Nationwide 3-12-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

SABINE ANDRAUD

CATHY COOLEY

DAVID GULLO

As a single mother, Sabine originally launched her real estate career with longevity and prosperity in mind. Now, with over a

tagious usdecade a referral, give them a thank gift of experience,we her authentic and industrious approachyou to client advocacy has amounted to extraordinary success, includWhen David Gullo is asked how he got his start get involved well. Many go A new mother as at twenty-yearsherself whether or not that buyer or seller utilizes our ing a robust rate of repeat and referral business. “In the process of purchasing or selling a home, with it’s natural to come across some to the in the industry, he leans back and However, laughs—“At local committees school got her services. giving back decided to take a orleap andPTO jo glitches,” Sabine says. “But finding creative solutions and movbirth.” He’s been immersed inclients real his David says, “are toan make certai anking. community aestate team we also make a ing my forward in theirpriority, lives is so rewarding. It makes industry, following inspiratio me genuinely happy that my work can help my clients accomy house donation in their honor to a charity of their entire life. Growing up in Oak Park, he knew the best service and get to know plish their goals.” Likewise, Sabine ensures that those she works by serving others and doing ho with stay informed and one-step-ahead throughout the process, mpetus choice,” Cathy says. a lot of people in the business, his own father, as well as we do.” ty-five years later, she’s built he keeping communication with clients clear, consistent, and as stress-free as possible. “I keep my clients in the loop and stay xplains. Joe Gullo, being one of them. One of his first ground up with an astounding 9 available at all hours,” she says. “I treat those I work with how I consistWith truly caring nature a willingness DEVINDavid finds creating brand aw would a want to belocal treated; it’s who I am and and how I work.” jobs was working as a laborer for propand referral clients, and now wo SULLIVAN her topercent, go above and beyond expectations, it isis not ife real in because forSabine David, the closing the community is crucial on near As for her to marketing, makes use of digital erty owners. After college and a approach stint in public buyer’s agent. A true believer in c marketing tools, “Because my fantastic Qualifying Broker Rachelher to some!” no wonder why Cathy’s clients refer is cliend of theme. relationship. “We stay policy and speech writing, he transitioned into starting with sponsoring Rosebery makes Digital stuff is not my forte,” Sabine says in touch,” he Photo, Nohelia Crisafulli ships, Jennifer’s career is aand mog jokingly, in addition to online listingOne portals, recent social media,client custom said, abulous everyone they know. “I’m about property management. Insays. 1996,“We he care became a our clients, we don’t just do with local events. This is espec ut them “Cathy Cooley is the best! and She mailingsindustriousness, and hard-earned Copyright Top Agent Magazine m not Clients receiveabsolute newsletters licensed agent and starteddeals.” Gullo & Associates. marketing standpoint, but as Da Cathy helped me and my husband buy our first “I wasn’t handed a fully functioning realaestate to be several times year, along with phone calls just & Associates uses “every arrow a deterhome nearly eight years ago. After we realServing the communities of Sno company—I learned fromtothe foundation tohe’s the thinking roof whatofit them. High quality professional photographs, 3D v where let them know y Area/ ized that we have outgrown our starter house, counties, Jennifer knew from t takes properties and these arehelped key insights I fortories, and layouts—these are what today’s h help.” f their business beingto understand we contacted Cathy again, and she us find our real estate would prio carry with me this day,” David says, speaking ofinhis current out on everywork majorinonline platform available. course, he brings plenty of new evertohome. SheOf is quick to respond to questions, concerns or business over I starte role as the owner andinmanaging broker Gullo buyersusing today are paychecks. self-selecting“When homes based o best. as awell. David actively markets to get us to see house thatofjust hit & theAssociates. market.”his listings my goal was to make my busi the content provided on these platforms, so ndless Mary-amount of charboth traditional and newer methods, from newsbusiness,” she reflects. “I make FEATURED AGENTS David and his team work primarily outmagazine ofasOak Park, RiverinForto have the best material possible. Be his industry, it is their Continually topping charts a top producer her office, uthern papertheand advertisements topriority marketing I even stay in contact with folks older homes, take it even further,” David s est, aids and thecompany surrounding including Chicago’s Galewood er service which and area, the Albany Area/Capital Region, Cathy and counto other agents, “because they’re more likely to wePAUL JOHN LISA COYNE SABINE ANDRAUD twenty years can the al In this center Prairie andsetevery clients notago. onlyClients how much hilosophy hasneighborhood. always her team have consistently achieved theheSchool goals forth 16 he bringofinhistoric the buyers,” says.they For new want list- to know POTTER MICHAEL DAVID GULLO JAIMIE BOLNICKcare work’s more about than peo and every client feel architecture, for themselves. In addition, The adapted Victorian beautiful homes with Team sought-afbut how much neededmoney to maintain gross ing, heolder sends anCooley email out tohas every agent inBONNIE the YANNALFO & SEIDLER JENNIFER LEIGH ensures ter how manyter people the newest technologies to their realspecialty. estate practice. is get themind, architectural details have become their It’s a Thisthey most Jennifer out of the space.”that Forthrou sell osely area, along with flyers and mailers to addresses STEPHEN YANNALFO uestions are answered in order to be more efficient and also to extend the range of buying process, hers very desirable area with outstandingJEANINE schools andLIND unmatched home carefully reviewed by she one makes of the truste IAN SCHWARTZ in the area. Open houses and broker opens still work well for being guidedSUE through services they provide to their clients. CONRAD partnersDEVIN with so they are aware anyorproblem public transportation systems. It’s served by three commuter ents, no matter the of hour need. SULLIVAN DAVID MAPLESDEN him, too. “For the broker opens, we provide food, and we may ract to close and after! train lines and the Eisenhower Expressway cuts through the addressed upfront. beyond,” she says. “If a client CATHY COOLEY MARTINELLI me. David started in do something like love giveKRISTIE them a Starbucks card to get themEVA in. VANAKEN Cathy says, “I really Realtors southern portion of these villages. Inmentoring a 15 to 20other minute drive,regardday, they know that by the end o fter atheir fewrelationship years, the The important thing is to make a high impact when the listing ete, less of whether they are on my team or not. Plus, I look There are many things David loves about the jo residents can be at O’Hare or Midway airports. It’s an area

DAVID MAPLESDEN

SUE CONRAD

NATIONWIDE EDITION

SABINE ANDRAUD

Sabine Andraud is the 11 #1 Top Producing Agent for three years running at her office, Coldwell Banker Trails West Realty Ltd. in Santa Fe, New Mexico.

SABINE ANDRAUD

JENNIFER LEIGH Photo, Nohelia Crisafulli

Nicknamed “The Bulldog” for her untiring spirit of tenacity, Sabine Andraud entered the business of real estate over twelve years ago, even gracing Top Agent Magazine’s cover back in 2011. Since then, she has swiftly continued her successful upward trajectory, citing both her persistence and her devotion to clients as her daily drives. Today, she is the #1 Top Producing Agent for three years running at her office, Coldwell Banker Trails West Realty Ltd. in Santa Fe. She has also earned multiple professional accolades, with designations that include Multimillion Dollar Producer, Highest Volume Producing Agent, and a member of Coldwell BOLNICK-YANNALFO Banker’s International Diamond Society, JAIMIE placing her the top 11% of sales associates worldwide. &inSTEPHEN YANNALFO

JAIMIE BOLNICK-YANNALFO Rebecca JENNIFER LEIGH & STEPHEN YANNALFO

As a single mother, Sabine originally launched her real estate career with longevity and prosperity in mind. Now, with over a decade of experience, her authentic and industrious approach to client advocacy has amounted to extraordinary success, including a robust rate of repeat and referral business. “In the process of purchasing or selling a home, it’s natural to come across some glitches,” Sabine says. “But finding creative solutions and moving my clients forward in their lives is so rewarding. It makes me genuinely happy that my work can help my clients accomplish their goals.” Likewise, Sabine ensures that those she works with stay informed and one-step-ahead throughout the process, keeping communication with clients clear, consistent, and as stress-free as possible. “I keep my clients in the loop and stay available at all hours,” she says. “I treat those I work with how I would want to be treated; it’s who I am and how I work.”

KRISTIE KRISTIE

MARTINELLI

As for her approach to marketing, Sabine makes use of digital MARTINELLI marketing tools, “Because my fantastic Qualifying Broker Rachel Rosebery makes me. Digital stuff is not my forte,” Sabine says jokingly, in addition to online listing portals, social media, custom

SUE CONRAD

Lee McAnallen is proud to congratulate

SUE CONRAD

JOHN PAUL

John Paul

CONTENTS ter how many appointments I may have, I will get Copyright Top Agent Magazine

4) SUCCESS—THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

back to them and take care of their needs, or provide a solution to any issue they might be facing.”

17) CREATIVE WAYS 30) 7 DEADLY SINS on being featured for the state of Virginia TO SAY THANK YOU PERSONAL Over her twenty-five years in OF estate, Jennifer has in ToprealAgent Magazine! created and refined a system for staying in contact BRANDING with clients past and potential, mining her database for the business 21) EVERY PLAYER ISthat’s made her a success. She personally writes three notes by hand each day, working 10) ARE YOU DOING her way through over found hundred. I HAVE VALUABLE: HOW TOa database of36) THINGS She also keeps in contact through monthly mailers BUSINESS AS Serving YOUthe communities of Snohomish BOOST LEARNED AT THE share home tips and recipes, and is no stranger to and YOUR Skagit thatTEAM'S picking up the phone to make a face-to-face appointcounties, Jennifer knew from the outset that her ON FACEBOOK? MORALE GYM Rebecca Leetime McAnallen | Virginia License # 562138 work in real estate would prioritize relationships ment, dedicating quality to her closest clients. over paychecks. “When I started in this industry, my goal was to make my business a relationship business,” she reflects. “I make bonds with people. I even stay in contact with folks I’ve sold homes to twenty years ago. Clients can always tell when you care more about money than people.” With that in mind, Jennifer ensures that throughout the listing or buying process, she makes herself available to clients, no matter the hour or need. “We go above and beyond,” she says. “If a client calls on any given day, they know that by the end of business, no mat-

13) FIVE WAYS TO INCREASE YOUR COMMISSION

For Jennifer, marketing is a team effort. Utilizing Group, L.C. Branch Manager | MBH Settlement professional484 photography distributing listing Blackwell and Rd. Suite 108 | Warrenton, VA 20186 information up to a 100-mile radius of| a703-995-6624 given prop- (f) 540-349-7990 erty, Jennifer ensures that each property she works on is masterfully represented on a grand scale. Amidst it all, Jennifer never loses sight of the people behind each transaction. In fact, it’s the leading driver of what continues to be a triumphant career. “My favorite thing about what I do is meeting people from all backgrounds and walks of life, hearing their stories and building relationships,” she reflects.

25) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

41) HOW TO SEND SMARTER EMAILS

Phone 888-461-3930 | Fax 310-751-7068 Copyright Top Agent Magazine 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.

Top Agent Magazine

Greg Gefen is proud to congratulate

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

DAVID GULLO

CATHY COOLEY

With a positive attitude and a contagious us aGullo referral, we give thank When David is asked how them he gotahis startyou gift get involv Cathy Cooley has 39 set herself whether not that or44 seller utilizes our in 43 the industry, he or leans backbuyer and laughs—“At 47 local comm apart in the real estate world. She got her services. However, in with birth.” He’s been immersed realgiving estateback his to the David say start 27 years ago, after a career in banking. a team priority, we knew also make a entire life.community Growing up in Oak Park, he the best se “I loved the experience of buying my house donation in business, their honor a charity a lot of people in the histoown father,of their as well as with my Realtor, so that gave me the impetus Cathy says. One of his first Joe Gullo,choice,” being one of them. to consider this as my career,” she explains. jobs was working as a laborer for local propDavid fin Today, at Realty USA, she has a team consistWith a truly caring a willingness erty owners. After college andnature a stintand in public communit ing of a full-time assistant and two other real go above and he beyond expectations, policy andtospeech writing, transitioned into it is starting w estate agents. “My team is just awesome!” no wonder why refer property management. In Cathy’s 1996, heclients became a her to with local she says. “We operate as the most fabulous everyone they know. recent client said, licensed agent and started GulloOne & Associates. marketing BONNIE SEIDLER LISA COYNE DEVIN SULLIVAN CATHY COOLEY group. I couldn’t do what I do without them “Cathy aCooley is the absolute best! SheDAVID GULLO “I wasn’t handed fully functioning real estate & Associa DEVIN and their support as well!” Together, Cathy helped me from and my ourroof firstwhat it company—I learned the husband foundationbuy to the High quality professiona SULLIVAN withlife Amy home nearly eight years After David Maplesden has spent much of his in Dinn and Kyle Durni, are a deterpercent, because for David, the closing is not the takes to understand properties andago. these are we keyrealinsights I tories, and layouts—thes Gregory S. Gefen, Esq. | Attorney at Law mined group who serve the Albany Area/ ized that wehe haveDavid outgrown our starter of house, eal estate. He S.loves he doesTitle and his cliend of the relationship. “We stay in touch,” carry with me to this day,” says, speaking out on every major Gregory Gefen,what PA | Signature Group, LLC “I entered the real estate arena over 20 years his current Eva onlin also District, with 75/85 percent business being we clients, contacted Cathy again, and she helped us Gullo find our forents appreciate his of expertise and attention. “I’m says. “We care about our don’t just US Title Florida | greg@gefenlaw.com role as we the owneras and managing broker of & Associates. buyers 59 today are self-sel 48Capital 51of their 52 ago, starting a do receptionist for a56 construction and ment repeats and referrals. ever home. Sheand is quick to respond to questions, concerns or ocused on their needs,” he explains. “I’m not deals.” Clients receive newsletters mailings the content provided on 1801 N Military Trail, Suite 203, Boca Raton, FL 33431 company,” Eva VanAken explains. Eventually, implemen Over 20 years ago, Jeanine Lind She guides a solid team of professionals who are commitWith over eighteen years in the to get us in to see a house that just hit the market.” a high-pressuretel:agent. People don’t want to be several times a year, alongDavid with phone just 561-988-0088 | fax: 561-988-0066 no to surprise that For almost 17 atyears, Michael Potter his calls team work primarily out ofreal Oakestate Park, River For- It’s priority haveI the best sheand moved onto working a local enjoy w GefenLaw.com wasCathy working builder as to a amount ted of toknow exceeding their clients’ expectations. This results in Though and herfor teama have an endless charbusiness, Ian Schwartz haswesharing found old. They want to understand the process, where let them he’s thinking of them. and managing apartment communities. est, firm and the surrounding area, including Chicago’s Galewood olderreferral homes, take itwe and busines has been one of the most respected real acteristics help them stand out insuperthis industry, it is their Continually topping thethis charts as a top in a hercareer office, new that construction building endless referrals andEva repeat One recent he agent fits in and how the agent can best help.” really want loves. With foundbusiness. her true passion inproducer this review segment of says. neighborhood. In center of historic Prairie Schoolthat and he clients to she know no action, we are look estate operating throughresponsiveness on customer service whichhe“Allen aids company theinAlbany Area/Capital Cathy and Of course, brings Tate in plenty ofmarket, new business intendent,and notfocus realizing it would read, Realtors Wake Forest a Region, group theand andprofessionals decided to is specialize inof leasVictorian architecture, beautiful older homes with sought-af- to but how much work’s n the freedom be his own boss, in their growth. Their “Clientcareer First” philosophy has always her teaming have consistently achievedSouthern the they set forth An Helping is, indeed, what David does best. as well. David actively markets his listings using and property management forgoals single-family When itof c constantly looking out Canberra’s regions. lead to her dream path. dedicated professionals who are knowledgeable and willter architectural details have become their specialty. It’s a they get the most out headapted enjoys waking up to a new dayuse beenMarytheir approach. They make each andboth every client feel for themselves. In addition, Thecondominiums. Cooley Team has Licensed in the District of Columbia and traditional newer methods, from newshomes, townhomes, Today, marily very desirable area withand outstanding schools and unmatched home carefully reviewed As she learned more about the ing to goandabove and beyond for their clients!” Another out a customer s award-winning agent, Michael isday every as it isfill different and satif they are the only client, no matter how people advertisements the newest technologies to and their property real estatemanagement practice. This is curshe is in leasing 100s and, he works primarily in Maryland’sassouthern papermany and magazine to marketing publicoftransportation systems. It’s served by three commuter partners with so theyofarefa process, and was encouraged by read, “The excellence professionals isCary, found asking them how w rently with the also prestigious One Agency theycounare working with at the time. Questions are answered in order to beReal moreEstate efficient and to extend the range ofin a way he with Block & Associates Realty in North and Realto isfying never imagined. Montgomery and north Prince George’s to other agents, “because they’re more likely to train lines and the Eisenhower Expressway cuts through the addressed upfront. those around her, she to here. These are dedicated agents that have their client’s’ JEANINE LINDInpromptly, DAVID MAPLESDEN MICHAEL POTTER IAN SCHWARTZ EVA both buyers and decided sellers being guided through services theyevery provide to theirserving clients. Carolina. Primarily the Triangle Area, nearly all VANAKEN of the premium rental webs ies, and in the District of Columbia. 2016 he with bring in the buyers,” he says. For new advice to heart. Group, one Australia’s broAfter graduating from Northwestsouthern portion oflistthese of villages. In a 15 topremier 20 minute drive, that real estate processinfrom to close andinterest after! pursue a license realcontract estate. in out mind. They’re not onlyupanofamazing her business isinmade repeat andteam, referral clients. With a aware of which is update and his team accomplished $20 milliontheinentire gross ing, hebest sends an email to every agent the residents can beindustry, at O’HareMichael or Midwayhad airports. It’s an School area There are many things D kerages. Before joining thebusiness an ernextensive Law and then working degree in addresses management, as Realtors well on as aregardNorth Carolina to marketing herself, she Cathy says, “I individuals, really love mentoring “Having the new construction but anwith amazing group of who areother always volume with 51 transactions. He works closely area, along flyers and mailers to David refers to License, as a “destination suburb.” Homes andattorney, condos it clients. affords“Ihim a goes certain as an Schwartz found Michael also a background in sales and customer service both of which were the Real Estate it’s clear Eva is well-equipped to handle send outthe new And when the transaction is complete, their relationship less of whether they are on my team or not. Plus, I look with team member Elliot Barber. in the “I area. Open houses broker opens still work well for background helped me get started,” she explains. soon top ofand things!” hereany range from $200,000 to $2 million so there’s something David and his wife Cin real estate needs. people that I haven’t hea entrepreneurial opportunity hehad wasa looking for at Coldwell with Cathy and her team does nottoo. end. Staying in touch is forward to growing our teamcareer with a few more estate. realtors.“I This ing his listings, taki perfect foundation for a successful in real him, “For the broker opens, we provide food, and we may became the agent who went everywhere.” Rather than available everyour price point. clients return to him food stylist, to check in have with three them ay extremely important, and this in alike variety ofthem ways,a Starbucks is not only totoat expand but His also to helpmay those Banker, and has the reallast several years building his t took time to limiting build up that kindto ofone volume. David started in she dodoes something give card get them in.reach moIin long careertoin the hospitality and tourism industries before I was years later looking for a new home, butspent the search often starts of being fullyisand engaged herself specific area, or one specialization, In addition real estate, Jeanine is passionate about givWorking as an independent agent, Eva is grateful for her traditional ask if there anything including mailings and drop bys. Drop bys, Cathy explains, tors promote and enhance their business.” eal estate part time in 1979 in Virginia. After a few years, the The important thing is to make a high impact when the listing business into the team is today. you likem ahere neighborhood fallthriving in love with this coman “When avid sailor, having ta friend and assistant who has her succeed for itover 10 innovative, crisp in by real estate. It only was that I really honed my skills not only in Jeanine was open to Shewhere traveled through ing back to the community. She has aaway—they sister thathelped has special areeverything. special occasions she and heron team a clicompany he was with went out of business. He moved to D.C. first comes thedrop market.” what you do, you tend to do it well,” he says. “I feel fortumunity, and they aren’t willing to stray far. Race to Mackinac 23 tim years. Together, they are able to exceed expectations. “It’s During the few hours th eight different counties to serve her clients, becoming needs and contributes to the Special Olympics every year. ent’s house and surprise them with a gift. On the Fourth And after nearly three decades of real estate, she has certainly highest level so it ca sales, but in servicing people’s needs and wants. It was in 2001 and worked part time with another company, which also went my knowledge, experience, and that set Imelove,involved with herfeel local nate that I have found aservice that and I really of each July, they delivered 200 felt flags to people past and current not is lostpart sight ofDavid’s thewith she entered thesuperior business incareer the first area. “I justover never like She’s also actively involved the annual “Dirty Dogs out of business.knowledgeable Then in 1987 he about moved to Long and Foster. Caring about and ofby m.o. that Itheir wasneeds approached a reason successful agency towhere come on board, explains. “I have theaability toDavid resolve ages fiveplans and thre Oak Park isEva an active community—one is concerns known Insons 2017, David to b clients. They also gifts tobeen those who refer them to on place. “Iapart,” love working with people and seeing themand realize their like that’s been blessing.” Eleven years later, in 1998, he went full time. then,provide he’s He’s volunteering for Meals Wheels for 14 years and pigeonholing myself or mySince clients,” Jeanine says. Once Pet Adoption Extravaganza,” pets need homes too quickly and I also try toof berepresenting proactive love spending timea wit to be aback leader. Ineffectively. the late 1990s, served as presidenttoofanticithe MIchael process during which he is also su andends I haven’t looked since. It’s been aheperfect fit.” someone, regardless of whether or not that person up housing dreams! I have the absolute pleasure grown his business and established a successful team.“It’s a this supports Joe’s Movement atoMt. Rainier, Marythe recession hit, she was grateful she took approach what a Emporium, great eventOak partner with. When sheofhas freepate myPark client’s’ needs/wants, soany I can help guide them in the friends.” She enjoys tr Park District Board Commissioners. He served team’s ideas about utilizing their services at that time. “When someone gives the finest people and the finest homes in the Capital Region! hisband time to several great occupation,” David says. Heasjokes that being Gemini, culturaltime, arts she hub can that be sponsors performing arts With team of six that goal includes both agents and adminisdecision making.” Ultimately, Eva’s is to develop and agents boys love to in b to the business, it helped herathrive whenland–based others were found practicing her aaim atboard the shooting twotheir terms, during which the discovered Barrie Park real estate work he likes the variety of the business—no two days are ever the projects for the disadvantaged andbuilt youthhis of the community. raise Michael has reputation on awith combination of hishas in-depth long-term relationships with both clients and customers, and trative support, Schwartz developed a massive referral had been contaminated underground industrial waste. It that agents work inmoney this area,”f struggling. range or spending time with her family. From September ame. The relationships he develops are rewarding for him If there’s any time real left between work and volunteering, heas her service reflects that. “I’mrallying honest the withboard, them. Sometimes, iscancer coming up h breast aware estate knowledge as well his unsurpassed level of as an took David nearly seven years local resitoEva be recognized as on a area business that fully occupies his time agent. He gets through February, you can also find Jeanine watching For more information about Cathy Cooley, oo, along with being his own boss. enjoys being outside in nature, traveling and have reading. you to tellIt aall client something difficult to hear, but up it is interests Realty, and and these she plans dents, and legislators but in 2005 the $150 million clean dyna eral sports cluM customer service. To date, has handled 1600yet real Although she worked as an agent for most of her career, She’s an Steelers fan. steady stream of referrals from the friends andlocal associates of contributes to who football. he is: someone whoavid loves beingMichael to communicate necessary. Iable try to in aover thoughtful inforLeasing and Property please call 518-331-8525 or was completed. The team helps clients looking for ways to keys to an agent’s long-te embarked on awhile newhis journey the branchwith people. clients whose homes he has“My helped sell in the manner,” Eva explains. clients appreciate this, buy her and unique talents on a David focusesshe mostly on sellers, buyers’recently agent as communicate estate transactions,mative so there isthe truly nothing heHer can’t handle. knowing they areis receiving trustworthy feel likehim work her,b works with buyers. The and two make create a win- Tate email manager brokersure in they charge of Allen Realtors inCCooley@RealtyUSA.com As Jeaninemodel looks towards thethat future, she excited to conChicago market that he serves. This has amassed a for sales Michael couldn’t business is all about the superior customer service Iinformation offer, from her at they’re all timesnew and therefore continue to return to her love all of the interactio win situation for both Forest. parties in any transaction. “I great represent Wake Jeanine has found success as a leader, tinue helping agents, whether to the business volume of over $500 million, and he has averaged over $50 industry a boutique feel that really focuses on “one-on-one” personal TheCooleyTeam.com for years. ity is alsothat nice. he It islov av my clients’ bestand interests,” David says, “but not in an this is likely due to herwe’re extensive background in the or experienced. “I love helping them grow into being great million aand year the past three years. “The average agent management and in interactions. My business partner I for handle everything adversarial position with the other party. We concentrate on industry. “My team values the fact that I have been there Realtors and watching them givespends back tohistheir family and or We her will day looking for new business,” says. he needs of both. We’re in the largest brokerage in the area, no matter he what dire promptly and really go above and Copyright beyond. help a client Top Agent Magazine andresources. done that. I have outand in the trenches with them,” communities.” “I don’t do that. All I do is take care of my clients before, o we have good We’re alsobeen a team, we have it will always be ab move, mow the lawn, whatever it takes to facilitate an exceptional she explains. can left effectively talk to they them and understand 365-day coverage; no one is“Iever with someone during, and after each transaction, and all I ask of them is ness is all about experience. I never take on more than I can handle at that level.” don’t know.” what’s happening.” She takes a more practical approach, that they refer me to their friends and associates. As long as enthusiasm, 33

DAVID MAPLESDEN

EVA VANAKEN

IAN SCHWARTZ MICHAEL POTTER

JEANINE LIND

www.

45) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT'S NEEDS

49) THINKING OF LISTING? NINE WAYS TO GET READY 53) 3 TIPS FOR MASTERFUL TO-DO LISTS LISTS

www.

57) NEWER AGENTS: MORE QUESTIONS TO ASK YOURSELF— ARE YOU STUMBLING OR UP AND RUNNING?

To learn more about David Gu visit gullorealestate.com, Top Agent Magazine is seen email gulloassociates@gmail.com, or cal www.

by Real Estate Agents and Brokers in every U.S. city and transition int that continues to happen, I will always them be available to my emotional process, “We may be a smaller agency, butand ourwill marketing is continue up there to spend clients be able to all of my time Internationally!

teaching them by example and working through any issues kindthem of care as they arise.That “I tell tokeeps focusDavid’s on their strengths and clients coming back. repeat out their weakwe can find someone to help His balance I take nurturing with our larger competitors. serving So you their get everything you would needs and helping them in any wayathat I can.” and referral rate is around 40 nesses,” she says. “For example, they might not be strong you know, until the expect from working with a bigger agency, but with a premium at social media, so we can find an assistant who has that as important thing in level of GRI, service, For hands-on more information about Maplesden, SHS,coupled of the with highly effective negotiation and a strength.” This approach allows eachDavid agent on built on trust.” marketing skills.” Maplesden Group at Long and Foster Real Estate, Takoma Park, MD, her team to shine and feel valued.

REALTOR Vendors and Please contact Real Estate Companies— mag@topagentmagazine.com For more information about Eva Va please Nationwide visit www.MaplesdenGroup.com, Get & please 919-819-8477 or email Throughout her career, Jeanine has become a reliable or callcall 888-461-3930 for EVanAken@ call 202.270.7253 or email info@maplesdengroup.com resource for clients and co-workers to count on. “I commuInternational nicate frequently, through email, phoneexposure! and face to face,” ad rates and information.

she explains. Whether clients are looking for a repairman, or an agent is asking for tips on how to best market their listing, Jeanine is right there waiting to answer. “That’s how I’ve built the reputation I have. They trust me to give Top Magazine theAgent best advice.”

Copyright Top Agent Magazine For more information about JEANINE LIND, call 919-426-8743 or email jeanine.lind@allentate.com

For more information about Ian Sch

Successâ&#x20AC;&#x201C; These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all? The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 4

their lives donâ&#x20AC;&#x2122;t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few. It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty. Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

BE FEARLESS Successful people know that to give in to fear is a choice. They donâ&#x20AC;&#x2122;t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears. All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, donâ&#x20AC;&#x2122;t give up if you fail the first time. You must always try and try again.

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SABINE ANDRAUD

Sabine Andraud is the #1 Top Producing Agent for three years running at her office, Coldwell Banker Trails West Realty Ltd. in Santa Fe, New Mexico. Nicknamed “The Bulldog” for her untiring spirit of tenacity, Sabine Andraud entered the business of real estate over twelve years ago, even gracing Top Agent Magazine’s cover back in 2011. Since then, she has swiftly continued her successful upward trajectory, citing both her persistence and her devotion to clients as her daily drives. Today, she is the #1 Top Producing Agent for three years running at her office, Coldwell Banker Trails West Realty Ltd. in Santa Fe. She has also earned multiple professional accolades, with designations that include Multimillion Dollar Producer, Highest Volume Producing Agent, and a member of Coldwell Banker’s International Diamond Society, placing her in the top 11% of sales associates worldwide. As a single mother, Sabine originally launched her real estate career with longevity and prosperity in mind. Now, with over a decade of experience, her authentic and industrious approach to client advocacy has amounted to extraordinary success, including a robust rate of repeat and referral business. “In the process of purchasing or selling a home, it’s natural to come across some glitches,” Sabine says. “But finding creative solutions and moving my clients forward in their lives is so rewarding. It makes me genuinely happy that my work can help my clients accomplish their goals.” Likewise, Sabine ensures that those she works with stay informed and one-step-ahead throughout the process, keeping communication with clients clear, consistent, and as stress-free as possible. “I keep my clients in the loop and stay available at all hours,” she says. “I treat those I work with how I would want to be treated; it’s who I am and how I work.”

Photo, Nohelia Crisafulli

As for her approach to marketing, Sabine makes use of digital marketing tools, “Because my fantastic Qualifying Broker Rachel Rosebery makes me. Digital stuff is not my forte,” Sabine says jokingly, in addition to online listing portals, social media, custom Copyright Top Agent Magazine

fliers, open houses, and personally designed postcards she sends out on a monthly basis. In terms of keeping in touch with clients past and potential, Sabine’s professional ethos is forthright, squarely focused on the agent-client connection. She stays in regular contact with clients-turned-friends via e-mail and phone, while keeping her network informed of her personal and professional developments and milestones. Whether educating her clients amidst the listing process or negotiating the finer points of a deal, Sabine earned her nickname for her energetic and resolute commitment to delivering results on her clients’ behalves.

expanding her digital footprint—all while maintaining the same hallmark quality that her clients have come to expect. With over twelve years of hard-won experience under her belt, and a philosophy positioned on quality and powerful determination, the years ahead are sure to be busy and bright for Sabine Andraud.

Consciously focused on her interpersonal sphere, Sabine’s spirit of service translates to loved ones and within her extended network, where she freely gives of her energy and resources to those in need of a boost or a helping hand. In her highly coveted leisure hours, Sabine makes it a point to visit her amazing daughter Arryel, now attending university in Denver, as much as possible. She also enjoys making the occasional travel escape with dear friends, and catching the latest movie at the theater. Since her 2011 feature, Sabine has enjoyed continued personal and professional successes, from her kitchen remodel—thanks to some of her former clients and now friends, who were kind enough to give her new cabinetry and counters—and her daughter’s departure to college, to her business’s consistent year-to-year growth. Looking ahead, Sabine has plans to continue that trend, with hopes of bringing on an assistant to manage an uptick in clients and Photo, Nohelia Crisafulli

To learn more about Sabine Andraud Real Estate Broker with Coldwell Banker Trails West Realty Ltd. in Santa Fe, New Mexico visit: RealEstatebySabine.com, e-mail frenchsabine@msn.com, or call (505) 690-4857 www.

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

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

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

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JAIMIE BOLNICK-YANNALFO & STEPHEN YANNALFO

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JAIMIE BOLNICK-YANNALFO & STEVE YANNALFO After a few lackluster experiences with prior real estate agents, Jaimie Bolnick-Yannalfo decided to try her own hand at the industry. Already driven by a love of people, and well-equipped to manage details just as she had during her years working in television, Jaimie reached out to a successful local agent to learn the ropes. Now, fourteen years later, Jaimie is not only fostering a flourishing career, she’s also teamed up with her husband, Steve Yannalfo to become one of northern New Jersey’s most successful husband-and-wife real estate teams. Largely serving north Bergen County, Jaimie and Steve each bring their own twist to their style as agents. With over twenty-five years of sales experience, Steve is well-versed in the particulars of buying and selling. Meanwhile, Jaimie has cultivated a masterful network of clients past and potential and has negotiated countless deals to marked success. Together, they have crafted a client-driven professional ethos informed by attention to detail, patience, and following through on their promises made to those they work with. “We take our cues from our clients,” Jaimie says. “We never rush or pressure our clients to do anything they don’t feel 100% confident in. Our clients can see firsthand that we love what we do and that it’s not all about making money. For me, I find it so gratifying to help my clients find their ideal home.” In mounting their marketing efforts, Jaimie and Steve maintain a vast digital reach, making use of social media and online listing portals to not only maximize a property’s exposure, but to keep in touch with clientele, as well. Likewise, Jaimie and Steve utilize professional photography and staging to ensure that each of their listings puts its best foot forward, working from day one to create the perfect first impression. Their attention to client service and steadfast execution is clearly demonstrated by their impressive

rate of returning and referral clients, amounting to over an 85% share. What’s more, Jaimie and Steve make their gratitude toward their clients known, sending out e-mails, mailers, and even inviting their past and present clients to an appreciation event at their home, sending each guest home with a holiday pie. As for this husband-and-wife team’s favorite aspects of their work, it’s twofold. Jaimie takes particular relish negotiating the finer points of a deal on behalf her clients, an experience she finds empowering. For Jaimie and Steve alike, they never forget the personal connection that lies at the heart of each transaction. “We are the real deal,” Jaimie says, “and we never forget that it is the clients we serve. We really try to uphold a gold standard of service for everyone we work with, and we love meeting each new face along the way.” The same interpersonal instincts that serve their business so well also lead Jaimie and Steve in their civic contributions, donating a portion of all their closings to KW Cares’ various charitable efforts. Looking ahead, Jaimie and Steve have plans to continue to grow their business and relationships, with the potential of expanding their team in the future. In their coveted free hours, Jaimie and Steve enjoy spending time with their family and friends, enjoying concerts, pursuing adventuresome travels each year, and staying active. With years of standout success as a husband-and-wife team already under their belts, along with a business philosophy founded on client relationships and delivering results, the many years to come are bound to be busy and bright for Jaimie Bolnick-Yannalfo and Steve Yannalfo.

To learn more or read client testimonials about Jaimie Bolnick-Yannalfo and Stephen Yannalfo visit steveandjaimie.com, e-mail steveandjaimie@gmail.com or call (Office) 201-891-2111 or (Direct) 201-294-2544 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. 14

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SUE CONRAD

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SUE CONRAD For over 12 years, Sue Conrad has been one of the most trusted Realtors® in Central Oregon. When she moved to Bend, she parlayed her extensive sales and marketing background into a successful career in Real Estate. It turned out to be the perfect career for Sue, who has a strong work ethic and a true entrepreneurial spirit, all of which helped her establish herself from the beginning. “The thing I love about this business is your success is up to you. When I was just starting out I made every effort to get myself noticed. One way I did this was by doing Open Houses almost every weekend for the first several years. Our office publishes specialized Open House ads in the local paper every weekend, so my name was always out there. I had my clients send testimonials in to my Managing Broker and not to me, just as an added way of pushing myself to excel. Then, I shared them. I also focused on education and designations, all things that not only gave me confidence but gave my potential clients confidence to work with me.” Sue’s focuses on providing one-on-one service and building personal relationships with her clients, resulting in an impressive 81% rate of repeat and referral business for 2016. “I keep my business small so I can stay very connected to my

clients. My clients see that I’m invested their transactions. That, above all, is the essence of my success.” Sue also prioritizes maintaining those relationships long after the transaction has closed escrow. “I make a great effort to not only stay top of mind with my clients but to enjoy their company. I’ve hosted several wonderful client appreciation events, including two authentic Luau’s. And, I send out handwritten Christmas cards every year with a fun photo of myself and my dog on the cover dressed in silly Christmas costumes.” Sue volunteered in the Critical Care Unit at St. Charles Hospital for 10 years, an experience she credits for giving her insight in her Real Estate career. “It taught me that, when it comes down to it, the basic needs we have as people are consistent I treat everyone similarly whether it’s a $100,000 home or a million-dollar home, which is to say they know they are important to me.” Currently, Sue is in the Top 6% of all Coldwell Banker agents worldwide, numbering roughly 84,000, and would like to eventually become a coach to other agents who work alone. “I’m so thankful for the life and career I have here in Bend. I love waking up in the morning and not knowing what my day will be like. It’s such a gift to be able to help people navigate the waters of Real Estate and share living in such a fun community.”

Sue Conrad may be reached at 541-480-6621, or email sue@sueconrad.com Please visit her website at sueconrad.com www.

Creative Ways to Say Thank You

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. 17

JENNIFER LEIGH

A new mother at twenty-years-old, Jennifer Leigh decided to take a leap and join the real estate industry, following an inspiration to earn a living by serving others and doing honest work. Twenty-five years later, she’s built her business from the ground up with an astounding 96.4% rate of return and referral clients, and now works with her son, a buyer’s agent. A true believer in cultivating relationships, Jennifer’s career is a model of authenticity, industriousness, and hard-earned success. Serving the communities of Snohomish and Skagit counties, Jennifer knew from the outset that her work in real estate would prioritize relationships over paychecks. “When I started in this industry, my goal was to make my business a relationship business,” she reflects. “I make bonds with people. I even stay in contact with folks I’ve sold homes to twenty years ago. Clients can always tell when you care more about money than people.” With that in mind, Jennifer ensures that throughout the listing or buying process, she makes herself available to clients, no matter the hour or need. “We go above and beyond,” she says. “If a client calls on any given day, they know that by the end of business, no mat18

ter how many appointments I may have, I will get back to them and take care of their needs, or provide a solution to any issue they might be facing.” Over her twenty-five years in real estate, Jennifer has created and refined a system for staying in contact with clients past and potential, mining her database for the business that’s made her a success. She personally writes three notes by hand each day, working her way through a database of over found hundred. She also keeps in contact through monthly mailers that share home tips and recipes, and is no stranger to picking up the phone to make a face-to-face appointment, dedicating quality time to her closest clients. For Jennifer, marketing is a team effort. Utilizing professional photography and distributing listing information up to a 100-mile radius of a given property, Jennifer ensures that each property she works on is masterfully represented on a grand scale. Amidst it all, Jennifer never loses sight of the people behind each transaction. In fact, it’s the leading driver of what continues to be a triumphant career. “My favorite thing about what I do is meeting people from all backgrounds and walks of life, hearing their stories and building relationships,” she reflects. Copyright Top Agent Magazine

A people-person through and through, it’s little wonder that Jennifer is an admirably involved member of her community, both locally and abroad. She previously volunteered with the Cocoon House, spending quality time with at-risk youth. She’s also a regular contributor to a variety of causes, donating a portion of every paycheck to the Windermere Foundation, giving to the Noah Center, a no-kill shelter in Stanwood, and supporting clean-water infrastructure for developing communities in African countries. She and her son also share a tradition of service, preparing 35-40 Thanksgiving meals for the area’s homeless population, along with passing out cold weather wear and resource information. During the Christmas season, Jennifer and her office adopt two or three families to bless with gifts and food. In her coveted spare hours, Jennifer enjoys all things outdoorsy, from hunting and fishing, to clamming on the shore. A lover of family, Jennifer also relishes the chance to spend time with her son, granddaughter, and two nieces. As for the future, Jennifer has hopes to ultimately retire and devote more of her time to service and travel, always eager to enrich her life and the lives of others. What’s especially remarkable about Jennifer is the theme that has coursed throughout her life’s work: earnestly seeking to help others in the dream of homeownership. “When I got into real estate, not everyone had confidence that I could make it,” she remembers. “But I knew I could succeed in this business and do so with integrity. If you go above and beyond, truly care about people’s needs, and take the time to build a connection, they’ll always come back to you.” Top Agent Magazine

To learn more about JENNIFER LEIGH, visit windermere.com/agents/jennifer-leigh-1, e-mail Jennifer@windermere.com, or call (425) 422-2691 www.

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Every Player is Valuable: How to Boost Your Teamâ&#x20AC;&#x2122;s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly. Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious. Here are some things that you can do to increase morale and productivity in your workplace: 21

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team. An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too. Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees. Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit. Top Agent Magazine

KRISTIE MARTINELLI Top Agent Magazine

KRISTIE MARTINELLI With over fifteen years of sales, marketing, and social networking experience, coupled with more than nine years of combined experience in property management, mortgages, and real estate, it’s no surprise that Kristie Martinelli of the Bay Area’s Bradley Real Estate is consistently ranked among her company’s Top Producers.

any questions or concerns. Truly a great resource in the Novato area, I would use Kristie again and recommend her highly.”

Serving primarily the Sonoma, Marin and Napa counties of Northern California, Kristie is a Bay Area native, born and raised in Marin County, which has helped her forge deep roots and relationships within her community. Her passion for the region allows her to better help her clients find their dream homes.

It’s this client satisfaction that has resulted in business that is comprised of almost 100% referrals. “My clients are more than happy to refer me, because they are grateful for how hard I work for them.” Maintaining contact with them is of paramount importance to Kristie, and to that end she utilizes phone calls, handwritten notes, client appreciation parties and the occasional visit to let them know they are more than just a transaction to her. “I become friends with a lot of my clients,” she says.

A true dedication to client service, whether they are buying or selling, is what sets Kristie apart from her peers. Any client who has worked with Kristie can attest to the highly personalized level of support she provides. “I try to be very relational with my clients,” she says. “It’s not just a transactional relationship. Buying or selling a home is important. I want them to know that I know this. I’m not only there for them physically, but emotionally as well. It can be a stressful process so I always try to make things fun. For example, I’ve been known to bring chocolates and champagne to an escrow closing. I think they appreciate this because it shows how much I really care.”

Kristie lives in Novato with her husband, a Marin County firefighter and Marin native, and their 3 kids. Living locally, along with having school aged children, coaching their sports teams and volunteering in their schools makes Kristie an expert in the school districts and community. Kristie is deeply involved in her community and feels that it is important to give back. She is a member of Jr. Godmothers, California Association of Realtors, TAN (Top Agent Network), National Association of Realtors, Women Business at work, Mompenuers & BAREIS. Kristie is the founder of Northern Marin Women’s group. She also is President of her HOA -Brooke Ranch Association.

Kristie’s commitment to her clients as is evident from by her five-star Zillow rating, comprised of a large number of glowing reviews. An example: “I cannot speak more highly of the job Kristie did for us. From the very beginning of the process of looking for a home, she listened to our wants and needs and was able to find us a home that fit our family and lifestyle perfectly. On numerous occasions she went above and beyond to help us through the buying process, and was always available if we had

As for the future of her business, Kristie’s plan is to continue to grow her business while maintaining the balance she finds critical to being successful in a highly-competitive field. “It’s all about the balance,” she says. “It feels less important that I’m a Top Producer or number one or two in the company,” she says. “If I can be happy, then my customers benefit from that. When they are happy with the job I have done for them then that’s basically my goal at the end of the day.”

For more information about Kristie Martinelli, License #01943588 call 415-412-4720, email krissrose12@gmail.com, or follow her page at facebook.com/KristieFineBayAreaLiving www.

Creative Meditation

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

easily into the daily hustle & bustle world of the busy real estate agent. First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 25

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

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

2 Repeating a mantra can be very calm-

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

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

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

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

JOHN PAUL

Top Agent Magazine

JOHN PAUL After working for several years in construction and as a maintenance manager for an apartment complex, John Paul was ready to change careers. “I’ve always been in the service industry. I had a handyman company for seven years. I was 32 and my knees and my back were shot and I was sick of what I was doing, and my friend suggested real estate,” he says. “It didn’t take much convincing, so I decided to try it out.” John Paul has now been a Realtor for three years in Warrenton, Virginia and he serves a large portion of Northern Virginia. John Paul’s passion for real estate has earned him a glowing reputation among his peers and his clients. “I’m not a typical salesman,” he says. Clients remember John Paul for his friendly disposition and his ability to connect with them on a personal level so he can expertly target their needs. Offering unmatched service to his clients is an important part of his practice. As someone who recently bought his own home for the first time, John Paul is able to put himself in his client’s shoes and guide them through the entire process. John Paul continues to look for ways to better improve his service to his clients. “I look at the people in the industry who are doing the best and I try to do what they do,” he says. “I attribute a lot of my success in my business to a grounded, spiritual life. I treat people with the Golden Rule.” For John Paul, staying current with the latest trends in marketing has helped him stand out as a Realtor. John Paul has cultivated a strong presence on social media, and he enjoys connecting with his clients through a variety of social networking platforms. For marketing his listings, John Paul employs a few different methods including AdWerx and Facebook advertising. “I use AdWerx for everything including my personal advertising,” he says. John Paul uses high quality, professional photographs for all of his listings to ensure his client’s properties receive the best representation. 28

One of John Paul’s favorite things about being a Realtor is getting to be in charge of his own success. “The sky is the limit in terms of production,” he says. John Paul’s drive for success as a Realtor is what keeps him going. “I’m pretty disciplined in my routine,” he says. “I’m my own boss, so if I need to take off time for family I can. I really love all of my job. I go to different places every day, I meet new people all the time.” As a musician, John Paul loves playing and writing music in his spare time. “I’m an avid fisherman, so I go fishing every chance I get,” he says. “I just bought a house, so I get to do projects that I love including building furniture.” In the future, John Paul says he is interested in teaming up with a few friends to start purchasing investment properties.

To learn more about JOHN PAUL, visit: johnpaulrealtor.com email: John.Paul@longandfoster.com or call 540-379-8608 www.

Rebecca Lee McAnallen is proud to congratulate

John Paul

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

Rebecca Lee McAnallen | Virginia License # 562138 Branch Manager | MBH Settlement Group, L.C. 484 Blackwell Rd. Suite 108 | Warrenton, VA 20186 540-349-7990 | 703-995-6624 (f) Top Agent Magazine

and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish. Compliants are thinkers. They’re always wondering how things work. They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy. They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’s simply a must. And the better at it you become, the to feel about you. From your photos to other and harmful at worst. To help you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills. All rights reserved. DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession. It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession. If specializes She stated,in“When I walk into a restaurant theallimplementation sound systems Real Estate Companies, Mortgage agents were the of same, howbusiness would your in into my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies. To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com. 30

Top Agent Magazine

into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish. In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed. In or- always quite difficult. It does mean over work. time Compliants are tried thinkers. They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty. By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal intoorone. inspiration, knowledge and expertise to living you’ll make asqualities an agent broker. I promise. Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international tently across all of your marketing plat- exposure to theirs. Repetitiveness in marconsulting andyou coaching company in only performance coaching and forms, it does little good. In orderthat to specializes keting is not a good thing, it’s essenthe implementation sound systems Real Estate Companies, Mortgage accomplish this taskofwell, youbusiness must step tialinto for retention. Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com. Top Agent Magazine

NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle. They also withprocedure producing content. But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. at the same time. In addition, it serves anbrand could be as simple as a series of They want practicality, logic, fairness and a systematic approach. When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy. Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information. CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck how to you! something, can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching company that specializes in performance coaching Carr is America’s Top Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses. Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com. 32

Top Agent Magazine

BONNIE SEIDLER

Top Agent Magazine

BONNIE SEIDLER Seventeen years ago, in the process of selling her home with the aid of a lackluster agent, Bonnie Seidler decided to join the real estate business and take over the reins for herself. Confident that she could perform both effectively and with integrity, she launched her career with one of Manhattan’s most elite firms, BrownHarrisStevens. Since then, Bonnie’s turned a keen eye toward south Palm Beach County, specializing in country club lifestyles, luxury home sales, and second homes through Signature International Premier Properties. A highly motivated and energetic Luxury Realtor, Bonnie’s passions is helping people sell their homes or buy one. Her personal approach and untiring assistance and knowledge goes a long way toward making the process a pleasant one for all her clients. With an education background, it is only natural that Bonnie educates her clients throughout the entire process. Bonnie’s clients always know what they have to do and what to expect throughout the transaction. With an impressive 65% referral rate, it’s clear that Bonnie’s knack for people and devotion to quality has struck a chord among her clients. “I have an ability to connect with people, but also to relate to what they’re looking for,” Bonnie reflects. “I’ve owned here in Aberdeen myself for nineteen years, living here as a year-round resident for the last seven.” Bonnie counts herself a people person and spent many of her professional years as a middle and high school teacher, as well as at the college level. Her expertise, however, extends far beyond the interpersonal. She spent many years in the corporate sector, working as a Director of Marketing and Sales at a Fortune 500 company—a pedigree that lends itself ideally to her current role. In that vein, Bonnie takes a structured approach to her real estate marketing efforts and the cultivation of her substantial network of clients past and potential. Not only does she make full use of

social media, including YouTube—a platform whose popularity for potential buyers is ever-increasing—but she also ensures that all her listings appear on over sixty various web portals. As a Certified International Home Specialist and Luxury Home Specialist, Bonnie also maximizes exposure for her listed properties by having them featured on international and luxury market inventory sites, as well. Mindful of details, Bonnie sometimes enlists the help of home-stagers, so that each property for sale puts its best foot forward. While she’s enjoyed particular success servicing clients within the country club community to which she belongs, Bonnie also works hard to extend her positive footprint into the local area. Within Aberdeen, Bonnie served as Chairperson of the Fitness, Tennis, and Aquatics Committee. She also channels her efforts into the nearby chapter of the Crohn’s and Colitis Foundation of America, participates in local walks to raise awareness and donation dollars for breast cancer research, and even finds the time to pick up a hammer for Habitat for Humanity. Of course, the common thread that runs through both her real estate business and her charitable work is people-centered service, which Bonnie counts as the most satisfying component of her role as agent. “I’ve always been a people person,” she remembers, “I derive so much enjoyment from helping my clients find success in their sale, and oftentimes I’m able to help them find the next home to move on to, as well.” In her coveted leisure hours, Bonnie takes advantage of her close proximity to the water by spending plenty of time at the beach. She is also an avid reader, a practiced golfer, and a member of multiple committees within her country club community. As for the future, Bonnie has plans to implement a social media expansion, paving the way for her business’s continued growth. What’s more, the same tenacity that launched her career some seventeen years ago will no doubt fuel the future ahead. Made ready by a lifetime of marketing experience and a natural affinity for the people she serves—along with that Palm Beach sunshine—the days ahead for Bonnie Seidler are sure to be busy and bright.

To learn more about Bonnie Seidler e-mail Bonnie@EstatesbySignature.com or call (561) 290-9136 34

Greg Gefen is proud to congratulate

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

Gregory S. Gefen, Esq. | Attorney at Law Gregory S. Gefen, PA | Signature Title Group, LLC US Title of Florida | greg@gefenlaw.com 1801 N Military Trail, Suite 203, Boca Raton, FL 33431 tel: 561-988-0088 | fax: 561-988-0066 GefenLaw.com www.

Top Agent Magazine

Things I Have Learned at the Gym by Barry Eisen

Within the macrocosm of life there are pockets of microcosms that reflect the bigger picture. Sometimes the bigger picture gets a little too fuzzy or ambiguous to grasp or be motivated by or to learn from. What we can learn from a moment’s contemplation of some of the more familiar areas of our lives can have value in figuring out the bigger picture.

with a positive anticipation allows the memory to work better and to perform at higher levels.

Gym: When someone is using a mirror for focus or to see their posture, have the courtesy to not walk in between them and the mirror and break the train of thought. Life: Like some of you, I have been a “gym When someone in the office is “on a rat” my entire life. Going to the gym roll” or a friend has created a great at least five days per week whether relationship, be supportive or at I’m in L.A. or out of town is simply least get out of the way and shut up. what I do. Here are some observations I’ve made. Even if you don’t exercise Gym: (What?!), see if these work for you: Use a towel to clean the bench after you have left your sweat on it. It’s Gym: your responsibility. Mental Preparation—Have a better Life: attitude before you begin and you will When you make a mistake, apologize. have a better workout. Endorphins It’s the right thing to do. make the miles go faster and the weights lighter. Gym: Life: Re-rack your weights when you are Mental Preparation—Going into a done with them. Don’t leave your selling presentation or a college test mess for someone else. 36

Top Agent Magazine

Life: When you make a mess, clean it up. Why should someone else have to see or deal with it? It’s your job. Gym: Neuroscientists have discovered that when you focus on the muscle being used, there is an increase of 20%+ more circulation going to that muscle to grow and tone it. Life: When you stay on task (focus on that activity being done—not multitask) you get more done efficiently and need to apologize less. Gym: Keep the loud grunting sounds to a minimum. Life: Keep the loud grunting sounds to a minimum. Top Agent Magazine

Gym: Spot the person who asks for help. That doesn’t mean lift the weight for them. It means let them exert themselves to their maximum and add your vocal and physical support to allow them to grow. Life: Show the way if you know it, but let the discovery, wonder and growth be experienced by the other-for everyone’s sake. Gym: Read the body language of the other person. Get a sense of whether he or she is moving quickly and is time constrained and less conversation would be appropriate. Be attentive to the whole picture. Life: Read the body language of the other 37

“Pay your dues and get your money’s worth.” person. Because more communication is non-verbal than spoken, add your senses and instincts to see, hear and feel an experience or encounter. This is not to say make assumptions, but rather, to prompt you to ask a clarifying question if you find a difference between the words you hear and the message you feel. Gym: At the time you are experiencing the greatest muscle exhaustion, you are gaining the greatest results. Stay with it a little longer. You’ll lift and do more, easier, the next time. Life: When you’re frustrated and feel you are at the end of your patience or abilities, stick with it a little longer, look “outside the box” for other options. That’s where the greatest lifeskills are grown. You’ll handle things more easily without feeling the stress the next time. Gym: Vary your workout routine every 4-6 weeks by using barbells, dumbbells and machines to keep up mental interest and to develop greater 38

strength by stimulating muscles from different angles. Set goals of accomplishment. Life: Plan to periodically learn something new, go someplace interesting or set goals that are bigger than your present abilities to create an interesting life and to force your own personal growth. Take a risk once in a while. Interesting people do interesting things and are generally more fun to be around. Gym: Pay your dues and get your money’s worth. Life: Show up, pay attention, take positive action every time. Gym: Take a shower! Life: Take a shower! Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

DEVIN SULLIVAN

Top Agent Magazine

DEVIN SULLIVAN Devin Sullivan, co-owner and broker of Novus Realty Group in Franklin Square, Long Island understands intrinsically the value of teamwork, and the role that has played in propelling her to the top of her profession in seven short years. Exiting the world of Human Resources when her first child was born, she segued into the real estate world in 2009 and hasn’t looked back since. “I jumped in head-first with a brick tied around my ankle,” she says with a laugh. “I knew it was sink or swim, and I wanted to put myself in a position where there was no room to fail. I just went for it.” Ranked among the Top 100 Teams by the New York Times, and with 171 properties sold in 2016 alone, her leap of faith is clearly working out fine. Currently overseeing a roster of eleven agents and three associate brokers, Devin’s success can be partly attributed to the way she approaches the team concept. “With the business model we’ve put in place, we really do function as a team. For example, when the office takes a listing,” she says, “everyone needs to be made aware of it. Everyone goes out to meet the owner, introduce ourselves and preview the property. One of the promises we make is that you’re not hiring just me, you’re hiring the entire agency.” A clear benefit to this approach, and to the fact that their office remains open seven days a week, is that clients are always able to reach someone to answer their questions should they arise. An eagerness to continually educate herself and her staff is of great importance to Devin “When there are things I don’t necessarily know, or may not be an expert in, I will seek out additional training, or seek advice from peers.” Another dif-

ferent approach has proven beneficial as well. Devin rejects the idea of viewing other agencies solely as competition, and instead views them as resources to be worked with, not against. “Of course there is some competition,” she says, “but I have very good working relationships with people in other offices. I tell them we’re not competitors, we’re industry co-workers. If you want to be successful, you get more bees with honey.” With a rate of return/repeat business that exceeds 50%, Devin knows that achieving success for her clients means focusing on what they need and getting them what they want, which is the best price for their home or property. “In today’s market, success is about an experience, not merely a transaction.” To that end, Devin is committed to providing her clients with hands-on and personalized customer service. When not working, Devin can be found spending quality time with her husband and three young children, often at one of Long Island’s beautiful beaches. As for the future, Devin plans to continue to grow her business, but is circumspect about growing so quickly that the company loses any of the personal involvement with clients that has been so paramount to their success. Devin knows that she alone is not responsible for her success, and is quick to show her gratitude: “As the broker/owner of the company, I just need to give credit to the agents and employees who make up Novus because all of us together is what makes the company the success it is,” she says. “They are the backbone of our company, and without them we could never sell the number of homes we do.”

For more information about Devin Sullivan, please call 516-354-4663 or email Devin@NovusGroupNY.com 40

How To Send

SMARTER EMAILS

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

1. SEND A WELCOME EMAIL TO

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

2. NURTURE YOUR RELATIONSHIP

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

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

3. CELEBRATE IMPORTANT DATES

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

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

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

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

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

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner. 42

Top Agent Magazine

CATHY COOLEY With a positive attitude and a contagious enthusiasm, Cathy Cooley has set herself apart in the real estate world. She got her start 27 years ago, after a career in banking. “I loved the experience of buying my house with my Realtor, so that gave me the impetus to consider this as my career,” she explains. Today, at Realty USA, she has a team consisting of a full-time assistant and two other real estate agents. “My team is just awesome!” she says. “We operate as the most fabulous group. I couldn’t do what I do without them and their support as well!” Together, Cathy with Amy Dinn and Kyle Durni, are a determined group who serve the Albany Area/ Capital District, with 75/85 percent of their business being repeats and referrals. Though Cathy and her team have an endless amount of characteristics that help them stand out in this industry, it is their responsiveness and focus on customer service which aids in their growth. Their “Client First” philosophy has always been their approach. They make each and every client feel as if they are the only client, no matter how many people they are working with at the time. Questions are answered promptly, with both buyers and sellers being guided through the entire real estate process from contract to close and after! And when the transaction is complete, their relationship with Cathy and her team does not end. Staying in touch is extremely important, and she does this in a variety of ways, including mailings and drop bys. Drop bys, Cathy explains, are special occasions where she and her team drop by a client’s house and surprise them with a gift. On the Fourth of July, they delivered over 200 flags to past and current clients. They also provide gifts to those who refer them to someone, regardless of whether or not that person ends up utilizing their services at that time. “When someone gives

us a referral, we give them a thank you gift whether or not that buyer or seller utilizes our services. However, with giving back to the community a team priority, we also make a donation in their honor to a charity of their choice,” Cathy says. With a truly caring nature and a willingness to go above and beyond expectations, it is no wonder why Cathy’s clients refer her to everyone they know. One recent client said, “Cathy Cooley is the absolute best! She helped me and my husband buy our first home nearly eight years ago. After we realized that we have outgrown our starter house, we contacted Cathy again, and she helped us find our forever home. She is quick to respond to questions, concerns or to get us in to see a house that just hit the market.” Continually topping the charts as a top producer in her office, company and the Albany Area/Capital Region, Cathy and her team have consistently achieved the goals they set forth for themselves. In addition, The Cooley Team has adapted the newest technologies to their real estate practice. This is in order to be more efficient and also to extend the range of services they provide to their clients. Cathy says, “I really love mentoring other Realtors regardless of whether they are on my team or not. Plus, I look forward to growing our team with a few more realtors. This is not only to expand our reach but also to help those realtors promote and enhance their business.” And after nearly three decades of real estate, she has certainly not lost sight of the reason she entered the business in the first place. “I love working with people and seeing them realize their housing dreams! I have the absolute pleasure of representing the finest people and the finest homes in the Capital Region!

For more information about Cathy Cooley, please call 518-331-8525 or email CCooley@RealtyUSA.com TheCooleyTeam.com www.

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LISA COYNE Lisa Coyne was born into the real estate business, her instincts for the industry sharpened from an early age by her father, who owned and managed several successful investment properties. Lisa became licensed as an agent in college, and immediately upon graduation took up the family mantle and dove into the business. Now, twenty-two years later, she is a thriving and lauded realtor lead at Coyne Residential Group with Coldwell Banker, a member of the International Presidents Circle, ranked in the top 3% internationally, and a Previews International and Certified Relocation Specialist. Leading a multifaceted and tightknit team handling buyers and sellers of all kinds, Lisa focuses her services in the South Shore of Boston—the area she has called home for twenty years—in addition to the MetroWest region and into the city. Considering her industry upbringing and acquired professional experience in the area’s evolving markets, Lisa demonstrates a comprehensive knowledge of the local inventory—keen insight she is able to pass along to her clients. Likewise, Lisa’s abiding philosophy is threefold: forthright communication, customized marketing, and an emphasis on the agent-client connection. “I’m obsessed with the details,” Lisa recounts. “Staying responsive and delivering seamless service are our top priorities. From the time a client signs with us, all the way through to the last day of closing, everything is taken care of completely.” With a robust rate of return and referral customers, Lisa’s wholehearted efforts do not go underappreciated by those she works with. Her implementation of modern, customized marketing— making using of social media and increasingly popular online listing portals—goes hand-in-hand with her knack for applying a personal touch. She combines her digital marketing with selective in-print marketing, as well, ensuring her listings receive maximum

exposure. As for keeping in touch with clients past and potential, Lisa goes the extra mile to stay connected through management of her extensive client database, drafting e-mails, making calls, mailing personal cards for birthdays and anniversaries, and even sending out bottles of celebratory champagne during the holiday season—a favorite touch among her clients. While her dedication to execution is exemplified by her steady stream of success, Lisa never forgets the people at the heart of each transaction. “There’s nothing more rewarding than helping someone find a home,” she reflects. “I’ve been doing this long enough now that I can see the transformation occur in a client’s face the minute they walk into the place that’s right for them— the home where they’ll make memories and raise their children. There’s also something special about working with sellers, too, who are ready to move on and explore their next chapter. In either instance, it’s so gratifying to help a client during one of the most important changes they’ll experience in their life.” Extending her spirit of service to her local community, Lisa is an avid civic contributor, donating time and funds to a variety of causes, including local schools and food banks, St. Jude’s Children’s Hospital, the ALS Knights, and a range of local charities sponsored by her office. In her coveted free hours, Lisa expends her excess energy on weekly rounds of golf and tennis, in addition to spending quality time with her loved ones. Looking ahead, Lisa has plans to continue to grow her already flourishing enterprise, with hopes of expanding her capable team—all while maintaining the high caliber service her clients are loyal to. Though the real estate industry is certainly in her blood, Lisa’s career is founded upon her own authentic passion for her daily work. With over two decades of hard-won experience and a professional ethos rooted firmly in client satisfaction, the years to come appear assuredly busy and bright for Lisa Coyne and her team at Coyne Residential Group.

To learn more about Lisa Coyne, visit nemoves.com, e-mail Lisa.Coyne@nemoves.com and LCoyne2@verizon.net, or call (508) 274-9769 www.

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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

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

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

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

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

DAVID GULLO When David Gullo is asked how he got his start in the industry, he leans back and laughs—“At birth.” He’s been immersed in real estate his entire life. Growing up in Oak Park, he knew a lot of people in the business, his own father, Joe Gullo, being one of them. One of his first jobs was working as a laborer for local property owners. After college and a stint in public policy and speech writing, he transitioned into property management. In 1996, he became a licensed agent and started Gullo & Associates. “I wasn’t handed a fully functioning real estate company—I learned from the foundation to the roof what it takes to understand properties and these are key insights I carry with me to this day,” David says, speaking of his current role as the owner and managing broker of Gullo & Associates. David and his team work primarily out of Oak Park, River Forest, and the surrounding area, including Chicago’s Galewood neighborhood. In this center of historic Prairie School and Victorian architecture, beautiful older homes with sought-after architectural details have become their specialty. It’s a very desirable area with outstanding schools and unmatched public transportation systems. It’s served by three commuter train lines and the Eisenhower Expressway cuts through the southern portion of these villages. In a 15 to 20 minute drive, residents can be at O’Hare or Midway airports. It’s an area David refers to as a “destination suburb.” Homes and condos here range from $200,000 to $2 million so there’s something available at every price point. His clients may return to him years later looking for a new home, but the search often starts only a neighborhood away—they fall in love with this community, and they aren’t willing to stray far. Oak Park is an active community—one where David is known to be a leader. In the late 1990s, he served as president of the Oak Park Park District Board of Commissioners. He served two terms, during which the board discovered Barrie Park had been contaminated with underground industrial waste. It took David nearly seven years rallying the board, local residents, and legislators but in 2005 the $150 million clean up was completed. The team helps clients looking for ways to

get involved as well. Many go on to serve on local committees or school PTOs. “Our goals,” David says, “are to make certain our clients get the best service and get to know the community as well as we do.” David finds creating brand awareness in the community is crucial on nearly every level, starting with sponsoring and getting involved with local events. This is especially true from a marketing standpoint, but as David says, Gullo & Associates uses “every arrow in the quiver.” High quality professional photographs, 3D videos, bios, histories, and layouts—these are what today’s homebuyers seek out on every major online platform available. “We find many buyers today are self-selecting homes based on the quality of the content provided on these platforms, so we make it our priority to have the best material possible. Because these are older homes, we take it even further,” David says. “Our buyer clients want to know not only how much the property costs but how much work’s needed to maintain or improve it so they get the most out of the space.” For sellers he has each home carefully reviewed by one of the trusted inspectors he partners with so they are aware of any problems needing to be addressed upfront. There are many things David loves about the job—the fact that it affords him a certain amount of flexibility is one of them. David and his wife Cindy Melin, a talented Chicago-based food stylist, have three young children and enjoy the rewards of being fully engaged in their children’s activities. He’s also an avid sailor, having taken part in the Chicago Yacht Club Race to Mackinac 23 times. In 2017, David plans to bring more agents on board, a selective process during which he focuses on finding people who share the team’s ideas about community and ethics. “Many great real estate agents work in this area,” David says. “Many great agents work in this area,” David says. “We feel very privileged to be recognized as a real estate firm that understands clients’ interests and these dynamic communities - all of which are keys to an agent’s long-term success.”

To learn more about David Gullo, visit gullorealestate.com, email gulloassociates@gmail.com, or call 708-567-1375 www.

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JEANINE LIND Over 20 years ago, Jeanine Lind was working for a builder as a new construction building superintendent, not realizing it would lead to her dream career path. As she learned more about the process, and was encouraged by those around her, she decided to pursue a license in real estate. “Having the new construction background helped me get started,” she explains. “I soon became the agent who went everywhere.” Rather than limiting herself to one specific area, or one specialization, Jeanine was open to everything. She traveled through eight different counties to serve her clients, becoming knowledgeable about each area. “I just never felt like pigeonholing myself or my clients,” Jeanine says. Once the recession hit, she was grateful she took this approach to the business, as it helped her thrive when others were struggling. Although she worked as an agent for most of her career, she embarked on a new journey recently as the branch manager and broker in charge of Allen Tate Realtors in Wake Forest. Jeanine has found great success as a leader, and this is likely due to her extensive background in the industry. “My team values the fact that I have been there and done that. I have been out in the trenches with them,” she explains. “I can effectively talk to them and understand what’s happening.” She takes a more practical approach, teaching them by example and working through any issues as they arise. “I tell them to focus on their strengths and we can find someone to help balance out their weaknesses,” she says. “For example, they might not be strong at social media, so we can find an assistant who has that as a strength.” This hands-on approach allows each agent on her team to shine and feel valued. Throughout her career, Jeanine has become a reliable resource for clients and co-workers to count on. “I communicate frequently, through email, phone and face to face,” she explains. Whether clients are looking for a repairman, or an agent is asking for tips on how to best market their listing, Jeanine is right there waiting to answer. “That’s how I’ve built the reputation I have. They trust me to give the best advice.” 48

She guides a solid team of professionals who are committed to exceeding their clients’ expectations. This results in endless referrals and repeat business. One recent review read, “Allen Tate Realtors in Wake Forest is a group of dedicated professionals who are knowledgeable and willing to go above and beyond for their clients!” Another read, “The excellence of Real Estate professionals is found here. These are dedicated agents that have their client’s’ best interest in mind. They’re not only an amazing team, but an amazing group of individuals, who are always on top of things!” In addition to real estate, Jeanine is passionate about giving back to the community. She has a sister that has special needs and contributes to the Special Olympics every year. She’s also actively involved with the annual “Dirty Dogs Pet Adoption Extravaganza,” pets need homes too and what a great event to partner with. When she has any freetime, she can be found practicing her aim at the shooting range or spending time with her family. From September through February, you can also find Jeanine watching football. She’s an avid Steelers fan. As Jeanine looks towards the future, she is excited to continue helping agents, whether they’re new to the business or experienced. “I love helping them grow into being great Realtors and watching them give back to their family and communities.”

For more information about JEANINE LIND, call 919-426-8743 or email jeanine.lind@allentate.com Copyright Top Top Agent Agent Magazine Magazine Copyright Top Agent Magazine

Thinking of Listing? Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home. With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved. Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time. 1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable. Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time. 2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing. 3. Paint: Whole-house painting is likely not necessary, but consider touching

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

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

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

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

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

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

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

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

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

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

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market. 50

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DAVID MAPLESDEN David Maplesden has spent much of his life in real estate. He loves what he does and his clients appreciate his expertise and attention. “I’m focused on their needs,” he explains. “I’m not a high-pressure agent. People don’t want to be sold. They want to understand the process, where the agent fits in and how the agent can best help.” Helping is, indeed, what David does best. Licensed in the District of Columbia and Maryland, he works primarily in Maryland’s southern Montgomery and north Prince George’s counties, and in the District of Columbia. In 2016 he and his team accomplished $20 million in gross volume with 51 transactions. He works closely with team member Elliot Barber. It took time to build up that kind of volume. David started in real estate part time in 1979 in Virginia. After a few years, the company he was with went out of business. He moved to D.C. and worked part time with another company, which also went out of business. Then in 1987 he moved to Long and Foster. Eleven years later, in 1998, he went full time. Since then, he’s grown his business and established a successful team.“It’s a great occupation,” David says. He jokes that being a Gemini, he likes the variety of the business—no two days are ever the same. The relationships he develops are rewarding for him too, along with being his own boss. David focuses mostly on sellers, while his buyers’ agent works with buyers. The two make sure they create a winwin situation for both parties in any transaction. “I represent my clients’ best interests,” David says, “but we’re not in an adversarial position with the other party. We concentrate on the needs of both. We’re in the largest brokerage in the area, so we have good resources. We’re also a team, and we have 365-day coverage; no one is ever left with someone they don’t know.”

percent, because for David, the closing is not the end of the relationship. “We stay in touch,” he says. “We care about our clients, we don’t just do deals.” Clients receive newsletters and mailings several times a year, along with phone calls just to let them know he’s thinking of them. Of course, he brings in plenty of new business as well. David actively markets his listings using both traditional and newer methods, from newspaper and magazine advertisements to marketing to other agents, “because they’re more likely to bring in the buyers,” he says. For every new listing, he sends an email out to every agent in the area, along with flyers and mailers to addresses in the area. Open houses and broker opens still work well for him, too. “For the broker opens, we provide food, and we may do something like give them a Starbucks card to get them in. The important thing is to make a high impact when the listing first comes on the market.” Caring about people and their needs is part of David’s m.o. He’s been volunteering for Meals on Wheels for 14 years and supports Joe’s Movement Emporium, a Mt. Rainier, Maryland–based cultural arts hub that sponsors performing arts projects for the disadvantaged and youth of the community. If there’s any time left between work and volunteering, he enjoys being outside in nature, traveling and reading. It all contributes to who he is: someone who loves being able to communicate with people.

That kind of care keeps David’s clients coming back. His repeat and referral rate is around 40

For more information about David Maplesden, GRI, SHS, of the Maplesden Group at Long and Foster Real Estate, Takoma Park, MD, please visit www.MaplesdenGroup.com, call 202.270.7253 or email info@maplesdengroup.com Top Agent Magazine

MICHAEL POTTER For almost 17 years, Michael Potter has been one of the most respected real estate professionals operating throughout Canberra’s Southern regions. An award-winning agent, Michael is currently with the prestigious One Agency Group, one of Australia’s premier brokerages. Before joining the industry, Michael had an extensive background in sales and customer service both of which were the perfect foundation for a successful career in real estate. “I had a long career in the hospitality and tourism industries before I was in real estate. It was here that I really honed my skills not only in sales, but in servicing people’s needs and wants. It was in 2001 that I was approached by a successful agency to come on board, and I haven’t looked back since. It’s been a perfect fit.” Michael has built his reputation on a combination of his in-depth real estate knowledge as well as his unsurpassed level of customer service. To date, Michael has handled over 1600 real estate transactions, so there is truly nothing he can’t handle. “My business model is all about the superior customer service I offer, a boutique feel that really focuses on “one-on-one” personal interactions. My business partner and I handle everything promptly and really go above and beyond. We will help a client move, mow the lawn, whatever it takes to facilitate an exceptional experience. I never take on more than I can handle at that level.” “We may be a smaller agency, but our marketing is up there with our larger competitors. So you get everything you would expect from working with a bigger agency, but with a premium level of service, coupled with highly effective negotiation and marketing skills.”

It’s no surprise that Michael enjoys a remarkable 99% repeat and referral business rate. “We are not just there for one transaction, we are looking to have lifetime customers. We are constantly looking for ways to improve. We have our clients fill out a customer service survey at the end of the transaction, asking them how we can better serve them. We always take that advice to heart.” Michael also goes above and beyond when it comes to marketing his listings, taking a comprehensive approach that utilizes traditional and more modern techniques. “We have a very innovative, crisp marketing style. Everything is done at the highest level so it can be seen by as many people as possible.” MIchael is also a successful auctioneer and he also volunteers his time to several charitable organizations including events that raise money for Alzheimer’s Disease, ACT Care and breast cancer awareness. He is also an active supporter of several local sports clubs. Michael couldn’t be happier with the success he’s had in the industry that he loves and is looking to expand into property management and increasing his work as an auctioneer. But no matter what direction he takes his business, for Michael, it will always be about the people he’s helping. “This business is all about building relationships. You’re helping them transition into a new phase of their lives, so it’s an emotional process, and you can’t help but become friends. I take a nurturing approach. People don’t care how much you know, until they know how much you care. So the most important thing in this business is building relationships built on trust.”

To experience the One Agency Michael Potter service call (02) 6162 4141or email MichaelP@OneAgency.com.au 52

3 Tips For Masterful To-Do Lists by Rob Flitton

Here are three masterful tips to easyto-prepare and easy-to-perform todo lists. 1-Important v. Urgent. Always prepare your lists based on what is important, not what is urgent. Why? Let’s define our terms. “Important” in this context is about what matters to you. “Urgent” in this context is about what matters to others. People have a tendency to not only assemble their lists based on the needs of other people, they get derailed by interruptions and distractions from the pressing needs of others—they get on phone calls, discussions, text-threads, or emailexchanges that take away their focus.

The corollary tricks here are to (i) negotiate for time and space in advance, and (ii) learn to say “no.” Since you want to focus on what’s important and not on what’s urgent, it causes you much less friction to negotiate ahead of time with those who matter to you for the time and space you need to be able to focus. This keeps you from worrying about family matters when at work, and work matters when enjoying your family or leisure time. When we are afraid in life to politely say “no” to the wrong thing, we makes ourselves unavailable to say “yes” to the right things. Those who appreciate and understand you will cooperate—those who do not will simply have to adjust.

2-Obey The Crow. Sometimes these urgency-intruders There should never be more than 7 can be close to you and hard to say items on your to-do list. No one no to—your spouse, boss, children, can concentrate on too many things at once. customers, or strangers.

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To be able to focus, a person needs to be able to discern which activities or ideas are most important to him at that moment, and at any given moment a person is only able to hold, focus on, or visualize perhaps somewhere between 4 and 7. This limitation was understood from an experiment observing a flock of crows gathered in a clearing. When various groups of men would cross the clearing and then enter the nearby woods, the crows would flee to the 54

treetops only to return when the full number of men could be accounted forâ&#x20AC;&#x201D;i.e., when they felt safe. If one man went in and then came back they would return to the clearing. If three men went into the woods and only two returned, they wouldnâ&#x20AC;&#x2122;t. If five men went into the woods and only four returned, they felt safe to return to the clearing. This means that the crows could only hold 3 or 4 units of the men in their focus. Top Agent Magazine

Focusing on where the money comes from strips away all of the non-essentials. For humans, the same is true but may be slightly higher. Look at a forest—you can perceive and focus on and count about 6 or 7 trees at one time, but you can never focus on or count an entire forest.

being the most important, and 1 dollar sign being the least important—like movie, book or restaurant ratings. At the end of the to-do list period— whether it is a daily, weekly, monthly or annual list—you need not have completed every item, but you need to have entirely completed or accomplished the 4- and 5-star items. You would rather fully complete three 5star items than partially complete all seven items on your list.

The powerful piece of knowledge here is that by using unit economy— by limiting your ideas and activities into manageable groups—you can greatly overcome these limitations and leverage your means to tackle more and more work. By breaking lists down into groups of 4 to 7 Money is a measuring stick for how units, you can accomplish hundreds, effective you are at conducting your if not thousands, of important jobs business—it is really the only objective means of measuring your and tasks annually. effectiveness. Yes, there are plenty of non-monetary goals and outcomes 3-Dollar Signs. The matter of deciding what should we all want to achieve, but I assert be at the top of your list should that being profitable matters the come down to the money. Money is most, and your to-do lists need to best barometer of what you should establish the mental attitude required spend your time on. Bookkeeping is to achieve maximum profitability. an important task in business, but Focusing on where the money comes closing sales is significantly more from strips away all of the nonimportant—no sales adds up to no essentials. need for bookkeeping. Rob Flitton is a Seattle Real Estate MarAssign everything on your to do list a number of dollar signs, 5 dollar signs Top Agent Magazine

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

IAN SCHWARTZ With over eighteen years in the business, Ian Schwartz has found a career that he really loves. With the freedom to be his own boss, he enjoys waking up to a new day every day as it is different and satisfying in a way he never imagined. After graduating from Northwestern Law School and then working as an attorney, Schwartz found the entrepreneurial opportunity he was looking for at Coldwell Banker, and has spent the last several years building his business into the thriving team it is today. “When you like what you do, you tend to do it well,” he says. “I feel fortunate that I have found a career that I love, and I really feel like that’s been a blessing.”

When buyers and sellers work with Schwartz, they are getting an agent who is bright, honest, has integrity, and is extremely hard working. “I don’t know anyone who works harder than I do,” says Schwartz. He is always available to take his clients’ calls and answer their questions, and he prides himself on his availability to them. His negotiation skills are outstanding, and he has helped many clients get the home of their dreams at the right price, and sell at a price that they didn’t think was possible. Schwartz also makes it fun for his clients, and his sense of humor can make a stressful situation easier. “I try to make the process as enjoyable as it can be,” he says. “I think it’s one of the reasons that my clients come back to me and happily refer me to their friends and associates. At the end of the day, it’s all about being there for my clients, and serving them in the best possible way that I can.”

With a team of six that includes both agents and administrative support, Schwartz has developed a massive referral business that fully occupies his time as an agent. He gets a steady stream of referrals from the friends and associates of the clients whose homes he has helped buy and sell in the Chicago market that he serves. This has amassed him a sales volume of over $500 million, and he has averaged over $50 million a year for the past three years. “The average agent spends his or her day looking for new business,” he says. “I don’t do that. All I do is take care of my clients before, during, and after each transaction, and all I ask of them is that they refer me to their friends and associates. As long as that continues to happen, I will always be available to my clients and will be able to continue to spend all of my time serving their needs and helping them in any way that I can.”

As Schwartz looks to the future, he has plans to continue to grow and to add new agents to his team all while providing the best possible service to his clients. He enjoys studying and staying abreast of the latest trends and technology in residential real estate, as he believes there is always something new to learn in the business. While his schedule keeps him busy, he does make time to exercise, and particularly enjoys running, spinning, and playing on his platform tennis team. He also enjoys spending time with his wife of over twenty-five years and their three amazing kids. “We laugh a lot,” says Schwartz. “It’s really pretty special. I love my family, I love my friends, and I love what I’ve chosen to do for a living. I know it sounds like a cliché, but I really feel like I’m the luckiest man in the world.”

For more information about Ian Schwartz, visit ianschwartzgroup.com, call 312-953-1216, or email ian.schwartz@ianschwartzgroup.com. www.

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

By Carla Cross

ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business. From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager. Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’. Now, here are five more. Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!) Key point: Use the time lines in Up and Running to project your income. You don’t want Copyright Agent Magazine Top Agent Top Magazine

Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time! Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working). Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent. Do I have a budget so I know how much money I should be spending in marketing my listings? Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too). Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 58

fall off my start-up plan (to keep me from failing)? Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success. Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)? Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc. That’s why I put so much inspiration and motivation in Up

and Running—we all need it! Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success! Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914.

EVA VANAKEN “I entered the real estate arena over 20 years ago, starting as a receptionist for a construction company,” Eva VanAken explains. Eventually, she moved onto working at a local real estate firm and managing apartment communities. Eva found her true passion in this segment of the market, and decided to specialize in leasing and property management for single-family homes, townhomes, and condominiums. Today, she is in leasing and property management with Block & Associates Realty in Cary, North Carolina. Primarily serving the Triangle Area, nearly all of her business is made up of repeat and referral clients. With a degree in business management, as well as a North Carolina Real Estate License, it’s clear Eva is well-equipped to handle any real estate needs. Working as an independent agent, Eva is grateful for her friend and assistant who has helped her succeed for over 10 years. Together, they are able to exceed expectations. “It’s my knowledge, experience, and superior service that set me apart,” Eva explains. “I have the ability to resolve concerns quickly and effectively. I also try to be proactive to anticipate my client’s’ needs/wants, so I can help guide them in their decision making.” Ultimately, Eva’s goal is to develop long-term relationships with both clients and customers, and her service reflects that. “I’m honest with them. Sometimes, you have to tell a client something difficult to hear, but it is necessary. I try to communicate in a thoughtful yet informative manner,” Eva explains. Her clients appreciate this, knowing that they are receiving trustworthy information from her at all times and therefore continue to return to her for years.

Eva also places great importance upon training and mentoring new agents. “I developed and implemented a training program for new agents. I enjoy working and mentoring new agents and sharing what my experiences have taught me,” she says. When it comes to marketing properties, she primarily uses the MLS, which syndicates listings to 100s of familiar real estate websites like Zillow and Realtor.com. BlockRealty.com is also one of the premium rental websites in the area, and is the only site she is aware of which is updated every 15 minutes. But when it comes to marketing herself, she keeps it simple: stay in touch with past clients. “I send out newsletters periodically, and I reach out to people that I haven’t heard from in awhile,” she explains. “I like to check in with them and see how they are doing, and always ask if there is anything I can help them with.” During the few hours that Eva isn’t working, you can find her involved with her local church, or spending time with her two sons ages five and three. “They keep me busy,” Eva says. “I love spending time with my boys and with other family and friends.” She enjoys travelling to the coast as both her husband and boys love to boat and fish. Eva is coming up on her 18th year with Block & Associates Realty, and she plans to stay with them for the long-haul. Leasing and Property Management allow her to utilize all of her unique talents on a daily basis. Often, this path does not feel like work for her, as it is something she truly enjoys. “I love all of the interaction I have with people, and the flexibility is also nice. It is a very rewarding profession.”

For more information about Eva VanAken, please call 919-819-8477 or email EVanAken@BlockRealty.com Top Agent Magazine

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