Nationwide 2-5-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

ZAYDA AGUIRRE

ANGELA CAPITANIO

KATIE DOHERTY

NICOLE GLEESON

KIM HALEY

TAMMY HENSLEY

EMMA IACOVONE

STEVE JUNKER & EMMA POUND

GREG LUCZAK

JANET MARINIS

RYAN NEMEYER

ALINA PEKARSKY

RICHARD McKINNEY

ANDREA SULLIVAN

JENNIFER WEINHART

Plus

SAM WILSON

TRECIE WHEAT HUGHES

LAURA WHITE

TOP AGENT MAGAZINE'S TOP SOCIAL MEDIA AGENT LIST WINNERS!

NATIONWIDE & INTERNATIONAL EDITION

GREG LUCZAK

JANET MARINIS

RYAN NEMEYER

ANDREA SULLIVAN

LAURA WHITE

ZAYDA AGUIRRE

ALINA PEKARSKY

ANGELA CAPITANIO

KATIE DOHERTY

CONTENTS 4) 5 TIPS TO MAKE NEW HIRES A LONG-LASTING SUCCESS

26) TOP AGENT MAGAZINE'S TOP SOCIAL MEDIA AGENT LIST

37) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

10) IS FINDING A NICHE MARKET RIGHT FOR YOU?

29) THINKING OF LISTING? NINE WAYS TO GET READY

39) 5 SURE-FIRE WAYS TO GET MORE REFERRALS

33) 4 REASONS WHY MULTITASKING CAN ACTUALLY DERAIL YOUR DAY

45) 3 WAYS JOINING A PROFESSIONAL ORGANIZATION CAN MAKE YOUR BUSINESS BETTER

16) 5 REASONS WHY YOU NEED A MENTOR 24) HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGET

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NICOLE GLEESON

KIM HALEY

STEVE JUNKER & EMMA POUND

RICHARD McKINNEY

49) 3 TEAM BUILDING EXERCISES TO REVITALIZE MOMENTUM IN THE OFFICE

TAMMY HENSLEY

JENNIFER WEINHART

53) WHY FELXIBILITY HURTS (NOT HELPS) YOUR ABILITY TO CLOSE SALES DEALS

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EMMA IACOVONE

SAM WILSON

TRECIE WHEAT HUGHES

57) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why? The hiring and training process is time-intensive and doesnâ&#x20AC;&#x2122;t come cheap. This means that making 4

a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role

2. Build in some perks

Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles. If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

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While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team. Likewise, the right candidate will return the favor and invest his or her energies into their new role.

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3. Get a sense of big-picture career plans

4. Keep the lines of communication open

Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision. That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another? Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul. 6

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ANDREA SULLIVAN 7

ANDREA SULLIVAN How did Andrea Sullivan—at only 30 years old—become such a positive and successful force in real estate? When she was sixteen, she started working as an office runner for one of the largest real estate agents in her hometown. During college, she continued to work part-time in the business. After graduation, she took a job as an event planner in downtown Chicago. “I always loved real estate,” Andrea says with her characteristic enthusiasm, “so when the chance to work for a mega-agent who sells properties in eight different counties came up, I jumped at the opportunity!” As a closing coordinator, Andrea gained expertise in one of the more complicated aspects of the business and soon realized she wanted to become an agent herself. After obtaining her license, she joined forces with a business partner, Cindy Andrzejewski, and their work together has already far exceeded their expectations. “Cindy and I have been a team for the past year now and we’ve closed 107 homes!” Andrea says. Andrea is licensed in Illinois and Wisconsin and serves the area from Chicago all the way to Milwaukee. Though a new agent, 98% of her business comes from referrals or repeat clients. What keeps her circle of influence eager to refer people her way? She’s honest, gracious, and passionate about her work. Those qualities shine through and when clients meet her for the first time they often gush about her fantastic energy. By the end of a transaction, her clients have often become like family. “That’s what keeps our referral base growing,” she says with a humble smile. When it comes to marketing, Andrea stays on top of cutting edge technologies, investing in online marketing via social

media. “That’s what I really focus on because I believe it’s the way of the future,” she explains. Andrea understands the importance of an online presence for effective marketing. From videos and slideshow posts to client interviews and live stream tours of listings, she utilizes fun technologies that keep her audience engaged. “Our marketing is incredibly different from the teams in our area and it really sets us apart,” she says. To stay in touch with past clients, Andrea and Cindy host client events and often stop by to see clients for a quick visit. For a personal touch, they send handwritten cards to express thanks and offer additional support. They also keep up with past clients on social media. “We get to see what is going on with their lives and provide support as we can,” Andrea says. It comes naturally to her to show her clients that she cares–helping people is her very favorite part of the job. Andrea and Cindy are involved in their local area Chamber of Commerce. This past winter season they participated in a diaper drive for a local nonprofit that gives back to single mothers. They are both dog lovers and can be found walking dogs at their local shelter or giving back to rescues. “Anything we can do to help rescue dogs, we always rise at the opportunity,” Andrea says. In her cherished free time, Andrea loves to study trends in furniture and design, spend time with her husband and family, and play with her dogs. For the future, she plans to start her own nonprofit to give back even more to the community. This year, she hopes to double her sales over last year and begin to grow her team. She feels passionately that mentoring young agents in her area will drive positive changes in her local industry. With her kindness, enthusiasm and profound expertise, she’s sure to make those dreams and goals come true!

To find out more about Andrea Sullivan, contact her via email at andrea@soldbyateam.com or by phone at (224) 577-9004 8

Jan Leasure is proud to congratulate

Andrea Sullivan

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

Jan Leasure | Division President | Diamond Residential Mortgage

NMLS 213431

847-362-1335 Direct | 847-293-2111 Cell Jan.Leasure@thedrmc.com www.

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LakeCountyLoanGoddess.com 9

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach. If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche. 10

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

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

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

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

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

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

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you. There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients. 11

GREG LUCZAK

How did Greg Luczak become a rising star in real estate in Colorado Springs and the surrounding area? After graduating in 2005 with a degree in Marketing and Graphic Design, Greg soon began a full-time job in marketing. But he realized he wanted to join his passions for marketing and design with his love for working with people–and that real estate would be the perfect avenue for his talents. He became licensed as an agent in 2009 and his business soon took off. For the past four years in a row he’s sold over $20 million in property. He serves all of El Paso County, as well as Teller County, including Divide, Cripple Creek and Woodland Park. Recently he’s begun to grow his team, bringing on two new agents and two full-time employees. Greg brings his graphic design and marketing experience to the branding of his business and the presentation of each listing to ensure that everything looks and feels its best. As a result of the amazing service he provides, last year over 75% of his business came from repeat and referral clients, and he’s continued to worked extensively with major local corporate clients, like Lockheed Martin. What keeps his clients coming back? Greg thinks outside the box and comes up with creative, dynamic, innovative techniques for marketing properties. He’s known for communicating effectively with clients to keep them apprised of every step of the process; and he and his team conduct regular brainstorming sessions to come up with ways to best market listings and serve clients, “We tirelessly try to 12

improve our marketing year after year, bringing new ideas to the table that no one else is doing. We work our hardest and always strive to be the best,” Greg says. Before a listing goes on the market, Greg works with professional stagers, photographers and videographers and creates high-quality brochures for each listing. He conducts a statewide email marketing campaign and lists each property on both the Pikes Peak and Denver MLS systems. “More and more Denver buyers are coming down to Colorado Springs for homes in great school districts at a lower price point,” he says. “We make sure we reach those potential buyers.” He advertises listings in print magazines as well as on television and creates single property websites. “Anything anyone else is doing, we do it in ways that are better, newer and fresher. Staging and preparing properties is a big part of that–my properties look a Copyright Top Agent Magazine

certain way so they can sell for top dollar,” Greg says. He’s also developed strong relationships with other realtors who respect his work and brand. Greg is constantly thinking of ways to share valuable information with past clients. Every six months, his past clients receive a neighborhood profile with an unfiltered list of every house that’s sold in their neighborhood. Every year on the anniversary of their purchase, he sends his past clients an updated market analysis and home value. Each month he creates and sends creative content that includes market information, gift cards or tickets to a community event. Quarterly newsletters include helpful market updates; and a regular office blog provides ongoing financial and business planning advice to his clients, and others in the Real Estate community. What does Greg love most about his work? “I love being able to use my creativity and marketing talents. But I also enjoy being part of the community of Colorado Springs–a city that I love–and building relationships with clients and feeling like I become a small part of their family.” To give back to the community, Greg donates to the local charities, including the Salvation Army, and his Coldwell Banker office runs a large toy drive for Toys for Tots every Christmas. He also volunteers with a nonprofit organization dedicated to revitalizing arts and culture in the city. In his cherished free time, Greg escapes to his mountain getaway to fish and hike. For the future, he plans to continue to build his team and his work with major corporate clients, supporting their employees who are relocating to the area. This year his goal is for his team to do $32 million in sales. With his enthusiasm and dedication to great service and a high quality brand, he’s sure to succeed!

To find out more about Greg Luczak, email gregoryluczak@gmail.com or call 719 - 271- 8888. You can also check him out online at MakeSpringsHome.com or at zillow.com/profile/Greg-Luczak www.

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Pam Baretich is proud to congratulate

Greg Luczak

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

A division of NBH Bank NMLS 465954

Pam Baretich | Mortgage Banker | NMLS# 501992 Cell: 719-551-0784 | Fax: 719-272-2384 Pam.Baretich@cobnks.com | pamatthebank.com www.

6809 Space Village Avenue, Colorado Springs, CO 80915

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Chris Lutyen is proud to congratulate

Greg Luczak

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

CHRIS LUTYEN | Managing Broker O: 719-550-2500 | M: 719-229-0109 chris.lutyen@coloradohomes.com coldwellbankerhomes.com/colorado www.

2075 Research Pkwy, Suite B, Colorado Springs, CO 80920 Top Agent Magazine

5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the 16

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t. They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out. A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and Top Agent Magazine

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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JANET MARINIS Janet Marinis combines kindness, compassion and caring with responsiveness, attention to detail and professionalism. This results in clients eager to rave about the amazing service she provides and a booming business–Janet is a member of Coldwell Banker’s Elite Diamond Society and has sold over $50 million in properties in the last five years, which places her in the top 5% of realtors nationally. Janet Marinis started her real estate journey in 2003 with Coldwell Banker in Hinsdale. A year later, she decided to obtain her managing broker’s license. She then took the leap and started her own company, which allowed her to master all aspects of the business. In 2012, she decided to rejoin a larger firm, Baird and Warner. Last year, she returned to the fold of Coldwell Banker where she is in the process of growing a team. She now has a full-time executive assistant and is adding a buyer’s agent. Janet serves the western suburbs of Chicago including La Grange, Western Springs, Hinsdale and Clarendon Hills. Last year a staggering 75% of Janet’s business came from repeat and referral business. What keeps Janet’s clients coming back at such a high rate? “They really feel that they can trust me,” Janet explains. “Buying real estate is one of the top five most stressful things we do in our lifetime. So I try to make the process as stress-free and seamless as possible. I think my clients can feel the professionalism along the way from start to finish.” Janet is aware that real estate is a very competitive field to be in. “There’s a realtor on every corner,” she says. “So I set myself apart by being very attentive.” Janet listens to her clients and pays close attention to detail. She also offers a concierge-based service, working with a team of vendors to give her clients red carpet treatment. “Anything they need, we assist.” As a result, each of Janet’s clients feels as if they are her only client. Janet sends past clients a quarterly, customized magazine and an informative monthly e-newsletter. She reaches out by phone to

stay in touch and sends holiday cards. Her office also sponsors fun events in town such as a Holiday Christmas Walk. This personalized touch fosters community and allows Janet to stay in close touch with her clients after the transaction closes. To help prepare a property for listing, Janet provides a complimentary cleaning service before the professional photo shoot. This helps take stress off of the client. For each listing, Janet creates a customized brochure, as well as a professional floor plan made from exact measurements of the property. Her strategic marketing strategies are primarily internet-based and include major real estate websites and social media. This techsavvy approach results in quick sales at high prices. Janet’s clients love her responsiveness. They appreciate that she is aggressive in her style and gets the deal done, but she’s never pushy with her clients and makes them feel comfortable throughout the process. Janet’s favorite part of the job is building strong relationships with her clients. “I’m not a transactional agent. My clients aren’t just numbers to me. They are actual people with feelings. I love the fact that I’m building longstanding relationships with them,” she says with a smile. Janet has a medical background and her deep empathy for people shines through in her work. To give back to her community, Janet stays involved with the Rotary Club of Hinsdale and the Women’s Group of her church, volunteering her time and money to support those in need. Through Coldwell Banker, she donates part of each commission to charity. In her free time, she enjoys spending time with her husband and two teenage sons. She and her husband workout together and love to travel to their second home in Naples, Florida. For the future, Janet plans to expand her work and sell real estate in the Naples area, adding that to her current Chicago business. With her kindness, caring and attention to detail, she’s sure to succeed!

To find out more about Janet Marinis, contact her via email at janet@liveluxurychicago.com or by phone at 708-721- 7791. You can also check her out online at LiveLuxuryChicago.com. www.

Mike McNamara is proud to congratulate

Janet Marinis

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

To apply on our secure website, Click here. To calculate mortgage payments on the fly, Click here to download our new app. Top Agent Magazine

RYAN NEMEYER As a second-generation Realtor, Ryan Nemeyer grew up surrounded by self-made real estate professionals like his mother and aunt. After graduating from college with a degree in communications, Ryan was in search for a path that would make use of his people skills while allowing him the limitless career potential. When his aunt, an in-demand transaction coordinator, suggested he try his hand at real estate, Ryan decided to take on the challenge. During his first year in the business, he partnered with a top agent in the Napa Valley through a professional mentorship program, allowing Ryan to learn the ropes and the market firsthand. In the two-and-a-half years since, he’s made a splash in the local and national real estate scene. Not only has he cemented himself as a Realtor on the rise, but he’s also earned a host of accolades along the way, including Coldwell Banker International’s coveted 30 Under 30 Award. He’s also been awarded the 2016 and 2017 International President’s Circle Awards, bestowed on his banner company’s top 6% of agents.

service he calls Q4. He aligns strategic professionals—from lenders to designers and project managers—to execute the development of a purchased parcel of land or project. Together, the team spearheads all details from acquisition to build-out and sale. Carefully curated builders, architects, and designers ensure projects are high-quality and comprehensively completed. This allows investors and developers to use their valuable time fishing for their next venture, made confident in Ryan’s market savvy and proven follow-through. When it comes to marketing listings, Ryan employs a hybrid approach of digital and traditional print marketing. Understanding the Napa Valley’s major demographic of those fifty-five and older, he ensures door-knocking, print collateral, open houses, and one-on-one relationship building constitute a major component of his marketing approach. Likewise, he takes to social media and the leading digital listing platforms to promote ultimate online visibility. Furthermore, Ryan optimizes his efforts by targeting specific core demographics, while insuring that detailed property information accompanies each listing to lure potential buyers. Of course, professional photography and styling down to the detail—from signature scents to paper stock— create a memorable impression of each home headed to market.

Today, Ryan serves the Napa Valley region ahead of a support team that includes a transaction coordinator and a marketing coordinator. From the outset, Ryan knew he’d need to develop a professional niche to compete in one of the county’s most competitive and desirable service areas. To do this, he partnered early on with investors, builders, and developers, which now comprise 60% of his business, an additional 25% stemming from agent referrals around the country. In considering his swift upward trajectory, Ryan cites strong values, communication, and concierge-level service. “My value system is really important. I always strive to do the right thing, and I’m very in favor of putting a deal together that’s a win-win for all parties,” he says. “I also believe communication is everything. I’m there for my clients, always readily available and accessible. I have systems in place that make my work very consistent and transparent throughout every part of the transaction. When you have a structured system in place where you can provide feedback, market trends, utility lists, different vendors, and more—clients know that you’re focused on them and their needs.”

In considering what he enjoys most about his career to date, Ryan cites the limitless possibilities of the real estate industry, in addition to the lasting bonds forged with those he serves. “Curating those relationships with clients and becoming friends with almost all of them—it’s a huge part of why I do what I do,” he reflects. “I also like the ability to control my own business and be in a position to give back to community and my church. Through real estate, I’m able to create a comfortable lifestyle for my family’s needs, while giving to other families in the process.” To advance his spirit of service within Napa Valley, Ryan and his family frequently work with their church, The Father’s House, and their Adopt-a-Block efforts—suppling food to neighborhood communities in need. In the past, he served as a volunteer with End 68 of Hunger and in the area’s disaster relief efforts. In his remaining free hours, he most enjoys time spent with his wife and three children, experiencing new adventures as a family.

What’s more, Ryan’s niche experience serving builders, developers investors uniquely positions him to offer a rare, all-encompassing

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Looking ahead, Ryan has plans to continue building his business, maintaining his reputation for elite, twenty-first century service that his clients have come to expect. Now, with three-and-a-half thriving years behind him and an energetic eye on the road ahead, the future is bound to be bright with promise for Ryan Nemeyer and his team.

To learn more about Ryan Nemeyer visit his website at NemeyerWineCountryPartners.com, e-mail rnemeyer@cbnapavalley.com, https://www.facebook.com/nemeyertransactions/ page here. call (707) 673 – 6095, or visit his Facebook Copyright Top Top Agent Agent Magazine Magazine

Peoples Home Equity Mortgage Lending is proud to congratulate

Ryan Nemeyer

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

Jeremy Forcier | Mortgage Advisor | NMLS ID #290878 Peoples Home Equity Mortgage Lending 415 - 717 -7155 | jforcier@peopleshomeequity.com PeoplesHomeEquity.com www.

101 2nd Street, Suite 110, Petaluma, CA 94952 Top Agent Magazine

LAURA WHITE Top Agent Laura White of Coldwell Banker Apex, Realtors in the Dallas/Fort Worth and Waco areas of Texas has built a name for herself as a Realtor who can be trusted to provide her many clients with the very best in client service. With a focus on market knowledge and making each transaction as smooth as possible, she has established herself quickly in the industry as a trusted professional. Laura, a retiree from tech behemoth IBM, decided to follow her real estate dreams sixteen months ago and has seen her career skyrocket since obtaining her license. “I knew I had to retire to sell real estate,” she explains, “so once I left IBM I started taking classes. I’d bought and sold many houses over the years, and had encountered some great realtors and some not-so-great realtors. I love helping people, so I decided it was time to get into the business.”

enjoy the camaraderie we develop when working together, and they know they’ve made a lifelong contact with a real estate professional, and also a lifetime friend.” Clear, constant communication is another hallmark of Laura’s successful approach, and that communication transcends the closing table. “My clients appreciate that I’m available to them during the entire transaction, as well as afterwards.” Intelligent marketing with a broad scope that includes international promotion is another factor in Laura’s success. Savvy assistance with preparing her client’s properties for sale, the highest-quality professional photography and videography, and utilization of social media platforms ensure that her listings obtain maximum exposure and get maximum results.

With a rate of repeat and referral business that exceeds 85%, Laura has clearly garnered the loyalty of those she assists. With a winning combination of both type-A drive and an affable, supportive demeanor, her client base feels safe in her hands. “I don’t leave any stone unturned for my clients,” says Laura. “Each transaction is treated the same, regardless of the price point of the property. I also try and make the process as stress-free for my clients as I can. I stay on on top of the entire transaction and make it look easy, even though they know it’s not easy. I try to shield them from as much stress as I can.”

Laura is passionate about giving back to her community, and to that end she is a member of the National Association of Realtors, the Texas Association of Realtors, and is a member of the 100 Business Leaders of Rockwall County, which provides considerable charitable donations to local non-profits organizations. She also volunteers through her church to assist with local needs.”

“I’m good at what I do,” says Laura. “I stay up with my education about the changing environment in the industry, so I know what’s coming, what’s going, and basically what’s happening in the market.” Her friendly demeanor is often remarked upon as well. “I always have a smile on my face, and my clients

Having grown up in the Dallas/Fort Worth area, Laura is humbled and honored to be able to serve the community she has watched grow and change over the years. “It makes me excited,” she says, “to be able to see what other changes will happen in my lifetime.”

When she’s not working, Laura enjoys nothing more than spending time with family, including her two grandchildren.

For more information about Laura White, please call 214 - 232 - 5463 or email White.1962@gmail.com 22

Marc Portugal is proud to congratulate

Laura White

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

Marc Portugal | Branch Manager | NMLS ID #213460 C: 817-975-3496 | Fax: 214-279-0210 marc.portugal@supremelending.com marcportugal.supremelending.com www.

1901 Central Drive, #807 | Bedford, TX 76021 For industry professionals only. Distribution to the general public is prohibitedÂŠ 2018 EVERETT FINANCIAL, INC. D/B/A SUPREME LENDING NMLS ID #2129 (www.nmlsconsumeraccess.org). Top Agent Magazine

How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estateâ&#x20AC;&#x201D;an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year. 24

Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and youâ&#x20AC;&#x2122;ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

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An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests. Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well. By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too. Theme Your Event Whether the area’s high school sports team has made it to the state championTop Agent Magazine

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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EXCELLENCE IN SOCIAL MEDIA AARON STOKES

CONGRATULATIONS to the following real estate agents and teams!

They were identified as a TOP SOCIAL MEDIA EXPERT for their state! The qualifications for this honor are based on real estate agents who are active on social media and that share good information about their community and the homes they have available.

ADAM OLSEN The Adam Olsen Team at Abby Realty

BARRY SCHULHOFER Whitetail Properties Real Estate LLC

ADRIAN WELLE

BETH MULVEY Selling 30A Counts Real Estate Group Inc

ALEX OWENS Malfer & Associates at ReeceNichols

BETH TRAVERSO Re/Max Northwest Realtors

AMANDA TOLEDO

BOB CHRISTIAN Berkshire Hathaway HomeServices Anderson Properties

AMY HANK AMY LONAS ANA PENA ANDREW DUNCAN ANGELA BRUCE

BOB LUCIDO BRAD SPECK BRENDA CLAIBORNE Lostra Realty

CARLA BELISARIO CED THOMAS Century 21 Olympian CHARLES “JAKE” JAKABOSKY CHARLES GAULDEN CHASE MORTENSEN KP Elite - Revelation Real Estate CHASTIN J. MILES Rogers Healy and Associates CHAYANTA SPANIOL CHRIS CORTAZZO CHRIS FOX

BRET WEINSTEIN Madison and Company

CHRIS PAPPAS

ANTONIO LOMBARDO

BRIAN STEVENS Legacy Realty Group

APOSTOLIA “LIA” PAPADOPOULOS Zemel Real Estate Inc.

BRITNEY WEAVER Experience Real Estate Group

CHRIS REEDEL Berkshire Hathaway Home Services Nevada Properties

APRIL CONNORS

BRITTNEY BELL Infinity Real Estate

ANGIE WILDER ANITA DOWNS

ARTYOM SHMATKO AUBREY O’BRIEN AZZA GIORGI Howard Hanna CNY Inc.

BROOKE McCARTY

CHRIS THOMPSON CHRISTINE BROWNING CHRISTINE SCHUETTE

BRYAN ADAMS

CHRISTOPHE CHOO Coldwell Banker Global Luxury Beverly Hills

CAMILLE HOXWORTH

CHRISTOPHER MULLINIX

TopAgentMagazine.com

Top Agent Magazine

CINDY AMBUEHL The Agency CLAUDINE ELLIS Dream Girls of Real Estate LLC CRYSTAL GERMERAAD DAGMA E LeBLANC EXP REALTY LLC DALLIN GEORGE Home Quest Realty DAN SANDOVAL Rooftop Realty

DIANE TUAZON DINEVE RAMIREZ DON HOUSER DUSTIN PELLEGRINO EDWIN & GLORIA Millennial Realtors at Keller Williams Pacific Estates EILEEN RIVERA The Rivera Group ELLIE GEORGE

Dani Steece Keller Williams Realty

ELOY VILLAMIL Re/max Innovative

DANIEL BOYER Southland Properties

EMMA WALKER Better Homes and Gardens Real Estate Paracle

DANIEL GARZA DTM Realtor Group DANIEL PRESZLER

EMMANUEL WATSON Keller Williams Greenville Central

HALEY LARSON Berkshire Hathaway Home Services Central WA HARDEEP SINGH John L Scott Real Estate HEATHER MACY HILLARY THOMAS JACKIE WEISENBURGER JAKE LEE JANET LOPER JANINE STEVENS JARED ANTHONY NEXTHOME Realty Center JAY BARRERA TexAnna Properties

JESSICA LLOYD The Real Estate Home Team JESSICA OLIVEIRA Preferred Real Estate Brokers II

KARI MORGAN eXp Realty KATE DANIELS Chartwell Realty KEITH KAPLAN

JESSICA SUGGS

KELLY DALE

JIM KARLOVSKY R(B) Elite Pacific Properties

KEVIN A. KRUTZ Tropical Homes

JIM NEAL Jim Neal Realty Group / Sun Realty

KIM DAVIS Remax Professionals

JOE HERRERA The Joy Taylor Group at Love Local Real Estate JOHN GRIMES BHGRE Metro Brokers JOHN Oâ&#x20AC;&#x2122;HAGAN JOHN STANALAND

KIM MIXON KIMBERLY KIBBE Kibbe Stockwell Properties KORI MILLER Realty Pro KRISTA TAURINS

JAY GROAH The Jay Groah Team at Keller Williams of the Mohawk Valley

JOHN WRIGHT

LAUREN MORITZ Main St. Real Estate

JOHNNA MASALA New World Realty

LAURIE READER

ERICA L.TIMKO Keller Williams Realty

JEFF SCHUMACHER

JOSH TAYLOR

FRANNY KNIGHT

JEN LYNCH

JULIA HARPIN

DARIEN HALL Diamond D Real Estate

GABE MENDEZ Gabe Mendez Real Estate Group

JENA DUBON

JULIE SCOZZAFAVE

JENNIFER JONES

DARYL HANNA

GARRETT THILL

JULIE VANVIG BURNELL Keller Williams Realty

JENNIFER SHARP

DE KEIA & ROBBY LOCASCIO

GARY ALMEIDA

DELA POZO

GENA MARTIN GMR Realty

JENNIFER WEHNER The Wehner Group at RE/MAX Fine Properties

DANNY FORCE DFW Legacy Real Estate Group DANNY PEREZ M&D Real Estate Group at Keller Williams Realty

DELIA SERRANO DELINDA CRAMPTON DEREK LEMM DIANE BRENNAN Top Agent Magazine

ERIC ROBIRDS

GERARD WOMBLES

JENNIFER Y. ROSS Platinum Drive Realty

HALEY HOLDEN Magnolia Realty

JERA M. BANKS Homesmart Elite JESICCA SKOLODA

K. JASON & KELLI KRAFSKY John L. Scott Real Estate KARIA ORTIZ KAREN HOELL RE/MAX Real Estate Services KAREN LENZ Trinity Ranch Land

LAURIEANNE MORSE LEE NELLY LEW JABRO LEXIE WHITE LI (BARBIE) LI LINDSAY HART LINZY NEALIS LISA DINOTO LISA WESTCOTT LIZ GARCIA LORI AMOS

MADISON HILDEBRAND The Malibu Life Team at Pacific Union International MARGARET BALDERAZ MARIE BOATSMAN MARISOL TIJERINA MARK COLACI MARK DIMAS MARK J. BRANCH Century 21 Scheetz MARLENE BELL MARTI REEDER Team Marti John L. Scott MATT LARICY Americorp Ltd Matt Laricy Group

MISCHA THOMPSON Action Realty Co.

REMO SAID RENE SOLIS

SHAKEIMA CHATMAN The Chatman Group with Carolina Elite Real Estate

NADIA ALI Windermere Real Estate/East Inc.

RIO INGRAM

NANCY AMMONS RE/MAX Realty Partners

RITA MANZIONE Keller Williams Realty Hudson Valley United

SHARON GEIER ERA Donahoe Realty

ROCIO GREEN

SHARON SNIPES The Snipes Team

NATE BRANTLEY & ASHLEY CHRISTIANSON Brantley Christianson Real Estate OR & WA

ROMAN NOVIAN RONEN SARURI CL Properties

NICK WESTBROOK & STEVEN VORONKOV MVP Realty and the Westbrook Team Realty

ROOPA KANNAANI Keller Williams Realty

NICOLE AMBROSE

ROSIE ROURKE

NIKITA MCGEE Coldwell Banker Gundaker

RUBINA BOKHARI RUVELL MARTIN

SHANE SAUNDERS

SHELLEY GRIFFIN Harcourts The Garner Group SHERI PUTZKE Windermere Real Estate/East Inc. SHERRY HILLS SIMMI KHER

TASHA WITHERS TEAM FALLICO Real EstateDream Town Realty TERRIE COX THE ALEX & JOE TEAM One Sotheby’s International Realty THE PARSONS TEAM TIM DAHL TIM DUNN TINA BODDEN TODD BOOHER TOM CREA TONY DONNINO Signature Premier Properties

NIKKI KIMSEY

RYAN KNICELY

STACEY SWALLA House of Brokers Inc.

MATTHEW HILLIARD

NINA PRESTOR

RYAN TUCKER

STEFANY LEE

Tonya Wiley

MEGAN DIETZ

SAL SALAFIA

STEPHANIE FOSTER

MICAH SULLIVAN

NORMA PINE & CHRIS BECKETT Pine & Beckett, Realtors

MICHAEL MELLO Preferred Real Estate Brokers

PARISA HOUSHANGI Keller Williams Luxury Homes

SAM COOPER HER REALTORS

MICHAEL RENICK

PARKER STONE Keller Williams TriLakes

SUNNY RICHARDSON Sunny Global Real Estate Group & Keller Williams Realty Professionals Ft. Lauderdale

TRACIE DeMARS Re/Max

MICHELLE WILLIAMSON MIKE GREEN MIKE SANTOS MIKE WEST MILA SZOTT MILENE CARVALHO MIRTHALA SALINAS

PAT ROGAN Christian Saunders Real Estate RACHELLE ELBERT REBECCA HAZZARD RE/MAX of Rock Valley REBECCA LEWIS GHORRA

SAM JONES JR. EXIT Real Estate Solutions SARAH HUARD Mott & Chace Sotheby’s International Realty SARAH SAWYERS SAULO ESPAILLAT SCOTT LANDER SCOTT MOUNT

SUSAN FLORES TAMARA STRAIT Strait Luxury of Kuper Sotheby’s Realty TAMI BOWDEN TARA ANN TARA KOEHLER Century 21 Ashland Realty

Trish Friberg Trisha Bird TUESDAY JOHNSTON FIGUEROA Primary Capital Real Estate & Mortgage TYLER SELLENS VELITA ROLLERSON VICTOR ‘AGENT VIC’ KHOUSTEKIAN ERS Premier VINCENT HAMPTON ZACH CHILDS

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

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

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

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

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

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

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

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

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

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

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

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

Top Agent Magazine

ZAYDA AGUIRRE

ZAYDA AGUIRRE With a background in accounting, Zayda Aguirre first got into the real estate world through the mortgage business. Her husband worked in real estate and sensed Zayda’s natural talent for the industry, and soon enough Zayda began earning experience as a Loan Doc Drawer. When an opportunity arose for her to make the transition to becoming an agent, Zayda took the leap. She relished the chance to work closely with others, spend her time out in the field, and help clients on the path to homeownership. That was more than a decade ago, and today Zayda has carved out a respected reputation for honest, educational, and client-centric service that delivers results. Primarily serving Los Angeles County, Zayda is based in Covina. More than 90% of her business is driven by repeat and referral clientele, demonstrating a proven track record of success. In considering her professional approach, Zayda cites communication, accessibility, and transparency as the key drivers of her business philosophy. Understanding that buying or selling a property is among the most important milestones in her clients’ lives, Zayda ensures her availability aroundthe-clock, always at the ready to answer questions and quell concerns. Education also plays a big role in her relationships with clients, and Zayda’s background in lending gives her an expert’s insight into the pre-approval process and how clients prepare for and execute a transaction. “I keep my clients informed about the process before, during, and even after a transaction is complete,” she explains. “Sometimes clients are dealing with so much new information that it’s overwhelming. That’s why I always try to answer their questions and be there as a resource. From guiding them on property taxes and mortgages to renovations, my clients know that I’m available even after a deal is done.” When it comes to listing property, Zayda takes an all-encompassing approach that leaves no stone unturned. She begins with a premarketing plan utilizing high-quality photography, video, drone footage, and staging when appropriate. Then, she takes to the leading digital listing platforms and social media networks to generate buzz prior to market. Each listed property enjoys its own exposure on a personalized website, while Zayda door-knocks, sends out flyers and mailers, and hosts open houses to promote maximum awareness. As for what she enjoys most about her day-to-day work, Zayda recounts the joy experienced alongside her clients when a purchase or a 32

sale goes through. “Helping people is my number one goal,” she says. “I especially love helping first-time homebuyers, then seeing them years later as they’ve built equity and are ready to buy a second home. It’s rewarding to see how happy they are.” To give back to her community, Zayda and her office are involved in a variety of civic and charitable organizations, including the Covina Chamber of Commerce. During the holiday season, they give to Toys for Tots, support the local Rotary Club’s sleeping bag drive for the area’s homeless, and go door-knocking to build resources for area canned food drives. In her free hours, Zayda spends quality time with her family and loved ones, especially her four-year-old and twoyear-old children. Looking ahead, Zayda has ambitions to continue her business’s upward trajectory, potentially growing a team and expanding her service area in the Los Angeles County region. For now, she’ll continue building her community one aspiring homeowner at a time. “My goal is to do what I love and continue pursuing my passion,” she reflects. Now, with more than ten years of experience to her name and an enthusiastic eye on the future ahead, the years to come are bound to promising for Zayda Aguirre.

To learn more about ZAYDA AGUIRRE visit SoldbyZayda.com, e-mail zaguirre@ires.com, or call (562) 713 - 1318. www.

4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 34

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand. Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication. Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

Top Agent Magazine

ALINA PEKARSKY, BROKER

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ALINA PEKARSKY, BROKER Top Agent Alina Pekarsky, Owner and Broker of Virtual Homes Realty in Palm Coast, Florida possesses a truly entrepreneurial spirit that has seen her conquer her local real estate market by offering, as she calls it, a “full-service solution” to any and every real estate need. Whether it’s helping buyers or sellers or providing a wide variety of property management services, Alina and her team strive to give their many clients the very best customer service available. Alina began her career in 1995 in Indianapolis, where she showed her mettle right out of the gate. Named Rookie of the Year her first year in business, Alina showed true aptitude for the real estate industry. Relocating to Florida in 2005, she arrived shortly before the crash that sent the market spiraling into a morass of foreclosures, short sales and despair. “I saw all these people who had bought homes and condos expecting to flip them and make a profit,” says Alina. “And of course, they weren’t able to do anything with them, they were stuck.” Sensing an opportunity, Alina decided to help those owners and began working to find renters to help cover their expenses until the market rebounded. Thus was born a thriving property management business that now sees Alina managing over 700 properties. “Many people who want to own their own properties in Florida are not quite ready to move down here yet,” she explains. “Basically, my niche market is that I’m a full-service solution in that I can help them purchase a property and then take care of it until they’re ready to live in them. I have a large office with property management staff and other agents, and we take care of a lot of customers.” Whether it’s working with buyers, sellers or property management clients, it’s the high level of service that sets Alina and her team head-and-shoulders above the crowd. A Premier Agent on Zillow.

com, she can boast of having 135 five-star reviews, a staggering number by any measure. Among the many glowing testimonials is this one: “It was a pleasure to work with Alina! She was incredibly helpful and accommodating throughout the entire processes. Even when we hit a few snags, Alina was responsive and understanding. She’s very knowledgeable about her trade. I will surely work with her again and highly recommend Alina to anyone looking to work with a patient, honest, and savvy real estate professional.” Expert marketing plays a large role in Alina’s success. “All my listings are highly marketed online,” she says. “Being a Zillow Premier Agent means all my listings are on the top of the page because I do videos for all my listings, which keeps them at the top of the search results.” Professional photography and videography are also a must for her Alina’s properties. “I’m always available, and my cell phone number is on every listing so customers can reach out to me by phone, email or text at any time. I’m basically a 24/7 agent.” Alina is truly enthusiastic about selling in Palm Coast, and is looking forward to branching out to both the Ormond and St. Augustine areas. “There’s a lot of great opportunities in our county. The prices are still amazingly low, and there’s a great opportunity for people to purchase for their future with having the house basically pay for itself while they’re waiting to move down here; we can rent them and keep them occupied.” Alina is also passionate about the little-known Reverse-Purchase mortgage program for those 62 years old or over. “You can purchase a home and have no mortgage payment at all,” she explains. While there are hundreds of facets to Alina’s business, it’s the more personal side of things she enjoys the most. “I love meeting people and helping people. I love hearing that they’re happy with their new home and that they love where they live. I make a lot of friends in this business, and many of them are like family to me.”

For more information about Alina Pekarsky, please call 386 - 569 - 5383 or email Alina@vhrfl.com 36

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

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

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

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ANGELA CAPITANIO Since the late 1980s, an inspirational success story has been developing in Cairns, Queensland, home of Angela Capitanio, who raised a family, broke barriers and built a legendary career. When she began her real estate journey in the 1980s, a few years after the death of her husband, Angela couldn’t have imagined that three decades later she would still be enjoying the work and thriving in it. As a single mother of three children who hadn’t worked during her 20-year marriage, Angela’s initial priority was to support and educate her children, the youngest of whom was 12. But after staying home until her youngest finished school, Angela unleashed her burning desire to emerge from her humble beginnings. “I was determined to prove to myself, my family and my community that I could overcome personal tragedy and forge forward,” she says of her foray into real estate with the well-respected Ray White brand. That perseverance and determination served her well. “I was the first person in the history of Ray White internationally to settle $100 million in residential real estate and later $200 million,” she says. Soon, she began collecting a series of top honours and awards for excellence in Queensland real estate, including the Max White Award, the most prestigious attainment in the Ray White organization, awarded to one person annually. “After six years, I made the decision to open my own agency in partnership with two other sales people,” Angela says. Within a few years, they opened a second office, establishing themselves as one of the most reputable local agencies and as market leaders in high-end properties. Now, since 2016, Angela has been the independent owner of Ray White Cairns Central, through which she has 16 team members including sales associates, administrative staff and property management professionals. The team services a beautiful landscape

from Gordonvale through Cairns and up to Palm Cove “Having sold for so many years and having good referrals, I go from one end of town to the other,” she says. “I pride myself on having a good reputation and it’s very satisfying when people come to me and say that they have been referred to me by people to whom I’ve sold properties previously.” Sometimes, she’ll even run into people whose homes she sold decades before. Real estate is central to all that Angela is about, and her clients see it in the partnerships she forms with them. When presenting to a prospective seller, for instance, she arranges meetings for when everyone involved is present, often later in the evening, if needed. “I listen, gather as much information as possible, and endeavour to build up relationships.” The agent-client relationship must be a partnership, she adds; everyone needs to focus on the same results. Angela provides detailed market analytics and comparables as well as preparation of the home, professional photography and highly targeted online and print advertising. She then makes herself available anytime a buyer wishes to see a property. Real estate has changed dramatically since Angela first entered the business and Angela has evolved with and even ahead of the pace of change. “I am very passionate about my work,” she says, adding that she gets to the office by 6:30 every morning and often is the last to leave. It’s that passion that keeps her going, plus the fact that her granddaughter joined the business recently as Angela’s personal assistant. With a degree in marketing and business and sharing the mindset and values that Angela holds, Brooke has become an instrumental part of business. “We work very well as a team,” says Angela. “I remain fulfilled in my career,” says Angela, who has no plans of retiring any time soon. “It’s just in you or it’s not.” Clearly for Angela, and fortunately for her clients, Angela has it in her.

To learn more about Angela Capitanio visit angelacapitanio.com or go to Facebook, email acapitanio@raywhite.com, or call 0418 772 315. https://www.facebook.com/angelacapitanio.raywhite

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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

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 40

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. Top Agent Magazine

KATIE DOHERTY Katie Doherty hadn’t initially considered a career in real estate, but became intrigued with the business in an unusual way. “I was working as a professional dog walker, and while doing that I was constantly going into new homes and walking around neighborhoods, noticing homes that were for sale and the amount of time they were on the market. At some point I thought that I wanted to try my hand at it and I got my license. I immediately fell in love with the business. It allows me to not only work with people, but to help them achieve one of the biggest goals most people have in their lifetimes, buying their first home.” Katie has quickly become a rising star in the industry, and primarily serves the metro Atlanta area. As an Atlanta native, Katie has a true passion for her city. She has lived inside the perimeter as well as outside and has an extensive knowledge of not only Atlanta, but its surrounding areas as well. This in-depth knowledge of her marketplace gives her clients a distinct advantage. Although she excels in all types of transactions, Katie really excels at working with first time home buyers. A millennial herself, Katie has a real understanding of the needs of younger clients, who really need patience and someone who can educate them on the process. Katie takes pride in her accessibility and communications skills, which allow her to guide clients through the process as seamlessly and as stress free as possible. “I think I’m a relaxed personality and that gets my clients comfortable from the start. Earning their trust is so important. Once I do that, they can breathe a sigh of relief since they

know I have their best interests at heart and will fight to get them the best deal possible. I really consider myself their advocate.” Katie strives to provide an exceptional customer experience. An important aspect of that is truly embracing all of the latest technologies, using social media to market and to stay in touch with her clients, and being forward thinking when it comes to implementing innovative ideas. Katie attended Georgia State University, where she received a BA in journalism, concentration in public relations. Her PR and marketing background are just a few more things that make her stand out from the rest, and her expertise in this area ensures that all of her listings get the best possible exposure. Katie is actively involved in her community, and is particularly passionate about the non-profit, My Crafty Neighbor. “Through that organization I go out once a month and do crafts with less fortunate kids, it’s just an amazing experience.” She also recently became involved with The Shepherd Center and serves on their junior committee. When she isn’t working, she loves to play tennis, be outside and spend time with her two dogs. Katie couldn’t be more thrilled with her decision to join the industry that is now her passion, and looks forward to continuing to grow her business for years to come. “I want people to know that I’m there for them from start to finish. Helping people achieve their real estate dreams is what I was born to do.”

To learn more about Katie Doherty call 404- 539-1282 or email Katie.doherty@harrynorman.com or visit katiedohertyweb.harrynorman.com www.

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NICOLE GLEESON Nicole Gleeson always had a passion for real estate, but it wasn’t until the late 90s that she took that passion and turned it into a career. She is now one of Melbourne’s most respected and in-demand agents and she couldn’t be more thrilled with the success she’s had doing what she loves. Nicole is currently with one of Melbourne’s most prestigious agencies, Kay & Burton. Although she has worked solo most of her career, she recently brought on an assistant, and is considering growing her team even more, so that she can do what she does best: give her clients the exceptional one-on-one service that she has built her reputation on. For Nicole, this business is all about building relationships, something that she has focused on since starting her career. Nicole prides herself on client referrals and has an unrelenting focus on her clients’ needs that not only keeps them coming back, but referring her to their friends and family, as well. Another thing that sets Nicole apart is her outstanding communication. She really listens to what her clients’ goals are and then has the work ethic to make those real estate dreams come true. “I really think of all the little details. I’m also personable and experienced, and I think that combination has been invaluable when it comes to earning my clients’ trust.” Nicole goes to great lengths to maintain those relationships long after the active transaction is over. “I call them or we grab a coffee or catch up over dinner. I’m also a big fan of property updates. People love talking about real estate in Melbourne so that makes it easy to stay in touch. I love people and talking to people from all walks of life. Everything is constantly changing in this business and that keeps it interesting. I’ve learned so much from my clients and truly enjoy learning about their lives. It’s amazing that I have all of these wonderful relationships and then I also get to help them fulfill their real estate dreams.” Another area in which Nicole truly goes above and beyond is when it comes to marketing her listings. “We do a really comprehensive, broad reach marketing campaign, custom designed specifically for each listing and highTop Agent Magazine

lighting special selling features. Then we get the listings maximum exposure, including internet, and international portals, as well as marketing through Luxury Properties. We also have a huge internal database and still do print media as well, with a large presence in the local paper and a beautiful local glossy magazine where we highlight our high end properties.” Nicole is actively involved in her community and is a huge supporter of the National Gallery of Victoria. She participates in numerous fundraising events throughout the year to support the gallery and is delighted to be involved. She also helps to organize a polo event each year. When she isn’t working, Nicole is spending time with her dog, and loves to travel, taking two holidays a year. Nicole would like to continue to grow her business and build a small team, as she solidifies her reputation as an agent that people want to work with. “I’m really overwhelmed by my success and it’s been amazing to have people trust me to do a great job for them. I believe that being consistent and passionate have been instrumental to my succeeding in this business, and I look forward to many more years of doing what I love.”

To learn more about NICOLE GLEESON call +61 414 809 221 or email ngleeson@kayburton.com.au. Copyright Top Agent Magazine 43

KIM HALEY When people reach out to the #1 Coldwell Banker team in the Westfield, NJ, area, they typically know about the team’s reputation. “Immediately, it becomes about them, not me,” says Kim Haley, who leverages her longtime local success to keep the focus on her clients’ needs. Kim, who began her career in finance before discovering a unique aptitude and passion for real estate in 1997, says many of her clients come from the finance world. They therefore appreciate that she understands their language. “They are smart, bottom-line focused people and we’re able to communicate with each other very easily.” Her finance background also serves her well in other areas, she says. The people she represents appreciate that Kim is a natural negotiator who welcomes opportunities to get creative during negotiations. “And that’s not just when negotiating the offer, but all the way through anything that arises from inspection through closing.” This high level of service can now also be seen in a team of like-minded professionals who began joining Kim a few years ago. “I love empowering and educating other agents to be the best they can be to their clients,” she says, explaining that she weaves her passion for delivering results into the training she provides the carefully chosen members of her team. That team, which covers the Manhattan “suburbs to the shore” includes six buyers’ agents and four administrative staff members at her Westfield, NJ, office, as well as an agent at the Jersey Shore who lists and sells. “Developing a team and helping other people be successful in a business I love has been the biggest area of growth for me,” she says, adding that she surrounds herself with people who make her happy. Having raised four children in the area, Kim’s visibility contributes to her success on behalf of buyers and sellers. She enjoys the

fact that her clients take advantage of her deep local knowledge. “I’m their referral source for everything from contractors to restaurants and hair dressers!” She is also acutely tuned-in to the market. “I know about listings before they hit the market,” says Kim. And, for sellers, she hires only consummate professionals for each aspect of marketing, including staging, photography, videography, digital floorplan creation or any other needs a listing may have. “I use these same professionals for every listing, whether it’s $300,000 or $3 million. People are scrolling online and you only get a chance to be new once.” Clients say that transactions with Kim are easier than they imagined. “This is what I live and breathe. I have so much experience that I can troubleshoot any situation to navigate people through the process,” she says, adding that she continuously hones her skills, staying at the forefront of technology and education as to better serve her clients. But she adds that experience alone is never enough. “I listen,” she says. “The most important part of my job is understanding and focusing on my clients’ priorities.” With buyers, for instance, she draws out of them what factors mean the most and she meets those needs in any way possible. Likewise, when meeting with sellers, she doesn’t talk about herself, but about the tangible results that her work has yielded other sellers. “The transaction is never about me; it’s about them.” Kim will grow the Kim Haley Team by empowering agents to continually succeed and by adopting new ways to increase effectiveness and efficiency. “I thrive on negotiating for my clients and ultimately putting money in their pockets!” That hunger to make a difference feeds her team’s growth. Now ranked #5 in North America for Coldwell Banker, Kim sees the #1 spot as within reach. “But the most important factor is maintaining our good name,” she says. “The team’s growth will be controlled and calculated, assuring optimal results. I have pride in the reputation I’ve earned both with colleagues and clients.” Her priority, then, is that each new member of the team embodies her level of integrity, professionalism and care for clients.

To learn more about Kim Haley, visit kimhaley.com or facebook.com/kimhaleyteam, email kim@kimhaley.com or call 908-377-7174 www.

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale. How can you make the most of your sphere of influence? The answer lies in professional organizations.

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

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

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros. But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine. This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 46

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

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet. The old saying stands true: if you want to go fast, go alone; if you want to far, go together. In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

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TAMMY HENSLEY For Tammy Hensley, real estate is truly a family affair. Her father was a real estate investor; and fifteen years ago she decided to follow in his footsteps. She’s had a thriving business ever since! She’s now a managing broker at Hensley’s Prairie Path Realty–where her husband is a realtor as well. Her work is focused in the Western suburbs of Chicago. Due to the incredible service she provides, a third of her business comes from referrals. She also has multiple repeat clients–some of them have come back for Tammy’s help buying or selling a property three times! What sets Tammy apart from other realtors in the area? She keeps in close communication with her clients and builds a strong rapport with them that lasts long after the transaction is over. To stay in touch with past clients, Tammy reaches out via social media or by phone. She’s also an involved member of her community and often sees past clients when she’s out at community events such as plays at the local school.

that people can sense that in me,” she says. “I believe in helping my clients, getting them to their final goal as quickly as possible, and being happy for them.” To give back to her community, Tammy has been a member of the local Lyons Club as well as the Village Cable Commission, which films local events; and she’s served on the Community Pride Commission, a group focusing on beautifying the town. She’s currently on the local Library Board, an elected position; and is part of an organization that gives educational scholarships to women. In her cherished free time, she enjoys traveling with her husband to Arizona to visit her grandchildren. “We just bought an off-road vehicle for playing in the desert,” she says. For the future, Tammy plans to increase the online presence of her business and continue her role as a positive force in her community. With her dedication to her family, business, clients and neighbors, she’s sure to succeed!

When marketing listings, Tammy stays on top of current trends. Almost all of her marketing takes place online. She posts all listings on a wide variety of popular real estate sites and spreads the word via social media and Craig’s List. She also works closely with an online marketing company that catapults her listings far and wide. “They reach every edge of the internet, even some websites we’ve never heard of,” Tammy explains. This thorough strategy results in quick sales at high prices. After working with Tammy, her past clients rave about her dedication and willingness to go above and beyond to help them. Tammy figures out what her clients need in each moment and then does her best to take care of that need. One couple Tammy was working with was relocating from Boston to Chicago had three small children. “I would literally hold one child’s hand and have the other on my hip so their parents could look at houses,” Tammy says with her characteristic smile. It’s this sort of thoughtfulness that makes an impression on her clients. Tammy loves her work and it shows. “I think Top Agent Magazine

To find out more about

TAMMY HENSLEY, email at tammy@hpprealty.com or call 630- 484 - 8915. You can also check her out online at hpprealty.com. www.

EMMA IACOVONE Although she is now one of the most successful Realtors® working on Long Island’s lucrative North Shore, Emma Iacovone got into the real estate business almost by accident. “I was always very interested in real estate. Whenever I heard about someone moving into the area, I would start looking online, helping them find the perfect home. Finally someone told me that I should be a Realtor®, which I had never considered. My kids were in school by that point, so I got my license and turned what had been just a hobby into a career. I still feel like what I do isn’t a job, I love it so much. Here I am 12 years later, and I couldn’t be more happy with my decision.” Emma has grown her business so much since starting she recently added a team member, John Conino, Salesperson who just won Rookie of the Year at Laffey Fine Homes International Greenvale Office. Although Emma focuses locally on Long Island’s North Shore, she really goes where her clients need her, and has had successful deals in Queens, the Hamptons and the Catskills. She also works globally with clients and customers in China. She has built her reputation on providing an exceptional level of service that has led to an impressive rate of repeat and referral business, something she considers a great honor. Another key to Emma’s success is her comprehensive knowledge of the marketplace that she represents. “I really stay on top of what’s going on here. I do a lot of networking and that also helps me build leads. I know what’s coming on the market before anyone else. I work with a lot of builders and one niche area that I specialize in is connecting those builders

with properties that are teardowns and investment opportunities. Builders love working with me because I know the ins and outs of all of the permit processes for each town, and I keep up on any and all changes. I know what I’m talking about and it shows. I know what my builders want, and I know what will make them money in the long run.” Emma takes a no pressure sales approach with her clients that has proven to be immensely popular. She truly cares about doing what’s right for her clients and they sense that. “I always listen to my clients upfront, finding out exactly what they want, and then put all my effort into finding them their dream home. I don’t want to waste anyone’s time. Honesty and constant communication is so important. I’m always trying to do right by my clients and we build strong relationships because of that. I go to great effort to maintain those relationships as well, emailing and calling them. I’m out and about around town too, so I see them all the time which is nice.” Emma is actively involved in her community and is always looking for ways to give back locally. When she isn’t working, Emma enjoys spending time with friends and family. You can find her and her family skiing in Vermont during the winter and traveling to the beach in the summer. Emma couldn’t be more thrilled with where she’s at with her business and would like to continue helping more people achieve their real estate dreams for years to come. “I love what I do. I wake up every day excited to go to work. I get to meet new people and I get to help them, which is very rewarding. I feel very fortunate to have found my passion.”

To learn more about Emma Iacovone call 516 - 361- 9582 or email Eiacovone@laffey.com 48

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

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

Dream Big, Together If team members arenâ&#x20AC;&#x2122;t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked. Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies. For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 50

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

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups. Encourage groups to think up team names, and organize trivia questions into themed categories. Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively. Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked. Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way. At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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STEVE JUNKER & EMMA POUND When Emma Pound joined Steve Junker at HoltonWise in 2017, no one could have predicted how quickly #TeamJunker would become one of the most in-demand teams in the Greater Cleveland area. Emma came to the team with a strong and experienced background in both marketing and new construction home sales. She honed her skills while working at an award-winning marketing firm where she directed the social media for all of their clients. Coupled with her intrinsic desire to help others and her marketing and sales savvy, it is no surprise that she brought so much value to Holton-Wise. Steve has been a top -producing agent since he first began in the real estate industry and was one of the 1st Realtors at Holton-Wise to finish in the top 3 in Employee of the Year voting in their rookie year. He went on to win that award in his 2nd year when he set the Holton-Wise record for both personal and team sales. The addition of Emma and Steve to Holton-Wise has and will continue bringing their brokerage and #TeamJunker to the next level. Both Steve and Emma bring unique and diverse backgrounds to real estate. Steve is a devoted father and husband who once was a professional baseball player. He has the work ethic, vision and determination to excel as a team leader. Emma, a devoted mother and wife, is a Worship Leader at her church, loves to spend time with her family and looks for opportunities to help others. What Emma and Steve offer to their customers is an unparalleled commitment to helping people which is what sets this team apart from others. “It’s been wonderful having Emma on board, and I’ve really loved training and mentoring her. Her marketing skills are really unsurpassed and have given us a definite edge. We are looking to move more into to the luxury market, and Emma’s marketing expertise will be key to helping us achieve that,” Steve said.

Email Marketing to get their listings’ maximum exposure, as well as using it to build and maintain relationships with past clients. Steve is still a big proponent of more traditional methods. He leads a weekly #TeamJunker sales meeting where the emphasis is on training the members of his team in the art of cold calling prospective clients. He and his team are willing to pound the pavement, passing out fliers, ensuring that every home has the best opportunity to sell quickly and for top dollar. Giving back to the community is of the utmost importance to both Steve and Emma. They plan to increase their outreach as they grow their team. One of Emma’s big “Why”s to becoming a Real Estate Agent, is to make enough money to be able to give back and donate whenever the opportunities present themselves. Steve is especially looking forward to getting back into coaching baseball, giving back to the programs that he meant so much to him as a kid. The sky is truly the limit for #TeamJunker as they continue to grow and expand, bringing even more people the unsurpassed level of service that they’ve built their reputation on. Steve and Emma both agree that there is something so amazingly satisfying about handing the keys to their buyer’s new home or getting their seller top dollar. “This is the biggest financial decision most people make in their lifetimes,” Emma said. So hearing that we did a great job through a review or by getting a referral, really is just so rewarding to all of us at Holton-Wise.”

In the short time they have been in the business, Steve and Emma have already built up an impressive rate of repeat and referral business. According to Emma, people sense that she and Steve really care, and because of that they earn the client’s trust. “They feel comfortable recommending us to their friends and family and for that we are truly fortunate.” Steve went on to explain that the key to their service is their dedication and availability to their clients whenever they are needed. “If they have questions early in the morning or want to see a property immediately, we make it happen. Luckily Emma and I both have very supportive spouses, so were able to really give our clients the level of care they deserve.” Another area in which #TeamJunker really stands out is with the comprehensive marketing packages they offer their listings clients. #RealtorEmmaPound has built a large presence on social media and is always on the cutting edge of new and innovative technologies. She uses humorous and educational Facebook, Instagram, Video & Top Agent Magazine

To learn more about both of them call Steve Junker 440-537-0567 and Emma Pound 330-604-2598, follow them on social media #TeamJunker and #RealtorEmmaPound or they can be contacted via email at stevejunkerhwpg@gmail.com or RealtorEmmapound@gmail.com. Copyright Top Agent Magazine 51

RICHARD McKINNEY Richard McKinney truly loves real estate. He loves everything from the process of real estate to the privilege of meeting and getting to know and help so many people. “To be successful in any industry, you have to be in love with the business,” he states in a calm, matter-of-fact manner. That passion, along with innovative approaches to real estate sales, has propelled Richard’s undeniable success since he entered the industry on Florida’s Treasure Coast in 1999. As a leader of Atlantic Shores Realty Expertise, Richard is a consistent Top Producer ranking in the Top 2% of Realtors nationwide. In 2017, he sold 167 properties accounting for $29.3 million in sales volume. Richard is a six-time Platinum Award winner with over 900 career sales totaling over $150 million sold. Along with five other agents, Richard serves communities in St. Lucie County and St. Martin County known as the Treasure Coast. Comprising Port St. Lucie, Jensen Beach, Palm City, Stuart and Fort Pierce, he describes the region as Florida’s – and perhaps the country’s – best kept secret. “For less than $200 thousand, you can own a really nice piece of property or a condo or townhome loaded with all the amenities and just minutes from the beach.” In a place where the yearly average temperature is 72 degrees, the lifestyle offers excellent schools and shopping, recreating, dining and entertainment. “Everything is new here!”

says Richard. “We make sure we understand and empathize with their situation and we spend a lot of time listening and developing a plan of action to help them achieve their goals.” Asking questions and listening attentively leads to healthy client engagements. “We develop personal relationships with each client and they know they can come to me for answers.” Having sold in the area for 19 years, Richard knows the local market. “I can give them the information they need in a straightforward way.” His approach is direct; no beating around the bush. Buyers, for instance, trust Richard’s assessments when he describes a home and what it’s going to take to purchase it, including details on every cost involved. “That helps them make educated decisions,” he said. “It’s about educating, guiding and helping them make the best decisions.” His love of Florida also bolsters his business. When not working with clients, Richard enjoys family time, traveling to see different parts of Florida several times a year, plus boating on the waterways of the Treasure Coast. He’s also an active community member, volunteering and sponsoring local youth sports and school programs. As business grows, Richards’ focus is to continue serving the needs of various kinds of clients, with particular attention to expanding the company’s work in new construction homes and investment properties. “And we really want to help more and more people get to know Florida’s Treasure Coast,” he says. “It’s truly a hidden gem.”

When marketing properties, therefore, Richard not only targets local residents who might currently be renting, but a robust network of agents and prospective buyers from other parts of the country, particularly the Northeast. “We market all over the world, so professional photos, video tours, drone photography and internet marketing is required,” he says. “It’s not so much where it’s marketed, but how it’s marketed and presented,” he adds, noting that his website is a valuable source of information about all of the real estate sales and investment opportunities on the Treasure Coast not just his team’s listings. While that world-class marketing keeps clients referring business to him, the primary reason for his business growth and loyal clientele is service. “We care about our customers; we listen carefully to their wants and needs and we develop a plan to help them achieve either that dream of homeownership, vacation home ownership or specialized waterfront property,” 52

To learn more about

RICHARD MCKINNEY,

visit TreasureCoastMLS.com, MyStLucieRealEstate.com or go to Facebook, email richardmckinney.re@gmail.com www.

www.

http://www.lexingtonandlakemurrayrealestate.com/sallie-chester-lexington-sc-lake-murray-real-estate

Why Flexibility Hurts (Not Helps) Your Ability to Close Sales Deals By Kendra Lee

For many sales reps, being flexible throughout the sales process seems like the best, consultative approach to establish a strong prospect relationship and win more sales. Rather than suggest what a prospective client should buy, reps opt to empower the client to dictate their needs. In doing so, the thought process is that reps convey patience and a commitment to ensuring the client gets exactly what they want, which will in turn improve their chances of closing the deal. Here’s what that approach accomplishes instead: Slower buy cycles and lower closing ratios. Truth is, most buyers don’t know exactly what they need from you. Sure, prospects know the outcome they want to achieve. They might even have an idea of which tools or services might help accomplish it. But they don’t know which specific products, services, or solutions will get them there. Other prospects know the outcome they want to achieve, but have no idea how to get started, let alone which products, services or solutions to look at. Top Agent Magazine

Either way, to achieve the outcome they’re aspiring to, buyers often look to you to guide them toward the right decision. When you don’t provide that guidance, it stalls the sales process and dramatically reduces closing ratios. Here’s why: 1 Flexibility doesn’t empower buyers — it confuses them 2 Forcing work on to your buyers typically causes them to look elsewhere for someone who can figure out how exactly to address their problem In both cases, your performance suffers. Ultimately, buyers — particularly in the earlier stages of their buy cycle — don’t want total flexibility or the freedom to choose any possible solution. They want, and need, guidance from you to navigate toward the right one. When you provide that definitive insight in the early stages of the buying cycle, customers gain confidence that you’re the right person to get them to where they need to be. To put it more bluntly, being “flexible” is a cop out. It might make you feel better, but it’s not helping prospects. If you really want to empower small and mid-size businesses to make meaningful change, you have to be willing to make a definitive, confident recommendation and show prospects a clear path to addressing their problem. When you do that, you’ll close sales faster and your clients will be happier. They’ll get what they need (and want), and your closing ratios will trend in the right direction. Copyright©, 2016 Kendra Lee. All rights reserved.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding strategies. 54

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JENNIFER WEINHART Before transitioning to a career in real estate, Jennifer Weinhart gained years of valuable experience in marketing and management—skillsets she’d readily apply to her future line of work. All the while, a friend and agent had been encouraging Jennifer to join the business. Finally, when the time was right, Jennifer made the leap. That was ten years ago, and since then Jennifer has carved out a reputation for professionalism, positivity, and memorable service. During her first year in the business, she was named Rookie of the Year and continues to be a Top Producer at Hasson Company Realtors, in addition to being nominated as 5 Star Professionals for the last six years. While she primarily serves the greater Portland, West Linn, and Lake Oswego areas, Jennifer goes where clients lead, regardless of regional geography. Applying her decade of experience, she currently heads a team that now includes her son, along with a dedicated transaction coordinator. To date, 90% of her business is driven by repeat and referral clientele—a testament to the lasting impression she makes as a professional, whether buying or selling. The key drivers of her success? Jennifer cites abiding positivity, professionalism, and commitment as the foremost tenets of her enterprise. Likewise, her ability to incisively negotiate on behalf of her clients adds additional value in one of the country’s hottest real estate markets. “I pride myself in knowing the market and being connected to the community,” Jennifer says. “I keep what’s best for my clients at the forefront, and we still have fun along the way. I keep to a marketing plan, stay communicative, and continually work hard for them. When it comes down to it, I’m here for their best interests.” Jennifer also counts flexibility as a defining characteristic of her working style, accommodating and guiding clients through a major milestone. “Buying a house is the biggest investment of a client’s lifetime,” she says. “For clients to put their trust in me is an enormous responsibility and compliment, and to help them make the right decision is so rewarding.” To keep in touch with her sizable base of clientele, Jennifer connects through personal notes, anniversary and holiday cards, and by even checking in over phone when she’s passing a familiar property. When it comes to listing properties, she applies her background in marketing to

craft specialized strategies prior to market and beyond. In addition to professional photography and 3D immersive images, Jennifer also incorporates aerial photography and staging when needed. High quality fliers accompany every listing, and Jennifer makes it a point to personally reach out to fellow agents working in the markets where a house will debut. To ensure maximum visibility for every listing, she makes the most of the leading listing platforms online, casting a wide net for the ideal buyer. What’s more, Jennifer always make an effort to stay ahead of the curve when it comes to new strategies and techniques, citing a commitment to learning as an essential practice. At the end of the day, when considering what she enjoys most about her work, Jennifer counts her relationships with clients as a highlight of her practice. She also relishes the unpredictability and excitement of the real estate business. “No transaction or day is the same,” she reflects. “You never know what you’re going to wake up to.” Beyond the office, Jennifer stays busy with engagements both civic and charitable. She’s long been involved with the Oregon Association of Realtors, where she chaired the fundraising committee in the past. Last year, she chaired the planning committee for the Oregon Association of Realtor’s annual golf tournament fundraiser, and previously served as Board President for the West Linn Girls Lacrosse program. In her rare free hours, Jennifer most enjoys spending time with her husband and four children, cheering on the team at University of Oregon football games and rooting for the San Francisco 49ers. She also enjoys staying active, trying new restaurants, and the occasional round of golf. As for the future, Jennifer has plans to continue building and sustaining her client base and business, while training her son as he ascends the ranks of the industry, following in her footsteps. “My hope is for this business to be as successful for him as it’s been for me,” she says. “The key is to always be positive and to always have balance in your life. You never know when your next client could be standing next to you in line at the coffee shop.” With more than a decade of experience behind her, and a sharp, optimistic eye toward what’s to come, the road ahead is bound to be prosperous for Jennifer Weinhart and her team.

To learn more about Jennifer Weinhart visit JenniferWeinhart.com, e-mail JenniferW@hasson.com, or call (503) 704-0172 www.

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SAM WILSON Top Agent Sam Wilson, Owner/Broker of Wilson Group Real Estate in Denver, Colorado has spent the last fifteen years cultivating a reputation for honesty, commitment and providing top-notch service to his many grateful clients. Listed as one of the top 1,000 agents in the United States and as one of the top 100 in Colorado by REAL Trends, he and his team are clearly setting the standard for real estate agents in the Centennial State. Sam came to real estate after a successful career working in corporate America, including a long stint with soft drink behemoth The Coca Cola Company. “I was with them for almost fifteen years doing sales and marketing,” he says, “but they asked me to move with each promotion. My wife and I had fallen in love with Colorado. We decided that when the next promotion came up, I would decline the offer.” In 2002, upon his resignation, he channeled his interest in real estate into a new career buying and selling homes. While he started out at Keller Williams – where he formed his own team – he ultimately decided to leave and start his own independent brokerage, and thus Wilson Group Real Estate was born. A hardworking, dedicated team of twelve currently comprises the venture, and each of his employees is hand-picked to match the culture Sam has created at his company. “My team is made up of terrific, good-hearted and trustworthy people. We actually listen to our clients’ needs and wants,” he explains, “and then we deliver what I call ‘wow’ service. We really put our clients first. We want them to have a great experience working with their agent and our entire team. Like a vacation resort; our clients truly get smothered with great service and that keeps them coming back.” That service includes a fairly unique concept in the real estate world: a written satisfaction guarantee that allows clients to walk away at any time with zero fees if they are not happy.

With a 97% return and referral rate (as compared to 40% for the industry at large), Sam and his team are clearly delivering on their promises. Another factor is the company’s savvy, cutting-edge and comprehensive marketing approach. From utilization of an exclusive “buyers in waiting” list that enables pre-marketing to a list of vetted home-seekers, high-tech video tours, social media targeting and high-level professional photography, the Wilson Group is remarkably on-point. Sam is passionate about what he does. “I love going the extra mile,” he says, “both with my clients and with my team. I want them both to be extremely happy and become raving fans. I realized that comes from a mindset of having a servant’s heart.” Sam, who is also an international real estate coach, is also enthused about providing quality education to his clients and his team as well. “I really want to provide the best education-based environment I can. We have a lot of first-time home buyers coming into the market now and it’s really important that they get the best possible education so they can enter into the process with their eyes wide open. We approach every transaction via an education and service standpoint.” Giving back to the community where they do business is of paramount importance to Sam, and to that end his company supports the National Sports Center for the Disabled (NSCD), an organization that benefits disabled children and their families. Sam is also actively involved with the Denver Metro Chamber of Commerce. As for the future of Wilson Group Real Estate, Sam is looking to grow his business. There’s a caveat, however: only if he can do so without sacrificing any of the quality service that has become their calling card. “We want to provide the very best experience for our clients,” says Sam. “It’s not just that we’re a bunch of nice people, it’s because we’re easy to approach and get along with. Our written guarantee of satisfaction stands behind that. “

For more information about Sam Wilson, please call 303 -526- 2606 or email Sam@SamWilsonGroup.com 56

8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt. 2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition. 3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea. 4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out. 5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 58

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing. 6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way. If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough. 7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments. 8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do. Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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TRECIE WHEAT HUGHES As a co-star of the forthcoming HGTV series, “Montana Homes,” Trecie Wheat Hughes is new to reality television, but the real estate expertise she brings to the show comes from fifteen years of giving her all for her clients. Trecie has been obsessed with historic homes since she was a little girl. In 2003, she decided to follow her dream and became a real estate agent and she started renovating homes. Trecie now works for Small Dog Realty–the largest boutique brokerage in Montana–and serves all of southwest Montana with a focus on the Bozeman area, Livingston and Paradise Valley. A solo agent, Trecie is supported by a full-time assistant and a contract coordinator. A staggering 75% of Trecie’s business comes from repeat and referral customers. What keeps her clients coming back and eager to spread the word about Trecie among their circle of friends and family? She’s well known throughout her community for her expertise, excellent customer service and caring. “I’ve always felt that if your heart is in the right place, you’ll be successful,” Trecie says. Her enthusiasm for her clients and her passion for helping make their dreams come true shines through with every interaction. She loves working the whole spectrum of buyers from first-time homebuyers, to investors and luxury homebuyers.

a lot of people work for themselves, so we are always promoting each other,” Trecie says. What does Trecie love most about her work? “I like that I can combine my business model with my creative side,” she says. “Most of my clients are Montana people, so I get to work with and know a lot of different people here. In these small communities, we all know each other. That’s a good feeling.” To give back, Trecie and Small Dog Realty broker Pam Mccutcheon are dedicated to supporting local animal shelters. With every sale, they donate a portion of the commissions to a local shelter, helping Bozeman to rank Number Two out of the Best Dog Towns in the United States. When she isn’t working, Trecie can be found spending time outside with her five-year-old son Sawyer. She also loves to go horseback riding and camping with her husband. “He’s a fly-fishing and hunting guide so I’m always going different places with him hunting and fishing,” she says. Since “Montana Homes” has been picked up for series on HGTV, Trecie and her partner Jackie will renovate eight Montana homes in the year to come. It’s a huge undertaking, but Trecie’s passion for renovation and her dedication to her family, clients and community will give her the energy and motivation she needs for the work ahead!

A marketing whiz, Trecie has the best, most cutting edge marketing plans in the area. She produces a television commercial for every listing. For larger ranch properties, she has professional drone footage taken. But her most effective tool is marketing to other realtors in the area. “I market to realtors because they have the buyers,” she explains with a smile. Trecie is able to spread the word about a listing quickly and effectively throughout the area, because she’s deeply rooted in the community–her husband is a guide and her five-year-old daughter attends a local school. She’s both trusted and known throughout southwest Montana. Trecie and her partner Jackie’s new show HGTV show “Montana Homes”–set to air in the fall of 2018–highlights their talents finding and renovating homes for their clients to live in. When it comes to preparing properties, Trecie is an absolute expert and she has a basement full of furniture in a variety of styles she uses for staging each listing. To stay in touch with past clients, Trecie maintains a top-of-the-line database. Quarterly she gives personalized presents–purchased from other local small businesses such as coffee roasters, ceramic makers and more–to past clients who send her referrals. This is a way to both keep in touch with clients and give back to other small business owners in Bozeman and Livingston. “In Montana, Top Agent Magazine

To find out more about Trecie Wheat Hughes and Small Dog Realty, email treciewheathughes@gmail.com or call (406) 579 - 5416. You can also check her out online at montanarealestategal.com. www.

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