Nationwide & International 11-20-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

LAUREN CUTSHAW

JESSICA HEREDIA

CALOGERO D'ANNA

TAMI MALLETT

ROBERT M. FAITH

AMY LEFEBVRE

ALLISON KENNEDY

BRYAN GENTRY

STEPHANIE LACIKA

YOANA NIN

WESLEY PETERS

CATHERINE RICHARDSON

MARSHALL RUSHFORD

SUKI SADHRE

LISA THOMPSON

AMY WOODS

PAUL RATHA YEM

NATIONWIDE & INTERNATIONAL EDITION

YOANA NIN

MARSHALL RUSHFORD

AMY WOODS

AMY LEFEBVRE

STEPHANIE LACIKA

PAUL RATHA YEM

LAUREN CUTSHAW

LISA THOMPSON

CONTENTS 4) HOW TO MAKE YOUR COMMUTE PRODUCTIVE 8) TURN OPEN HOUSES INTO DESTINATIONS 12) CREATIVE WAYS TO SAY THANK YOU

15) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES 19) FIVE WAYS TO INCREASE YOUR COMMISSION 23) 9 THINGS THE BEST LEADERS NEVER SAY

30) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS 33) 5 REASONS WHY YOU NEED A MENTOR 37) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. 2

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CALOGERO D'ANNA

ROBERT M. FAITH

ALLISON KENNEDY

TAMI MALLETT

41) MODERN EMAIL ETIQUETTE FOR TODAY'S AGENTS

BRYAN GENTRY

CATHERINE RICHARDSON

SUKI SADHRE

WESLEY PETERS

JESSICA HEREDIA

45) 4 WAYS TO WIN THE BATTLE AGAINST PROCRASTINATION

48) PRODUCTIVITY KILLERS: 4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day. Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards. With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute. 4

Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day. If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes. Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks. As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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YOANA NIN Yoana Nin was born in Transylvania, Romania, where she earned her BFA in Theatre and Arts in 2002. She came to the United States with her husband in 2005 and continued her acting career in Los Angeles, CA. She was featured in many movies and plays and had the opportunity to work with many producers, directors and amazing actors. While she was working as an actress, her husband opened a shipping brokerage company, helping many customers to transport their boats, bikes and cars all over the world.

for two to three hours at a time and follows up with a video reminding them of what they’ve discussed. This constant client education results in a strong bond built on mutual trust. To stay involved in her community, Yoana sponsors local festivals. She is currently donating and volunteering to help with Hurricane Irma recovery, and she regularly helps out at her daughter’s school. In her beloved free time, Yoana loves to stay active, walking, biking, swimming, dancing and spending time with her family. “That’s what makes me really happy,” she says. For the future, she plans to expand her team by hiring two or three buyers’ agents this year. With Yoana’s wonderful attitude and her strong real estate skills, the sky’s the limit!

After moving to North Carolina from LA, her life changed after she and her husband closed on their first house in Cary. As a closing gift, her agent gave her Gary Keller’s book, “The Millionaire Real Estate Agent.” Yoana read the book and within a week she registered for real estate school. “I never looked back!” she says. She shifted her attention to real estate 100%. That dedicated attitude paid off. Despite having a four-year old and being pregnant with her second child, she joined Keller Williams Realty and her first year she won Rookie Of The Year for The Carolina Regions. Yoana is now a Broker in Charge at Yoana Nin Realty/ The Prosperous Agency–a corporation affiliated with Keller Williams Realty Cary. She has won yearly production awards, being among the top producers in her office of over 200 agents every year. Her husband works as a Marketing Director and they have a full time assistant. Over 50% of her business comes from referral clients as she thinks of her past clients as her own family. “I choose my clients carefully. I don’t focus as much on the money as I focus on a great relationship.” Yoana says. As a small, boutique type company, The Prosperous Agency has strong expertise in targeted marketing, which reaches tens of thousands of viewers via social media. “Only 1% of agents in the U.S. know how to use this tool effectively,” Yoana explains. She also helps clients with staging services and uses professional photography and video tours for marketing purposes. Yoana’s clients appreciate her bubbly personality and extreme honesty. She doesn’t shy away from explaining situations to them thoroughly and directly. “I think that’s the base to a healthy and very trustworthy relationship,” she says. She communicates effectively and responds to clients right away. A constant student, she keeps her eye on market trends to ensure she understands the current climate. She meets with clients 6

To find out more about Yoana Nin, email yoana@yoananinrealty.com or call 919 - 348 - 7303

You can also check out her website at theprosperousagency.com www.

Larry Dugger and April Roberts are proud to congratulate

Yoana Nin

on being featured for the state of North Carolina in Top Agent Magazine! EQUITY RESOURCES INC. 201 Shannon Oaks Circle Suite 204, Cary NC 27511

Larry Dugger | NMLS# 60672 | 919 - 795- 7038 April Roberts | NMLS# 66343 | 919 -610- 4250 Top Agent Magazine

Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules. But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers. There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends. 8

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

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

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

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

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AMY WOODS, CRA, CRS Amy Woods studied Interior Design at the University of Memphis and has always had a passion for homes. After working in business-to-business sales for years, she decided she was ready to try a new career. “I thought: ‘What can I do? I want to be my own boss.’ But I wanted to do something where I interacted with people and could make a difference for people,” Amy says. She realized real estate would be a natural fit, bringing together her interest in homes and design, her sales experience, and her love for people. Amy now has a thriving business as a solo agent serving the Greater Memphis area, as well as Northern Mississippi, including DeSoto and Marshall Counties. What sets Amy apart from other realtors in the area? She’s licensed in both Tennessee and Mississippi and as a result other agents often refer business to her. “They trust I’m going to take care of their clients, keep them informed and stay on top of what needs to be done,” Amy says. An impressive 80 percent of her business comes from repeat and referral clients. Her clients keep coming back and are eager to spread the word about Amy because she makes each and every client feel like her only client. She responds quickly to their questions and calls and focuses on building a relationship with them. “I treat people the way I would want to be treated,” she says. “I look out for my clients’ best interests. I’m not trying to just sell a property and move on. My clients appreciate that and often refer me to their family or friends. That’s a big honor. It says they have confidence in me.” Part of Amy’s success comes from her ability to think outside the box. Real estate is an ever-changing industry and

she adapts her business model as needed. In doing so, she’s developed an expertise in residential real estate, short sales and investment properties. Amy loves working with first-time buyers and is happy to walk them through each step of the process. To market her listings, Amy uses social media, Facebook ads, print ads, and a homebuyer’s guide. As a native Memphian, she spreads the word throughout her wide community network as well. To stay in touch with past clients, Amy reaches out via phone, social media or mailers and creates calendars or cookbooks of favorite recipes to share. What’s her favorite part of the job? “Just the interaction with people–getting to know people and learning about their families. I also love looking at houses!” It’s a joy for her to welcome newcomers to her hometown of Memphis and learn what they appreciate about the area. Amy is dedicated to giving back to her community. For the past five years, she’s participated in a 24-hour hour cycling event to raise money for St. Jude’s Children’s Hospital. She volunteers at a local humane society, promoting and helping the animals in need of fosters or permanent homes. In her cherished free time, Amy loves cycling and spending time with her husband, their four dogs, and their friends. “My husband does triathlons so a lot of the events we go to are related to cycling, swimming and running,” she says. For the future, Amy plans to continue growing and improving her business and helping people. “I want to keep learning and trying to be a better person every day,” she says with a smile. With her dedication to her clients and her community, she’s sure to succeed!

To find out more about Amy Woods, CRA, CRS, contact her via email at amy.woods@crye-leike.com or by cell at 901- 485 -7005. You can also check out her website at amywoods.crye-leike.com http://

Jerry Hensley is proud to congratulate

Amy Woods

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

Jerry Hensley, Mortgage Loan Originator (NMLS# 1480666) Franklin American Mortgage Company (NMLS# 1599) 1661 International Drive, Suite 400, Memphis, TN 38671 Direct: 901.336.9596 Email: jhensley@franklinamerican.com Web: franklinamerican.com www.

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

STEPHANIE LACIKA

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STEPHANIE LACIKA Ever since she joined the real estate game back in 2012, Stephanie Lacika has served clients with a personalized, capable approach built foremost on trust. She first earned experience with a top-producing team, taking on every opportunity she could to learn the ropes and develop her repertoire. When she went solo and created her own imprint in 2013, she was prepared to go the extra mile in pursuit of her clients’ homeownership goals. Nearly five years later, Stephanie has carved out a reputation for people-first service that leaves no stone unturned and gets to the heart of each client’s long-term vision. Primarily serving Minneapolis and St. Paul—in addition to the outlying suburb of Eagan—Stephanie and her team focus first on getting to know a client’s motivations, desires, and goals before embarking upon the transactional process. In that way, clients’ needs are kept top-of-mind, and Stephanie ensures that this priority is at the center of her team’s ethos. “We keep our clients’ goals at the heart of what we do,” she explains. “We pride ourselves on being good agents who can execute at a high level. We consult with our clients and it’s very clear that it’s not about us, it’s about them. We always want to surpass expectations and be proactive rather than reactionary. That’s the tone we set on our team.” With 55% of her business generated by repeat and referral clientele, it’s clear that Stephanie and her colleagues strike a chord with those they serve, creating relationships built to last. “I really love when I first meet with a client and figure out why they want to buy or sell, and what’s important to them,” she says. “At the closing table, we want our clients to feel like we’ve delivered exactly what they’re looking for. My favorite things to hear from clients are I trust you and I can’t believe how smoothly this went. It’s not uncommon for us to get invited to the weddings, bar mitzvahs, or baby showers of our clients and their families. Oftentimes, we become part of the family. That’s really what we love and enjoy about our work. If our service isn’t referral-worthy, then we haven’t done our job.” Stephanie and her team take a similarly thorough approach to listing properties. They begin by readying homes for sale through pre-mar-

keting efforts. Staging and professional photography ensure homes look their best in online presentations, while Stephanie and her team put in the leg work to get the word out. Door-knocking, showcase opens, e-mails to local agents—all inspire excitement before listings launch. To keep in touch with past clients, Stephanie and her team create many opportunities to touch base throughout the year. Client appreciation events like their open-bar cocktail party with food and live music, their philanthropic event thrown each autumn, or their flower drop-offs in May create natural opportunities to catch up with old clients. Likewise, personal calls and e-mails throughout the year ensure that Stephanie and her team continue building on their relationships long after reaching the closing table. “Above all, we want our clients to know that we’re invested, thinking about them, and that we really do care,” she says. To give back to her local and professional community, Stephanie has long been engaged with the area’s Chamber of Commerce and currently serves as President. Her husband is part of the area’s Kiwanis Club where they contribute to worthy causes together, while Stephanie’s autumn philanthropic drive in conjunction with her client base raises funds for charitable organizations. Around Thanksgiving, Stephanie and her family adopt a family in need, contributing resources so that their fellow community members can celebrate the holiday season. As for her coveted free hours, Stephanie most enjoys spending time with her loved ones, including her family dogs. Considering the future, Stephanie shows no signs of slowing any time soon. She’s currently in the midst of building out her talent roster and recruiting likeminded, capable buyers’ agents for her team. “I’ve mentored agents in the past, and it’s been a really wonderful experience,” she says. “They say that you learn so much more when you teach, and it’s true. I love watching our team grow, and we’re excited to bring in the right people who can help our business thrive in 2018.” Looking ahead, Stephanie and her team have been making future plans with a straightforward but powerful idea in mind: how to become their best selves personally and professionally. With an incisive eye toward the future and an abiding dedication to professionalism and her clients’ successes—the years to come are bright with promise for Stephanie Lacika and her team.

To learn more about Stephanie Lacika visit teamlacika.com, e-mail slacika@kw.com, call (612) 965 - 7143, or visit her Facebook page here. www.

A Step-by-Step Guide to

Converting Internet Leads to Real Life Sales In the era of apps, instantaneous social platforms, and text messaging, it’s little surprise that the modern homebuyer begins his or her search for real estate representation online. Even if you’ve got a top-notch website or an influential social media presence, how do you connect with web surfers who have yet to commit to the services you offer? Take a look below to learn a few key techniques to bridge the gap between digital interest and real-world sales. Top Agent Magazine

RESPONSIVENESS IS KEY Like it or not, our digital culture relishes immediacy and instant gratification. With that in mind, be sure to stay on top of online interest forms, e-mails, or newsletter signups. Don’t let an online lead go to waste by taking too long to engage and follow-up. Things move fast, and it’s easy for potential clientele to forget which websites they’ve visited. Even if your lead isn’t ready to commit then and there, you demonstrate your

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Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. accessibility and attentiveness by following up swiftly—a characteristic anyone would seek in an agent or lender.

ENGAGE WITH OPEN-ENDED CONVERSATION When online back-and-forth goes stale, communication drops off quickly. If you’re following up via e-mail, social media, or text, be sure to keep topics focused squarely on the potential client. Ask open-ended questions to give your lead the opportunity to loosen up and engage on a personal level. There’s no better way to cement a digital lead than to take a pointed interest in the specifics of their situation. Doing so transforms the impersonal invisibility of the internet into a true connection.

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 16

adding value to your follow-up technique: incorporate area promotions and access to local events, make a date for coffee, or offer a brief consultation free of charge to make the first move.

DON’T STOP MAKING CONTACT If you don’t connect with your internet lead right off the bat—don’t be discouraged. It often takes multiple tries before a follow-up interaction sticks. Folks are busy and frequently flooded with e-mail blasts and junk mail. A lead may not engage without a little prodding that shows you’re committed to their business. Remember: it’s the squeaky wheel that gets the grease. Digital leads don’t have to be difficult to capture. The internet plays a powerful role in funneling modern clientele your way, but in order to take full advantage of the web’s reach, you’ll need to tailor your follow-up technique. Mastering the fundamentals of digital communication is the first step to converting digital interest into concrete business. Keep these tips top-of-mind as you build your online presence and mine the vast world wide web for an endless wealth of clientele. Earning a command of digital lead conversion is the surest way to bolster your business in the ever-evolving digital era.

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AMY LEFEBVRE

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AMY LEFEBVRE Amy Lefebvre got her start in the real estate industry back in 2003 while she and her husband were running a successful masonry and homebuilding business. As their enterprise grew, it was only natural for Amy to expand her offerings and pursue her own real estate license. As a mother to three boys, she didn’t anticipate a full-time shift into the business, but as her passion for her role as agent grew, the transition proved seamless. Today, fourteen years after her first foray into the industry, Amy has carved out a reputation for professionalism, optimism, and above all: incisive results delivered on behalf of her clients. Primarily serving the North Valley area of Phoenix—particularly Scottsdale, Cave Creek, and North Peoria—Amy works solo, guided by her goal of going above and beyond in providing memorable client care. “I’m truly genuine and enjoy working side-by-side with every client,” Amy says. “The feedback that I get from clients is that I exceed expectations. To me, there’s nothing more fantastic than that.” Likewise, Amy emphasizes steadfast communication, positivity, and professionalism as key drivers of her success to date. “I’m a very positive person, and that can be important—especially when situations don’t always go your way,” she says. “I am also a big believer in attention to detail and have strong negotiation skills.” Beyond her extensive experience and industry insight, Amy credits her husband and family as essential support systems in her life and work. “This business requires a lot of time and dedication to do properly. I owe a lot to my faith, my husband, and my kids, who encourage me every day to be the best that I can,” Amy reflects. “It keeps me humble and it makes me hustle very hard.” Of course, clients also hold a special place in Amy’s heart. Long after the closing table has been reached, Amy keeps professional connections going strong. What’s more, she allows clients to take the lead when it comes to determining the form of communication that’s ideal for them. “Whether I’m sending a text message or making a phone call, I like my clients to know that I’m thinking about them,” she says. “Reaching out to clients is a part of nurturing and growing long-lasting relationships.” With 75% of her business driven by repeat and referral clientele, Amy’s ability to deliver results—while cultivating a positive and memorable transactional experience—is built into the fabric of her day-to-day work. Beyond that, she never forgets the personal stakes involved in buying or selling a home, and counts her role as an agent as an opportunity to 18

help others in route to the quintessential American Dream of homeownership. “I always say: real estate is my profession, but serving others is my passion,” she explains. “Being in real estate has allowed me to make a living doing what I love, while I’m able to help people along the way. These are some of the biggest decisions people will have to make in their lifetimes, and I enjoy working alongside each client.” Extending her spirit of service to her local community, Amy also gives back through donations of time and resources to worthy causes such as Habitat for Humanity, or to the North Valley’s area homeless shelters. In her rare free hours, Amy most enjoys spending quality time with her husband their three sons, relishing the outdoors and barbecuing. To unwind solo, Amy also loves a good shopping trip searching for new boots, and is affectionately known among her clients for her distinct cowboy boots. Looking ahead, Amy has plans to continue growing both professionally and personally, with the goal of providing clients with the most exceptional level of service possible. Additionally, she has ambitions to one day create a real estate team of likeminded, capable fellow agents. For now, she’ll continue on her dedicated path, serving others as they reach for their homeownership dreams. With more than a decade of experience behind her and an optimistic eye toward the future, the years to come are bound to be bright with promise for Amy Lefebvre.

To learn more about Amy Lefebvre of Realty ONE Group visit AmySellsHomesAZ.com, e-mail Listings@AmySellsHomesAZ.com, call (623) 695 - 4900, or visit her Facebook here. www.

Five Ways To Increase Your Commission By Walter Sanford

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

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

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

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

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

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

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

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 20

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MARSHALL RUSHFORD

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MARSHALL RUSHFORD After a tenure in the United States’ music scene back in New York City, Marshall Rushford returned to his roots with a move to Melbourne. Once back in Australia, he attended a few auctions by hockingstuart, and was intrigued by the skill and success he witnessed. In fact, the idea of auctioneering appealed to him for its commonality with his prior work in the music business—the idea of performance, of reading people and communicating. Soon enough, Marshall decided to take the leap and join the ranks of hockingstuart, and in just three years he was tapped to open a new branch in Caulfield. Twenty-five years later in total, Marshall is now the Director and Auctioneer at his thriving branch, and has carved out an intrepid reputation for superlative service, a positive attitude, and an ability to deliver real results. Serving the Elsternwick, Caulfield, Carnegie and Glen Eira regions, Marshall leads a team of eighteen and counting. Today, 80% of his business is generated by repeat and referral clientele—the truest testament of consistent and comprehensive service. In fact, that’s what Marshall speculates is at the root of his success to date. “Retaining our clients is a big goal of ours,” he explains. “Our team enjoys working with our clients and we offer good, solid results, consistency, and we’re genuine.” Some of Marshall’s team members have served alongside him for as long as fifteen years, another facet of his business that underscores his office’s dependability. Likewise, Marshall emphasizes the personal approach he and his fellow agents take in working with buyers, sellers, investors, and even in the property management realm. “I love being able to help people on their journey, whichever aspect of real estate it may be in,” he says. “The people we’re working with are at all different life stages, and we try our best to make it a positive experience with a positive outcome. We involve our clients from the beginning and like to educate them along the way so that there are no surprises and they feel part of the process.” To market listings, Marshall and his team take a proactive approach that involves pre-market efforts like staging and high-level professional photography. To create a cutting-edge, immersive experience for would-be buyers, Marshall and his team also incorporate interactive floorplans that allow home shoppers to virtually customize a property’s décor and furniture—allowing a buyer to truly envision his or her potential home. To keep in touch with clients, Marshall and his team make use of informative newsletters on the market, but also favor their patented personal approach. This involves reaching out with news of events that pertain to individual interests, such as a locally hosted international film festival or client appreciation movie nights. Likewise, Marshall and his team have cultivated high-profile visibility through their work with the popular TV series, The Block, which saw up to 30,000 visitors to a home being sold by him and his team. Whether it’s his background in the arts or his incisive marketing experience, Marshall’s outside-the-box, creative approach to the industry has kept business booming. To give back to the community that Marshall calls home, he is avidly engaged in area events and charitable efforts. “Community is an inte22

gral part of being in real estate,” he says. “I’m lucky in that we live and work in the area, so it’s natural to be part of what’s going on. I walk out the front door and friends and family aren’t far away. It’s exciting to be part of and it makes it very easy to stay involved.” In that vein, Marshall supports local music events, the nearby women’s soccer league, and contributes to charity auctions supporting breast cancer research and other worthy causes. In his coveted spare hours, he most enjoys spending time with his children, Adam and Sarah, his wife Sharon, and Sasha the family dog. Taking walks on the beach, cycling, swimming, dining, and practicing his first love—music—are all some of Marshall’s favorite pastimes. As for the future, Marshall is currently overseeing the expansion of his office’s territory, ushering in a new era for his business. Likewise, he plans to continue growing in volume year-to-year, adding capable staff to his talent roster, and sharing in his clients’ and team’s respective journeys. All in all, Marshall Rushford’s multi-decade career has afforded him the chance to serve others, pursue his passions, and exercise his skillset—a success by any standard. “I love being part of this industry, and to have watched it change and grow over the years has been a pleasure,” he finally reflects. “I’m looking forward to the next chapter.”

To learn more about Marshall Rushford visit www.hockingstuart.com.au/agent/ marshall-rushford, e-mail mrushford@hockingstuart.com.au,

or call +61 418 396 981 Copyright Top Top Agent Agent Magazine Magazine

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.” Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes. There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

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you work with, make sure you don’t say any of the following things.

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component. It also may indicates a stubbornness that is the death knell of a healthy work environment. Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions? Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team. 24

THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement. No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition. Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future. Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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PAUL RATHA YEM Top Agent Magazine

PAUL RATHA YEM Paul Ratha Yem got his start in real estate with a mission to help low and moderate-income families realize the American Dream of homeownership. Through his work as the Executive Director of a non-profit organization in Lowell, Massachusetts, Paul gave first-time homebuyer seminars, counseling, and down-payment assistance. Rooted in community service, Paul still works to develop affordable apartments for those who are not ready to purchase their first homes. Since then, Paul has applied his professional background and service-oriented spirit to lead what’s become a fifteen-year career and counting. All the while, he has guided others as they’ve bought, sold, and invested in property, helping them build a fortified financial future along the way. Today, he’s built a professional reputation founded on service to others, his community, and empowering his clients through the endless opportunities of the real estate world. Primarily serving the Merrimack Valley of Massachusetts, Paul works as Broker for a team of five other agents, in addition to dedicated attorneys and lenders. With deep roots in non-profit work, Paul’s abiding focus is on helping people achieve success and financial independence through homeownership. “I’m not your typical real estate agent,” he explains. “I’m in real estate with a mission to make life better for people, to make the community a better place for their children to grow up. Real estate is a tool to improve those things.” With 50% of his business stemming from repeat and referral clientele, Paul’s ability to deliver on his professional promises is well-proven. Clients turn to him and his team because they are confident in their motivations, as well as their ability to perform. “Throughout my work, I’ve helped people save their homes when they were in a rough spot, and those people have become a source of repeat and referral business,” Paul says. In fact, experience in all homeownership matters informs his practice today. He’s able to act as wise and seasoned counsel no matter what the goal at hand. Likewise, people who have purchased their first property with Paul often return for repeat work, eager to purchase investment properties or small businesses—a testament to Paul’s multifaceted experience and interests. “I’ve always been interested in real estate investing, so people come to me when they’re ready to build some income generators,” he says. “It’s my job to help them capitalize on those opportunities wisely.’

As for marketing listings, Paul takes to a tech-savvy approach. He takes to the leading digital listing platforms and to social media to promote maximum visibility for homes hitting the market. He also blends traditional marketing efforts to ensure a wide audience. Likewise, professional photography accompanies his listings, ensuring that first impressions always strike a memorable chord in would-be buyers. To stay in touch with past clients, Paul checks in over social media and maintains an active role in the community, ensuring a constant presence in the lives of those he’s served. Reflecting on what he loves most about the business, Paul says: “I like helping people. Whether they’re purchasing their first home or a new investment property or a business—I get satisfaction helping someone realize the American Dream.” As someone whose roots are in the service of others, Paul maintains an active role in the community outside of the office. For starters, Paul sponsors school events, as well as local churches and temples. “I do a lot to stay locally involved, both politically and through community activism, including running for Lowell City Council. People see that I’m a Realtor, and know that I’ve run for City Council, and trust that I care about the community, and am not just in it to become a millionaire—it’s about the people,” Paul says. When he isn’t dedicating himself to work, Paul loves to travel with his family to change up the routines and experience a different part of the world. Most recently, he traveled to Paris to celebrate his wedding anniversary with his wife. Paul has always been open-minded and looks for new and dynamic ways to serve his clients and his colleagues. That’s what prompted him to take a look at eXp Realty. “For the most part, the only real difference between brokerages has been commission split. I knew it was time for a dramatic shift. When I saw eXp, it was clear that it was the only financially responsible direction for me to take my career,” he says. “eXp is the world’s only agent-owned and cloud-based brokerage, and it’s radically disrupting the industry, especially the way agents are compensated. With a very lucrative revenue share component, stock awards, and the very best lead generations systems in the industry, I knew I wanted to be part of this exciting, exploding company.” Considering the future of his business and says, “I will continue growing the business, choosing team members with the same philosophy and values to work with us in our office. We’re mission oriented, and community oriented, and we want to help make a difference in people’s lives.”

To learn more about Paul Ratha Yem, visit realtor.com/realestateagents/Paul-Ratha-Yem___1662757_99, e-mail Paul.Yem@eXpRealty.com, or call (800) 494 - 2400 www.

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

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LISA THOMPSON Top Agent Lisa Thompson of Hunt Country Sotheby’s International Realty in Leesburg, Virginia has forged a name for herself as an agent who takes great pride in her work, and strives to provide the very best customer experience for her many grateful clients. Detail-oriented, enthusiastic and dedicated, Lisa has been rewarded with a thriving business that has resulted in frequent recognition as a Top Producer. A former educator and elementary school administrator, the concept of education is of great importance to Lisa, and she carries the idea of learning as a life-long process with her to work every day by educating not only her clients, but also herself by staying on top of the ever-changing details of the real estate industry. “Real estate is a field where you’re constantly having to learn,” Lisa explains. “No transaction is ever the same. When I retired from the education field I was looking for something that I could do and still maintain that passion for learning. I think that my love of learning, my passion for architecture and previous experience buying and selling my own homes really pushed me toward the real estate field.” Lisa obtained her real estate license in 2013 and has been with Hunt Country Sotheby’s International Realty from the beginning. When Lisa became an agent, she asked herself how she could differentiate herself. Lisa decided

that the Sotheby’s International Realty brand would help distinguish her from other agents. Lisa primarily works on her own, but her office is extremely supportive. In particular, Lisa credits her fabulous Broker and Marketing Director for their guidance and encouragement. Lisa has sold properties with an aggregate value of over $20 million this year. Lisa has successfully doubled her business every year, and the Sotheby’s International Realty brand has helped her do that. Hard work has also played a huge part in Lisa’s success. Lisa is very detail-oriented. She’s not an agent who just puts a listing into MRIS and walks away. Lisa makes sure her listings are appropriately staged and impeccably marketed. She makes sure her listings show their best on all of the third-party websites, not just MRIS. With a significant portion of her business coming from repeat clients and referrals, Lisa is clearly doing something right. According to Lisa, the reason for the repeat and referral business is the level of service she provides. Lisa is very quick to return phone calls, texts and emails, and her attention to detail throughout the listing, marketing and sales process is unparalleled. Going above and beyond for all her clients has become Lisa’s hallmark. “For me, luxury is an experience, not a price point,” she says. “All my clients are treated the same whether they are selling a $3,000,000 property or a $300,000 property.” Every one of Lisa’s listings are treated to topnotch marketing efforts, which typically include professional photography, videography, and interactive floor plans. “I pride myself on very strong property descriptions,” says Lisa. “Because I’m selling a lifestyle, people need to understand it’s not just a house, it’s a home. Lisa generally writes one paragraph about the home and one paragraph about the community in which it’s located. Copyright Top Agent Magazine

Despite her success, Lisa is not the type of agent to rest on her laurels. Rather, she finds excitement in continuing to challenge herself. “I love that every day is a new adventure. Every deal is different and, honestly, whether it’s working with a buyer or a seller, I learn something new every time, which goes back to why I got into real estate. I’m a life-long learner and this business is constantly changing. Accordingly, I need to keep up with market changes, contract revisions and trends in marketing strategies. It keeps me on my toes and that’s what I love about the business.” When asked about the future of her business, Lisa replies, “I’m very happy where I am, I’d just like to maintain my current business and high level of service to my clients.”

For more information about Lisa Thompson, call 571-207-6580 or email Lisa.Thompson@HuntCountrySIR.com Top Agent Magazine

5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks. But there is a method to setting them. It’s a process that takes careful thought and consideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately. 1. MAKE YOUR GOALS SPECIFIC Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming. 2. MAKE IT ATTAINABLE Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those 30

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

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LAUREN CUTSHAW Top Agent Lauren Cutshaw of Keller Williams Realty in the Lowcountry of Bluffton, South Carolina has skyrocketed to the top of her profession in a relatively short period of time, drawing upon her exceptional work ethic, can-do attitude and a dedication to providing each and every one of her many grateful clients with the very best in customer service. Lauren was almost born to the industry, her father being a contractor who built new and custom homes. As a child, she would visit her Dad’s job sites and watch them being built from the ground up. She would help her father select granite from the granite yard and clean and decorate the spec homes with her mom. “I knew everyone involved in home building process, including the Realtors and I absolutely loved it!” explains Lauren. Upon graduating from Louisiana State University with a degree in Business, her father suggested she join the workforce prior to entering real estate, and she found herself a successful salesperson, first for the Yellow Pages, where she achieved President’s Club status, and then as a national award-winning Pharmaceuticals representative. After ten years of sales and marketing experience, she opted to pursue her true passion and start her own business selling real estate. Lauren has a tendency to be successful -and quickly - at whatever she tries her hand at, and real estate has been no exception. What sets her apart from her competitors, she believes, is her overall approach. “It’s a great attitude, positive mindset and listening to her clients needs to deliver what they want,” she explains. “I always do business with honesty and integrity. That’s the way my dad ran his business for forty years, and that’s the way he taught me to succeed. I care about my clients, and I’d never put them in a situation that wasn’t the best for them.” Lauren’s down-to-earth persona and approach has endeared her to her many clients. “I’m not a gimmicky salesperson, I don’t have scripts. I speak from the heart and people do business with me because they know I have their best interest in mind.” Letting her clients know she appreciates them is important to Lauren. “I send them handwritten thank-you notes and personalized gifts

for doing business with me or sending me referrals,” she says. “A big factor in my success has been my follow-up. I also treat every client with the same level of attention and I treat each one as if they were the biggest client I have. I want my clients to feel special and important so I go above and beyond for them in all regards.” Lauren’s big break came with her initial listing, in which she successfully interviewed to represent an entire new construction condominium development as her first listing project. This consisted of a master listing agreement with 42 listings right from the start. Her marketing of these properties has been a key factor in the impressive number of sales she’s achieved, and she utilizes both tried and true formats such as print, internet and more creative, innovative processes that include large events and networking within the community that keep her name and face very much on the public’s mind. Lauren takes understandable pride in what she does, and enjoys the work immensely. “I like working with the clients,” she says. “I work out of the model home in the community, and I know everyone. I feel like I’m helping build this community. I know their families, their dogs and I enjoy seeing them every day with smiles on their faces.” A member of the Hilton Head Realtors Association, the South Carolina Association of Realtors, and the Bluffton Chamber Young Professionals Network, among others, Lauren is adamant about giving back to her community. When she’s not working or donating her time, she loves music, traveling and anything and everything outdoors. She is also getting certified as a yoga instructor this winter and is excited about becoming a teacher in her community. As for the future, Lauren has grand plans. She’d like to continue to work with builders and new development projects and build not just one team to help her locally, but multiple international teams so she can travel more. While this may seem grandiose for many other agents, Lauren’s track record of success makes this goal…and her continued success… almost inevitable.

For more information about Lauren Cutshaw, call 843-295-0272 or email laurencutshaw@kw.com Top Agent Magazine

CALOGERO D’ANNA Top Agent Calogero D’Anna possesses the one thing that many of his competitors do not- a vast resource of knowledge of both real estate and building. This allows him insight into his industry that provides intense benefits to his many grateful clients. Located in Shelby, Michigan, Calogero serves his clients as a part of the D’Anna Team of Keller Williams Lakeside. “My real estate career began while working alongside my father building homes,” says Calogero. “I immediately received my builder’s license, and began hiring real estate agents to sell our homes. I noticed I was never fully satisfied with their services, and I realized I could better serve my clients if I became a Realtor.” Not content to simply sell his family’s homes, Calogero broadened his outlook. “I wanted to learn all aspects of real estate, not just new construction. I wanted to help my clients as best as possible so five years ago I decided to focus all of my attention on being a full time Realtor. The opportunity then came when other builders began to hire me to sell their homes. I realized what a huge opportunity this was for me and I now work with over eight other builders. Throughout the last five years I have sold a lot of homes and have served a lot of different clients.. Not just new construction, but if its purchasing or selling used homes, commercial jobs, and all aspects of real estate.” Calogero recently made the switch to Keller Williams and couldn’t be happier. He now has a growing team that consists of four dedicated agents and assistants, most of whom are family. Calogero has built a reputation for himself in the Detroit metro area as an agent who truly cares about his clients.

With nearly 80% of his business based on repeat clients and referrals, Calogero is clearly doing something right. When asked what might account for this staggering percentage, he replies: “I would honestly say that it’s my knowledge of how construction and building work. This knowledge allows me to be able to give instant estimates as to how much repairs or renovations will cost.” The vast number of transactions he has completed and the experience garnered from each, also adds to his value to clients. A Premier Agent on Zillow, the appreciation his clients feel for Calogero and his team is made evident by the huge number of five-star reviews they have received, including this glowing testimonial: “Calo is an excellent realtor. He has always been in communication with us during the process of selling and buying. The entire process has gone smoothly thanks to Calo. We couldn’t be more pleased. He’s an honest and hard working realtor. We would recommend him to everyone looking to sell and buy a home.” Calogero’s clients almost universally remark upon his authenticity and empathy. “I really enjoy serving my clients,” he says, “I think it can be a very stressful process to move from a home where you’ve lived for many years into a new place. It’s a huge lifestyle change. What I like is that I’m able to make the process as smooth as possible for my clients. I like making sure they’re satisfied.” As for the future, Calogero plans on continuing to grow his team and his business, while concentrating on sacrificing none of the exceptional client service that has become his trademark. “For me,” he says, “it’s not just about sell, sell, sell. It’s about cultivating relationships and doing the right thing.”

For more information regarding Calogero or the D’Anna Team please call 586-685-1335 32

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 Top Agent Magazine

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 34

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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ROBERT M. FAITH Robert Faith’s success in real estate has been driven by his lifelong passion for serving his community. Robert–better known as Bob–began volunteering as a firefighter with the Chincoteague Volunteer Fire Company when he was sixteen years old. He later became a Federal Law Enforcement Officer in Washington DC. In 2005, he received his real estate license and his career quickly took off. Five years later he became an associate broker. In 2015, he became firm partner and part owner of Dockside Properties–a role that’s in alignment with his dedication to supporting others. “I enjoy the fact that I’m helping my clients accomplish their goals. That’s very gratifying,” Bob says. “I’ve always been involved in public service. Real estate allows me to help folks in a different way.” Dockside Properties is located on Chincoteague Island and serves the eastern shores of Virginia and Maryland. Though licensed in all of Virginia and Maryland, Bob specializes in real estate on Chincoteague Island, and in the communities of Trails End and Captain’s Cove. He enjoys raising his kids in the town where he grew up and giving back to that community. Bob estimates that seventy percent of his business comes from repeat and referral clients. “We have a reputation of being straight shooters and being honest, and telling folks what they need to hear rather than what they want to hear. That goes a long way towards having successful transactions, regardless of whether I’m working with a seller or a buyer,” Bob says. His work ethic and attentive, straightforward style have fantastic results–annually he closes over 100 transactions. “I’m at 130 transactions for the year so far,” he says.

Bob has a knack for staying in touch with past clients. For more tech savvy clients, he’ll reach out by text or email. For other clients, he’ll send a note in the mail saying, “The transaction is over, but if you need us, we are still here for you.” He makes sure clients new to the area know they can contact him for a referral, be it for a plumber or a contractor to spearhead an addition on a new home. “They call us because they trust us to give a great referral. It’s a service after the sale we provide,” he says. Part of the key to the high volume of transactions he closes is his thorough and varied approach to marketing. He and other Dockside Properties agents advertise on multiple websites, through social media, local newspapers, a full color sales magazine and on the radio. Bob’s favorite part of the job is that it’s always changing. “Everyday is new and fresh. Everyday is different than the day before,” he says with a smile. Bob is still deeply involved in public service, currently volunteering as the Vice President of the New Church Volunteer Fire & Rescue. He’s been on the Eastern Shore Association of Realtors for nine years in a row and served as president in 2016. He supports the local Athletic Boosters as a Gold Sponsor. He’s very involved in supporting events at the local high school, which his oldest daughter attends. In his cherished free time, he loves to spend time with his wife and two daughters. “My family is the most important thing in my life,” he says. As the real estate market in Virginia and Maryland continues to improve, Bob hopes to help his clients to be as successful as possible and help grow sales in his community and surrounding areas.

To find out more about Robert Faith, email robertmfaith@outlook.com call (757) 894 - 1479 or visit chincoteaguehomes.net www.

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BRYAN GENTRY I make sure to ask them how I can help them.” A few times a year he sends out mailers, as well as email with seasonal maintenance tips or other helpful information.

Bryan Gentry realized at a young age he had a passion for real estate. “The very first time I handed a rent check over to a landlord, I realized that was going to be a major interest in my life.” After college, Bryan purchased his first investment property and started his work as a real estate investor. Several years later he became a licensed realtor. “I did so in order to be able to help more people,” he said. His career as an agent quickly took off, in part because he abides by the philosophy of the Tim McGraw lyrics: “always stay humble and kind.” He is a licensed real estate broker with Montana Real Estate Brokers and he currently owns BSG Real Estate Solutions, serving Billings, Montana and surrounding areas. Having grown up on a working cattle ranch in Lodge Grass, Montana, Bryan has a passion for farm, ranch, horse and rural property. This sets him apart from the majority of the realtors in the area who focus on residential properties. Bryan also works in the commercial property sector–primarily with lease deals. He has a strong work ethic. “I just don’t stop until I succeed at what it is I set out to do. My clients can really pick up on that,” he says. Currently, sixty percent of his business comes from repeat and referral clients; and that number continues to grow the longer Bryan is in the industry. What keeps his clients coming back and eager to spread the word about his services? His honesty, integrity, and the expertise he brings to each transaction. “I’m not just a real estate agent,” he explains. “I’m a coach throughout the process. Some of my clients haven’t been through a real estate transaction in years so they don’t know everything that has changed or all the complexity of it. I’m able to help them navigate through it and understand it,” he says. Bryan is also a great negotiator and a go-getter. “When I take on a listing, I don’t just sit back. I’m out there actively advertising and reaching out to as many people as I can to get that property sold.” To keep in touch with past clients, Bryan reaches out by phone or stops in to visit with them in person. “This shows I genuinely care.

To market listings, Bryan uses the MLS, as well as other major real estate websites. Taking it a step further, he generates an individual property website for each listing that includes video and photography of the property. For rural, horse and acreage properties, he posts the listing on Lands of America, the largest land platform in the US, which syndicates the listing on over 500 internet sites. Once he’s covered his bases online, he focuses on word-of-mouth. “I go out on a local basis, talking to realtors and brokers I know. As I stop in to other offices, I have fliers for available listings to drop off.” On a monthly basis, he attends commercial broker meetings and farm/ ranch broker meetings to spread the word about his properties. He also uses Facebook to keep his network up-to-date on his listings. This combination of high tech and “old school” marketing has fantastic results for his clients. What’s his favorite part of the job? Helping his clients to achieve their goals, whether it be to sell a property or buy a farm, ranch or horse or investment property. “Seeing people achieve what they set out to do brings me the most satisfaction and joy in the business,” he says with a smile. To give back to the community, Bryan attends local Agriculture Committee meetings. He volunteers as the Vice President of the Farm & Ranch Brokers Association, as well as at the Boys and Girls Club of Billings and he regularly donates to local charities and his church. In his free time, Bryan spends time with his wife, children, other family members and friends. “We love hiking, hunting, fishing, riding ATVs, enjoying the family ranch and traveling,” he says. For the future, Bryan plans to continue growing his business so he can be of service to even more people. “I will expand into my home state of Wyoming,” he says. Now that’s a goal his current and future clients can get behind!

To find out more about Bryan Gentry, contact him via cell phone at (307) 751-5378, at his office phone at (307) 461-9501 or by email at bsgfrc2015@gmail.com. You can also check out his website at bryansgentry.com www.

4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation. Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them. Top Agent Magazine

1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances. Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team. If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward. While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 38

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely. Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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JESSICA HEREDIA Top Agent Jessica Heredia of Los Angeles’ PLG Estates had dedicated herself to providing her grateful clients with unparalleled service, and possesses an in-depth knowledge of what it takes to guide them through a smooth, successful purchase or sale. “Real estate is one of the biggest transactions a person can make,” she says. “It’s intensely personal. Experience and knowledge count in maneuvering through transactions with finesse while maintaining a positive frame of mind.” Jessica acquired her knowledge of the industry the hard way: working her way up through the ranks, a process that instilled in her an understanding of every step of the often convoluted transaction process. “When I was eighteen, I was introduced to the world of real estate by a friend who was a mortgage broker,” she says. “I started as a receptionist, then moved on to administration, and then became an assistant to a top-producing agent before getting my license.” Currently working with partner Bob Waldron (he works at Coldwell Banker, they share a co-brokerage agreement), the two have been selling in the Westchester, Playa Vista and Playa Del Rey areas for the last decade. The team also employs a Marketing Director, a full-time Office Manager, and two Buyer’s Agents. The pair also depends heavily on a long-term roster of vendors to help them prepare their listings prior to being put on the market. With nearly 85% of their business based on repeat and referred clients, their team is clearly adept at servicing their many grateful clients. “I think what sets us apart,” says Jessica, “is that we’re coming from a place of service and education. We offer strategic marketing and negotiating throughout the escrow process.” Exceptional marketing that transcends industry standards is a hallmark of Jessica’s process. “We advertise traditionally

and take advantage of the modern technology that’s available now. The first place buyers go when looking for a home is the internet, so we participate in paid marketing and advertising on social media platforms such as Facebook and Instagram, where we can create an ad for those with specific interests or behaviors. Our ads can be as specific or as broad as needed,” she explains. Professional photography and video is an imperative, as well. “We live in a visual world today,” says Jessica, “so listing a home is a real production, from hiring a professional photographer, creating editorial photos, to story telling and videography.” Jessica truly enjoys what she does. “I love my job and the people that I work with,” she says. “Every day is exciting, with new challenges to conquer. Each home is unique, with its own fingerprint. The culture with both PLG and Coldwell Banker is really like a family. I spend more time with my work family than I do with anyone else. I love that we work through our challenges together and push each other to succeed.” Giving back is also of the utmost importance to Jessica, and to that end she’s is an advocate for Megan’s Wings Cancer Foundation. “I had a cousin who passed away from cancer at the age of 26, and also my grandfather who was very close to me, both of whom inspired me to participate in this organization.” Looking to the future, Jessica’s plan is to continue growing her business, and to share with newer agents the knowledge she has accumulated over the years. “There’s always more growth that can happen,” she says. “I’d love to take my success and pass it on and watch them grow.” Jessica’s attitude toward real estate is obvious when she says, “Always go after what you want in life, and if anyone is interested in the American dream of homeownership, go after it and give me a call.”

For more information about Jessica Heredia, please call 310-913-8112 or email Jessica@JessicaHeredia.com Top Agent Magazine

ALLISON KENNEDY here fast enough because the market is hot, I’ll buy it for them and then make it contingent upon a personal walk-through when they get here.”

Since 2006, Top Agent Allison Kennedy of MVP Realty in Naples, Florida has been striving to provide her many clients with exceptional client service, and has found success by approaching every transaction with honesty, integrity and a deep reservoir of real estate knowledge. Prior to becoming an agent, Allison worked as an equine therapist, providing soft tissue manipulation for performance horses. During the course of this career, she found herself in contact frequently with farm owners who were looking to sell their properties. “I was being introduced to the real estate world without really knowing it,” she says. Then, following a divorce and a career reconsideration, she opted to try her hand at real estate and obtained her license in 2006 in Tennessee. “It was absolutely a natural transition for me,” she says. I got to stay in touch with all my horse people, I had an instant sphere of influence, lots of connections, and a huge knowledge of what I was doing. All I had to do was learn the real estate side, and suddenly there I was: a realtor.” Three years ago, Allison relocated to Naples, where she has diversified and now also sells residential single family homes, condominiums, multi-family properties and vacant land. She still maintains an active presence in Tennessee, where her daughter Sydney Grigg, also licensed, continues to cultivate the business. “I’m in the process of transitioning out of that as a full-time agent, and going strictly the referral route,” says Allison. A sure sign of Allison’s success is the fact that almost all of her business is based on repeat clients and referrals. “It’s about 50/50,” she says. When queried as to what keeps her clients returning to her, she replies “I think it’s that they trust me and that we have a good time.” Trust is important, Allison believes, because often her clients are from out of town, or even from another country. “For some reason,” she says, “I end up with all of the globetrotters, they’re always calling me and saying that they have to fly in. In many cases, they already know they’re going to by the property, and if they can’t get

Continuing education is of high importance to Allison, and to that end she has achieved multiple designations. These include Certified Negotiation Expert, Certified New Home Construction Specialist, and Certified Seniors Real Estate Specialist. One of many things that sets Allison head and shoulders above her competition is her savvy marketing abilities. “I am not and never will be that agent that puts a home on the MLS and crosses her fingers it sells. My marketing is specialized and extensive, my photographs are professional - no cell phone pics under my watch and believe it or not I even photograph the inside of garages, cupboards, and attics. My clients usually fly in from somewhere so feel a huge need to make 100% sure they know what they are paying to get on a plane and come see. My photographs are so detailed and accurate showing true size and location - to neighbors etc. my buyers know their way around the home before they get here. I have never not sold the home at that point in the process. My clients love that.” As for the future, Allison is focused on creating a niche for herself as a global relocation expert. A transplant from Canada herself, she is familiar with the idiosyncrasies and specific details related to relocating from another country. She recently spent time in Germany, working with realtors there to familiarize herself with how they work so she can better service German citizens moving to Naples. Allison counts herself lucky to be among those who enjoy what they do for a living. “It’s fun,” she says. “I love the social aspect with the buyers and sellers. I love working under pressure. I love not being stuck behind a desk. I can be here today, and over there tomorrow. I’m a ‘think outside the box’ person and I want to go as far as I can, always. I am a serious full time Real Estate Professional and I am here to get the job done.”

To learn more about Allison Kennedy, email allison@allisonkennedy.net or visit allisonkennedy-naples.com www.

Modern Email Etiquette for Today’s Agents In today’s tech-forward culture, consumers are constantly inundated with promotional emails, alerts, invites, and social media blasts. As a real estate agent or a loan officer, how do you stand apart from the noise? What’s more, how do you stay relevant in a digital landscape that’s constantly changing? For starters, there are a few timeless techniques you can apply to up your skillset when it comes email and digital communication: asking questions that Top Agent Magazine

inspire conversation, politeness, and following up regularly—to name a few. Likewise, there are surely new tricks you can add to your arsenal to stay ahead of the curve. Let’s outline a few ways you can refine and update your email etiquette to compete in today’s virtual marketplace.

Make your subject line count Too often, we labor over the content of our emails without giving much thought to subject lines.

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Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. However, these little headlines can go a long way in luring the consumer to open your email and ultimately click through to your website in search for your services. An enticing subject line should be short and sweet, ideally less than fifty characters. You might also include the name of the recipient, and be up front (though concise) about the subject matter of your message. Remember: the first thing a client will see is your name and subject line—be sure to make this prime real estate shine.

Think mobile Research tells us that 79% of Americans check their phones within fifteen minutes of waking up. In fact, much of modern day correspondence occurs by smartphone. Accordingly, you’ll want to account for email readability on a mobile phone. For instance, incorporating paragraph breaks for each new thought allows information to be parceled out in a palatable way for readers utilizing small screens. Also, any sort of graphic flair or links within your email should be shortened and streamlined for mobile consumption. Send yourself an email every now and again and access it from your phone—you’ll be able to double-check that all the elements of your emails are working well on a mobile platform.

Incorporate email tools There are excellent tools out there to enhance your email experience. With just a quick download, 42

you can add spellcheck, a URL address shortening feature, or a delay option that holds emails for thirty seconds before they’re sent. Think about the possibilities! Haven’t you sent an email without including the attachment you intended, or realizing you sent correspondence to the wrong client? If that’s the case, a delay feature can help you save face and build in a window for error— just in case. Regardless of which tools speak to your email habits, there are plenty of add-ons out there that can revamp your digital correspondence style.

Use email to maximize your online presence These days, there are plenty of ways to communicate—email, text, phone, apps, and social media. When you interact through email, consider it an opportunity to invite your client to follow you elsewhere online. Ensure that your email signature includes unobtrusive, streamlined links to your social media accounts, professional website, or review page. This will build in an opportunity for clients to engage with your brand, and you may even add an online follower for the long term. Though email is no longer a new-fangled invention, there are certainly ways you can modernize its use and take advantage of its ubiquity. Keep these approaches in mind as you reenergize your email technique and fortify your communication in the digital era.

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TAMI MALLETT As a second-generation Realtor, Tami Mallett grew up in the industry watching her mother’s skills and success, and she always had an interest in the real estate world. By age nineteen, she’d bought her first home, which she sold at a profit a year later. At twenty, she purchased a three-family home that she owned and managed for the following decade. Though she accrued experience along the way, it wasn’t until 2010 that Tami decided to pursue real estate in earnest and earned her license. Since then, Tami has cultivated a reputation for superlative client care, attention to detail, and a decisive ability to deliver on her clients’ homeownership goals. She now serves as the Managing Broker at Better Homes and Gardens Real Estate’s The Masiello Group in Portsmouth, New Hampshire.

To keep in touch with clientele past and present, Tami reaches out by phone and e-mail, a note, or by simply running into folks around town. As for her approach to listings, Tami applies her patented strategic approach ahead of market. Understanding that the overwhelming majority of buyers begin their home search online, she ensures that virtual listing presentations are impeccable and immersive, accompanied by images that showcase a home in its best light. She begins by working with a professional stager, then follows up with professional photography. To ensure maximum visibility for properties new to the market, she taps her network of area agents and industry leading partners, uses the national backing of her parent company, and promotes listings in-office, as well. Considering her favorite aspect of her day-to-day work, Tami says: “My favorite thing about what I do is working with my clients, colleagues and affiliates— building friendships throughout the process and bringing people to an area that I strongly believe is a great place to live.” To give back to her cherished local community, Tami has been an active participant in nearby schools, serving as the four-year president of the PTO at the Lincoln Akerman Elementary School. She also gives of her time through the local SAFER organization that supports feral cat spay/neuter and rerelease efforts, and she personally mans a feeding station once a week. In her coveted free hours, Tami enjoys cycling through the beautiful seacoast towns with her husband and Gus’ Gals bike group, participating in various community events, and spending time with her friends and family.

Having graduated from the Peter T. Paul College of Business and Economics at UNH with a Master’s of Business Administration, Tami is well-positioned to support and foster her fellow agents, as they grow their production and ensure their clients Experience Quality® throughout each transaction. What’s more, Tami earned leadership and sales experience managing one of the state’s largest independently own restaurants for fourteen years, with a staff of over 100 employees. Her operational and interpersonal knowhow serve her well as Managing Broker and in her own client work. With the Masiello Group’s office situated right on Congress Street, Portsmouth’s experienced and professional team of agents enjoy the support of an energetic full-time Team Marketing Assistant and central access to the bustling downtown area, where eager would-be homeowners and sellers pop in frequently to learn more about their services. Tami’s daughter, Mikayla Mallett, is soon set to join the ranks and earn her own experience as a third-generation Realtor while pursuing her degree at UNH. Born, raised and living in the seacoast community, Tami’s insight into the local inventory and area are some of her strongest assets when it comes to representing clients, who frequently come from out of state to purchase property. In fact, one of her past clients had this to say about Tami’s working style and effectiveness: “We’ve bought and sold many houses around the country and Tami has, hands-down, provided the best customer service and experience of any agent. Her knowledge of the local area and market is astounding. She is patient and will answer any questions; she’s always available and quick to respond, and best of all, anticipates what’s going to happen next because she’s always a step ahead.” For her part, Tami emphasizes a professional approach built on patience, dedication, and cultivating strategies to overcome any hurdles that might arise. “My clients appreciate my positive attitude, realistic approach, and the fact that I’m detail-oriented,” she says. “I communicate a lot throughout the transaction and always let my clients know what’s going on. I coach them step by step, and always keep their best interests at heart.” Top Agent Magazine

As for the future, Tami plans to continue building up her team and developing her business. “There’s always room for growing and learning in an industry that’s always changing,” she reflects. “I’d like to inspire and encourage our team, increase our presence in the seacoast area, and continue to serve our clients and customers with quality.” With an insider’s understanding into the area and an unwavering passion for serving her clients, the years to come are bound to bloom with promise for Tami Mallett and the Masiello Team.

To learn more about Tami Mallett, Sales Director/MBA/REALTOR/NAR GREEN, visit her website at tamimallett.masiello.com, or facebook.com/tamisellsseacoastrealestate, twitter.com/tamimallett, linkedin.com/in/tami-mallett-67099128 e-mail tamimallet@masiello.com, or call (603) 986-4300 cell, or (603) 430-9995 office www.

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Better Homes and Gardens The Masiello Group, 79 Congress Street, Portsmouth, NH 03801

WESLEY PETERS Backed by an in-house team of 15 people, including agents, a full-time client care coordinator, a licensed staging and design consultant, and a trusted professional network, the Wes Peters Group prides itself on providing an excellent client experience. Wes, who knows every corner of the Baltimore Metro Area he serves, formed the group after a one year in the corporate world. “I had earned my license just out of college at the age of 22,” he says, noting his ongoing interest in real estate investing. Back then, his sphere didn’t include many people who were in the home-buying stage. “I took the corporate job, but after about a year I’d had enough of a taste of it to know that staring at a cubicle wall wasn’t for me!” Within his first six months in real estate, Wes did well enough to go full-time. Now, after eight years with one brokerage and the past four with Keller Williams, he has grown The Peters Group of Keller Williams to a point that they have earned a strong reputation for customer service. “Our service and marketing include some unique features,” he says. For instance, with listings, the group offers a guaranteed-sale program. “As part of that, we have a licensed contractor and a full-time designer and stager in-house to make repairs and get homes ready to show.” Next comes professional photography, local mailing campaigns and heavy online marketing. “We sometimes even do a neighborhood open house before the home hits the market,” he says. “We invite other brokers, but we include as many neighbors as we can and hold it from 5-7 pm as a happy hour, which get better turnout than 1-3 on a Sunday.” Through creative approaches like this, along with very targeted social marketing, Wes and team have been able to discover local residents and open their eyes to the exciting possibility of a moving, buying their first home, or upgrading.

The Wes Peters Group even takes customer service on the road, literally. “We have a moving truck we let our clients use!” says Wes. Whether preparing for a sale or making improvements after buying a home, Wes’s clients also appreciate comprehensive list of vendor resources he provides them. “We have relationships with several local businesses we trust ranging from lenders and home inspectors to carpet cleaners, painters to dog walkers. This is a great way to be a resource to people even after they move.” Other ways they connect with clients regularly are by mailing birthday gift cards, calling periodically and, in the spring, by sending HUD disclosure information to people who purchased the previous year. Quarterly special events end up being a great way to connect on a personal level with past clients and their friends. “We might do a movie day or a pie day at Thanksgiving or a summer cookout,” he says. “Next year we’re doing a big raffle, too. Anyone who buys with us or refers a client gets entered in a raffle for a $5,000 vacation at the end of the year.” Wes’s full-time client care manager, Jen Peters, also happens to be his wife. Naturally, Jen and the couple’s two young children – the lights of their lives – take part in these events. Wes thrives on the day-to-day variety of real estate. “I also like bringing in people from other industries to show them how rewarding real estate can be,” he says. “I’m driven by the people and by building relationships with my team members and with my vendors.” On pace to sell more than $60 million in a single year, Wes is exploring the idea of placing single agents in other market centers as a way of growing his business. And while growing, his focus remains on excellent, day-to-day service. With a majority of his business coming from referrals, he wants to live up to the confidence people place in him. “Happy clients are the best rewards and the best advertisements!”

To learn more about Wesley Peters, visit wespetersgroup.com or facebook.com/wespetersrealtor email wespeters@aol.com or call 410.963.9378 www.

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

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

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

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

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your 46

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

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

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

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

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

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

Productivity Killers: 4 Ways to Make Better Use of Your Working Hours 3.Create a goal-oriented reward system

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards. For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise canceling headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset. 48

4.Take your smartphone off the table The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted. Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

Top Agent Magazine

SUKI SADHRE After 12 years fulfilling his dream of working in the sports industry, in 2010 Suki Sadhre decided to help make other people’s dreams come true. As an agent with MacDonald Realty-Westmar covering suburban Vancouver, BC, from the Richmond area through Burnaby and New Westminster, Suki says real estate is not about buying or selling homes. “It’s about relationships, understanding people and helping them with their needs.” Suki, who previously owned a popular sporting goods store in downtown Vancouver while investing in real estate, has been an established community member for more than 20 years. “After getting licensed in 2010, I switched to full-time real estate,” he says, noting that the best part of real estate is witnessing a client’s appreciation or happiness with the purchase or sale of their property. “Not everyone can own a house,” he says. “When they ask me to help them, they’re saying they trust me with their dream.” Taking that trust seriously, Suki built an independent real estate business driven at least 90% by referral and repeat clients. “People appreciate that I know my product and have expertise in the industry and the market.” He prides himself on keeping abreast of any trends or changes throughout his area. “Whether it’s city related, school related or anything else, my knowledge of the product gives people confidence that they’re working with someone who understands what they’re trying to accomplish.” When meeting a client, Suki closely consults them about their opportunities. Sometimes, those conversations may lead a client to decide that now isn’t the best time to buy or sell. “I might say, ‘If you hold onto this property for another year, rent it out and gain equity, then you can invest in a property somewhere else in a diff situation,” says Suki. Hi eagerness to put clients’ interest first has earned Suki great respect.

With his listings, Suki ensures each property is ready to show before widespread online and print marketing. “I provide a checklist of what is important to do at the property,” he says. “You don’t want the first impression to be the last impression.” Ensuring the home is market-ready may mean easy fixes like cleaning and replacing burnt-out lightbulbs, or perhaps power washing the exterior or cleaning up flowerbeds. “It has to be ready to go. And anyone who shows a house with burnt lightbulbs has bigger problems than the lightbulbs!” he says with a laugh. “I’ll even replace lightbulbs myself!” A pet peeve over lightbulbs may seem minor, but it reflects Suki’s attention to detail. For him, that attention continues after every transaction. “I stay in touch with my newsletter, personal emails or with phone calls to check in without even talking about real estate,” he says. Anyone can send a mass email, but not everyone will pick up the phone to call and ask about someone’s family, job, school or whatnot. The fact that he is a well-established, 20-year resident of the area and actively involved in supporting local schools and youth sports may help Suki’s business. But business is not the reason Suki gives back to the community. “I grew up unable to play sports at the level I wish I could have; I believe every child should get to be part of sports teams.” Suki therefore coaches sports for his three daughters’ teams as well as helping in the schools and running charity soccer camps to raise money to purchase equipment for families who can’t afford it. Fittingly, Suki’s passion came full-circle recently, when a young man he coached 10 years ago approached him about buying his first home before getting married. “He trusted me then and trusts me now to help them find their first house,” says Suki, reiterating the importance of relationships. “I want to grow my business in a way that I can still have quality time with my family and provide good knowledge and expertise to my clients. People have many agents to choose from and it doesn’t have to be me,” he says. Suki wants everyone to do what works best for them.

To learn more about Suki Sadre, visit sukisadhre.com or facebook.com/sukisadhre, email ssadhre@hotmail.com or call 604 - 767 -7540 http://

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