurpassed levels thrived in brand management, she chose real estate as an marketing skills and my network.”

Debbie business for 15 years), Susan is able to give her clients her utes of my office,” he all these years later; I couldn’t be happier with my choice.” make the right decision Given her vast market knowledge, she has even worked in ton, it all starts with hiring the best in land in his 2015 by this magazine. skills.

“ILawrie love spending time with learning agoal relationship where itthem is aand conand working among Ri later earned New York license and sold high-end condos and with new people and further improving on the quickly rose to become try, it wasn’t until after Jennifer what they want.

I’m not a pushy agent.

My is always s.

Approxor seller.”

Northern Virginia Cherokee counties.”

Portfolio Buyer Specialists who are supported byhome well train ustomer service and my whole team shares the same goal alternative to a corporate relocation.

“Sales and marketing were embedding herself in thegives local lifestyle.

“I truly love helping peop vacation home sales aslaser-focused well as newshare construction.

Tabitha also as much time ai attention.

“I have the support of my family, the industry, people who all his he explains, is that it Entering real estate in 2003 doing residential what makes them unique.

Walking into a with co-ops in Manhattan and Brooklyn before returning to Florida. transactions he guides.

Meanwhile, his personal tinued one,” Ned explains.

“We one of the top producing agents Myers bought her first home that to have happy clients.

It’s not about the transaction for me, such an immedia made up of areas knowledgeable office staff.

They focus on residential local causes.

“I’m ameet big animal lo lways putting client’s needs first.

We’re all great commualways my of expertise, I get towith remain rooted infound my one myself,” she says.

“I moved here from Calif philosophy of providing ansoon unsurpassed Pamela is so currently Long and Foster, the nation’s help their rea Estate an and they understand ifofIand have to work every night and every Sharron was helping people even before she got into buyers, watching their faces and knowing that they’ve excellent service for w sales, owner Justin Dean himself faswife family.

“My wife isthem from Brazil.

We ow From the outset, Andr in Perth, Australia, eventually don’t want to service someone she considered joining the real estate it’s about the relationships.

I’m really proud of my repeat estate in her first level of customer service.

“I put a very Planning and determination have fueled Tabitha’s career our local Humane Society,” she sa limb.

Two Nadine is also very active in her commuluxury homes, new construction and working with inv tors2012, who always strive to getloved clients’ homes sold top community whileShe stillalways using the marketing skills I at developed.” didn’t know anyone.

Now I’m the local exp premier real estate brokerages, on My aof small team that includes real estate. homes and decorating, found ‘their’ house is nothing short ofme wonderful.” weekend. clients know they cansays reach any time, The Harry Norman REALTORS, North Georgia World.

By James transitioned to more traditional residential real and love to travel,” James.

“We also have aW bining aat hybrid suppo important for our repu cinated by the numbers side the business and industry.

“My first home buying large emphasis on customer service and owning his own successful from the beginning.

“I am very big about goals and perand work with children who ben just once.

We want to create a Ridge Association and referral percentage, since that really lets me know that so when her mother-in-law decided to sell her home in ar, as well as guiding and educating our buyers.

If you clients happy whether they’re relocating her her partner and husband, Dave Jones, as well as full time erior cusnity, serving as a member on the Agent estate in South Florida,soon where,transitioned as the founder of The Geddes Group area and visit him and his our family, including any phone call or email will bewith returned immediately.” cultivation ofthe her very netwo itself on delivering the best results erties in backyard into investment and commercial provide weekly training onearned every aspect sonal growth inOffice every aspect of life,Northern not just apy.

Right now, I’mMy a littl not good. agent branch.

But asawas he moved more honored her with I’ve done aand good job and have my clients’ trust.

This yearsstay ago, Sharron was right there.

“Iprides enjoyed Being part ofexperience the communities she serves ishelping important client for life.

Our focus and sloThrough Ravies, The Huscher Group, which also abusiness,” life transition,” she says. us on Colorado yourWilliam clients, positive, work hard towards licensed assistant.

They serve all of Virginia with

MELISSA HEALY

DOUG HOSME

PENNY GLOVER JAMES J. GEDDES, JR.

Dean & DeWitt Property Manage NADINE MALTZ LAWRIE L DEBBIE HUSCHER PAMELA JONES St. Petersburg, Florida

JENNIFER MYERS HEIDI RU

NATIONWIDE EDITION

7

11

15

19

23

JUSTIN DEAN ALA DALA NORA

27

RICK DEVINE

30

JAY MALLON

33

MONICA POSS

CONNIE REDDEN & LARRY PETERSON

NED CH CONNIE 37 REDDEN 34 WILL ALFARO SUSAN BREW & LARRY PETERSON

With a backg

When working Will Alfaro has been licensed for With over nineteen yea and a natural that has led toNea over 12 years, but it wasn’t until no wonder estate experience and nam there arethetwo 2015 that he left his lucrative enter realm local top agent invalue reside tion of longtime career, deciding to take ago. Today, an h 9 times, Susan marketing, whi the plunge and pursue real estate cipleBrewer Broker Brewer 1st PROPERTY MANAGER est.AtPotential full time.

That risk paid off andService GERRI ROSS WILL ALFARO SUSAN BREWER NED CHIDESTER The Real Rockb JUSTIN DEAN Theytw Will is now a rising star in athe including made namequickly. for herself ask administrative miss out if they industry and already one of the leader in St. Charles Coun ® been constant workmost respected Realtors her willingness to go the ing,” he explains.

CONTENTS ing in Northern New Will and his te Jersey. for each and participating every one ofin Just two years ago, he had focus onthe law en and his team specialize in Essex, Passaic, Morris and 5) 5 STEPS TO ACHIEVE 13)Will THINKING OF 21) CONNECT BEYOND opportunity tothat purchase third of ar really strive make my thata clients provide sc Bergen Counties, so “I they are able to to offer theirsure clients his brokerage, and three months LONGTERM LISTING? NINE WAYS REAL ESTATE the transaction, about the market, charitable organ in-depth knowledge ofucated several about of New Jersey’s most in-deago, he received his broker’s can become One oftrends,” the keys to Will’s remarkable SUCESS AS A REAL ESTOmand GETmarkets.

READY TOsays.

ATTRACT FUTURE Susan “I really like that one-o license.

It rapid is clear he’s eager and ev possible. en success has been his absolute devotion to putting his clients tomer service…really trying to help peopleHe und TATE AGENT CLIENTS ready to exceed expectations, traveling needs above all. and this commitment to his work w of the real estate process, not just and the simplifie

17) BUYERS AND SELLhas led him to great success.

DeWitt Property Management We want them to know why and how things a ERS: 9) 5 SOCIAL MEDIA IN St. Will has to big p WillUNDERSTANDING and his team have already built 25) up anARE impressive With YOU officesperfrom George ing, and with making good decision Salt Lake, they to service tinue the grow centage of referral business, and assist that OR is them largely due to theirare able HOW HOME INSPECMISTAKES REAL OUT? St. Petersburg, Florida totoget top“We dollar for their properties.” your Real Estate needs statewide.servi customer customer first approach sales. take a lot of pride in TIONS ARE NEGOTIAESTATE AGENTS

MUST AVOID

percent of really his business believe t what we do. I tell my team every day, don’t thinkAbout about80money,

TION TOOLS 29) FACEBOOK: Q&A comes by way referral. atkeeps it. There’s DO YOUR JOB and money willfocus come.

Our clientsservice see ourofthat It’s this on client custon

client find the r authenticity and turned that we truly care“After about their bestininterests. that best describes Dean & DeWitt that year, he has the curse ing back. being theinbusiness for ninete “I believe working towards get group them the be With that approach weshe will says, always“I’ve and always established a nice core into a highly profitable andbe successful ment in St. Peters- of the market downturn a relationship where it is a con-of p clients at the en have referrals. We are all about being a resource to our clients, tinued become one,” Ned friends. explains. “We worked with who have They’ be “innovative.” rewarding business. guiding them through the buying my firs process and making don’t sure they have want to service someone Phone 888-461-3930 | Fax 310-751-7068 cheerleaders, they’re thefor ones getting givingstronge us ou cream-of-the-crop all the information they need to make and the best decision just once. We want to create a mag@topagentmagazine.com | www.topagentmagazine.com of expectations business they’re happy with thesloservp loveand helping their family.

We manage from the startforand Efficiency is a hallmark of Dean & DeWitt, andbecause h both investment client life.are Our focus No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher.

Top Agent Magazine is received.” day. It’s a grea always ahead of any potential problems, so we canis:keep gan ‘Ourthe team work makes that end almost of whatpublished premium

by Featureto Publications GA,Justin’s Inc. Althoughproperties precautions areare takenlocated to ensure the accuracy of published materials, Top Agent process seamless.” your dreams work.’” Ned and his cannot beexclusively held responsible for expressed or facts“Almost supplied by its authors.

To subscribe or change address, send inopinions St. Petersburg.

95% of Witt hasMagazine been satensure their clients know they’re With the support of team her family (her husband has inquiry to mag@topagentmagazine.com. keeping in touch constantly through e my more than 700 properties are within 15 minbusiness for 15 years), Susan is able to give her Published in the U.S. phone calls. They also hold a spring utes of my office,” he says. The reason for this, laser-focused attention.

“I and have the support of B business to thank their clients. doing residential he explains, is that it is far easier to provide and they the understandneeds if I have to work nigh first and workingevery together to 2 Top Agent Magazine andknow his team havecan madereach great strides.

“It’s ound himself fas- excellent service for which they are known. weekend.

My clients they me a there for our clients. We want them to the business and important for our reputation to keep any ourphone prop-call or email will be returned immedi

MELISSA HEALY DOUG HOSMER TABITHA HIGGINS

The whole believes intransitions giving ing. back to the Upon graduating Temple University, clients’ as smooth “When Melissa I first startedDoug in realHosmer’s estate, a friend real estate career began teammake What PENNY GLOVER need of this infor of said, ‘Don’t get greedy or ithewill community that sible. they “Buyers represent andallthey allis parh Healy began a successful career inJAMES themine insurance J. GEDDES, JR. in 2007 when 38 41 42and his wife, Lanell, 46 50 an peers ® Tabitha in order to make educated pu sabotage you,’” says REALTOR ticipate in time, Keller Williams’ RED Day. “Kelle industry, but she always had an entrepreneurial James Geddes entered real estatethe with (HDR) photography,” which a home’s greatest features acquired Harry Norman, REALTORS the expecta Penny Glover actually got her through Penny enjoys visiting childre Higgins of RealtyONEGroup Mountain Desand sellers get the addedher advantage broad, experienced view of finance areHill, highlighted inher theDoug bestmakes light. When thecommu list-Dou Williams giving backcreating toColorado the spirit and a strong desire to build aher own busi- Arizona. franchise ininMarble years, license 1984, but Georgia. when inpossible the extensive gorgeous cities of ert in Northern By remembering networking tools and Spri nego and with deep transactional and ing, he then only includes images that enhance the appeal of nity acomes big priority.

“Many Make Little ness. “I realized I wanted to createthat something of working is no stranger to the industry; heout ume the of retu husband’s job moved them wisdom while hard and dedicatskills.”

WhenHands, selling homes, Tabith investment expertise. “Real Estate house. Each photograph, he explains, “needs to capture the spirit” ing herself fully to clients, Tabitha has built clients prepare their homes to attra Work” is their guiding philosophy.

We’ve my own. So I did a lot of researchis and realized of state, she put her desire to be Penny couldn’t be more thrilled with from aWe family in all aspects of real theJames factpar tha a transaction business. want active of the ideal buyer who is searching anonymously online. ® her business gradually and purposefully.

“I value.

“My favorite part of real estat a Realtor on the back burner toComthe drives field that allows to truly ticipated ininto food and raisedher money fo that real estate would be a perfect our fit. It gavetome estate from Land Development towith business co clients get into and complete finds and connects those buyers with his compelling listings, believe it’s really important to specialize in challenge,” she says. “Every day th SHARRON KELLEY transactions with the least amount targeted web marketing and “bullish” Facebook advertising.

“The raise a family.

However her pashelp people.

“The next thing I’d love families in needdifferent aroundchallenge the holidays wellto the opportunity to take my experience andtowhat mercial & do Residential “I received fromasbuyer previ one area; know your area and it well.” Sales. and every o JAMES J. GEDDES JR. PENNY GLOVER MELISSA HEALY TABITHA HIGGINS DOUG HOSMER of drama,” says James, whose real hyper local targeting Facebook allows and the ease of creating passion, expertise profes-mysion phyindustry of each home.ing Sharron hires VHT, people, and interest in thein more elderly who I cause love Real Estate license 2006 while letbeing me know We participate and/or donate to aI like special I had learned over theWhen years, andBy use it toand not being fully immersed in a market, says has their own story. able estate journey began in 2001 with and posting ads playsprofessional to“Nadine my strengths as oneabove ofmy South Florida’s sionalism combine, you’ve got a winner. a top-notch photography United States from but And one buyer raved, went never lefthis they moved I’m pursuing SRES canho PAMELA Tabitha, anwell. agent can build expertise andWhen a JONES them, whether they’re getting working for aher. software company associal-media VPnow ingsoorIthe selli on ashoot monthly basis.” only build a business to52Sharron help people as LAWRIE LAWRENC That’s Kelley, whose clients firm, to each one.

Then she has first investment property purchases. most technically and savvy agents,” he says.

55 56 59 60 back totoand Amarillo, Penny got service possible with their uniquet reputation that ultimately leads limitless their time dreams, relocating or finding Maltz an Irave beyond meadid as Ibest a first about their smooth transactions a for full-color, high-gloss brochure madehome of she Business Little successful wanted to diversify our personal I got myfound license and never looked back.” days on market and eventually that low For over Development.

34 years,hire Pamela In“I the 13clients years since entered real me toJones sell your home, you work with me,” she says.

Lawrie Lawrence was always opportunities and ongoing referrals. fect place to retire.” from start to finish.

“Our are our professionally for every home.

“We job working for a title company I love what I do.

It’s been amazing to investment portfolio know at thehas time,” says After cultivating relationships withbebuyers through social media, a receptionist at a top priority,” Sharron buyer.

She helped me purchase a home what an exciting direction my life tions.

Wha advantage of perceived desperation.” been one of the most respected Melissa couldn’t more thrilled with the deci The artis estate, Debbie Huscher’s buyers are in great hands with our team of professionals.” says, referring to and award-winvideo our houses, too,” she notes, “and natural at sales.

A real people love ofhethe industry themhebecome likeper fa James, a longtime entrepreneur and venture capitalist Realtors whoher started delivers them was the sameand highhave attention provides almost his sellers. serving thereturning Northern Virwas about to®from take when the opportunity to purchase to Harry Norman RE her team.

“We workTabitha, together to make we are extremely high in global views. da.Melissa’s She took it, and across the country and even did Facesion she made 13 years ago to join the industry decision proved to be more than the got her For the path to that success started with Tabitha’s primary goal is that every client will com ning marketing prowess and her son with an entrepreneurial spir and served as sure CEOallofoftwo successful venture capital-backed com“I won’t waste their time,” he says.

“I only show homes that sparked again.

“That was in 2005, I jumped right in and nothing better than seeing their faces their to needs are No two According to statistics, Coldwell Banker ginia area.

After watching her work Pamela believes strongly inago, giving the areamet. where shethe had lived since 1982.

After earning happy after working her.

“I hope that what migh Harry Norman REALTORS franchise presented for providing outstan foll and awith true gift for Debbie’s marketing, hth unmatched professionalism have As an active, 16-year of Durham, dev that she ishomes soresident passionate about.

“There’s so as she, andthe her team, are some ofthethe most ueright passion for Time walk-throughs ofclients for me.

She panies before co-founding aare prominent Silicon Valley venture meet their criteria.

My are very much involved with thejoy have loved it ever since.”

She has now become one of walk into the perfect home or the sellers or buyers same.

Our pashas more online exposure than any other in retail for eleven years, Pamela’s nity and serves on the Board of Direc her license and moving back to Northern Arizona from stressful can actually be fun and exciting with me ® initially started hiswhat sales caree Doug began the busi‘The Best Move You and home boosted her success along with that ofagents. community increases her standing.

Besides her firm with offices inestate Seattle, New York City and Tokyo. process before wegrowing start looking at homes.

I their find out their sion for real is equalled only byitself.” company.

Marketing is free—if peomuch Itolove about what I not do.

There’s really never aimme dul Realtors working in Bucks and Montgomery Amarillo’s most in-demand and respect they finally sell property. sot a in-demand reputablecapital broker, isimmediately so knowledgeable about every aspect of mother encouraged her toaren’t get her Chamber of Commerce, astwo well asRichm on Phoenix in 2007, Tabitha began building a ‘must-haves’ strong presence dedication includes her pledge if she is I’m present our compassion for team people.” ple spending money toas promote in the appliance business.

Bu versus aHarry ‘nice-to-haves.’”

His trackthat record as an in her and all their clients.

Debbie, in local school and sports the mom of boys, D ness and expanding the area that the Norman moment.

It doesn’t matter how many years you’ve been counties in Pennsylvania.

She is the owner of the Melissa them their real estate inPAMELA the Quad City region encompassing Prescott, Prescott athey’ll situation in achieve which she doesn’t hold significant ex real estate license.

“At time of Oatlands Historic House anddreams.”

Garden nd person,PRESTON helping the home buying process I’m afraid to theirthe home, bethat blown out of the LETTS After buying and renting who multiple properties, James earned his entrepreneur and venture capitalist also prepared him for real DEBBIE HUSCHER JONES SHARRON KELLEY LAWRIE LAWRENCE ANDREA LEVINE he always had an interest in rea ket.

Afte previously spent 20Dewey-Humboldt. years in sales has previously held ahappily position onthe the Economic Develop office serves.

“We currently have 20 agents and Harry Norman Realtor Penny currently with Keller WIlliams and specializes in doing you still learn something new every day and Valley, Chino Valley and “Ithis, specialize she will find perfect agent for theare bu Sharron’s client-focused approach won marketplace.”

Healy Group, the number team in their market center in my mother was an agent, and she enjoys playing golf. real estate license toone reduce his is transaction costs.

In 2004, he was estate negotiations.

“Every transaction includes at least four peoestate and at the age of 30, he mad before ever leave the area and have to deal with a s wasn’t career inlong completely customized experience that and marketing for a beverage company, Commission.

“I’m also the Marketing Coordinator fo a cerami her recognition as a Five Star Real because our office is centrally located in the beautiway, Home Services o in relocation as well as horse property; farm and ranch; “It goes back to not being greedy,” she says.

“If it’ the Amarillo Canyon areas.

She credits lowgrowing. presthought withcontinuously my service licensed in Florida selling primarily to and investors from the Silicon ple customer – her the buyer, the sellerI’m and very their agents.

I ensure personalities focused oninto how toDEAN improve & 2016.

They have been honored with the “5 Star Proa 2015 focus on gives clients exactly what they need.” the transition real estate an 71 Estate Professional by Chicago Magazine, and her team Buyers, of course, also gain from Sharron’s sharp under63 64 67 68 brings ingenuity to every real estate annual Durham Fair, which is one of the largest all-volu potential ,lpedbecoming a solo different realtor!

I’m so thankful she guided investment properties; and land and active adult commy area of expertise, I’ll find the best in the indus ful properties North Georgia Mountains, are able to service nationally andare interna Valley andby South America.

“I would position the asskills, don’t impede awe outcome for everyone.” sure sales that always puts the client’s needs asbetter sales I would befirst afavorable natuPamela couldn’t beback happier with he clients myself and how to support my team, and we con fessionals Award” Philadelphia Magazine in 2011, 2012, as one ofbuilt the Top 20 Moststyle Improved Agents inand Chicagostanding offairs the marketplace and outstanding negotiation hasn’t since. engagement.

“I’ve my business by transferring the skills I right, in the country,” she says.

“We get over 200,000 got tapm munities,” says Tabitha.

“I’ve done extensive work with refer itbuying out.

There’s solooked much toofreal estate thatto you g-term cash Williams But Customer service is only as good as Seven year alternative investment instruments with my clients purchasing the h 2014, Keller me through the home process and Pickens, Dawson, Gilmer, Lumpkin, Forsyth and iate Christie’s Inter ral fit for the real estate business.

She was and here I am nothing more gratifying than guiding being key to her success.

“There’s a passion I put into land 2015 by this her magazine. skills.

“I love spending time with them learning In Virginia’s lush, northern Although shetrying isand now one ofimportant the we Jenn stantly looking toJames improve our systems and way & 2016.

Sheinattributes most recent success clients.

Iit,success, love them inmakes every aspect too busy to itwith all.

It’sthe to work stick ht gained as asight-unseen.” national brand manager,” she says, adding every September.

It’s a lot ofdo fun and also contributes At the same2015 the people performing andhelping for that Pres-while Inspired properties heout-of-town says.

Buoyed by this James Going forward, wants to continue meeting andfor engaging launched what them unique.

Walking into a to home all these years later; ICherokee couldn’t be happier with my choice.” make the right decision themselve counties.”

Portfolio Internationa everything I do, whether it’s getting a home sold for the da, serving all of would highly recommend her any buyer doah Valley and other land most successful agents in the counis ev Lawrie quickly rose to become n a to boutique ton, it all starts with hiring the best of finding and purchasing a home in an unfamiliar area.” specialties when helping people.” with our clients.

We never forget that our main goal is always her husband, Vince Vesci, who joined the team in 2015. she brand management, estate anwithwatching marketing skills and my network.”

Debbie thoroughly laterthrived earned in his New was York licensepeople and she sold high-end andasbuyers, new people and and further improving on the already smooth Sharron helping evenchose before real shecondos got into their faces knowing that helping they’ve swiftly decided to join the indus estate wore truly love people and it brings best price, or working with buyers tirelessly to find exactly Estate and Leading R and Preston Approxthe industry, people who all share his Northern Virginia, Heidi one of the top wasn’t producing agents Given her vast market knowledge, she has even worked in try, it until after Jennifer Age Counties. orwere seller.” estate.

She always loved homes and decorating, found ‘their’ house is nothing short ofmissed wonderful.” co-ops in Manhattan and Brooklyn before returning to Florida. transactions he guides.

Meanwhile, his personal guides are his putting the client first.”

Vince is the Sales Manager for their team and also works alternative toreal a corporate relocation.

“Sales and marketing embedding herself in the local lifestyle.

“Iestate was aneeds. trans mechanica during her life on the road Pamela currently Foster, one of the nation’s help them meet their real himself as philosophy of providing unsurpassed what theyis want.

I’m not aLong pushy My goal is always in Perth, Australia, eventually so when her mother-in-law decided towith sell her home inagent. vacation home sales asan well as and new construction.

Tabitha also gives as much time and effort as she such an immediate impac The Harry Norman REALTORS, North Georgia World.

We take pride and family.

“My wife“I is moved from Brazil. ownCalifornia a condo there Myers bought her first home thatacross ness istheir made up my of“My anin always areas of expertise, so I estate get toservice. remain rooted mywife myself,” she says. hereWe from incour 199 and working among Richmond’s with Sellers. business has continued to grow year nsive knowllevelSharron of customer “I“Iput aon very premier real brokerages, ainsmall team includes Colorado years ago, was right there. enjoyed Being part ofthat the communities she serves is important owning his own successful local causes.

“I’m a bighave animal lover and I years contri to have happy clients.

It’s not about the transaction for me, By 2012, James transitioned to more traditional residential real and love to travel,” says James.

“We also a son in the D.C. estate in her first few Office prides itself on delivering the best results the very best exposure e of the real large emphasis on customer service and as a Realto she considered joining the real estate niqu community while still using the marketing skills I developed.” didn’t know anyone.

Now I’m the local expert!

I love m the process of getting her home sold,” she says, “so I to her.

To give back, she participates in several neighpartner and husband, Dave Jones, as well as a full time uing climb.

Nadine isand also very active in her commuMelissa’s team consists of full time Listing Specialists and aftertoyear.

I’m ainfirm believer inher providing unsurpassed levels Planning and determination have fueled Tabitha’s career our local Humane Society,” she says.

“I also have branch.

But as he moved more estateTwo South Florida, where, as thethe founder ofitThe Geddes Group area visit with him andthe his family, including our three-yearDEAN STOJANOVSKI about relationships.

I’m really proud of my repeat g really well PROPERTY provide weekly training on every aspect MANAGER NADINE MALTZ JENNIFER MYERS HEIDI RUTZ Ridge Association of REA for their clients, whether they are buying or sellers in today’s real esta decided to it’s get my license and give a try.

My career borhood organizations, gives to Humane Society chance and clients happy whether they’re relocating here or selling d the outset, Andrea has This buil industry.

“My first home buying licensed assistant.

They serve all of Northern Virginia aandGrace.” from the beginning.

“I am very big about goals and perand work with children who benefit from hors Buyer Specialists who areFrom supported by trained and offor customer my whole team shares the same goal in service Boynton Beach where serve Boca Delray Beach, old granddaughter, He “a lot ofwell our customers into training management, e her superior cus- and nity, serving aswith aofAva member onadds, the ments my of it.

Our goal isRaton, to give the best client PRESTON LETTS and referral percentage, since that really lets me that took off after Ithey moved to the Chicago area.” and donates a know portion each commission check toAgent honored her with its 2015 He made Through William Ravies, The Huscher Group, which life transition,” she says. focus on Loudoun County and Western Fairfax County. bining acancer hybrid support team, sonal growth in great every aspect of life, not just abusiness,” apy.

Right now, helping aresidential little girl in resale need oec they experience possible and generate a high experience was notI’m good.

My agent mycu Boynton client’s Beach, Fort Lauderdale and Pompano Beach.

“SoFla is also become friends, too.

We do a lot socially with our clients.”

Clearly, he missed his true passion, Children’s Memorial Hospital for childhood knowledgeable office staff.

They focus on ofwanted always putting needs first.

We’re all commuI’ve done a good job and have earned my clients’ trust.

This mitment to helping Leadership Counsel in her office and as the people in Award byAndrea’ its her 20t three and assistant, provides exemplary units. They includes ratean ofwide return.

Iishave atransactions great staff.

My she Plus, she never, ever quits.

“Probably onenever of with equine therapy.

I’m working one-on-one with a destination market, so we get asays. variety of and research. smoothworking transactions and caring for people have areceived way of creating cultivation of followed her network, Nowagents a strong negotiator who detail oriented and people and helptold me I could have try b luxury homes, new construction and working with investors nicators who always strive to get clients’ homes sold at top is a business, but my clients’ needs are what comes first.

I him to ga s I provided service belief is Sharron thatand you’re only asongood as the dent’s Award.

Now in her fo meownership goals.

Chairman of the Young Professionals Commy greatest accomplishments was wheninthe market took horses.”

Tabitha also loves yogawill and any outdoor a extremely tech savvy, helping international buyers,” says.

In addition tofocuses Canadians escaping customers for life. across wide heprice ranges residential options Moving forward, The Huscher Group continue fi Pamela credits her success to her strong work ethic and her referral and repeat business—a tes ing them to achieve their real $50,000 through ashe first-time homere managing sum of your parts.

I hire the best, pay listings.

“I go above and beyond to provide them with the best cusbuyers, sellers and investors with their property needs If animals and children are dear to Sharron’s heart, so dollar, as Middlesex well and educating our buyers.

If you a downswing right after I started,” she says.

“I didn’t “I like to keep myself active,” she says, “I don’t tr to the as sun,guiding he serves many South Americans who view residential is not onlyeducation, helping sell active pursuit of train new clients, alongmittee with help of repeat and Lawrie and New Haven Counties.

Using integrated, bou-the for innovative ways to distinguish themselves and the prop the Jupiter/Tequesta/Hobe Sound With an people eye toward as estate dreams. eventud I was hapthemand wellinand them suburbs well. That’s the North Shore the is to expanding her business so she as can help more haven’t looked back since,” heFor expatJ buyer assistance program, and my tomer service. ” ifnorthwest give up, even meant driving anofhour sell amonth $30,000 much I’d like to, but there’s more thanbe enough real estate astechniques, aonwise portfolio diversification strategy.

35) BRANDING BAD 47) BE THEIR 61) FIVE WAYS TO focus on your clients, stay positive, and work hard towards referral business.

“I prospect every day to find new people to faster than the market average, but her sellers tique-style they tailor each property’s marketing they sell.

“We’re always looking at how we can on the aging properties and put all Chicago. why we’reShe able to not give exceptional to our office’s new team agents, ally business, and uses her only high-level knowledgecare of techachieveof their realsold estatehis goals.

Whileher she has ahestrong eringside the best cusBoard Realtors. own real estate of personall six peopl property.”

That perseverance not only helped her weather Northern Arizona!” ® friends were having similar bad experiences.

Isays. felt like there peop o that of the I ESTATE clients, butmarket to the tenants as well.” assist. been working with the Mike Ferry Organization your goals, the business come.

We really want to earn nology to herI’ve listings.

“I advertise on Zillow team LIFE: whoing shares herhigher commitment and passion, she’sprices. tobusiness. showcase its will greatest attributes.

“IREALTOR seek out innovative edge for our clients,” she at 14% than average sale Despite these IN REAL INCREASE YOUR FOR and his family bought a motothey’re capable and confident.

The the Canterbury Bankstown district the hard times but eventually earned her the privilege of Attention to detail earns James high regards.

“Our clients get to sit about the ”making them feel good Penny has an active online presence which she uses to and Trulia covering the northwest suburbs,” she says. looking to add several buyers agents over the next year. for business coaching since 1994; they’ve helped meand build the was a void in the industry I was compelled to fill that void. buyi marketing tools,” she says.

All listings receive professional their trust.”

It comes as no surprise that Melissa and her team however, Heidi speaks of her real estate career rhome and traveled the United staff out with buyers, creating ha MARKETING HOW BUILD listing morewith of the the area’s higher-end homes.inGradually, back and watch,” saysisJames.

He enjoys engaging withTO interesting business being made up ofawith ref Preston actively involved community through “I generate leads through them, capturing many of “We’re a growth stage,” COMMISSION she says.

“Mytheir goal is to build looknot only stay in touch with past clients but as an effective skills to grow my practice.

It’s been an enormously successful so honest with them,” she explains.

It’s safe to say the future looks bright for Nadine.

She’s I wanted to specialize in first time home buyers and make them finan photography, whether priced at $100,000 or $1 million, and To learn more about Tabitha Higgins, States for two years.

They and a calm, educational demeanor.

After all, she has have an impressive 80% repeat and referral business rate. ship for Andrea, real estate up-and stment Realty and Property his church and is also a volunteer football coach.

“I love people on transactions and takes pride in his ability to earn their she has developed a new area of expertise.

“I’m really the people who are looking to move into the area. My an even stronger team while maintaining our focus on continuing to grow They’ve been A marketing tool asmake well.

“Anywhere you go my listsource bringing inRELATIONSHIP listings, bring in buyers.

Iaspect believe weren’t planning onindustry emigratthe team creates videos for each property.

Debbie even premiere property managecoaching and try andfor not only my players better response is less than five minutes.”

She notes that each unique client.” ry transaction in“People aalso way that exudes ing forward towhich expanding her business tothe North Carolina, the theknew realtyonegroup.com/realestateagen trust. want antime agent who substantiates and supports the feel empowered the experience.” of excited now to begin specializing more inthroughout theonline high-end, some of for 13where years. for marketing, Andrea excited to see futurefrom willpt strongly in going after business day and am always WITH YOUR CLIENTS e greater Chicago area.LIVING Withhe says, athletes, but better men asneighborhood well.”

When he isn’t workings are promoted, and Icomps really useevery social media with great 39) ON 65) NEWER AGENTS: Zillow is the leading direct marketing provider now, ing, but fell in love with Lake pricing,” noting that simple cannot takes advantage of drone photography and video as needed.

In luxury market,” she says. tabitha-higgins-6369529, efforts distinct. Firstly, mons iveness.” goal is tosuccess. gather one state besides Florida which has captured her would heart. be And Melissa’sNadine’s strong background in marketing, advertising and professionals, his company ing, Preston enjoys spending time with his wife and capturing more buyers and sellers than other sites looking for new and ways toon generate leads.”

Another unique thing Ikids offer my clients is that I provide adequate data for determining price or innovative value.

The model Norman, North Carolina and For more information about addition, Debbie finds infinite opportunities for creativity THAT WILL LAST COMMISSION MORE QUESTIONS “We’re just completely honest with sional photographer—to work aon ea “Just out of remain college, I started agot titleher company a email tabbyhiggins@gmail.com 200 units across thehas city andto golfing.

Incontinues 2002, Jennifer leftall her lucrative career in PR with and the clie through questionnaires. accounting also been aitsdistinct advantage for her clihere everyone is and happy move forasaand she toa shares grow, she will grateful for of doing a comparative market analysis of handful of homes sold With both buyers and sellers, Tabitha of SHARRON her promote myself my listings on popular local show eventually settled here.them KELLEY the internet, where her team implements targeted social media exactly what we’re thinking effective use of custom brochures A LIFETIME there for nine years,” she says.

“At first I didn’t kn TO ASK YOURSELF— or call 928.273.3347 license.

“I knew Imy hadlisting a strong vision for whatIllinois, I wanted to do, a rea inalways an area over 3-6 months andto determining athe price-per-squarePamela isemail not only big about building relationships, ents. “I’mmarketing trying to think of new ways to market knowledge about local area and about real estate to of Coldwell Banker, Arlington Heights, elationships are formed.

“I want to chance to work in this field.

“I she have to run my called Your Hometown View which gets outalso to the freedom Preston would like continue growing his business, but Her team also does an marketing campaign and campaigns, going far beyond the expected. comes to selling a property, it’s mor approach to agent events—throwin about what it was, but I had always been interested in foot is antiquated science, he says.

James, on the contrary, factors prioritizes maintaining them.

She keeps detailed records of ARE STUMBLING but Imake was struggling at first.

I went to YOU a he marketing conference think please visit northernillinoishomes.com, 43)hisTechnology PROPERTIES: s success has been focus sends maintaining his company’s reputation for quality monthly mailers directed toward and our listings. isoutconstantly evolving and Ipricing Lawrie also decided would about seven thousand people aservice week.” explain what they thinkTop it’s worth, veryone, including the buyer, seller, business how I want, and I can build long-lasting relationCopyright Agent Ma an EcoBroker, Andrea helps client multiple including supply-side economics.

“I learn and houses.

I was the kid that doodled floor plans du what’s going on in neighborhood.

But perhaps the pièce agement company.in“We scale variables will always be his main priority.

“Right now I’m really callback 847.980.0426 or changed email to dothe way I saw her referral sources.

She iswas diligent about reaching out go to and what he loved and a question that really attai OR UP AND 53) UP AND a Some hugeall effort to keep up with latest andwould the greatest.

As aasked THE GOOD, BAD, the clientRUNwantsfeatures, to hear. They love t “One listing had aTHE loton outside, so ISHUT hired one of my the current inventory ofofkeeping homes that be competing against de resistance ofamenities herthe marketing strategy is the photograeeds. clients want us to they focused doing everything we can to improve every should feel that received ships with like-minded clients.

That’s really rewarding.” ties with green save mon sharron@northernillinoishomes.com and had stacks of interior design magazines!”

Shw in touch withmy past clients through phone calls and most — real estate sales.

He set ™ business.

“Why should someone chose me above all other relationships with those they work Faith, family and community are important to Penny, and Realtor Imy believe it’s yourare job tothey take advantage of the every ients want us to do bare of to the services offer. number one.

Our sons and his friend star in awe video enjoying NING? SELL client’s.

Ifaspect there none, can aThat’s premium, but ifproperty,” there AND THE UGLY To more about James Geddes, energy efficiency, healthy living From left to learn right: Kathy Wickel, Buyer Specialist; Michele Welsh, postcards thatgetshow recentcompromise successful transactions.

These let ”lot In addition tothe her negotiation skills title work, but eventually made the leap toOffice earn herofs up aShe boutique agency on Brawof out-of-state and intergoals are controlled growth that doesn’t ships are built upon a foundation Copyright Top Agent Magazine she is incredibly passionate about giving back. is an are several, we work even harder to differentiate the property in options, including doing nothing at all?”

By asking myself she says.

“They were skateboarding, doing flips in the pool new opportunity that comes along.

We take a comprehensive Manager; Regina Congdon, Office Assistant; Vince Vesci, Sales Manager/ sitive choices.

Applying her exper people know she isevery still day. out Ithere working hardlicense every day. visit andthegeddesgroup.com, join with a branch of a franchise “I f we’re fully capable of doing our service.

We want to get better love this ley Road aoffive-year plan to bein the2013. top is sellin ® Nadine is and also very calm throughintegrity is appreciated and wha order to a premium active member of the business Amarillo Association of aSchool Realtors showed the lifestyle theprice.” property offered.”

Elaborating Listing Specialist; Melissa Healy, Specialist/Marketing Ihave was ableon to craft message, andListing successfully reach Director, the To learn more about Pe approach when itcommand comes to marketing ourto be listings, we most unique homes, Andrea flexe eting and advertising, tenant business.

It challenges me a57) betterthat, owner. agent in Lake Norman.

The sales techniques he mastered i with of itBuyer andSpecialist; wondered why I hadn’t don’t itaddition, 10 yearD 5 SURE-FIRE 69) TIPS ON BEING AIn(not clients coming back. email James@thegeddesgroup.com Andrea Bennett, Kristen Davis, Buyer Specialist shown). ristic during aimportance time when many can calls and Keller Williams she donates a portion every the ofbut highlighting every property’s special tenant questions and mainI want to see mythrough employees grow and succeed as well.

I feapeople I wanted to help.

It was a slow start, but once I honed Pamela her company Extraordinary Transitions, and co-founder of Modern Richmond a large internet presence we also take more traditional call (806) 584-7142 Perth were more advanced with aggressive marketing, anT Differentiation, he explains, isyou key selling homes.

“I’m not ® guide their clients Banker throughout the An independent agent with Coldwell Premie 24/7 tures, for anything believe that when do to the possible jobTO you can, WAYS GET GOOD TEAM LEADER or call 561-271-2680 commission to best help other Realtors in need.

In fact one Debbie describes how she placed aout Thanksgiving Day shtavailable combination of traits that leads to a For more information about Christopher that’s her goal for every client, to make their real estate transmany residential andinSpeci comm onlarger myrange niche andTo branding, my business really took when Lawrie put Heidi same principals business style plac to aspend on professional, high-definition approaches as well.

We’remoney huge networkers, and have standing itand can be Healy aoff.” stressful expe Penny@makingamarilloh need.

What weafraid is you control your own destiny. ” in a Royal Virginia, is a modern Seller Representative learn more about Melissa ad offer in the localit lets paper with stories in the sellers’ voices describofaction the reasons she was drawn toby Keller Williams was the MORE REFFERALS as stress free as possible providing an unsurpassed 310-623-2854 or email cdyson@theagenc in his new market they were received with great success ntssphere and opportunities.

Jennifer eventually opened up her own brokerage, Dwell Reswork toCounty make the process a of ing influence in the industry.

We home also do open owned. houses“It goes ing communities in email Warren and parts as of easy Rapp— MakingAmarilloH visit why they are grateful forofthe they’ve company’s devotion to being community centric.

In her Copyright Top Agent Magazine 267.218.0000, mhealy@kw.com level customer service.

“I am proud ofcall the fact that for free over he achieved Top Mooresville Agent in just 3 years and th Beyond her marketing insight and ily has different needs.

We work c idential, and has become one of the premier boutique agencies and brokers luncheons, we can to two maximizehome; a list-it spoke and Frederick Counties. beyond saying everything it’s a four-bedroom, Top Agent Magazine 32014. An 16 years my listingsbath on average are sold withinShenandoah 32 days.

Iin amLake more about Preston Letts call (630)324-4267, Top Agent Norman the following year in it’s interpersonal relationships that ensuring that they fully understandi or visit HealyConnection.com the greater DC they area. exposure.”

Copyright T nsing’s Nadine has an when looking at her from emotional standpoint.” open and honest withinclients from theWashington start about then what in 2015, out of over 35,000 agents, Lawrie what we do,” he says.

Oncewas therecog trans l preston.letts@lettsmanagement.com, “I like to stay calm during the storm,” she says, d

NADINE MALTZ

DEBBIE HUSCHER

AND

JENNIFERHEIDI MYERS RUTZ

www.

www.

www.

4

Top Agent Magazine

5 STEPS TO ACHIEVE LONG TERM SUCCESS

AS A REAL ESTATE AGENT

Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR that you’re pretty much on your own. That’s why it’s a good idea for

or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

2

CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of

that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

Top Agent Magazine

5

3

BUILD A STRONG ONLINE PRESENCE

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

4

BUILD A SOLID FOUNDATION

5

SET GOALS

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

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

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

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ANA DALA NORA Top Agent Magazine

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ANA DALA NORA Originally from Brazil, Ana Dala Nora worked as a model for many years. In 2009, she moved to New York, where she lived until the cold winters drove her south to Miami. There she studied for her real estate license, which she received in 2012. Her passion for interior design and architecture dovetailed with her desire to help her clients find their perfect home.

“It’s a very dynamic job. I like to be talking to people, moving around, and showing these beautiful apartments and houses here in Miami,” Ana says.

Ana focuses her work mostly in Miami Beach, Sunny Isles, Aventura, and last year she started in the Coral Gables area as well. Having grown up in Brazil and lived in Mexico City, Ana has a strong understanding of the needs of her clients, who are mostly international. “Most of my clients come straight to me because they want to live here,” Ana says. “I have many friends who moved here because I was living here. They came to visit me and they fell in love with Miami.” While she enjoys working with her international clients, her goal for 2017 is to branch out and connect with more American clients, both Miami locals and buyers in New York and other cities.

Ana maintains a close relationship with her clients, many of whom are friends. She visits her international clients when she is in Mexico and Brazil and spends time with them when

they come to Miami. With new clients, she follows up with them to see if they need anything and keeps in touch with them via email.

Most of her work is with buyers, but when she’s listing a property she often uses on-line platforms such as MLS, Zillow or Trulia, or more traditional formats such as mailers. She also uses social media to reach out to her clientele and potential buyers.

Ana loves the flexibility of real estate and the opportunities it gives her to meet interesting new people and show them beautiful houses. And her passion for Miami never wanes. “I’ve been in love with the city since the first time I came here in 2010,” Ana says. I just love working here, and being able to help people who have the same feeling I do. For Latin Americans, Miami is a paradise. So when I take them around and I show them every bit of Miami, they fall more in love with the city. And then when they decide they want to buy something here, and I am able to show them beautiful places, it’s very gratifying. I really love it.”

Miami feels like home to her and when she travels she loves to come back to the blue skies, the water everywhere, and the lovely green foliage.

Currently, Ana volunteers at a home for the elderly where she finds joy connecting with people who need others to talk to.

She’s trilingual, speaking English, Spanish and her native Portuguese. In her free time, she likes going to the movies, to the beach, and to Miami Heat basketball games. Over the past five years, she’s continued her real estate education with on-going courses that help her give better service to her clients, and last October she received her broker’s license. In the near future, she hopes to open her own agency. With Ana’s drive, motivation and commitment to excellence, she’s bound to succeed.

For more information, contact Ana Dala Nora via email at info@anadalanora.com or phone at 305-333-8939 8

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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. It’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. Here’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.

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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

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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.

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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.

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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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RICK DEVINE Top Agent Magazine

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RICK DEVINE After a past career as a restaurant manager, Rick Devine developed a keen sense for business and a passion to succeed. He soon found a new path in real estate, and hasn’t looked back since. “I became a natural,” he explains. “That was really it.” Rick has a true love for this business, and can’t imagine doing anything else. “I enjoy helping people achieve their dreams.

I’m selling homes, being able to guide them along the way so they aren’t afraid of what they’re doing,” Rick says. Today, he is working with Keller Williams South Park in Charlotte, North Carolina. With a team of five people working behind him, including four buyer’s agents, and a team coordinator, he is able to accomplish great heights.

Together, the team treats everyone like family, no matter the price range. “Whether they’re buying an $80,000 home or a $2 million home, I treat them the same way,” he says. When working with his clients, their comfort is his top priority. He wants them to know he is doing everything possible to take care of them and their needs. “I do my best to look out for them,” he explains. This includes sharing his knowledge about the business, helping them to make the best decision.

“I’ve been doing this so long that I’ve been through just about everything. I pay attention and I watch what is going on. That’s one of the reasons people really like us.” While others might aim to give a 9/10 experience for their clients, Rick and his team are always shooting for a 10+/10, wanting to deliver that ‘extra’ service.

Rick goes above and beyond expectations, which results in endless referrals and five-star reviews. One recent client said, “RICK IS INCREDIBLE. If you’re looking to any other realtors for help, STOP! Read this and you will understand why Rick is the very best 12

person to help you find your dream home! When my wife and I learned we were moving to Charlotte, we had less than a month to find a house.

As first time home buyers, we were very apprehensive. We lived six hours away, so when we were able to make a trip to the area, we only had one day to try to find a house.

With the odds stacked against him, Rick made it happen. We lined up 10 homes to visit and we ended up falling in love with the very first house we stopped at. Three weeks later, let me just repeat, 3 WEEKS LATER, we closed on the house and moved in. In case you’re not familiar with the way the process normally works, that’s practically unheard of.”

Looking towards the future, Rick and his team have many goals in mind, the main one being continuous growth. They want to keep adding amazing members to the group, as Rick knows it’s the people that make his business successful. “Having a team that is this awesome, that’s my life blood. I’m so humbled by all of this,” he explains. And while they do want to expand, Rick is no doubt grateful for where they are today. “Everything is just how it’s supposed to be right now.”

As time goes on, the real estate world will continue to change, but Rick’s love for this industry will remain the same. “What gives me pleasure is getting an email at the end saying I did a great job, and that they love their home. That’s my favorite part.”

For more information about RICK DEVINE, please call 704-618-7184 or email rickdevine@kw.com Copyright Top Agent Magazine

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

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

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

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

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

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

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

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

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

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

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

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JAY MALLON Top Agent Magazine

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JAY MALLON With a background as an executive for a major corporation, agent Jay Mallon of BHSS Fox & Roach Realtors in the Philadelphia area of Pennsylvania possesses a strong background in sales and marketing, a fact he believes plays a large part in his phenomenal success in the real estate business, landing him squarely in the top ten percent of all agents company-wide.

A former high-level executive for Kraft Foods Inc., he has had his real estate license since his early twenties, and has been buying and selling properties since then, though he did not begin his career as an agent until he took early retirement from the company seven years ago. At that point, he began selling full-time. Working solo, Jay does not believe in the team concept, preferring to shepherd buyers and sellers through the transaction process from beginning to end by himself. “I tell my clients, ‘what you see is what you get.’ I prefer to be in control of all aspects of it,” he says.

Selling primarily in the Center City Philadelpha area and surrounding Montgomery County, Jay possesses a true love for the real estate business, and stresses that it is more than just a business for him, and that it doesn’t feel like work to him. The high level of customer service he provides is among many reasons he can boast a higher than 40% rate of return and repeat business. “I consider myself to be a full-service agent,” says Jay. “I love helping my clients with anything they need along the way with buying or selling their homes. I take a personal interest in each of my clients and I think they appreciate my maturity and my honesty.”

A combination of marketing techniques is another factor in Jay’s success. “I do postcard mailings, some print advertising, and more than half the time I put ads in local papers.

I’m also a big believer in open houses, so I do a lot of them.”

Professional photography and assisting homeowners with staging assures that each of his listings is shown to its best advantage. “I’ll tell the homeowner how I feel they need to improve their property so that it shows best.” Jay’s assistance doesn’t stop at offering advice, however, he is quick to assist them in any way needed with the improvement process. “If I say to someone ‘this wallpaper needs to go’ then I have someone I can recommend to them to help with that.

If I say ‘you need to clean out this basement,’ I can provide them with that contact.”

When he’s not working, Jay enjoys spending time at his beach house with his wife. He is also active in community service, and for the past four years has been the Chairman of the Charity Committee of of his Fox and Roach branch. His committee organizes office fundraising activities that benefit local charities, including a Christmas Toys for Tots drive.

Looking to the future, Jay plans on continuing to increase his business, as he has every year since taking on the role of full-time agent, while sacrificing none of the excellent client service that has become his hallmark.

“What I like most about this business,” he says, “Is helping people achieve their real estate dreams. Whether it’s selling a house or buying their first home, that’s what I find most satisfying. “

For more information about Jay Mallon, call 215-450-1113 or email Jay.Mallon@FoxRoach.com 16

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Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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MONICA POSS Top Agent Magazine

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MONICA POSS While Monica Poss has been a realtor for six years, her background in real estate runs much deeper. Previously working as a home builder and general contractor has given her keen skills to assess a property for a homeowner and let them see what’s possible. She also worked as a multi-family developer with a nonprofit, making her shift into real estate a very natural progression. With her family entwined in the industry, she really feels at home in the field as her mother is an enthusiastic decorator and real estate agent, her father was CEO of a home building company and her stepmother is an architect. “Being a housing junky sort of runs in my blood,” she says. She is able to put her background in real estate to good use at Outlaw Realty, where she is supported by eight independent agents and three support staff.

Serving the Central Texas region, Poss is positioned to go anywhere a client needs her to go. This has helped give her a 90 percent repeat and referral business because of her accommodating nature. The experience that she has gained in the industry really helps her clients during the process and her professional nature gives them a level of security that things are going to be done right. She also keeps it light and has some fun with her clients. “I try to bring professionalism, patience, and humor to every transaction,” she says. “It can be a stressful process to buy or sell a home and humor can help.”

Not only does Poss have a level of competency that impresses clients, but they enjoy working with her and attend many of

her festive parties. For the ladies, she holds a monthly Bunko Group as well as an annual clothing exchange and will have her first event just for men with a poker party. “It’s a great way to stay in touch every month and give people the opportunity to do something fun,” she says.

Poss also has capable negotiation skills, a trait she learned from getting her MBA at Stanford and spending six years on Wall Street doing financial analysis. “It really does help me with pricing and negotiating contracts,” she says. Because of this, she is able to price a house appropriately for the market and uses a variety of promotional tools to get it sold. Using professional photography is a must for Poss as she knows this is the best possible way to feature a home and its best assets. She also takes care in the description of a listing as this can easily gain interest from possible buyers. Whether it’s a buyer or seller that she is working with, Poss enjoys the variety that the business brings each day. No two home transactions are the same, making it a joy for her to come to work each day. “It’s a lot of fun for me,” she says.

One of the ways that Poss stays connected with her community is through volunteering monthly with the organization Mobile Loaves & Fishes – a charity dedicated to feeding and clothing the homeless. Every year Outlaw Realty holds Crawfish & Croquet to benefit the organization and raise money to help the homeless in Texas. She is also active in the booster club for her son’s marching band at the local high school. She enjoys spending time with her kids and raising her eight backyard chickens. She is also an avid reader and hooked on crafts. Poss plans to add to her client party schedule in the future with a John Cusack film festival and a skeet shooting party.

For more information about Monica Poss, visit OutlawRealty.com, call 512-775-0974, or email monica@OutlawRealty.com www.

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CONNECT BEYOND

REAL ESTATE

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

To pull in those other future clients you want to provide fresh, interesting content that will appeal to those possible future clients that aren’t quite ready to move yet. However, you also want to still tie this content back into your business goals. So, how do you share content that will speak to a wider audience, but also still be relevant to your business?

Talk About Your Philanthropic Activities

Your Local Community

The philanthropic work you do to support your community says a great deal about who you are as a person. Many people will be attracted to working with you because of the charitable works you are involved with. While you may be hesitant to share these efforts because you feel it may come across as bragging, you also need to remember that sharing information about the charitable organizations you support will actually help those organizations. Many of them have small marketing budgets, so any free exposure you can give them helps to promote their cause. In fact, they want and need you to promote them.

We humans are connected to each other through our community – our local sports teams, parks, churches, schools, and much more. What better way is there to connect with people in your community than to talk about your community?

Demonstrate that you are an expert on your community, and bring that community to your followers. Share information about a local event; perhaps even share the actual event through live-stream video. Interview city officials to get the low-down on the latest development project.

Share information with your followers about things they didn’t know about their community.

Consult with local historians or the historical society to share interesting information about your community that your followers will want to read.

You could even turn it into a series of podcasts or videos.

And you can promote them without coming across as a braggart. Focus your content entirely on the organization. Talk about why you support them, how they help the community, and how others can also get involved. This turns what could have been bragging into something that benefits everyone.

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Use Your Creativity to Connect Find creative ways to engage your followers on the topic of real estate. Try engaging your fol-

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

Share Your Hobbies Are you an adrenalin junkie who has bungee jumped from some of the tallest bridges in the world? Are you a foodie that grows your own organic vegetables and fruit? Do you have a secret passion for photography? Everyone has hobbies that they enjoy outside of work. When you look past the surface people become quite interesting.

People also happen to find interesting people interesting, and tend to remember people based on their distinctive traits. We humans love discovering a person’s behind the scenes story, the mind behind the face. While you don’t want to talk too much about yourself, sharing pieces of your personal life and things that interest you can be a great way to connect with followers. By sharing interesting facts about your life, you will find that many followers will feel a strong, personal

connection to you based on your hobbies and personal interests.

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

What and Who Inspires You No matter what you’ve chosen to spend your life doing, you didn’t get there alone. You may have had a mentor that made a special impact on your life or someone already in the business that you looked up to and who perhaps inspired you to get into real estate. You may have found inspiration through a love of architecture or design. People want to know why others do the things they do. Sharing who or what influences you in your personal and business life is a great way to connect with followers. Recognizing that you didn’t get to where you are now by yourself shows humility, and talking about those people that had an influence on you shows others that you stay connected to the world and people around you.

Connecting with potential clients is something that is essential to any REALTOR’S® business. If you’re doing the work to create interesting blog posts and make those connections, you want to make sure that you’re sharing the right kind of content to draw in those future clients. It takes a lot more than simply providing the latest market news. To get the most out of what you share, you need to provide a wide array of interesting content that will draw in a broad range of followers. Providing the right kind of content can make all the difference when it comes to connecting with future clients and building the right kind of relationship with them right from the start. Connecting through your website or social media and sharing more than just real estate advice will help you build confidence and trust with future clients before you even meet them.

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CONNIE REDDEN & LARRY PETERSON Sheer gratitude from clients inspires Connie Redden and Larry Peterson to work their hardest for everyone who engages them.

“Our smallest sale ever was our most grateful client. It was a tiny, little home and he wanted it so badly; it was all about getting them into it,” says Connie. “It’s our job to listen, help people create a plan to find their dream home and walk them through every detail of the process. People move for different reasons, both pain and pleasure, but that big smile at the end is so rewarding.” Based in Washington’s beautiful Snohomish County, Connie is celebrating her fourteenth year with Windermere Real Estate. She joined the company’s Marysville branch two years after earning her license.

Six years ago, she teamed up professionally with her life partner of 23 years, Larry Peterson. “We’re a great team,” she says.

“We’ve lived in Snohomish County most of our lives and love everything the area offers.” That passion and their local expertise help them attract 90% of their business from referrals.

Whether working with buyers or sellers, Connie and Larry enjoy educating their clients on the process of buying and selling a home.

“It’s wonderful knowing we’ve kept our client well-informed, in-control and able to make educated decisions they wouldn’t have been comfortable making before we met,” says Connie. For listings, they maintain top-notch systems and won’t take a cookie-cutter approach. “Each home and neighborhood is different, so we tailor our marketing to highlight those unique features.” Their process begins with preparing the home through staging. “You have one chance to make a good first impression, to show the house in the best light so you don’t leave money on the table.” says Connie. Professional photography and compelling narratives then engage buyers in a feel-good experience about the home and neighborhood. Finally, depending on the needs of the listing, they may offer drone photography and walk-through media tours, plus aggressive internet and social media marketing.

tion,” she says, noting that real estate is a relationship-building business. “We’ve also become a trusted referral source, helping clients by providing referrals for needs they may have in other areas of their lives.”

In addition, one reason Connie joined Windermere a couple of years after entering real estate is because of the company’s policy of giving back to communities. “Part of every paycheck goes to Windermere Foundation and each office can choose what to do with those funds,” says Connie. “One of the events our office does is Windermere Serves, where we take over a local restaurant, fill in as the wait staff and serve from the restaurant’s menu,” she explains. “All the tips go to local charities like the Boys & Girls Club or Windermere Foundation.” In addition, Connie, Larry and their branch have volunteered at local charities like the food bank and even have helped specific community members in need. The future for Connie and Larry includes more of their ongoing community involvement while gradually expanding their team. And to continue providing excellent service while still enjoying all they love about life, they soon hope to add at least one active new team member.

You’ll be in good hands with Larry and Connie as your real estate professionals!

Life is all about being with others and making a difference in people’s lives, Connie adds, describing the many ways she and Larry connect regularly with their clients and community both through their work and outside it. For example, they frequently invite clients and contacts to share in their favorite pastimes. “We stay in touch with many clients though social media and other activities,” she says. “We might invite them down to our boat for a day of fishing or crabbing, or to Music at the Pier or Marina Movie Night at the Port of Everett. We really enjoy the activity and culture there.”

She explains that they make a genuine effort to keep up with what’s going on in people’s lives. “And they do the same with us!” It is important to them that each client feels special, receives their complete attention and knows that Connie and Larry place their clients’ interests, needs and concerns above all else. “We like to make things as stress-free as possible in a real estate transac24

To learn more about Connie Redden and Larry Peterson, visit connie.withwre.com, email connie@windermere.com or call 425.750.2393 www.

Copyright Top Top Agent Agent Magazine Magazine

Are You In or Out?

by Barry Eisen

Have you ever felt like you’re doing all the right things but your wheels are just spinning? You’ve invested a lot of time into a business, a job, a relationship, a sport, a course of study, but the results don’t justify the effort or time. You have so much invested, you just can’t walk away. You can see the light at the end of the tunnel but it doesn’t seem to be getting closer.

What to do, what to do?

As a business/personal coach I hear feedback every week from those who feel frustrated, powerless, and stuck in one or more areas. The reasons, or justifications for continuing doing things they tolerate rather than love are many. But, like panic attacks, unless you address the issues and make changes they get worse and you get more of them. For most, not paying attention and continuing in the same direction is a mind numbing experience, which produces a low selfesteem and is a recipe for a boring life.

Ask yourself the question, “What area Top Agent Magazine

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.)

Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune?

When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way.

(Damn those bright shiny objects!)

A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 25

Visualize the success you desire. Top performers do this in every field. Do it too...with consistency.

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time.

Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions.

At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!”

Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories.

Keys to getting unstuck: 1) Be willing to own your shortcomings 26

and poor attitude as well as your strengths. The truth CAN set you free.

2) Be teachable and open to learn better ways of thinking and acting.

Learn from those ahead of you, not the ones behind you.

3) Associate with those who will support, not tear you down.

4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics.

5) Accountability buddies and coaching work. Live up to goals.

6) Visualize the success you desire.

Top performers do this in every field. Do it too...with consistency.

Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

GERRI ROSS Top Agent Magazine

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GERRI ROSS Gerri Ross of Long & Foster Real Estate Inc., has been selling real estate for over 23 years, and takes great pride in the top-drawer service she provides each and every one of her clients in the Washington DC Metropolitan area.

Prior to her success as a realtor, Gerri worked in the Foreign Service for 35 years, traveling the world and preparing her in many ways to become an expert on relocation.

After retirement, she obtained her license and began selling in both the Northern Virginia area where she was raised, and in Southern Maryland area where she has resided for the past 25 years. Her intimate knowledge of the region benefits her clients who have come to rely on her expertise with the many communities she services.

Gerri specializes in assisting first-time home buyers, short sales and helping those who are interested in purchasing waterfront properties. Her extensive knowledge of the waterfront has prepared her to help those who are searching for property along the banks of one of the regions many beautiful waterways.

It takes more than an encyclopedic knowledge of a region to attract and retain clients, however, Gerri’s commitment to excellence is a primary factor in that retention. “I’ve got the patience and the willingness to show clients all of the houses they want to see so they can make a good decision for themselves. I like to share with them as much real estate information as I can.” Though the DC area is fairly transient due to the nomadic lifestyles of politics and the military, Gerri has had a thriving referral business for the last fifteen years.

“People tend to come and go in this area, but there is one family I’ve sold six houses to over the years.”

Gerri credits Long & Foster with providing the infrastructure that allows her to market her properties extensively. “When I put my listing in, it goes to three 28

of Foster & Long’s websites, three of my own, and eighty others,” she says. “I’m really grateful to them for that support.”

When she’s not working, Gerri enjoys growing flowers, the theatre (she’s a member of the Kennedy Center) and music. She is also a dedicated philanthropist, having volunteered with Habitat for Humanity, and her current work with a non-profit working to assist the underprivileged in the DC area. “The organization does a lot of work with a local elementary school, where I also mentor a child. We also deliver food baskets to the needy on Thanksgiving, and will be doing the same for Christmas,” she says. “I like to help people, whether it’s real-estate related or not.

I’m just a helper.”

If there is one thing that sums up Gerri Ross, however, it’s her own motto: “Integrity in real estate.” She explains, ”When I came out of working for the government as an administrative officer dealing with money and people, I didn’t want to lose my personal integrity, and that seems to be of great value to many of my clients.”

“The main thing I want is to do my very best I can for anyone I’m working with.”

For more information about GERRI ROSS, please call 703-534-9660 or email Gerri.Ross@longandfoster.com Copyright Top Agent Magazine

Facebook: Q & A Top Agent Magazine Asked, You Answered: Finish this sentence: You know your clients think you are the best when…

• They give you a Tiffanys key necklace as a gift at closing!

• You get calls from past clients' family and friends saying that they heard you were the best agent in the business and that they want to meet with you.

• When two past clients without knowing both referred you to the same person.

• You are the family REALTOR® for several generations.

• They send referrals and bring a gift for me at closing!

• They hire me again!

• They need someone to call that they can truly trust and rely on.

• Promise little but deliver over and above.

• They consider you their friend—not just their REALTOR®.”

• They say, “Wow, you do have a really hard job. This is nothing like HGTV! Thank you so much!”

• They rave about you and send everyone your way!

• You get them a great interest rate.

• They insist on taking you out to dinner and give you a recommendation for your advertising.

• When you are a problem solver.

• You begin receiving calls to help their family and friends (shoot, maybe even their enemies) buy and sell real estate! It’s the best job ever!

Top Agent Magazine

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JUSTIN DEAN

Dean & DeWitt Property Management St. Petersburg, Florida If one could choose only one word that best describes Dean & DeWitt Property Management in St. Petersburg, Florida, it would have to be “innovative.”

With cutting edge technology, cream-of-the-crop management, and an owner with both investment savvy and a true understanding of what premium client service means, Dean & DeWitt has been satisfying clients since 2006.

Entering real estate in 2003 doing residential sales, owner Justin Dean soon found himself fascinated by the numbers side of the business and soon transitioned into investment and commercial real estate. When the market tanked in 2006, Justin had a decision to make: either leave the business altogether or enter the only field that was profitable at the time, property management. Opening 30

Dean & DeWitt that year, he has turned the curse of the market downturn into a highly profitable and rewarding business.

Efficiency is a hallmark of Dean & DeWitt, and to that end Justin’s properties are located almost exclusively in St. Petersburg. “Almost 95% of my more than 700 properties are within 15 minutes of my office,” he says. The reason for this, he explains, is that it is far easier to provide the excellent service for which they are known. “It’s important for our reputation to keep our properties in our backyard so that we can do a good job, check on properties, respond to maintenance quickly, lease them out quickly, things that are difficult to do if they’re spread out geographically,” says Justin.

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Innovation takes many forms at Dean & DeWitt, and one of the things Justin takes much pride in is his unique approach to personnel. While most management companies make managers wear multiple hats, Justin’s team members specialize in certain areas of expertise, making serving client’s needs much more streamlined and effective.

“We call it department management,” he says, “from the beginning we wanted to do something that was completely different from what most other management companies were doing. So we have someone who deals exclusively with leases, another who manages all maintenance, another who handles the accounting, etc., so we are able to provide excellent service for each segment of the management cycle.

Use of cutting edge technology in addition to the standard emailing and phone calling helps provide an excellent flow of communication both to and from clients. One particularly innovative idea is the use of video. “We use the video a lot, so owners who don’t live locally can be kept apprised of the condition of their property, or why we need to

make a repair. We can upload the video to YouTube and send them a private link for viewing.”

Giving back to the St. Petersburg community is also paramount for the company, which includes his beginning-in-2017 volunteer position as President of the local Association of Residential Property Managers, where he will bring training, education, updates to local laws and other vital information to other property managers in the local market. His firm also participates in local toy drives for underprivileged children and has donated to Habitat for Humanity the past several years.

Those rare times he is not working, Justin’s main focus is his wife and his three daughters. He also loves being on the water, and is currently working on refurbishing a sailboat. “Someday soon I’ll actually be able to sail it,” he laughs. Looking to the future, Justin’s plans are less about growing his business than refining it even further. “I don’t want to grow just for the sake of growing,” he says. “We’re doing a phenomenal job and I don’t want to stretch that and risk the quality of our service going down.”

For more information about JUSTIN DEAN, please call 727.820.0352 or email justin@deandewitt.com Top Agent Magazine

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

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Top Agent Magazine

WILL ALFARO Will Alfaro has been licensed for over 12 years, but it wasn’t until 2015 that he left his lucrative longtime career, deciding to take the plunge and pursue real estate full time. That risk paid off and Will is now a rising star in the industry and already one of the most respected Realtors® working in Northern New Jersey.

Will and his team specialize in Essex, Passaic, Morris and Bergen Counties, so they are able to offer their clients in-depth knowledge of several of New Jersey’s most in-demand markets. One of the keys to Will’s remarkable rapid success has been his absolute devotion to putting his clients needs above all.

Will and his team have already built up an impressive percentage of referral business, and that is largely due to their customer first approach to sales. “We take a lot of pride in what we do. I tell my team every day, don’t think about money, DO YOUR JOB and money will come. Our clients see our authenticity and that we truly care about their best interests.

With that approach we will always be successful and always have referrals. We are all about being a resource to our clients, guiding them through the process and making sure they have all the information they need to make the best decision for their family. We manage expectations from the start and are always ahead of any potential problems, so we can keep the process seamless.”

When working with seller clients, Will has an approach that has led to amazing results for his clients. “With listings there are two main things we focus on, the buyers’ perception of value and a sense of urgency. We do effective online marketing, which gives us a high turnout and a lot of interest. Potential buyers get a real push to make a good offer quickly. They know the house is worth it and know they’ll miss out if they wait.”

Will and his team are actively involved in the community, participating in several fundraisers, including ones that focus on law enforcement support, cancer research and ones that provide scholarships. Will is looking to create his own charitable organization in the near future, so he and his team can become even more involved and give back as much as possible. He enjoys spending his free time with his family, and traveling whenever he can.

Will has big plans for the future, and would like to continue the growth, while always maintaining the level of customer service that he has built his reputation on. “We really believe that if you enjoy what you do, you’ll be good at it. There’s nothing better than taking our time to help a client find the right property, or doing everything we can to get them the best price for their home. All we want is happy clients at the end of the transaction. I love real estate, since buying my first home at the age of 22. Just want to keep getting stronger and stay on top of my game. We really love helping people, and that’s what we get to do every day. It’s a great industry.”

To learn more about Will Alfaro call 973-219-5434 or email will@willalfaroproperties.com Top Agent Magazine

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SUSAN BREWER With over nineteen years of real estate experience and named as the local top agent in residential sales 9 times, Susan Brewer of Susan Brewer Service 1st Real Estate has made a name for herself as a business leader in St. Charles County through her willingness to go the extra mile for each and every one of her clients.

“I really strive to make sure that my clients are well-educated about the transaction, about the market, and about trends,” Susan says. “I really like that one-on-one customer service…really trying to help people understand all of the real estate process, not just the simplified version.

We want them to know why and how things are happening, and assist them with making good decisions and how to get top dollar for their properties.”

It’s this focus on client service that keeps customers coming back. “After being in the business for nineteen years,” she says, “I’ve established a nice core group of people I’ve worked with who have become friends. They’re our best cheerleaders, and they’re the ones giving us our next line of business because they’re happy with the service they’ve received.”

With the support of her family (her husband has been in the business for 15 years), Susan is able to give her clients her laser-focused attention. “I have the support of my family, and they understand if I have to work every night and every weekend. My clients know they can reach me at any time, any phone call or email will be returned immediately.”

Even during the rare moments when she isn’t working, Susan’s life revolves around Real Estate, and she and her husband spend much of their free time scoping out new trends that can be passed on to both the agents who work for her company and to her clients. “This weekend,” she says, “my husband and I will be going to some of the small shops in our historic area and looking at new trends, new colors, and this afternoon I’m meeting with a floor company to look at new flooring designs.” To this end, they have been participating in the renovation of a local historic building, “where we can be part of the community by adding a designer in there, adding some great furniture, paint, and new trends to make it a marketplace for people to be able to talk to a realtor or a designer.”

Susan takes an egalitarian approach to sales. “I feel very comfortable doing all levels of sales, and I think our knowledge of the area makes all of our clients feel comfortable with us, regardless of the listing price.” Mixing tried and true marketing strategies with more cutting edge technological tools, all produced by a dedicated marketing staff run by her husband Wade Brewer, Susan Brewer Service 1st Real Estate has set themselves apart from their competitors.

As for the future, Susan says she plans on “going back to the basics.” By which she means the one-on-one interactions and education sessions with clients that she enjoys so much. “I think technology is great for marketing, advertising and quick communication,” she says, but I also want to give them training to enhance their current home or the home they’re prepping to sell, or quite honestly, help with the house they’ll be buying in the future. We want to be their home experts.”

For more information about SUSAN BREWER, please call 314-540-0734 or email Susan@SusanBrewer.com 34

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Branding Bad in Real Estate Marketing

by Rob Flitton

To begin with, you cannot establish a brand for ANY business until and unless you know what your product and intended clients are.

Think of your brand as a “message with instructions” for a potential client. It won’t be a direct message, but an image, group of words, symbol or design, or combination of these, that will allow the client to easily identify how you solve an existing problem or concern that they have.

If you are not clear about who you are talking to, and why, your message with instructions will speak to anyone and everyone, and therefore to no one.

Your message has to be both intimately related to the real concerns of an extreme niche of people, and authentically connected to who you are. Otherwise, the people you are intending to reach will not see or hear you, and will not use you.

The choice that the vast majority of agents make to brand or co-brand Top Agent Magazine

with their brokerage company is a mistake that is causing them to be invisible to a large pool of potential clients, and lose traction or growth in their business. This mistake sees them repeating anemic efforts season after season to hunt for clients, instead of reaping the much larger benefit of farming or growing clients.

In any given marketplace there are, say, a dozen major real estate brokerage brands. Just like some people love Ford and hate Chevrolet, or like Apple and hate Microsoft, they will either like or love the brand you’re with, or be indifferent to it—we can ignore the indifferent category, because they make the case that the company’s brand isn’t very important.

By choosing to co-brand or line up with their brokerage, the agent therefore has as much as an 11 out of 12 chance of alienating a potential client.

And there is another devastating result—the agent ends up financing the brand of their brokerage.

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The major brokerages today rely on online search success as much as any business—by promising leads to their agents they need a tremendous amount of Google Juice. So, they offer the agent leads, but also offer them a unique co-branded page or presence on their website. By having hundreds, or even thousands of agents with pages on their website, they are gaining massive website traffic (links) and having those agents pay them for it.

down and focus on marketing, followed by strategic branding of the agent alone.

The real estate business, or any business, comes down to two fundamental activities: finding potential clients (leads); and closing those clients (making them into customers).

And finding potential clients comes down to two fundamental activities: hunting—the effort to find “right If an agent ever decides to look into now” business every day form a changing their brokerage they are variety of sources; and farming—the somewhat trapped. Not only do they effort to grow a reliable bounty of lose any equity or money they spent leads by having a long term online on co-branding and collateral mater- and offline strategy with the agent, ials, and the reliance on having some and not their company, as the central leads here or there, but they are empty- core of a targeted branding strategy. handed vis-à-vis Google Juice—each time they leave a brokerage, they are Rob Flitton is a Seattle Real Estate Marketing specialist helping independent starting all over.

The solution for any agent is to drill 36

agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

Top Agent Magazine

NED CHIDESTER

ing,” he explains.

With a background in construction and a natural talent for business, it’s no wonder Ned Chidester decided to enter the real estate industry 18 years ago. Today, he’s a partner and Principle Broker of Weichert Realtors At The Rockies with his own team, including two buyer’s agents and administrative staff. “My career has been constantly changing and evolv-

Just two years ago, he had the opportunity to purchase a third of his brokerage, and three months ago, he received his broker’s license. It is clear he’s eager and ready to exceed expectations, and this commitment to his work has led him to great success.

With offices from St. George to Salt Lake, they are able to service your Real Estate needs statewide.

About 80 percent of his business comes by way of referral.

“I believe in working towards a relationship where it is a continued one,” Ned explains. “We don’t want to service someone just once. We want to create a client for life. Our focus and slogan is: ‘Our team work makes your dreams work.’” Ned and his team ensure their clients know they’re ready to serve them by keeping in touch constantly through emails, social media and phone calls. They also hold a spring event to celebrate their business and to thank their clients. By putting their client’s needs first and working together to reach their goals, Ned and his team have made great strides. “The focus is on being there for our clients. We want them to feel comfortable referring us to their friends and family, and think of us in a time of need when they require real estate assistance,” Ned says.

Clients leave glowing reviews about him and his service. One recent seller said, “Ned is hands down the most professional Realtor I have ever worked with. He was first to respond, sent hand written personal letters thanking me for my time and Top Agent Magazine

consideration, always responded almost instantly to my calls or texts, and went above and beyond the call of duty as my Realtor including doing everything in his power to get the sale of my home done. This includes doing repairs or other things that would normally be my responsibility. He consistently went above and beyond his responsibility to show me that he cared, was fighting for the best price, made personal sacrifices to meet the needs and requests of the buying agent on behalf of the buyers and represented me as a true professional with integrity and respect.”

Another seller wrote, “Ned is the best. I am 65 years old and because I was an Air Force pilot and then an airline pilot, we moved a lot. I found Ned to be the best of all realtors in all areas that we have ever had.

I found him to be thorough and very knowledgeable. He always got back with me in a timely manner. I would recommend Ned to anyone. Not only did our home sell quickly but Ned made the whole process seamless and was in charge from beginning to end.”

Ned is very involved in his community, church, and organizations like Boy Scouts of America, Juvenile Diabetes Research Foundation, and Soles4 Souls. As he looks towards the future, he’s excited to continue expanding the group. Ned feels incredibly grateful and lucky to work in this industry. “Real estate is an exciting career. I have met a lot of amazing people. I’ve completed over 1500 transactions in my career, and averaged over $10 million in production per year.

I just love helping people achieve their dreams.”

For more information about Ned Chidester, please call 801-420-7653, on the web at utahrealestateauthority.com or email nedc32@gmail.com Copyright Top Agent Magazine 37

JAMES J. GEDDES, JR. James Geddes entered real estate with a broad, experienced view of finance and with deep transactional and investment expertise. “Real Estate is a transaction business. We want our clients to get into and complete transactions with the least amount of drama,” says James, whose real estate journey began in 2001 with his first investment property purchases.

“I wanted to diversify our personal investment portfolio at the time,” says James, a longtime entrepreneur and venture capitalist who started and served as CEO of two successful venture capital-backed companies before co-founding a prominent Silicon Valley venture capital firm with offices in Seattle, New York City and Tokyo.

After buying and renting multiple properties, James earned his real estate license to reduce his transaction costs. In 2004, he was licensed in Florida selling primarily to investors from the Silicon Valley and South America. “I would position the properties as alternative investment instruments with my clients purchasing the properties sight-unseen.” he says. Buoyed by this success, James later earned his New York license and sold high-end condos and co-ops in Manhattan and Brooklyn before returning to Florida.

By 2012, James transitioned to more traditional residential real estate in South Florida, where, as the founder of The Geddes Group in Boynton Beach where they serve Boca Raton, Delray Beach, Boynton Beach, Fort Lauderdale and Pompano Beach. “SoFla is a destination market, so we get a wide variety of transactions and international buyers,” he says. In addition to Canadians escaping to the sun, he serves many South Americans who view residential real estate as a wise portfolio diversification strategy.

Attention to detail earns James high regards. “Our clients get to sit back and watch,” says James. He enjoys engaging with interesting people on transactions and takes pride in his ability to earn their trust. “People want an agent who substantiates and supports the pricing,” he says, noting that simple neighborhood comps cannot provide adequate data for determining price or value. The model of doing a comparative market analysis of a handful of homes sold in an area over 3-6 months and determining a price-per-squarefoot is antiquated science, he says. James, on the contrary, factors in multiple variables including supply-side economics. “I learn the current inventory of homes that would be competing against my client’s. If there are none, they can get a premium, but if there are several, we work even harder to differentiate the property in order to command a premium price.”

Differentiation, he explains, is key to selling homes. “I’m not afraid to spend money on professional, high-definition range 38

(HDR) photography,” through which a home’s greatest features are highlighted in the best possible light. When creating the listing, he then only includes images that enhance the appeal of the house. Each photograph, he explains, “needs to capture the spirit” of the ideal buyer who is searching anonymously online. James finds and connects with those buyers with his compelling listings, targeted web marketing and “bullish” Facebook advertising. “The hyper local targeting Facebook allows and the ease of creating and posting ads plays to my strengths as one of South Florida’s most technically and social-media savvy agents,” he says.

After cultivating relationships with buyers through social media, he delivers them the same high attention he provides his sellers.

“I won’t waste their time,” he says. “I only show homes that meet their criteria. My clients are very much involved with the process before we start looking at homes. I find out what their ‘must-haves’ versus a ‘nice-to-haves.’” His track record as an entrepreneur and venture capitalist also prepared him for real estate negotiations. “Every transaction includes at least four people – the buyer, the seller and their agents. I ensure personalities don’t impede a favorable outcome for everyone.”

Going forward, James wants to continue meeting and engaging with new people and further improving on the already smooth transactions he guides. Meanwhile, his personal guides are his wife and family. “My wife is from Brazil. We own a condo there and love to travel,” says James. “We also have a son in the D.C. area and visit with him and his family, including our three-yearold granddaughter, Ava Grace.” He adds, “a lot of our customers become friends, too. We do a lot socially with our clients.” Clearly, smooth transactions and caring for people have a way of creating customers for life.

To learn more about James Geddes, visit thegeddesgroup.com, email James@thegeddesgroup.com or call 561-271-2680 www.

Copyright Top Top Agent Agent Magazine Magazine

Living On Commission

by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept.

“I could never live on that!” But loan officers have to do it all the time.

The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic.

When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation.

One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

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

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Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all!

She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

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

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

Copyright© 2014, Linda Brakeall. All

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rights reserved.

Top Agent Magazine

PENNY GLOVER Penny Glover actually got her license in 1984, but when her husband’s job moved them out of state, she put her desire to be a Realtor® on the back burner to raise a family. However her passion and interest in the industry never left her. When they moved back to Amarillo, Penny got a job working for a title company and her love of the industry was sparked again. “That was in 2005, I jumped right in and have loved it ever since.” She has now become one of Amarillo’s most in-demand and respect agents.

Penny is currently with Keller WIlliams and specializes in the Amarillo and Canyon areas. She credits her low pressure sales style that always puts the client’s needs first as being key to her success. “There’s a passion I put into everything I do, whether it’s getting a home sold for the best price, or working with buyers tirelessly to find exactly what they want. I’m not a pushy agent. My goal is always to have happy clients. It’s not about the transaction for me, it’s about the relationships. I’m really proud of my repeat and referral percentage, since that really lets me know that I’ve done a good job and have earned my clients’ trust. This is a business, but my clients’ needs are what comes first. I go above and beyond to provide them with the best customer service. ”

time, Penny enjoys visiting her children and grandchildren in the gorgeous cities of Colorado Springs and San Antonio.

Penny couldn’t be more thrilled with her decision to get into the field that allows her to truly fulfill her passion to help people. “The next thing I’d love to expand into is helping more elderly people, who I love to work with. Right now I’m pursuing my SRES so I can really give them the best service possible with their unique set of circumstance.

I love what I do. It’s been amazing to meet so many people and have them become almost like family to me. There’s nothing better than seeing their faces light up when they walk into the perfect home or the joy they experience when they finally sell their property. I’m so excited I get to help them achieve their real estate dreams.”

Penny has an active online presence which she uses to not only stay in touch with past clients but as an effective marketing tool as well. “Anywhere you go online my listings are promoted, and I really use social media with great success. Another unique thing I offer my clients is that I promote myself and my listings on a popular local show called Your Hometown View which gets my listing out to about seven thousand people a week.”

Faith, family and community are important to Penny, and she is incredibly passionate about giving back. She is an active member of the Amarillo Association of Realtors® and through Keller Williams she donates a portion of every commission to help out other Realtors® in need. In fact one of the reasons she was drawn to Keller Williams was the company’s devotion to being community centric. In her free Top Agent Magazine

To learn more about Penny Glover call (806) 584-7142, email Penny@makingamarillohome.com or visit MakingAmarilloHome.com www.

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MELISSA HEALY Upon graduating Temple University, Melissa Healy began a successful career in the insurance industry, but she always had an entrepreneurial spirit and a strong desire to build her own business. “I realized I wanted to create something of my own. So I did a lot of research and realized that real estate would be a perfect fit. It gave me the opportunity to take my experience and what I had learned over the years, and use it to not only build a business but to help people as well.

I got my license and I never looked back.”

Melissa’s decision proved to be more than the right as she, and her team, are some of the most in-demand Realtors® working in Bucks and Montgomery counties in Pennsylvania. She is the owner of the Melissa Healy Group, the number one team in their market center in 2015 & 2016. They have been honored with the “5 Star Professionals Award” by Philadelphia Magazine in 2011, 2012, 2014, 2015 & 2016. She attributes her most recent success to her husband, Vince Vesci, who joined the team in 2015.

Vince is the Sales Manager for their team and also works with their Sellers. “My business has continued to grow year after year. I’m a firm believer in providing unsurpassed levels of customer service and my whole team shares the same goal of always putting client’s needs first. We’re all great communicators who always strive to get clients’ homes sold at top dollar, as well as guiding and educating our buyers. If you focus on your clients, stay positive, and work hard towards your goals, the business will come. We really want to earn their trust.” It comes as no surprise that Melissa and her team have an impressive 80% repeat and referral business rate.

Melissa’s strong background in marketing, advertising and accounting has also been a distinct advantage for her clients. “I’m always trying to think of new ways to market our listings. Technology is constantly evolving and I make a huge effort to keep up with latest and the greatest. As a Realtor™ I believe it’s your job to take advantage of every new opportunity that comes along. We take a comprehensive approach when it comes to marketing our listings, we have a large internet presence but we also take more traditional approaches as well. We’re huge networkers, and have a larger sphere of influence in the industry. We also do open houses and brokers luncheons, everything we can to maximize a listing’s exposure.”

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The whole team believes in giving back to the community that they represent and they all participate in Keller Williams’ RED Day. “Keller Williams makes giving back to the community a big priority. “Many Hands, Make Little Work” is their guiding philosophy. We’ve participated in food drives and raised money for families in need around the holidays as well.

We participate and/or donate to a special cause on a monthly basis.”

Melissa couldn’t be more thrilled with the decision she made 13 years ago to join the industry that she is so passionate about. “There’s so much I love about what I do. There’s really never a dull moment. It doesn’t matter how many years you’ve been doing this, you still learn something new every day and are continuously growing. I’m very focused on how to improve myself and how to better support my team, and we are constantly looking to improve our systems and the way we work with our clients. We never forget that our main goal is always putting the client first.”

Melissa’s team consists of full time Listing Specialists and Buyer Specialists who are supported by well trained and knowledgeable office staff. They focus on residential resale, luxury homes, new construction and working with investors.

From left to right: Kathy Wickel, Buyer Specialist; Michele Welsh, Office Manager; Regina Congdon, Office Assistant; Vince Vesci, Sales Manager/ Listing Specialist; Melissa Healy, Listing Specialist/Marketing Director, Andrea Bennett, Buyer Specialist; Kristen Davis, Buyer Specialist (not shown).

To learn more about Melissa Healy call 267.218.0000, email mhealy@kw.com or visit HealyConnection.com Copyright Top Top Agent Agent Magazine Magazine

Properties: The Good, The Bad, And The Ugly

by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year.

I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.”

I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work.

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.”

Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done.

There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price.

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Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You are not the world’s taste critic.

You cannot tell what people want. I

Copyright© 2014, Denise Lones. All rights reserved.

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be have to tear down half the planet! creative. Use your marketing to target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or wanted that house. Period. ugly.

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TABITHA HIGGINS “When I first started in real estate, a friend of mine said, ‘Don’t get greedy or it will sabotage you,’” says REALTOR® Tabitha Higgins of RealtyONEGroup Mountain Desert in Northern Arizona. By remembering that wisdom while working hard and dedicating herself fully to clients, Tabitha has built her business gradually and purposefully. “I believe it’s really important to specialize in one area; to know your area and do it well.”

By being fully immersed in a market, says Tabitha, an agent can build expertise and a reputation that ultimately leads to limitless opportunities and ongoing referrals.

For Tabitha, the path to that success started with returning to the area where she had lived since 1982. After earning her license and moving back to Northern Arizona from Phoenix in 2007, Tabitha began building a strong presence in the Quad City region encompassing Prescott, Prescott Valley, Chino Valley and Dewey-Humboldt. “I specialize in relocation as well as horse property; farm and ranch; investment properties; and land and active adult communities,” says Tabitha. “I’ve done extensive work with out-of-town clients. I love helping them in every aspect of finding and purchasing a home in an unfamiliar area.”

Given her vast market knowledge, she has even worked in vacation home sales as well as new construction.

Planning and determination have fueled Tabitha’s career from the beginning. “I am very big about goals and personal growth in every aspect of life, not just business,” she says. Plus, she never, ever quits. “Probably one of my greatest accomplishments was when the market took a downswing right after I started,” she says. “I didn’t give up, even if meant driving an hour to sell a $30,000 property.” That perseverance not only helped her weather the hard times but eventually earned her the privilege of listing more of the area’s higher-end homes. Gradually, she has developed a new area of expertise. “I’m really excited now to begin specializing more in the high-end, luxury market,” she says.

With both buyers and sellers, Tabitha shares all of her knowledge about the local area and about real estate to 46

make clients’ transitions as smooth as possible. “Buyers need all of this information in order to make an educated purchase and sellers get the added advantage of my extensive networking tools and negotiating skills.” When selling homes, Tabitha helps clients prepare their homes to attract top value. “My favorite part of real estate is the challenge,” she says. “Every day there’s a different challenge and every buyer or seller has their own story. I like being able to help them, whether they’re getting the house of their dreams, relocating or finding the perfect place to retire.”

Tabitha’s primary goal is that every client will come away happy after working with her. “I hope that what might seem stressful can actually be fun and exciting with me!” That dedication includes her pledge that if she is presented with a situation in which she doesn’t hold significant expertise, she will happily find the perfect agent for the business.

“It goes back to not being greedy,” she says. “If it’s not in my area of expertise, I’ll find the best in the industry and refer it out. There’s so much to real estate that you can get too busy trying to do it all. It’s important to stick to your specialties when helping people.”

Tabitha also gives as much time and effort as she can to local causes. “I’m a big animal lover and I contribute to our local Humane Society,” she says. “I also have horses and work with children who benefit from horse therapy. Right now, I’m helping a little girl in need of some equine therapy. I’m working one-on-one with her and the horses.” Tabitha also loves yoga and any outdoor activity.

“I like to keep myself active,” she says, “I don’t travel as much as I’d like to, but there’s more than enough to do in Northern Arizona!”

To learn more about Tabitha Higgins, visit realtyonegroup.com/realestateagent/ tabitha-higgins-6369529, email tabbyhiggins@gmail.com or call 928.273.3347 Copyright Top Top Agent Agent Magazine Magazine

Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush 48

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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DOUG HOSMER Doug Hosmer’s real estate career began in 2007 when he and his wife, Lanell, acquired the Harry Norman, REALTORS franchise in Marble Hill, Georgia. Doug is no stranger to the industry; he comes from a family active in all aspects of real estate from Land Development to Commercial & Residential Sales. “I received my Real Estate license in 2006 while working for a software company as VP of Business Development. Little did I know what an exciting direction my life was about to take when the opportunity to purchase the Harry Norman REALTORS franchise presented itself.” Doug immediately began growing the business and expanding the area that the Harry Norman office serves. “We currently have 20 agents and because our office is centrally located in the beautiful North Georgia Mountains, we are able to service Pickens, Dawson, Gilmer, Lumpkin, Forsyth and Cherokee counties.”

The Harry Norman REALTORS, North Georgia Office prides itself on delivering the best results for their clients, whether they are buying or sell-

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ing. What sets Doug apart from his peers is his determination to exceed the expectations of his clients. Over the years, Doug has received a high volume of return customers. “I’m proud of the fact that a large percentage of our business comes from personal referrals from previous clients. Their referrals let me know they received a great buying or selling experience and we were successful in exceeding their expectations. What keeps clients coming back to Harry Norman REALTORS is our reputation for providing outstanding service. Our trademark ‘The Best Move You’ll Ever Make’ says it all.”

Harry Norman Realtors is a part of Berkshire Hathaway, Home Services of America. “We’re also listed nationally and internationally as an exclusive affiliate of Christie’s International Real Estate, Luxury Portfolio International, Who’s Who in Luxury Real Estate and Leading Real Estate Companies of the World. We take pride in providing our customers the very best exposure to qualified buyers and sellers in today’s real estate market.”

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new community of Covered Bridge Estates in Ellijay, Georgia. It is a beautiful gated community just minutes from beautiful Carters Lake, wineries, restaurants, golf, fishing and horseback riding. We are excited that Harry Norman, REALTORS is part of this fantastic new North Georgia community.”

When Doug isn’t working he enjoys playing golf and vacationing with friends & family and spending time with his grandchildren, Jackson, Max and Olivia.

Doug would love for you to consider beautiful North Georgia for a weekend get-a-way home or permanent residence. “It’s a great place to live, relax and raise a family.”

The Big Canoe Community stands out as a great place to live in the beautiful North Georgia Mountains. Big Canoe’s amenity package includes a first class clubhouse with a full restaurant and bar, 27 holes of championship golf, indoor and outdoor tennis, pickle ball courts, swimming pools, swimming lake and beach, miles of hiking and biking trails, a marina, canoeing, paddle boarding, soccer field, softball diamond, bocce ball and more.

It is the premier gated mountain community in the Southeast and its close proximity to Atlanta makes Big Canoe the perfect location for a second home or full time residence.

In November 2016, Harry Norman REALTORS, North Georgia, had the honor of being a Host Sponsor for the Big Canoe Wellness Collaborative Charity Fundraiser. The organization helps residents in the community with non-emergency wellness assistance. “We are dedicated to working with the Big Canoe community to make a difference and improve the quality of life for our neighbors in need.” The company also supports the Prevent Child Abuse Charity in Pickens County and the DUP15q Alliance.

Doug looks forward to his company’s continued growth. “Right now we’re representing the Top Agent Magazine

You can contact Doug Hosmer here: DOUGLAS M. HOSMER, Broker Harry Norman REALTORS “The Best Move You’ll Ever Make!”

200 Foothills Parkway, Marble Hill, GA 30148 Cell: 770-335-7675 • Office: 770-893-2400 Fax: 404-497-5297 Doug.Hosmer@HarryNorman.com HarryNormanBC.com

www.

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DEBBIE HUSCHER In the 13 years since she entered real estate, Debbie Huscher’s award-winning marketing prowess and her unmatched professionalism have boosted her success along with that of her team and all their clients. Debbie, who previously spent 20 years in sales and marketing for a beverage company, brings ingenuity to every real estate engagement. “I’ve built my business by transferring the skills I gained as a national brand manager,” she says, adding that while she thrived in brand management, she chose real estate as an alternative to a corporate relocation. “Sales and marketing were always my areas of expertise, so I get to remain rooted in my community while still using the marketing skills I developed.”

Through William Ravies, The Huscher Group, which also includes three agents and an assistant, provides exemplary service across wide price ranges and residential options in Middlesex and New Haven Counties. Using integrated, boutique-style techniques, they tailor each property’s marketing to showcase its greatest attributes. “I seek out innovative marketing tools,” she says. All listings receive professional photography, whether priced at $100,000 or $1 million, and the team also creates videos for each property. Debbie even takes advantage of drone photography and video as needed. In addition, Debbie finds infinite opportunities for creativity on the internet, where her team implements targeted social media marketing campaigns, going far beyond the expected.

hire me to sell your home, you work with me,” she says. “And buyers are in great hands with our team of professionals.”

As an active, 16-year resident of Durham, Debbie’s devotion to community increases her standing. Besides her immersion in local school and sports as the mom of two boys, Debbie has previously held a position on the Economic Development Commission. “I’m also the Marketing Coordinator for the annual Durham Fair, which is one of the largest all-volunteer fairs in the country,” she says. “We get over 200,000 people every September. It’s a lot of fun and also contributes to my marketing skills and my network.” Debbie thoroughly enjoys embedding herself in the local lifestyle. “I was a transplant myself,” she says. “I moved here from California in 1996 and didn’t know anyone. Now I’m the local expert! I love making clients happy whether they’re relocating here or selling during a life transition,” she says.

Moving forward, The Huscher Group will continue finding innovative ways to distinguish themselves and the properties they sell. “We’re always looking at how we can be on the leading edge for our clients,” she says.

“One listing had a lot of amenities outside, so I hired one of my sons and his friend to star in a video enjoying the property,” she says. “They were skateboarding, doing flips in the pool and showed the lifestyle the property offered.” Elaborating on the importance of highlighting every property’s special features, Debbie describes how she placed a Thanksgiving Day ad in the local paper with stories in the sellers’ voices describing why they are grateful for the home they’ve owned. “It goes beyond saying it’s a four-bedroom, two bath home; it spoke from an emotional standpoint.”

When marketing The Huscher Group, Debbie and team do what comes naturally. “We stay in contact and we host client functions,” says Debbie. During the summer, for instance, the group held a “Bad Moms” screening party at a movie theater. “It was girls’ night out and about 50 clients attended,” she says. “I also like to pop by to visit clients and stay up-to-date on their lives.”

Finally, although she has a team, Debbie emphasizes the professionalism around which she has built her reputation. “When you 52

To learn more about Debbie Huscher, visit TheHuscherGroup.com, email Debbie.Huscher@raveis.com or call 860.918.4580 www.

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Shut Up and Sell

By Mark Hunter

Contrary to popular belief, to be a successful salesperson, it doesn’t matter how much you know about your product or service. It also doesn’t matter how much of an industry expert you are. It doesn’t even matter how great your mother thinks you are.

The only thing that really matters to be successful in selling is your ability to shut-up and listen.

On numerous occasions, everyone in sales has heard how important it is to get the customer talking, so it’s imperative that they have an arsenal of great questions to ask. Despite trying to follow this guideline, every salesperson seems to overstate the amount of time they believe they allow the customer to talk. The many interviews I’ve conducted over the years with customers and salespeople alike confirm this reality. Therefore, salespeople need to take a step back and consider their sales presentation.

To talk less means you have to ask questions that truly engage the customer. However, this doesn’t mean you need to develop complex questions. Instead, the best tactic is to ask Top Agent Magazine

shorter ones. Long questions tend to result in short answers, while short questions will generally result in long answers. An example of a great short question is, “Why?” In my opinion, there isn’t a better follow-up question you can ask after the customer has shared with you some information.

Consider how your customers would respond to other short examples like, “Can you elaborate on that?” and “Could you explain more?” These shorter questions elicit detailed responses and that’s just what you want.

On the other hand, asking complex questions often tends to perplex customers. Because they are not sure what you are looking for, they respond with the universal answer representing total confusion, “What did you say?” Questions should not be your means of showing your customers that you are an expert. Save that for your statements.

When preparing your sales presentation, a guideline I subscribe to is to limit yourself from talking for more than 20 seconds at a time without asking a question. The question you ask should be one directed at the 53

comments you just made. By doing so, you’re checking with the customer to see if they understood what you just shared with them. Again, this is something many salespeople overlook. They get caught up in sharing with the customer their expertise and the features of their product or service and forget all about what the customer is thinking. Even if your product or service requires a complex presentation, you should still follow this rule. Whether you’re selling software, high value medical equipment, or technical tools, it’s essential to check your clients understanding by asking a question every 20 seconds.

Your goal on any sales call is to talk only 20% of the time. To help ensure that this takes place, you have to plan ahead. Before you start developing your sales presentation, create your list of questions. This is contrary to the pattern of most salespeople who often spend a substantial portion of their time developing their presentation and, at the last minute, develop their list of questions. Consider that if you’re expecting to have a 20 minute presentation, you should have 40 questions (2 questions per minute).

Even though you may not use all 40, you’ll definitely be more prepared.

In addition, you’ll be able to pick and choose which ones you want to ask. If you’re following the rule of asking 54

short questions, you’ll ensure that the customer is doing most of the talking.

You’ll learn valuable information that will help you better understand the customer’s needs.

If you want to move your questioning process to the next level, make half of the questions you ask be ones that help the customer see and feel the pain they have. By doing so, they will be much more open to receiving your solution. For example, if you’re selling computer back-up systems, you might ask, “Can you explain to me what happens when data is lost?”

This short, concise question is designed to get the customer thinking about the risks they face. Furthermore, the beauty of this type of question is that no matter what the customer’s response is, some good follow-up questions will naturally arise.

By adhering to these guidelines, you will be able to see dramatic results in the number of sales you are able to close. As simple as it sounds, the more you shut up, the more you’ll sell. And, the easiest way to achieve this goal is by asking more, short questions. So, shut up and sell!

Copyright© 2014, Mark Hunter. All rights reserved.

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PAMELA JONES For over 34 years, Pamela Jones has been one of the most respected Realtors® serving the Northern Virginia area. After watching her work in retail for eleven years, Pamela’s mother encouraged her to get her real estate license. “At the time my mother was an agent, and she thought with my customer service and sales skills, I would be a natural fit for the real estate business. She was right, and here I am all these years later; I couldn’t be happier with my choice.”

Pamela is currently with Long and Foster, one of the nation’s premier real estate brokerages, on a small team that includes her partner and husband, Dave Jones, as well as a full time licensed assistant. They serve all of Northern Virginia with a focus on Loudoun County and Western Fairfax County.

days on market and eventually that low bidder trying to take advantage of perceived desperation.”

Pamela believes strongly in giving back to the community and serves on the Board of Directors Loudoun County Chamber of Commerce, as well as on the Board of Directors of Oatlands Historic House and Gardens. In her free time she enjoys playing golf.

Pamela couldn’t be happier with her business. “There’s nothing more gratifying than guiding my clients so they can make the right decision for themselves and their families. I truly love helping people and it brings me great pleasure to help them meet their real estate needs.”

Pamela credits her success to her strong work ethic and her active pursuit of new clients, along with the help of repeat and referral business. “I prospect every day to find new people to assist. I’ve been working with the Mike Ferry Organization for business coaching since 1994; they’ve helped me build the skills to grow my practice. It’s been an enormously successful source for bringing in listings, which bring in buyers. I believe strongly in going after business every day and am always looking for new and innovative ways to generate leads.”

Pamela is not only big about building relationships, she also prioritizes maintaining them. She keeps detailed records of her referral sources. She is diligent about reaching out and keeping in touch with past clients through phone calls and postcards that show recent successful transactions. These let people know she is still out there working hard every day.

Pamela calls her company Extraordinary Transitions, and that’s her goal for every client, to make their real estate transaction as stress free as possible by providing an unsurpassed level of customer service. “I am proud of the fact that for over 16 years my listings on average are sold within 32 days. I am open and honest with clients from the start about what they need to do to get their homes ready to sell and then I create a marketing strategy to expose each home to its appropriate buyer audiences. I always say there are two emotions to consider in pricing a home; these are greed and fear. Sellers succeed when they price right to strike fear in the hearts of buyer prospects, which leads to great offers in less time with higher prices. Don’t be greedy; pricing too high leads to more Top Agent Magazine

To learn more about Pamela Jones call 703-726-3409, email PAMELA.JONES@longandfoster.com or visit PamSellsFineHomes.com www.

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SHARRON KELLEY When passion, expertise and professionalism combine, you’ve got a winner.

That’s Sharron Kelley, whose clients rave about their smooth transactions from start to finish. “Our clients are our top priority,” Sharron says, referring to her team. “We work together to make sure all of their needs are met. No two sellers or buyers are the same. Our passion for real estate is equalled only by our compassion for people.”

Sharron’s client-focused approach won her recognition as a Five Star Real Estate Professional by Chicago Magazine, and her team as one of the Top 20 Most Improved Agents in Chicagoland in 2015 by this magazine.

Sharron was helping people even before she got into real estate. She always loved homes and decorating, so when her mother-in-law decided to sell her home in Colorado years ago, Sharron was right there. “I enjoyed the process of getting her home sold,” she says, “so I decided to get my license and give it a try. My career took off after I moved to the Chicago area.”

Now a strong negotiator who is detail oriented and extremely tech savvy, Sharron focuses on helping buyers, sellers and investors with their property needs on the North Shore and in the northwest suburbs of Chicago. She uses her high-level knowledge of technology to market her listings. “I advertise on Zillow and Trulia covering the northwest suburbs,” she says.

“I generate leads through them, capturing many of the people who are looking to move into the area. My response time is less than five minutes.” She notes that Zillow is the leading direct marketing provider now, capturing more buyers and sellers than other sites through its questionnaires.

Her team also does an email marketing campaign and sends out monthly mailers directed toward pricing and what’s going on in neighborhood. But perhaps the pièce de resistance of her marketing strategy is the photogra56

phy of each home. Sharron hires VHT, a top-notch professional photography firm, to shoot each one. Then she has a full-color, high-gloss brochure made professionally for every home. “We video our houses, too,” she notes, “and we are extremely high in global views.

According to statistics, Coldwell Banker has more online exposure than any other company. Marketing is not free—if people aren’t spending money to promote their home, they’ll be blown out of the marketplace.”

Buyers, of course, also gain from Sharron’s sharp understanding of the marketplace and outstanding negotiation skills. “I love spending time with them and learning what makes them unique. Walking into a home with buyers, watching their faces and knowing that they’ve found ‘their’ house is nothing short of wonderful.”

Being part of the communities she serves is important to her. To give back, she participates in several neighborhood organizations, gives to the Humane Society and donates a portion of each commission check to Children’s Memorial Hospital for childhood cancer research.

If animals and children are dear to Sharron’s heart, so is expanding her business so she can help more people achieve their real estate goals. While she has a strong team who shares her commitment and passion, she’s looking to add several buyers agents over the next year.

“We’re in a growth stage,” she says. “My goal is to build an even stronger team while maintaining our focus on each unique client.”

For more information about SHARRON KELLEY of Coldwell Banker, Arlington Heights, Illinois, please visit northernillinoishomes.com, call 847.980.0426 or email sharron@northernillinoishomes.com www.

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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

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

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

5. Show your gratitude when you do 58

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies.

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

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LAWRIE LAWRENCE Lawrie Lawrence was always a natural at sales. A real people person with an entrepreneurial spirit and a true gift for marketing, he initially started his sales career in the appliance business. But he always had an interest in real estate and at the age of 30, he made the transition into real estate and hasn’t looked back since.

Lawrie quickly rose to become one of the top producing agents in Perth, Australia, eventually owning his own successful branch. But as he moved more into training and management, he missed his true passion, working with people and helping them to achieve their real estate dreams. Lawrie eventually sold his business, and he and his family bought a motorhome and traveled the United States for two years. They weren’t planning on emigrating, but fell in love with Lake Norman, North Carolina and eventually settled here.

Lawrie also decided he would go back to what he loved to do most — real estate sales. He set up a boutique agency on Brawley School Road with a five-year plan to be the top selling agent in Lake Norman. The sales techniques he mastered in Perth were more advanced with aggressive marketing, and when Lawrie put same principals and business style in place in his new market they were received with great success — he achieved Top Mooresville Agent in just 3 years and the Top Agent in Lake Norman the following year in 2014. And then in 2015, out of over 35,000 agents, Lawrie was recognized as the #3 top agent in the entire state of North Carolina.

The key to Lawrie’s success is his absolute devotion to providing an unsurpassed level of customer service and an aggressive approach to marketing that has led to remarkable Top Agent Magazine

results for his clients. “We probably invest more in marketing than anybody else in the area. I believe the secret to being a good listing agent is to get a lot of exposure from the moment your listing goes up. Exposure turns into showings, which turns into offers, and that all starts with a big number of views on the front end. My goal is to always get 26 potential buyer into a home before 100 days pass. That’s when a listing typical gets labeled stale. Our philosophy is to give every listing the best possible chance of getting an offer before it becomes labeled undesirable on marketplace.”

Lawrie and his team achieve that in numerous ways. “We have a high ranking on all the major real estate sites. Online presentation is key. Before we list a property, we get them in pristine shape in order to show them in the best possible light.

Our goal is to get on the first few pages of the major real estate sites with amazing images to draw people in. You can’t sell a secret. It’s all about getting where people are looking.”

Lawrie couldn’t be happier with how far he’s come in such a short time, and although he’d like to continue to grow his business, he wants to keep the boutique feel and always provide the level of service he has built his reputation on. “Working hard and delivering what you promised to your clients is what leads to repeat and referral business. You don’t need to spend money on marketing yourself when you provide top notch service. People don’t forget you when you exceed their expectations and help them achieve their real estate goals.”

To learn more about LAWRIE LAWRENCE call (704) 883-4567, email lawrie@lawrielawrence.com or visit lawrielawrence.com www.

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ANDREA LEVINE The artistically inclined Andrea Levine got her start as a realtor twelve years ago, following her love of architecture and home design toward a thriving career in Richmond’s distinct housing market. After years working in film and as a ceramic artist, Andrea was exploring a potential investment property when she got to talking with her real estate agent.

Inspired by what she learned, Andrea swiftly decided to join the industry and commit to what she’d missed during her life on the road—giving back to the community and working among Richmond’s inspired architecture.

From the outset, Andrea has built a considerable business. Combining a hybrid support team, custom marketing, and masterful cultivation of her network, Andrea’s client base primarily consists of referral and repeat business—a testament to her winning approach.

With an eye toward education, as well as growth, Andrea takes on her office’s new agents, personally teaching them the ropes until they’re capable and confident. Then, she sends her acquired support staff out with buyers, creating a harmonious and symbiotic relationship for Andrea, real estate up-and-comers, and pleased clients. As for marketing, Andrea knew from the beginning that her marketing efforts would be distinct. Firstly, she puts her husband—a professional photographer—to work on each of her listings. She also makes effective use of custom brochures and mailers, and takes a modern approach to agent events—throwing the occasional happy hour. As an EcoBroker, Andrea helps clients to purchase and market properties with green features, save money, and live comfortably through energy efficiency, healthy living spaces, and environmentally-sensitive choices. Applying her experience working with Richmond’s most unique homes, Andrea flexes her architectural knowledge as co-founder of Modern Richmond Tour, offering public tours of the many modern residential and commercial properties in the area.

Beyond her marketing insight and affection for the local inventory, it’s interpersonal relationships that drive much of Andrea’s success.

Whether she’s encountering fellow art-lovers at openings or getting to know her clients one-on-one, people and community are at the heart of Andrea’s work. “What I love most about my career is the people,” Andrea reflects. “Sharing knowledge and being able to take pride in doing a job successfully is so rewarding. There’s no better feeling than crossing the finish line with everyone smiling and feeling good about where we’ve arrived.” With her admiration for fine homes and knack for forging bonds with her clients, every aspect of Andrea’s work is touched by the personal.

Intrinsically detail-oriented and devoted to her projects, it’s little wonder that Andrea also commits much of her free-time to civic engagement. Andrea is the business representative of Richmond’s Urban Design Committee, advising the planning commission on potential building projects. She’s also a past president of her neighborhood’s Civic League and is a regular volunteer in Richmond’s public schools. In addition, Andrea serves on the Richmond Association of Realtors MLS Committee and as a judge for the Better Housing Coalition Golden Hammer Awards. During her leisure, Andrea does her best to get outdoors. She enjoys sailing, kayak fishing, paddle boarding, cycling, and getting away to her family’s second home on the Chesapeake Bay. As for the future, Andrea has plans to continue her business’s upward trajectory, concentrating on adaptability as the market continues to evolve. Part of that plan includes remaining current on professional education, gaining insight from her dedicated batch of up-and-comers, and staying involved in her professional community. As a recipient of numerous awards and designations, including Outstanding Sales Associate of the Year, a 12-Year Distinguished Achiever Award, and a 6-Year Five Star Agent, Andrea is resolutely focused on the future. While her business continues to flourish, it’s her clients that Andrea thinks of when considering the years ahead.

“Being aware, understanding industry developments, and staying current in the marketplace—it’s an agent’s responsibility,” she recounts. “Not only for your business, but because it allows you to best serve your client.” With that attitude at the forefront, Andrea’s flourishing business is sure to remain both centered and bright.

To learn more about Andrea Levine, visit andrealevine.com, e-mail andrea@andrealevine.com, or call 804-647-2828 www.

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Copyright Top Top Agent Agent Magazine Magazine

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:

1

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.

2

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.

3

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.”

4

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.

5

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.

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Top Agent Magazine

PRESTON LETTS Preston Letts started his career in real estate in 2003 with a focus on investment, where he helped clients successfully purchase long-term cash flow producing properties. At the same time, he and his father ran a boutique financial planning firm, and Preston quickly made a name for himself as someone with a comprehensive knowledge of the investment side of the real estate industry. “I was doing really well acquiring amazing investments for my clients, so well in fact, that they wanted me to start managing those units. They were so happy with services I provided that I just kept adding more managing to the mix. In 2011, I decided I was happier just focusing on managing properties and put all of my time and energy into that side of the business. I haven’t looked back since.”

Preston started Letts Investment Realty and Property Management, one of the premiere property management companies serving the greater Chicago area. With a staff of 32 highly trained professionals, his company currently manages around 1200 units across the city and in the outer suburbs.

One of the keys to Preston’s success has been his focus on being a full service management company. “We scale our service to our client’s needs. Some clients want us to handle everything, some clients want us to do the bare minimum. We deal with a lot of out-of-state and international clients though, so we’re fully capable of doing everything including marketing and advertising, tenant screening, rent collection, tenant questions and maintenance and repairs. We’re available 24/7 for anything our clients or tenants might need. What we offer is a

completely customized experience that gives clients exactly what they need.”

But Customer service is only as good as the people performing it, and for Preston, it all starts with hiring the best in the industry, people who all share his philosophy of providing an unsurpassed level of customer service. “I put a very large emphasis on customer service and provide weekly training on every aspect of it. Our goal is to give the best client experience possible and generate a high rate of return. I have a great staff. My belief is that you’re only as good as the sum of your parts. I hire the best, pay them well and train them well. That’s why we’re able to not only give exceptional care to our clients, but to the tenants as well.”

Preston is actively involved with the community through his church and is also a volunteer football coach. “I love coaching and try and not only make my players better athletes, but better men as well.” When he isn’t working, Preston enjoys spending time with his wife and kids and golfing.

Preston would like to continue growing his business, but maintaining his company’s reputation for quality service will always be his main priority. “Right now I’m really focused on doing everything we can to improve every aspect of the services we offer. That’s number one. Our goals are controlled growth that doesn’t compromise our service. We want to get better every day. I love this business. It challenges me to be a better business owner.

I want to see my employees grow and succeed as well. I believe that when you do the best possible job you can, it lets you control your own destiny. ”

To learn more about Preston Letts call (630)324-4267, email preston.letts@lettsmanagement.com, or visit lettspropertymanagement.com www.

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NADINE MALTZ After moving to the United States from South Africa, Nadine Maltz found an opportunity to work as a receptionist at a real estate office in Florida. She took it, and soon discovered her true passion for the industry. Working under a reputable broker, she became his right-hand person, helping with a variety of tasks. It wasn’t long before she set out on her own, becoming a solo agent. Today, she’s with Keller Williams Realty in Jupiter, Florida, serving all of Palm Beach and Martin Counties. Approximately 60% of her business is made up of referrals, and it’s continuing to climb. Two keys to her success are her superior customer service and commitment to helping clients achieve their homeownership goals.

“It’s just all about delivering the best customer experience and making them feel good about the purchase or sale. I’m also honest with them,” she explains.

“I always approach every transaction in a way that exudes friendliness and responsiveness.” Nadine’s goal is to gather around a closing table where everyone is happy to move forward and long lasting relationships are formed. “I want to make it a win-win for everyone, including the buyer, seller, and other Realtor. They should all feel that they received the best deal they could get.” In addition to her negotiation skills and personable nature, Nadine is also very calm throughout, a valuable characteristic during a time when many can become stressed. It’s this combination of traits that leads to a growing list of new clients and opportunities.

It is clear how many fans Nadine has when looking at her five-star reviews. One recent client said, “Our house went on the market on August 1, we closed on September 30 with a full-price offer, and within that period of time, we purchased a condo that checked off all the boxes, including the beautiful water view. Nadine is amazing; a sincere, honest, hard-working Realtor. I have nothing bad to say about any of the others.

What I know is that there is good and bad in every profession, and we can affirmatively say that Nadine Maltz is great.

Now that the process is over, we feel a personal loss that we no longer have Nadine involved in our day-to-day lives. We have recommended her to friends and colleagues who have benefited because of her fine character and expertise.”

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And one buyer raved, “Nadine went above and beyond for me as a first time home buyer. She helped me purchase a home from across the country and even did FaceTime walk-throughs of homes for me. She is so knowledgeable about every aspect of the home buying process that I’m afraid to ever leave the area and have to deal with a different realtor! I’m so thankful she guided me through the home buying process and would highly recommend her to any buyer or seller.”

Nadine is also very active in her community, serving as a member on the Agent Leadership Counsel in her office and as the Chairman of the Young Professionals Committee for the Jupiter/Tequesta/Hobe Sound Board of Realtors.

It’s safe to say the future looks bright for Nadine. She’s looking forward to expanding her business to North Carolina, the one state besides Florida which has captured her heart. And as she continues to grow, she will remain grateful for the chance to work in this field. “I have the freedom to run my business how I want, and I can build long-lasting relationships with like-minded clients. That’s really rewarding.”

For more information about Nadine Maltz of Keller Williams Realty of Jupiter, please call 561-847-6832 or email nadine@sellthishouseflorida.com Copyright Top Top Agent Agent Magazine Magazine

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

By Carla Cross

N

ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business.

From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager.

Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’.

Now, here are five more.

Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!)

Key point: Use the time lines in Up and Running to project your income. You don’t want Copyright Agent Magazine Top Agent Top Magazine

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Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time!

Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working).

Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent.

Do I have a budget so I know how much money I should be spending in marketing my listings?

Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too).

Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 66

fall off my start-up plan (to keep me from failing)?

Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success.

Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)?

Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc.

That’s why I put so much inspiration and motivation in Up

and Running—we all need it!

Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success!

Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914.

Copyright Top Top Agent Agent Magazine

JENNIFER MYERS Although she is now one of the most successful agents in the country, it wasn’t until after Jennifer Myers bought her first home that she considered joining the real estate industry. “My first home buying experience was not good. My agent never told me I could have received $50,000 through a first-time homebuyer assistance program, and my friends were having similar bad experiences. I felt like there was a void in the industry and I was compelled to fill that void.

I wanted to specialize in first time home buyers and make them feel empowered throughout the experience.”

In 2002, Jennifer left her lucrative career in PR and got her license. “I knew I had a strong vision for what I wanted to do, but I was struggling at first. I went to a marketing conference and was asked a question that really changed the way I saw my business. “Why should someone chose me above all other options, including doing nothing at all?” By asking myself that, I was able to craft a message, and successfully reach the people I wanted to help. It was a slow start, but once I honed in on my niche and branding, my business really took off.”

Jennifer eventually opened up her own brokerage, Dwell Residential, and has become one of the premier boutique agencies in the greater Washington DC area.

Jennifer would love to get more into mentoring new agents and is even launching her own online coaching program “It’s called Agent Grad School and it’s been really exciting to develop the course. I love what I do and I want to teach other agents techniques that will allow them to enjoy their business as well.

This business is really about helping people, and because of my early experience, I’m really invested in making the industry better as a whole. Then everyone wins.”

For Jennifer, it always comes back to that desire to really help people through what is often a major moment in their lives, buying their first home. “People want to be a homeowner for financial reasons and also for a sense of security. But a lot of people thinks it’s too hard or that they don’t have enough money. One of my favorite moments is when I’m able to show a client a loan program or other ways they can make that dream a reality. Seeing that shift in their perspective from “I didn’t think this would work out for me” to “I can do this and it’s attainable for me now!” is what I live for.”

Dwell Residential specializes in the market that initially drew Jennifer to the industry --first time home buyers. “I’ve made it very clear through my marketing, that if you’re looking to buy your first home, we’re the people you call to help you accomplish that. From beginning to end, we’ve developed a system that gets people thinking outside of the box when it comes to buying a home. We are supporting our marketing message from the moment they walk in. We have them think about what they really want in their home search. We ask them questions and get them thinking about things they might have never considered, until we reach that point of alignment. They really end up needing our assistance. We’re like mentors to them. We coach them along the way to get them to where they want to be.”

Jennifer is so dedicated to helping people realizes the American Dream of homeownership in fact, that she regularly volunteers at a local community center sharing her expertise on the home buying process. She also donates a portion of every commission to Pathways for Housing, an organization dedicated to ending homelessness in the city.

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To learn more about Jennifer Myers and Dwell Residential call 202-905-4335, email Jennifer@WhereDoYouDwell.com or visit WhereDoYouDwell.com www.

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HEIDI RUTZ In Virginia’s lush, northern Shenandoah Valley and other landscapes of Northern Virginia, Heidi Rutz made such an immediate impact on real estate in her first few years that Blue Ridge Association of REALTORS® honored her with its 2015 Director’s Award followed by its 2016 President’s Award. Now in her fourth year, she is not only helping sell homes a month faster than the market average, but her sellers are closing at 14% higher than average sale prices. Despite these numbers, however, Heidi speaks of her real estate career with humility and a calm, educational demeanor. After all, she has worked in some aspect of the industry for 13 years.

“Just out of college, I started with a title company and stayed there for nine years,” she says. “At first I didn’t know much about what it was, but I had always been interested in real estate and houses. I was the kid that doodled floor plans during class and had stacks of interior design magazines!” She enjoyed title work, but eventually made the leap to earn her real estate license and join a branch of a franchise in 2013. “I fell in love with it and wondered why I hadn’t don’t it 10 years earlier!”

An independent agent with Coldwell Banker Premier in Front Royal Virginia, Heidi is a Seller Representative Specialist serving communities in Warren County and parts of Rappahannock, Shenandoah and Frederick Counties.

“I like to stay calm during the storm,” she says, describing one of her keys to success. “Cool heads prevail. I believe in being straightforward and up-front with clients and setting expectations.” Having entered real estate in this fast-moving information era, Heidi saw immediately that some traditional real estate practices may not be effective given the knowledge

buyers can gain online. She therefore focuses on pricing and presentation. “Overpricing doesn’t work anymore,” she says.

“Building in that buffer and negotiation room lessens your opportunity for making more money.”

Equally important, she says, is grabbing a buyer’s attention, pulling them away from the computer and into a house. To do so, Heidi embraces emerging technology and makes the most of social media. “My new favorite tool is 3D tours,” she says. “I was hesitant at first, thinking that if people can essentially tour the house virtually, what’s going to get them into it? But buyers respond to 3D tours.” Through Coldwell Banker Premier she takes advantage of professional photography and videography for every listing, regardless of price. “I also coach sellers on staging,” she says. Because of her more rural area, high-end staging isn’t always necessary, but sellers benefit from Heidi’s decluttering tips. “I explain that buyers will come in groups; typically, with an agent and a couple. To find spots that need decluttering, walk through your house with a group of three and remove pieces that create bottlenecks.”

As a result of her hands-on attention, Heidi began enjoying a high rate of referral business early in her real estate career. “I love helping people,” she says. “I primarily work with sellers, who are often selling because of a life change. If I can make those transitions easier for people and their families, that is the greatest reward.” She has so enjoyed the positive impact she has on others that she is considering expanding. “I’d like to offer other agents the same opportunities that were offered to me,” Heidi says, describing her interest in training new agents. As she takes her time carefully mapping out those plans, however, Heidi and her husband spend most of their discretionary time enjoying their young family. “I have two toddlers, which brings out the kid in me!” she says. The family enjoys time together, excursions to nearby areas and staying involved in their local community.

To learn more about Heidi Rutz, visit coldwellbanker.com/agents/heidi-rutz-22630, email heidirutz@premiermove.com or call 540.974.5981 www.

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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.

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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.

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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.

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DEAN STOJANOVSKI Seven years ago, Dean Stojanovski launched his journey in the real estate world. He left his job in mechanical engineering and came across an opening for a position as a Realtor. Dean jumped at the chance and hit the ground running.

He made connections with many people in the area which allowed him to gain multiple leads and listings. “I love real estate and I haven’t looked back since,” he explains. Today, he has his own real estate team of six people. Together they serve the Canterbury Bankstown district of NSW, with most of their business being made up of referrals from past clients.

They’ve been continuing to grow year after year and are excited to see where the future will take them.

“We’re just completely honest with our clients and we tell them exactly what we’re thinking,” Dean says. When it comes to selling a property, it’s more important for them to explain what they think it’s worth, even if that’s not what the client wants to hear. They love to establish long-lasting relationships with those they work with and those relationships are built upon a foundation of truthfulness. This level of integrity is appreciated and is what ultimately keeps their clients coming back. In addition, Dean and his team also guide their clients throughout the whole process, understanding it can be a stressful experience for many. They work to make the process as easy as possible. “Every family has different needs. We work closely with our clients, ensuring that they fully understanding the entire process of what we do,” he says. Once the transaction is complete, they stay in touch afterwards, always ensuring every question is answered even after their clients have moved in.

Vendors and buyers do not hesitate to leave glowing reviews about their time with Dean and his team. One recent client said, “I was very impressed with the entire process of selling my unit through Quest Realty Group at Bankstown. I originally met Dean when my partner and I were attempting to purchase a new property via auction a few months ago.

Whilst we weren’t successful on that particular property, Dean stayed in touch regularly and when I was ready we put my place on the market. Through the advertising and photography process and then organising the first inspection day, Dean was very professional and easy to talk to. He Top Agent Magazine

kept me informed and guided me the whole way through the sale process with some great advice. Most importantly, he listened to what I hoped to achieve and ‘made it happen’ within the same week of my first advertised inspection date.

Everything went smoothly and I am so grateful to Dean.

Thank you.”

Though Dean’s main commitment is his business, he also ensures he is involved with the community. He sponsors the local soccer club, local police football club and volunteers three days a week with a disabled children’s association.

During any free time, you can find him staying active through walking or fishing.

As Dean’s business expands, he is more grateful than ever to be a part of this industry. He finds it rewarding in many ways, but it is the people that bring him the most joy. “I love seeing people happy and helping families achieve their goals.”

For more information about DEAN STOJANOVSKI, please call 0420-543-700 or email dean@questrg.com.au Copyright Top Agent Magazine 71

mailto:mag@topagentmagazine.com

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