Nationwide 3-12-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

ALEXANDRA ANGELONI

SAKINA ISMAELBAY

JAIME ASHLEY CAMPOS

NICOLETTE KUEBELER

KEVIN DECKER

BRUNO LEOMBRUNO

KARI HAAS

TERESA MAEGERLEIN

THE MEIER GROUP

KATE MILLER

CORINNE NICKELL

MICHELLE PAPPAS

CHRISTINA RABIDEAUX

JAMIE RICHARDS

TINA SMITH

AUDREY THORNLEY

BETH ULRICH

NATIONWIDE & INTERNATIONAL EDITION

BETH ULRICH

ALEXANDRA ANGELONI

JAMIE RICHARDS

BRUNO LEOMBRUNO

JAIME ASHLEY CAMPOS

KEVIN DECKER

MICHELLE PAPPAS

NICOLETTE KUEBELER

KARI HAAS

CONTENTS 4) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION 8) CREATIVE WAYS TO SAY THANK YOU 11) 3 WAYS TO MAKE YOUR WORKSPACE WORK FOR YOU 15) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

20) PRODUCTIVITY KILLERS: 4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS 23) A STEP-BY-STEP GUIDE TO CONVERTING INTERNET LEADS TO REAL LIFE SALES

33) FIVE WAYS TO INCREASE YOUR COMMISSION 37) HOW TO SEND SMARTER EMAILS 41) THINKING OF LISTING? NINE WAYS TO GET READY

29) TURN OPEN HOUSES INTO DESTINATIONS

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SAKINA ISMAELBAY

CORINNE NICKELL

TERESA MAEGERLEIN

CHRISTINA RABIDEAUX

THE MEIER GROUP

TINA SMITH

KATE MILLER

AUDREY THORNLEY

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

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

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

1. TAKE RISKS

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

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

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

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BETH ULRICH When Beth Ulrich graduated from college in 1992 with a degree in real estate and finance, she quickly landed her first job as the assistant to a top-producing agent in Minneapolis. “I learned a lot from him, but after about six months, I knew I was ready to do the work on my own,” she says. By the age of 23, Beth was representing buyers and sellers in Minneapolis and the suburbs to the west. Soon, however, she became mom to the first of her four daughters and, in 1999, she stepped away to help raise her growing family. “I returned to real estate in 2012 with a construction project, selling high-end luxury condos until 2015 before going out on my own again,” Beth explains. Her team includes her eldest daughter as marketing manager plus their assistant. “It’s fun that my daughter works for me and that she entered real estate at the same age I did.” Shortly after forming her own business within Lakes Sotheby’s International Realty, Beth gained referrals, driven in part by luxury condo buyers who enjoyed working with her. “I also built relationships with agents who were further along in their career and were looking to scale back or leave the business,” she adds. “They refer clients to me and they make a referral fee, which is nice for everyone.” Beth spares no expense in marketing listings. “We hire a professional photographer for high-end pictures of every listing, from a $250,000 home to a $5 million condo.” Every listing receives the same quality photos plus a video, flyers to the neighborhood, marketing to the top 250 agents and to others in Beth’s network. “We stage if needed, using one of three stagers and even do things people don’t expect.” As part of her exemplary service trademark, Beth goes above and beyond for her listing clients — arranging and overseeing things like septic tests or cleaning services if needed. “And for listings like a $5 million condo, I’ll create special events such as an art-show at the house in conjunction with an art gallery to bring in high-end buyers.”

Given Beth’s service-before-self attitude, people always come before sales. “It’s important to learn what people need and what their kids, family and lifestyle are like. We develop relationships and they come back.” She keeps in touch in various ways, including a newsletter sent every three weeks to people she has represented or who have inquired with her about a house. “And I love planning parties. I do a fall event and a big spring event at our country club.” She also plans an annual lunch for some special women. “They’re clients who are all widows; I call them “All my single ladies!” She doesn’t stop even if her work for a client is finished, making a point of visiting, checking in and sharing helpful reminders. Naturally, Beth also loves houses. She remembers paging through home magazines as a child, choosing her favorite features of homes. “I think I was meant to be in real estate,” she says. “And it’s not about trying to make a house fit a client, but making sure it is what works for them. When that happens and they find their perfect fit, Beth loves watching clients do a “happy dance.” Beth was thrilled to learn she ranked fifth in the state of Minnesota in 2017 with over $50 million in sales and she plans to continue growing her business. “But I’m not going for #1,” she says. Her healthy work-life balance is more important than a massive business. Much of her interests outside work involve giving to specialized causes, such as a local recovery program for young people dealing with addiction. She is also a volunteer teacher at her church and delivers meals with Meals on Wheels. Her all-important downtime includes bible study, relaxation and family travel. “It’s so important to run real estate as a business,” says Beth. “It can’t run your life. If you’re structured and organized, you can be laid back and go with the flow, without stressing over every challenge,” she adds. “I love selling real estate and the great people I get to meet while doing it.”

To learn more about Beth Ulrich, visit ulrichrealestategroup.com or facebook.com/UlrichRealEstateGroup, email beth.ulrich@lakesmn.com or call 612.964.7184. https://www.facebook.com/UlrichRealEstateGroup/

www.

Dave and Lisa Hintermeister are proud to congratulate

Beth Ulrich

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

Dave and Lisa Hintermeister Mortgage Consultants | NMLS #260281 / 366344 Direct: 952-837-3364 | Cell: 612-710-3130 dlhint@marketplacehome.com marketplacehome.com www.

Marketplace Home Mortgage, LLC | NMLS #1082 7380 France Ave S Suite 200 | Edina, MN 55435 Top Agent Magazine

Creative Ways to Say Thank You

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

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NICOLETTE KUEBELER 9

NICOLETTE KUEBELER As a Senior Real Estate Specialist (SRES), Top Agent Nicolette Kuebeler of Transaction Realty in Cleveland, Ohio is passionate about helping the most vulnerable in our society with the often-convoluted process of selling a home. She also plays a vital role in assisting her many clients with relocation to assisted living facilities, and is ready, willing and able to shoulder the responsibility for all the myriad details such late-in-life challenges present. Focusing primarily on listings, Nicolette services clients of all ages, though her passion for assisting seniors has pushed her to the forefront of her profession, and she was recently awarded the Ohio Association of Realtors (OAR) President’s Sales Club Pinnacle Award for her overall sales performance. A former manufacturing sales employee, Nicolette obtained her real estate license in 2007. “I didn’t feel like I was helping anyone,” she recalls, “and I didn’t feel like I was making a difference in anyone’s life. Working with seniors became my passion. I knew that I wanted to help families figure out what to do when their home was no longer a safe place to live. Not only did I want to provide resources, such as Assisted Living guidance, but to provide a service that would take the stress out of a very difficult time, finding solutions to making that move more manageable. When I found out there was a designation called the SRES, I decided that would be my niche market, working with seniors and helping families.” Now with more than a solid decade of experience under her belt, Nicolette has developed a reputation as a Realtor who can be trusted to provide honest, conscientious and dedicated assistance to all of her clients. Selling primarily in Cuyahoga, Lake, Lorain, Medina, Portage, Summit and Wayne Counties, Nicolette will assist clients within a one-hour driving radius from her home Cleveland’s suburbs. “Wherever there’s a senior situation or a family that needs help, I’ll drive there,” she says.

Nicolette works hard to protect her clients during all phases of the transaction process, and to that end she eschews traditional marketing techniques such as holding open houses. “The last thing I want is for a house to be broken into. A yard sign is a red flag, it’s an invitation to danger. I don’t think a lot of Realtors focus on safety. Locating buyers through other advertising efforts, such as having a well-defined local social media presence, has served my clients well throughout my career.” With 90% of her business based on repeat clients and referrals, Nicolette is clearly doing something right. “I do very little advertising,” she explains. “I’m pretty well-known in the community for working with seniors, anywhere from assisted living to home care companies to senior living companies, everyone knows I do this work and they reach out to me and send clients my way. I’ll try to help anyone who reaches out to me, even if they’re looking for a rental I have agents I’ll refer them to.” When asked what might account for this staggering level of client loyalty, Nicolette responds: “It’s just about being honest, and treating everyone like family. I like to put myself in other’s shoes. Everyone knows I’m going to give them an honest opinion.” Nicolette is also highly proficient with the usually-complex process of estate sales. “I’m a probate expert,” she explains, “and a CPE (Certified Probate Expert), so I work with a lot of attorneys and people who have estates that need to be sold. Those can be tricky.” When she’s not working, Nicolette enjoys spending time with her husband and their three sons. She also is active in her community, working with a non-profit Cleveland development company and volunteering her time with animal rescue efforts. “What I like most about my job,” says Nicolette, “is knowing that I’m helping families, and that I have the kind of job I love to do. I go to bed every night and I feel good about having made a difference in someone’s life. That’s an amazing feeling.”

For more information about Nicolette Kuebeler, please call 330 - 322 - 3637 or email YourWay2Home@Gmail.com 10

3 Ways to Make Your Workspace Work for You Productivity experts agree that a curated workspace positively impacts productivity and mood, but oftentimes we settle for bland desks and cubicles that lack personalized details or considerations for workflow. Why miss out on the opportunity to optimize your surroundings when it could brighten your day—and boost your performance? Keep in mind some of these tactics to make your workspace your own and reap the benefits along the way. Top Agent Magazine

DETERMINE YOUR WORKING STYLE AND DECORATE ACCORDINGLY For the creative set, a colorful and art-filled workspace can inspire fresh ideas and reduce stress. Likewise, casual yet aesthetically pleasing furniture, accessories, and décor set an inviting yet functional mood. A pop of color from an office tool—even something as basic as a stapler—can inject a sense of fun and modernism into your daily tasks. For the more analytical, right-brained worker, clean

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lines and zero clutter go a long way. A few well-chosen personal photos in tasteful, unassuming frames can provide a motivating connection to the world beyond the office, while accessories and supplies that are sleek, monochrome, and contemporary inspire a sense of calm efficiency. BUILD A WORKSPACE WITH YOUR DAILY ROUTINE IN MIND If you find yourself spending hours on the phone per day, or assembling stacks of documents and brochures, or even coming and going from the office with frequency—there are simple adjustments you can make to your workspace that will save you time and energy. If you sit for long hours—responding to e-mails or making calls—try incorporating an ergonomic chair or keyboard wrist-pad to maximize comfort. If you spend a long time assembling presentation materials, then file organizers, trays, and easy-to-pull labels can shave valuable time off your efforts. Lastly, those who step out for frequent meetings can reduce the hassle of being on-the-go by making your space mindfully organized—a coatrack and a dish for your keys by the door, an auto-brew coffeemaker, or an easily edited whiteboard calendar can make jet-setting simpler.

ADD EASY DETAILS THAT ENRICH YOUR WORKING EXPERIENCE While organization and décor can rally productivity and mood, there are also a few extra details you can introduce to your workspace to improve the quality of your working life. Healthy, easy to grab-and-go snacks—think nuts, homemade trail mix, and fresh fruit— can keep your energy up without the sugar crush or guilt. If there’s a window nearby, a hard-to-kill plant like a philodendron or a fern not only cleanse the air around you, but also provide a welcome connection to the natural world. Being prepared in a pinch is another great way to make your workspace work for you: a spare tie, a tube of lip balm, hand sanitizer, or a box of Band-Aids can save you a trip to the store when an unexpected need arises. While we take great pains to make our homes our sanctuaries—complete with the decorations, furniture, and food we favor—we often overlook our work areas, even though we spend a sizable portion of our week sitting at the same desk. Challenge yourself to add a few of these personalizing, productivity-boosting details to your work area and bring the comfort of home to your working life.

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JAMIE RICHARDS Top Agent Magazine

JAMIE RICHARDS For 35 years, Jamie Richards has been known as a wellrespected name in real estate. Her passion for real estate started at a young age, and after getting her start in property management, she became more interested in the sales side of things where she quickly made her mark. She’s been one of the top producing agents in Park City, Utah from the start, and has been named in the top two percent nationwide in her network. Jamie’s diverse background and true expertise in all aspects of the business have made her a stand out in her area. She has extensive knowledge of new construction, having been involved in home building for almost thirty-five years. She specializes in new construction, residential resale & investment home/condo markets, as well as relocation specialist. Her experience has been a primary factor to her success. There really isn’t anything she hasn’t seen or done before. New construction is a unique area, and she’s seen it be the downfall of most agents who don’t know the process of building or how to write a contract that really protects their client’s interests. Jamie is a highly devoted advocate for her client and has a reputation for being unwavering when it comes to advocating for their needs. Another area that sets her apart is her strong negotiating skills which is rooted in years of experience. She understands the process inside and out, thinks outside the box, and has the knowledge and resources to other avenues to get things done. Another way that Jamie stands out from the rest, is with her comprehensive approach to marketing her listings, that

includes everything from the latest technology and social media, without losing focus on good old traditional methods too. She’s a member of both the Park City and Salt Lake City Real Estate Boards, and uses her connections and networking to guarantee her listings get maximum exposure. With a devotion to providing a truly exceptional experience, Jamie has built her business on a solid foundation of trust. It should come as no surprise that Jamie has an impressive 90% rate of repeat and referral business and has numerous clients that have bought and sold many properties with her in almost all phases of their lives. She looks at her client relationships in long term thinking and enjoys helping them throughout the many phases of their lifestyle needs. From their first home to vacation home and even empty nester or retirement homes. She enjoys being there every step of the way and truly has their best interests in mind. Jamie loves the community she lives in and through the years has supported several charities and events. When she isn’t working, Jamie enjoys spending time with her family, and taking advantage of all that Park City has to offer, including snow skiing, mountain/road biking and hiking out her backyard. Jamie couldn’t be more proud about surviving 35 years of the ups and downs of this business, and still has that same passion as she did when she started. “I love what I do and this career has been very good to me. I wish to give back to the Real Estate Industry that has been so good to me. I still love the challenges, and helping to create win/win situations for everyone involved in a transaction. It’s very rewarding.”

To learn more about Jamie Richards, call 435 - 640 - 4105, email jamie@jamierichards.com or visit JAMIERICHARDS.COM www.

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

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

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BRUNO LEOMBRUNO

Licensed in both the Carolinas, Bruno Leombruno sells primarily in the Charlotte area, though he has sold as far south as Columbia in South Carolina. Top Agent Bruno Leombruno of Costello Real Estate and Investments in Charlotte, North Carolina has been involved with real estate in one capacity or another since the mid-1980’s. With a background in construction, and the ability to draw on decades of experience, Bruno is able to provide his many grateful clients with some of the best customer service currently available in the Tar Heel State. Bruno, who grew up in the mountains of New York and graduated with a degree in Business Management and Finance, began his real estate career while still in college and working on the restoration of a hundredyear-old home for a client. “When we were finished, the client was in the middle of a divorce and needed to sell the house,” says Bruno. “Everyone told him that it wasn’t worth more than 500k, but I told him that I

could get a lot more for it.” Bruno took that opportunity to obtain his real estate license and was able to sell the property for 718k. Licensed in both the Carolinas, Bruno sells primarily in the Charlotte area, though he has sold as far south as Columbia in South Carolina. An avid race car driver, Bruno finds inspiration from his hobby that translates to his real estate career. “Racing has played a very important part in my life and has taught me many life lessons. Tirelessly listening to peers and studying all factors of racing lead to many wins,” he explains. “It is with that tenacity, integrity and determination that I bring to everything I do. It drives me to find the best situation for my clients. I will settle for nothing less.” Any client lucky enough to work with Bruno will immediately realize that he is a man of his word and that he is focused on their needs, which he puts first and foremost. “I’m there for my clients whenever they need me,” he says. “When I’m with a client, I’m completely present in that moment. I’m not answering other calls or running off to do something else. I try to be there and finish what I’m doing at that time before going on to something else. The client has to know that they’re important to me, and not just one of many clients that I have.” Copyright Top Agent Magazine

What Bruno enjoys most about what he does has little to do with the admittedly lucrative financial side of the transaction. For him, it’s the more personal side that inspires him. “I like taking the time to really listen to what my clients have to say, so I can be effective in helping them,” he says. His background in racing also comes into play here. “I’m a life-long racer, so I really enjoy the competition. It’s something that I thrive on.” When he’s not working, Bruno enjoys not only racing, but cooking as well. “I’m a big-time food person,” he explains. “I’m really into organics and whole foods, and helping people learn what’s really in their foods and how to eat to get and stay healthy. I volunteer a lot of my time educating people about that.”

Bruno is also passionate about giving back, and to that end is working with his brokerage to assist with home repairs for homeowners who can not afford to do so themselves. “We’re going to get out there and roll up our sleeves as a team.” Bruno also donates to multiple charities that help children who are in need. “I think that’s a big priority,” he says. As for the future, Bruno is looking forward to continuing to grow his business, and is eager for the opportunity to mentor up-and-coming agents on how to better service their clients. “I’m here pretty much 24/7, and I like and enjoy helping my clients,” says Bruno, before adding with a laugh, “and I’d like more of them.”

For more information about Bruno Leombruno, please call 803-431-6916 or email Bruno@CostelloREI.com Top Agent Magazine

MICHELLE PAPPAS

Michelle Pappas got her start in real estate back in 1999, working as an account executive for the corporate housing company, BridgeStreet. She spent her time guiding top corporations and executives as they sought accommodations in Baltimore, often referring them to agents when the time came for them to seek permanent properties. Ultimately, she made the astute decision to take a more active role in the market and earn her license in 2004. From there, she garnered experience selling condos with the Ritz Carlton Residences in downtown Baltimore. After having her first born son, Quade, she joined Yerman, Witman, Gaines and Conklin in 2009 which is today Berkshire Hathaway Homesale Realty. Again searching for the next step in her career, she looked for the right team to join. In 2014, Michelle joined the Gaylord Brooks Group with Tom Moore, Rick DiBerardo, Rhea Vlahacos, Steve Smith and Gary Little. Quickly, Tom and Michelle started growing the team’s sales volume. With similar values and client care, they realized they had a great beginning to a partnership. Today, Michelle and the team set themselves apart as agents with proven follow-through, utmost professionalism, and a personal touch that delivers results. Michelle primarily serves Baltimore County, Harford County, and the city of Baltimore, particularly its northern boundary. Alongside her partner, Tom Moore, Michelle co-leads The Gaylord Brooks Group, a team at Berkshire Hathaway’s Homesale Realty. To date, she earns 70% of her business from repeat and referral clientele. At the core of Michelle’s professional philosophy is a commitment to serving her clients’ interests above all, and ensuring that she and her team go 18

the extra mile when it comes to quality care. “We fight for our clients,” Michelle says. “We communicate and keep our clients comfortable throughout the transaction until they get that check or those keys in hand for their new home. It can be an emotional process, and it’s a big financial milestone for people. We want our clients to feel supported, and I always treat those I work with as if they were family.” Likewise, Michelle’s approach is rooted in patience and forthright communication. While she’s enjoyed nineteen thriving years in the industry, she never forgets the personal component at the heart of every home bought or sold. “I love to help people and I enjoy the satisfaction of a client finding that house they’ve been dreaming of,” she says. “When we’re able to guide people through that important transition, it’s a really rewarding process. We don’t give up until they get to the finish line.” To market listings, Michelle and her team take full advantage of Berkshire Hathaway’s powerful marketing platform. Michelle leverages social media and the leading digital listing sites to ensure maximum visibility for homes headed to market. Print marketing in local publications, as well as customized e-cards sent to her extensive list of industry contacts also ensure that high visibility is secured for all listings on her roster. Using Berkshire Hathaway’s internal network, Michelle can also reach out to those buying and selling property whose needs match those of her clients’, oftentimes drumming up significant interest ahead of a home’s market debut. “We don’t just put a sign up in the yard,” Copyright Top Agent Magazine

Michelle explains. “We’re there with our clients, by their side until the end. That sets us apart.” As a native of Harford County, Michelle gives back to her area community by serving on the local committee for The Sunshine Kids, fundraising for children battling cancer—a cause close to her heart. She also volunteers and coaches with her two sons’ many sports commitments in basketball and lacrosse. In her remaining free hours, she most enjoys spending time with her family and loved ones. Running is also a passion of Michelle’s, and she relishes the chance to take on half-marathon races. Looking ahead, Michelle has plans to continue growing her business and team with her partner, Tom Moore, using their thirty plus years of experience to inspire and mentor up-and-coming agents in the industry. Since joining her team, she’s seen its growth double in just three and a half years—a trend she plans to continue in the years to come. “It’s not an easy business, but if you put your mind to it and you have everybody’s best interests in mind, it’s very rewarding,” she finally reflects. Now, with a legacy of incisive service behind her and an ambitious outlook on the future ahead, the path before her is bound to be bright for Michelle Pappas.

To learn more about Michelle Pappas email mpappas@homesale.com, call 410 - 667 - 0801 or 410 - 303 - 9897, or visit gaylordbrooksgroup.com www.

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

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

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

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

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset. 20

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

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ALEXANDRA ANGELONI Top Agent Alexandra Angeloni possesses a true entrepreneurial spirit combined with a genuine, caring approach that has endeared her to her many grateful clients. With a focus on excellent client service and an appreciation for systems and technology, she provides the best of old and new techniques to provide her customers with efficient, streamlined and focused assistance. Currently making a name for herself in the Philadelphia rental market, Alexandra is poised to expand her already-thriving business into both the luxury rental and sales markets. Alexandra, whose own business RE with Alexandra Angeloni operates under the umbrella of The Philly Apartment Company and it’s recently merged partner Keller Williams Philly Living, is relatively new to the industry; however, she brings to the table a vast reservoir of real estate industry knowledge. “My father James Angeloni started his own commercial development company when I was ten years old, and nine years later my brother Jeff partnered up with him to form J & J Development Group. I spent many summers in middle school and high school learning the business from them.” After studying economics at Rutgers University, she landed an internship in finance, but found the lack of human interaction stifling. “Going into the family business was always in the back of my mind. I also knew I wanted a job where my pay was directly related to my efforts along with something that gave me the freedom to be creative,” she explains. Initially joining her father and brother in their business, she worked on land acquisition and client relationships. After a few years, she decided to venture out on her own. “I felt the need to prove that I could start my own successful business from scratch the way they did,” says Alexandra. Alexandra’s focus is strongly centered on creating streamlined processes that keep the sometimes-convoluted rental process as efficient as possible, providing a huge benefit to both the landlords and clients she represents. “I created my own website (Angeloni.Realtor),

where clients will find the whole process broken down into step-bystep sections, including everything from a pre-qualifying survey to a showing scheduling system.” Alexandra also partners up with a multitude of vendors that provide clients with services ranging from setting up of utilities, hiring movers, and changes of address. “Pretty much anything you can think of,” she says. Honesty and genuine concern for her clients has become a hallmark of Alexandra’s approach. “With some agents, their agenda is to just close the deal, rather than to sincerely assist their clients. People know I’m giving them honest advice, even if that means telling them that I think the property they’re looking at is overpriced, rather than just pushing them to close on it,” says Alexandra. “I also do my best to stay knowledgeable about the market and to make the process as easy as possible for everyone involved.” Having grown up in the business has proven beneficial to Alexandra as she continues to build her own enterprise. “It definitely gave me an overall sense of the industry before I got started in it, and more importantly I think seeing my father and brother’s motivation to build their own business instilled in me a sense of determination to do that for myself.” “I love having a job that allows me to have freedom to be innovative, but what I’ve really come to love the most about what I do is the client relationships that I form, whether it’s the clients I’ve been coaching through their commercial deals, landlords depending on me to rent their properties, or renters looking for advice on finding their next home,” says Alexandra. The future looks incredibly bright for this determined agent. “I know my level of experience has been questioned,” she says, “mainly because of my age. While there’s always room to learn, there’s one thing that helps me compete with those who have many more years of experience: when I don’t know something, I’ll admit it and I’ll work to educate myself from the best sources. I don’t believe in ‘fake it until you make it,’ because I think ignorance in this industry can lead to frustrating and expensive mistakes.”

For more information about Alexandra Angeloni, please call 609 - 923 - 4864 or email Alexa@PhillyApartmentCo.com Top Agent Magazine

JAIME ASHLEY CAMPOS Jaime Ashley Campos was destined to become more than a successful real estate broker. “My father started in the business 20 years ago. My sister and I worked with our father since we were teenagers, gaining immense industry knowledge.” Even through the downturn of the housing market, they persevered. Jaime kept the books while attending college full-time and Augustina sustained the company’s properties through efficient management. After graduation, the market started to make a comeback. Jaime and Augustina were hungry to hit the ground running and not look back. Jaime, Augustina and their father partnered with Mark Santoyo in 2015 when they opened RE/MAX Loyalty, located in the vibrant and diverse area of Logan Square. They just completed a rehab on their new office in 2017, growing the space to over 3,300 square feet, to better accommodate their agents and rapidly expanding business. Strong family ties are at the core of every transaction for The Chicago Property Sisters. “We’re not only a family, but we treat our clients like family as well. We are fully committed to providing an exceptional customer experience to every client. We aren’t in it for one sale, we want clients for life. Our team builds strong relationships that endure long after a property is closed. We’re now helping the children of clients my dad represented when he first started, and for me, there is no greater sign that we’re doing something right.” Another way The Chicago Property Sisters go above and beyond for their clients is with their approach to marketing a listing, that is also customized to best suit each client’s needs. “We pinpoint individual client goals and objectives, and then tailor a strategy to best market their home. Through professional photography, engaging write-ups and occasionally even staging we get the property “show ready”. We have a big presence online and on social media guaranteeing maximum exposure. We’ve had a lot of success with our approach and are selling homes quickly and for top dollar.”

Community, Awards, and the Future Community service is important to everyone at RE/MAX Loyalty and they are always looking for ways to give back to the community. One of Jamie’s latest 22

passions is a local music festival she co-founded, called the My House Music Festival, which has grown from 6,000 attendees since its start in 2016 to over 40,000 attendees in 2017. All of the net proceeds from the festival benefit Children’s Miracle Network Hospitals and Sprouting Leaders of Chicago. In 2017, the My House Music Festival raised a whopping $12,500 for the beneficieries. The Chicago Property Sisters have been recognized by the Chicago Association of Realtors as the Top Producing Team for 2016 and 2017 and were honored to receive RE/MAX’s Platinum Club Award in 2017. Jaime as Team Lead of The Chicago Property Sisters was also named one of the Top 50 Millennial Latino Agents and one of the Top 50 Latino Agents in the Midwest by NAHREP. When she isn’t working, Jaime is a new mom and spends all of her free time with her baby. “I have never been more determined and motivated. The strength of motherhood is unexplainable” Jaime would like to continue growing RE/MAX Loyatly and The Chicago Property Sisters, she couldn’t be more thrilled that she’s found a career that is truly her passion. “We are very proud of all of our achievements and our quick growth over the past few years. We are fully committed to success and continually strive to provide top quality service to our agents and clients.”

To learn more about Jaime Ashley Campos and The Chicago Property Sisters call 708 - 715 - 7258, email https://www.facebook.com/atlfinehomessir/ jaimeashley@chicagopropertysisters.com, or visit ChicagoPropertySisters.com www.

A Step-by-Step Guide to

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

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

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

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

GIVE ADDED VALUE Plenty of businesses send impersonal, automated messages in response to an online inquiry, but establishing a true connection may mean providing your lead with something of value. Perhaps you’re forwarding a property for sale that fits the interests of your lead, or a relevant article, or maybe you take the time to send a personal message—demonstrable value and a personal touch separate your follow-up response from spam. Other ideas to consider when 24

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

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

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KEVIN DECKER Top Agent Kevin Decker of Ocean City, Maryland is a full-service real estate agent who intuitively understands the needs of his many grateful buyers and sellers. With a solid focus on providing the ideal customer experience for his clients, Kevin has positioned himself as a force to be reckoned with in his highly-competitive beach community market. “I have been lucky to call Ocean City my home for over thirty years,” says Kevin. “Growing up in Baltimore and spending summers at the beach lead me to move here right after high school, and I never looked back. I am in love with the lifestyle here and I think that everyone should live at the beach at some point in their life. This area has definitely shifted from being just a vacation town to a place where families of all ages and sizes live year-round.” Possessing a deep well of knowledge not just for Ocean City, but all Maryland and Delaware beaches, as well as the surrounding areas, Kevin has been recognized time and again for his excellence as as Realtor. In 2015, he was selected as the prestigious and highly sought after Best Realtor in Ocean City for Coastal Style Magazine’s “Best of Awards.” This award is voted on by not just the community members, but his peers and colleagues as well. Also, having earned the Diamond Award for Excellence by the Coastal Association of Realtors for Outstanding Sales Achievement, Kevin is consistently one of the top-rated agents in his area. More than 85% of Kevin’s business is based on repeat and referral clients, a level of loyalty that is impressive by any standard. Among the reasons for this loyalty, says Kevin, is “the service I provide, coupled with my honesty and their comfort level with me.” Kevin is also frequently lauded for his easy-going and affable - yet focused - nature. The gratitude Kevin’s clients feel for the service he provides is best illustrated by the impressive number of five-star reviews he has garnered on Zillow.com. Among the many effusive testimo-

nials is this one: “Kevin was great to work with. He was available to show us properties at times that worked for us and helped us weigh the pros and cons of the homes we looked at. He never tried to push us into anything that wasn’t right for us. We found him to be very knowledgeable about the different locations we were interested in. He was especially good at negotiating a great price once we were ready to make an offer, and then when our offer had been accepted he was able to provide great resources for our financing and title needs.” Kevin is also an expert marketer of his listings. In addition to tried-and-true methods like the MLS, he also leverages online platforms and social media to get his properties seen by as many eyes as possible. Those properties are always presented in the best light possible, with high-level professional photography. Staging is also provided when necessary. Staying in touch with past clients is an easy proposition for Kevin, as he tends to form friendships with the majority of them. “I stay in touch using email and phone calls,” he explains, “but since most of them have become friends, I just find myself spending time with them.” When he’s not working, Kevin enjoys spending time with his children and his girlfriend, and is an avid golfer and surfer. He is also committed to giving back to his community, and to that end has assisted the Believe in Tomorrow Children’s Foundation, and other charitable organizations and individuals in need. Those that know him best often note that Kevin is the kind of guy who would give you the shirt off of his own back, ten times if necessary. As for the future, Kevin is looking forward to continuing to grow his business, and is in the beginning stages of forming his own team to help him keep up with his constantly expanding work load. Still, it’s the fast-paced environment of real estate that motivates Kevin. “I like helping my clients,” he says, “and I love the hustle. That’s what keeps me going. It’s what keeps me up at night, and what keeps me going during the day.”

For more information about Kevin Decker, call 443-235-6552, email Kevin@KevinDeckerOC.com or visit kevindeckeroc.com www.

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

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KARI HAAS Top Agent Kari Haas of Windermere Real Estate in Bellevue, Washington is passionate about helping others. Her honest and integrity-based approach to assisting her many grateful buyers and sellers has its roots in her longstanding commitment to philanthropy, and has resulted in a loyal client base that consistently returns to her and refers other customers. Kari claims a long-standing fascination with real estate. “I had a marketing and graphic design company previously,” says Kari. “I sold it in the 90’s and after that I concentrated on being a mother to my 3 children, engaging in philanthropic endeavors and my hobby of looking at real estate for fun.” She found herself acting as an unofficial real estate agent, going on outings together with friends who were looking for properties with her own real estate agent. “My friends wouldn’t find what they were looking for,” she explains, “so I’d suggest houses I’d seen for them. I’d give them advice on construction needs, I’d meet with their architect and the structural engineer, and at the end I’d get a gift basket. After the third house I helped sell this way, I decided to get my license. Real estate is my passion so is a natural fit. I love what I do!” While Kari does have a team of highly-professional agents and assistants supporting her, she is in many ways a solo agent. “Every client works with me,” she says, “so I’m not doling out my clients to a different agent. I have other agents who assist, but every client gets me.” This approach appears to have worked out rather successfully, as more than 90% of her business is based on referrals from satisfied customers. She has also recently been ranked the number one salesperson in her office in number of transactions due to her exceptional negotiation and marketing skills. “I look strategically at each client,” explains Kari, “to see what I can do to help them for the future. Purchasing or selling a house is a very emotional process. It’s where you raise your family, it’s where you live, it’s where your pocketbook is, where your biggest financial investment is, so there are a lot of different factors to be considered and each situation is different and unique.” In addition to this focus on strategy, Kari approaches each transaction in a way that puts her clients at ease and that she truly cares about them. “I try to treat every one of my clients as if they’re a family member,” she says. She also employs a decidedly hands-on partnership approach. “I actually take care of the staging for all my listings, we’ll Top Agent Magazine

help them get started with packing and help with repairs. It’s a different process than with many other agents; we don’t just stick a sign in their yard.” The appreciation her clients feel for her is made evident by the sheer number of five-star reviews of her services on Zillow. Among the many glowing testimonials is this one: “Kari worked really hard for us, managing to sell a house that was beset with difficulties. She was responsive and caring, and really represented everyone’s best interests in the process. I would recommend her highly.” When she’s not working, Kari can be found giving back to her community in a myriad of ways. She sits on multiple boards and is currently part of the Newcastle Arts Council and active at the Eastside Winter Shelter for Families. She contributes to multiple charity drives to benefit the underprivileged and community programs. “I love helping people,” says Kari, “so that’s what I do with my life. I look for opportunities to utilize my talents to help people.” As for the future, Kari is looking to continue building her team. “I plan keep growing my team to bring talents that my clients need. I’m bringing on a Mandarin-speaking agent,” says Kari. “But even so, every client gets me as their agent. They’re going to get my negotiating and marketing skills, but we’ll all be here to help them get the best deal.”

For more information about

KARI HAAS,

please call 206 - 719 - 2224 or email Kari@Windermere.com Copyright Top Agent Magazine 27

SAKINA ISMAELBAY After falling in love with her husband online, Sakina Ismaelbay made the big move from Paris, France to the United States. Before her arrival, she’d earned her Master’s Degree in Human Resources, but knew she was ready for a change from corporate life. Intrigued by the real estate industry and the limitless potential and freedom it provided, Sakina decided to earn her license. That was four years ago, and today she’s built a business based on integrity, accessibility, and serving her clients’ interests above all else. Primarily serving the greater Collin County, Texas area, Sakina spearheads her work solo. Since launching her enterprise, 95% of her business is generated by repeat and referral clientele—a true testament to her ability to deliver results, while creating a positive experience for buyers and sellers alike. In her first year in the business, Sakina sold twenty-five homes, despite the barriers of a new home state and community. Last year, she bought and sold $10 million in volume, even with a new baby in tow. No matter the hurdles or hard work required, Sakina has demonstrated a spirit that’s undaunted by a challenge. At the core of her mission is a commitment to her clients’ successes, putting their needs and long-term goals ahead of her own. “Above all, I care about people,” she says. “I care about my clients more than I care about my paycheck, and I always do what’s in their best interests.” Considering her tenure in the industry is relatively fresh, Sakina has made a host of connections in her four years in business. Oftentimes, she’ll meet new faces at open house events, and clients remember her even years down the line, calling upon her services after a memorable first encounter. When it comes to staying in touch with her evergrowing network of clientele, Sakina connects through social media, an informative monthly newsletter, and by adding her patented personal touch to interactions. From sending out cookies on a client’s birthday to staying readily accessible as a resource, Sakina is committed to crafting client relationships that last. “I always look for opportunities to connect,” she says. “It’s my clients who are the best referral partners, because they understand that I care about people more than just making a deal.” As for listing homes, Sakina understands the value of online visibility in today’s digital marketplace. Accordingly, she makes use of the leading digital listing platforms and social media networks to 28

bring awareness to listed properties. She also utilizes reverse prospecting techniques to loop in area buyers’ agents who are seeking a particular kind of property. Connecting online and in person with her fellow industry colleagues ensures that homes sell for top dollar and with great speed. Reflecting on what she enjoys most about her daily work, Sakina cites the interpersonal connections she’s able to create with her clientele, as well as the endless potential of a limitless industry. “I love providing a personal touch,” she says. “Even after coming to a new place, I’ve met my very best friends through real estate, people who I consider family. The beauty of our industry is that nothing is impossible. If I can become a top producer after moving to Texas without speaking English—anybody can do it. If you decide to put in the work, you can become successful.” To give back to her community, Sakina and her husband prefer to take a hands-on approach, using their resources and energies to provide support on a person-to-person level. In her rare free hours, Sakina most enjoys reading—she’s a big Harry Potter fan—exploring self-development, and spending quality time with her family and loved ones. As for the future of her enterprise, Sakina hopes to double her business in the next year. “I know it’s an ambitious goal,” she says, “but I also know I can do it.” Considering her thriving start in the industry four years ago and the exceptional results she’s achieved since, the future is bound to be filled with continued promise for Sakina Ismaelbay.

To learn more about Sakina Ismaelbay e-mail sakina@fathomrealty.com, call (972) 786 – 1548, https://www.facebook.com/atlfinehomessir/ visit sakina.fathomrealty.com, https://www.facebook.com/busybekah/ or visithttps://www.facebook.com/people/Sakina-Ismaelbay/100006665955512 her Facebook page here. http://

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

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

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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed. In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house. Your client’s benefit is the buzz. A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing. Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 30

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

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

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TERESA MAEGERLEIN Twenty years ago, Teresa Maegerlein had a very successful career in finance, but after moving to New Jersey and starting a family, she decided that the commute to Wall Street was no longer something that appealed to her. “I wanted to be closer to home, but I still wanted a career that was related to finance in some way, since I was really good at that. The real estate business had always intrigued me, so I got my license and it really has been the perfect fit.” From the start Teresa has been an award-winning agent, and she quickly built a reputation as a Realtor® who provides an exceptional customer experience. Although Teresa excels at all aspects of the business, early in her career she focused on selling REOs, and learned that side of the business from the bottom up. She built strong relationships with several builders and investors, helping them find properties to buy, renovate and then sell. With hard work and dedication, she has built up a strong percentage of repeat and referral business, and is an in-demand Realtor@ for clients looking to invest in the lucrative New Jersey real estate market.

and the service providers I work with. One of the ways I build those relationships is with excellent communication throughout every step of the transaction. I get to know my clients and the people I work with, and I really earn their trust. Once that happens, it makes the whole process smoother and as stress free as possible.” Teresa is passionate about giving back to the community she represent and lives in. She is always looking for ways to contribute and regularly does food and coat drives for the less fortunate. One of the aspects of her job that she particular loves is improving neighborhoods by helping investors renovate homes in disrepair. When she isn’t working, Teresa enjoys, spending time with her daughters, cooking and entertaining friends and family. Teresa would like to continue growing her business and plans to form a small team in the near future. “I love what I do, and really just want to help more people, while not compromising the service I offer. To do this right, it takes a lot of work, but it’s very rewarding.”

Teresa’s background in finance has been a key aspect to her success. She has an in-depth knowledge of the mortgage process, as well as an expertise in building an investment portfolio, that has proven invaluable to all of her clients. “I do all of the legwork for my investors. I have contacts for everything from inspectors to contractors, and I know the cost of everything before I advise a client that a property will have an excellent ROI. No one is walking into anything blindly. I’ve taken care of every detail and that’s a huge plus for my clients.” Teresa’s accessibility and down to earth personality are some other qualities that clients are drawn to, especially for those who may have had a bad experience with a Realtor® in the past. “Whether I’m dealing with a first time homebuyer or a long time investor, I give everything I do 200%. This is a major financial decision no matter why you’re buying a property and I want to always do what’s best for my clients and their long term financial goals. For me this business is all about building relationships, with my clients, my peers Top Agent Magazine

To learn more about Teresa Maegerlein call 201- 826-1462, email teresamaegerlein@realtyexecutives.com or visit realtyexecutives.com/agents/ www.realtyexecutives.com/agents/teresa-maegerlein teresa-maegerlein Copyright Top Agent Magazine 31

THE MEIER GROUP Top Agent Laura Meier of @Properties’ The Meier Group has firmly established herself as a dedicated, supremely capable real estate agent whose name has become synonymous with her level of attention to detail and a true concern for her many grateful clients. Laura, a resident of Chicago for over seventeen years, transitioned into the real estate industry after buying and selling her own investment properties for years. “It was kind of a natural transition,” she says, “to formally getting into the business and start a team.” The Meier group is comprised of ten highly committed team members, chief among them Nicholas Haubrich, a former Groupon employee who made the switch to real estate when he found himself, as he says, “at a career standstill. I reached out to Laura, and she encouraged me to take the next step.” With the vast majority of their business based on repeat clients and referrals, The Meier Group is, without a doubt, making their clients happy. Consistent, clear communication plays a huge factor in this customer satisfaction. “We communicate with our clients constantly,” says Nicholas. “Whether it’s real estate-related, or if they just got married or had a baby, or just want to pick our brains about something. We’re very involved with our clients. We go out with them, we engage them, and we help them celebrate their accomplishments.” Laura believes their success is the result of going above and beyond for their clients, and part of the joy she takes in her job is the relationships she is able to build with them, all the while imparting her finely-honed real estate knowledge to them. “We’re very good at connecting people,” she says. “Our clients really do become our friends, and we continually grow that circle of friendship. Our clients don’t leave us because they’re friends of friends

of friends. Even when they move away, we are able to connect them with people and hook them up with things they might need.” Staying in touch with past clients is of paramount importance to Laura and The Meier Group. “We do numerous events throughout the year to stay in front of our clients, and we have a lot of fun on a fairly large scale,” says Laura. A St. Patrick’s Day party, a Yacht Party and a pumpkin carving event are among the events they host. “These parties keep getting bigger and bigger,” says Nicholas. “We encourage our clients to bring their friends. The more the merrier.” That commitment to post-transaction relationships has been put to the test multiple times, most recently with a client who was unable to get herself situated in her new home due to a back injury. “We spent three hours helping her,” says Nicholas, “unpacking and moving furniture.” The Meier Group, while consummately professional, also tries to keep things light during the often convoluted transaction process. “We’re just really fun,” says Laura. Echoes Nicholas: “That’s how our business stays strong. We’re really invested in our clients. We love this business, it’s not just a nine to five job for us. It’s what we live and breathe on a daily basis.” The Meier Group has built its reputation on it’s genuine concern for it’s clients, and their egalitarian approach to buying and selling homes. Regardless of the price point, every client receives the same level of concierge-style service. “We’ve created a wonderful team,” says Laura. “It’s an honor to work with people with what is probably the most expensive purchase they’ll ever make. It’s not just a roof over their head. It doesn’t stop at the closing table. We want to be their brokers for life.”

For more information about The Meier Group, please call 312 - 282 - 2122 or email LMeier@atproperties.com 32

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. 34

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KATE MILLER She doesn’t see herself as a power agent, yet she is a referral magnet— and she appreciates that more than words can say. Kate Miller, an agent with RE/MAX Acclaimed Properties in Bloomington, cares deeply about her clients. With Kate, people know they’re going to be taken seriously, and she takes seriously helping people achieve their real estate dreams and goals. “I really understand and appreciate the importance and value of home. I feel very strongly that in order to flourish, we need a strong foundation from which to launch ourselves. This feeling really amplified in me as I found myself creating a solid homespace as a single mother and again after my mother passed away. She had always been the most grounding influence and source in my life, and I found myself craving home in a different way in her absence,” Kate explains. When Kate began in real estate 10 years ago, she had no idea her career would become the love affair it is today. Real estate has turned out to be the best intersection for a self-described house geek and people person. Today she serves over five counties in south-central Indiana, focusing on Monroe County and the Bloomington/Indiana University area in particular. The majority of her clients are repeats and referrals, which means the world to her. Clients often say her communication skills, caring nature and integrity stand out.

social media presence and uses Facebook to promote both her business and listings. “I can’t say enough about RE/MAX,” she says. “I started with a boutique agency, and seven years ago made a move to RE/MAX. It has been quite simply the best business move I ever made, and continues to drive my business in a very profound way.” Kate feels grateful to have a job where every day brings something new. She enjoys working from different locations and meeting new people every day, while helping them achieve their real estate goals. She takes the love right into her community, donating to numerous local organizations with deep community ties such as Mother Hubbard’s Cupboard, a local food bank — and supporting her children’s school. She also is involved in sponsoring their baseball team this year. When she’s not working, she loves traveling and being outdoors with her kids: biking, hiking, snowboarding. The next thing on Kate’s agenda is getting her staging credential. She’s studied elements of design on her own and has gotten some traction from pictures she’s posted of her own home design projects. “I just want to keep the learning going and continue to grow and thrive,” she says. “This business offers me a great opportunity to continue to expand on the things that I love! When you love what you do, ‘work’ never feels like a chore.”

“Whether it’s a huge purchase or a small one, I treat every client the same,” Kate says. “I try to respond to texts and calls quickly and efficiently, and I search for immediate answers to questions. Buying a home is not just a transaction. It’s the largest, most important purchase someone will make, and I want it to be a smooth and pleasant experience.” She feels the same way about her sellers. These days, the first showing happens online, so Kate believes it’s critical to present the best images upfront and entice potential buyers to come look at the house in person. Staging is a huge part of her presentation (“the fun part!” she says), followed by professional photography. Her RE/ MAX marketing team then goes into action, promoting the listing across more than 300 websites and across a wide market on Facebook. She also has cultivated a large Top Agent Magazine

To learn more about Kate Miller, visit www.remax.com/realestateagentoffice/bloomington-in-47401-katemiller-id25044937.html remax.com/realestateagentoffice/ bloomington-in-47401-katemiller-id25044937.html or facebook.com/katemillerremax, call 812.606.2006 or email kate.miller@homefinder.org www.

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CORINNE NICKELL mend a contractor, plumber or electrician for home improvement projects. She calls to check in on past clients, many of whom have become friends and meet her for coffee or lunch. She holds two client appreciation events each year, one in spring and one in fall, and at the holidays presents her buyers who are new to the area with a personalized Christmas ornament (if appropriate) that reads, “Our 1st Christmas in our new home.” And at the end of the year, she drops off a gift at all the houses. It’s a nice way to begin the new year.

The results are in: Clients love working with Corinne Nickell as their real estate agent. She not only goes above and beyond to help her clients achieve their dreams, she does it with a warm smile and a great attitude. She also builds trust from the get-go. People can’t help but appreciate her high level of integrity. “Buying or selling can be extraordinarily stressful,” Corinne says, “but I have a natural ability to keep people calm, even in extremely stressful situations. My clients remember the process as being a good experience. Often when everything is done and the dust has settled, they say, ‘Wow, we were a little crazy there for a bit! I don’t know how you kept it together for all of us.’” Real estate wasn’t Corinne’s original path, but she’s thrilled to have found it. A native of the Maryland suburbs near Washington, D.C., she earned her bachelor’s degree in Health Science from the University of North Carolina at Greensboro. In 2006 she moved to Hilton Head Island and began working at the Marriott Vacation Club, where her passion for real estate was born. While working as an administrative assistant for three partners in a local real estate firm, she got her license and began her new career. About to enter her fifth year in Greenville, Corinne has already achieved a 20 percent referral rate. It’s easy to see why. “I’m the agent,” she says, “who comes in, rolls up my sleeves, makes the bed, runs the vaccuum, brings the plants in off the porch in cold weather if the sellers are out of town, helps them get the house ready for the photo shoot. . . .” And the list goes on. Her level of service is unmatched. When the transaction closes, her relationships continue. Known as the “Angie’s List of Greenville,” Corinne can always recom-

It’s clear that Corinne truly enjoys her work. “I love helping people find that special place of comfort and security,” she says. “There’s something to be said about the way a person’s face lights up when you find the right house. No amount of money can replace the satisfaction of knowing you’ve found them a place where they’re going to create memories, share meals. It’s a pretty cool gig.” She and her husband take that joy back to the community with active involvement in their church, St. Peter’s Episcopal; and in Ronald McDonald House, where they make hot meals for the parents staying there whose children are in the hospital nearby. In her office, Corinne is on the KW Cares Committee supporting charitable causes. When she’s not working, she’s hanging out with her husband and two adorable children, Olivia and James, doing family-related activities such as going to the Children’s Museum, the zoo, or visiting her mom on Hilton Head. As a young professional who loves her job, Corinne plans to get even more actively involved in her community and continue to provide that high level of service clients crave. She’s a natural.

To learn more about Corinne Nickell, visit cnickell.kwrealty.com or Facebook.com/CorinneNickellatKW, call 864 - 915 - 8110 or email CNickell@kw.com http://

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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. 38

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CHRISTINA RABIDEAUX Christina Rabideaux got her start in the real estate business doing onsite sales in new construction. She eventually moved over to residential sales, and 12 years later she is one of the most in-demand and successful Realtors® working in the Greater Atlanta area. She achieved top producer status with her company and in Atlanta her first year and continues to rank among the top 5% every year since. Born and raised in Atlanta, Christina has a comprehensive knowledge of her marketplace which is a huge advantage to her clients. Christina works solo but has a wonderful support staff through her brokerage, Atlanta Fine Homes. Christina is known for her superior work ethic and the concierge style service she provides. She is also highly regarded for her assertive negotiation skills and tenacious personality. Christina’s reputation for being an agent who not only cares but who gets results has led to her having an impressive near 100% rate of repeat and referral business. Christina doesn’t really see what she does as sales, for her her it’s more about building lifelong relationships. “I see myself as a coach and advisor. When I first meet with a client I really listen to them and try and find out what their motivation is for buying or selling a property. A real estate transaction can be an emotional decision and I’m very sensitive to the emotional aspect of what they’re going through. Because I am so loyal and my clients know I have their best interests at heart, they have a lot of confidence in me. I have no other agenda. I always tell them that I love what I do and sometimes I make money at it. I’m here to support them and create a process that is as stress free as possible.”

Another way Christina really stands out from the rest is with her hands on approach to marketing her listings. “I really approach presenting my listings with the idea that it will initially be seen online and in 2D. I’m a huge proponent of staging and decluttering and I’m obsessed with getting the perfect images. Obviously the internet is my most powerful tool and I‘ve built a strong presence there, but I also have an extensive database that I market to. My brokerage is very supportive and they do everything they can to help me maximize the exposure I get for all of my listings.” Christina is actively involved in her community and likes to give back when she can. Christina, her husband and their children have used birthday celebrations, that her kids call ‘kindness events’, to collect toy donations for the local children’s hospital, but this past year they collected art and school supplies for children in Puerto Rico who are dealing with the aftermath of Hurricane Maria. When she isn’t working Christina loves to travel and spend time at the beach. Christina couldn’t be more excited about the future and is working on getting her brokers license, as well as getting licensed in Florida. “I love being a part of people’s lives and help them through what is often a huge life event. My goal is to guide people through the process and always making sure to think about how a purchase or sale will meet their goals for themselves, their family and their financial future. It’s really an honor to be trusted with such an important life event.”

To learn more about Christina Rabideaux, call 404.468.8359 or email christinarabideaux@atlantafinehomes.com Top Agent Magazine

TINA SMITH Although homes and real estate have always been in Tina Smith’s blood, when she entered the profession in 2006, she demonstrated that real estate is so much more than selling homes. It’s about helping. “I love people,” says Tina, Broker, REALTOR® and leader of the Tina Smith Real Estate Group with Encore Sotheby’s International Realty in Indiana. “For most people, buying a home is one of their biggest decisions ever; to help them through something so special means a lot to me.” Growing up the daughter of a BROKER/REALTOR® who also sold new construction, Tina would visit her father’s models and help him while also learning some nuances of building. Not surprisingly, after entering real estate with Keller Williams in Indianapolis, Tina was named The Ohio Valley Rookie of the Year. “I was truly blessed; and when I say that, I really mean blessed,” she says. “It was a tough time to sell real estate and I had a super support system.” Her career took off and weathered the economic downturn, earning the attention of Sotheby’s International Realty. “I loved Keller Williams,” she says. “It was a difficult decision changing companies.” But in 2011, Sotheby’s asked her to be a part of their Indianapolis expansion. The time was right; Sotheby’s was one of a few agencies at the time that offered the kind of comprehensive agent support that intrigued Tina. With that support, she provides the optimal level of service to clients throughout Hamilton County, including Indianapolis and the community of Carmel. “I also sell lake properties,” she says. Tina has an amazing team and plans to continue growing by adding more “like-minded” agents to her team. “One benefit of Sotheby’s is our in-house marketing and administrative support,” she says. “That helps me focus fully on the results my clients want; I won’t stop until I get the job done,” she says. “I constantly analyze the ever-changing market and I make adjustments with that change.” She also keeps up with the growing amount of new technology. “I push myself to change with technology,” she says.

Tina enjoys representing a balanced mix of buyers and sellers, including considerable work with relocation. Equal exposure to buyers and sellers gives her a fuller perspective of the market than she would have if she focused on one over the other. With sellers, she loves digging in to help box up items or move furniture with her clients. “Having a house prepared and staged for showing is crucial.” With most buyers beginning their searches online, Tina makes sure staging and professional photography position each home in the best light. “Sotheby’s is very selective with the photos we use.” They also do videography, drone work, 3D Matterport tours, email campaigns, open houses and broker opens. “You need that WOW presence online.” Tina also knows that if a home is not priced perfectly, it will not sell. “I’m very knowledgeable about the market and each particular area where we list.” She adds that she keeps clients informed with regular updates on showings and any feedback about the listing. Beyond going above and beyond for her clients, Tina is an active community member who has raised two daughters. Her family enjoys spending time supporting schools, youth sports and causes benefiting people who are in need. She is even involved with a group called the “Pet Squad”, which reunites lost pets with their families. In their spare time, she and her family have become avid Colts fans and love spending time on the lake, traveling or relaxing in the neighborhood with family and friends. Tina’s organic local visibility and eagerness to help others certainly contribute to the fact that her business is nearly 100% fueled by referrals. Having closed more than $105 million in her 12 years of real estate, Tina is poised for continual growth, serving clients by communicating thoroughly and keeping their interests top of mind. “I get so much joy from helping people while also being around homes, decorating and design,” she says. “Sure, it’s my job, but I absolutely love it.”

To learn more about Tina Smith, visit tsrealestategroup.com or go to Facebook, email tina.smith@encoresothebysrealty.com or call 317.339.6097

https://www.facebook.com/Tina-Smith-Encore-Sothebys-Realty-111516422206972/?modal=composer&notif_id=1518790687639211&notif_t=aymt_make_page_post_tip&ref=notif

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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AUDREY THORNLEY Audrey Thornley had a successful career in sales and interior design for over twenty years, when she decided to go in a completely new direction. “I have always had a passion for real estate and was long intrigued by the business, so nine years ago, I decided to make the leap. I was able to combine my sales skill and my design ability, and it’s just been a perfect fit.”

and find out what they want, in order to best serve them. They know I care. I treat them like family. I love every aspect of the business, but negotiation is my favorite thing. I enjoy the challenge of pushing myself and fighting to get my clients the best results possible. It’s a great accomplishment to achieve a successful deal. I still hold the record for the highest selling price in the Harrington Park area.”

Audrey is currently with Ray White Macarthur Group and she primarily serves the Macarthur region, which is the fastest growing area in NSW. Audrey has earned a remarkably high rate of repeat and referral business, something she credits that to the fact that she always puts her client’s needs first. “I’m a very straightforward agent. I like to sleep at night, so even though I might technically be in sales, my main goal is always building relationships that last a lifetime. I do that by being honest and trustworthy, I don’t just tell people what they want to hear. I go above and beyond what most agents do, and I think that commitment is not only what keeps my clients coming back to me, but gives them the confidence to recommend me to friends and family.”

Another way Audrey stands out is with her hands on approach to marketing her listings, and the distinct advantage her design background gives her clients. “Ray White offers me everything I need to get my listings maximum exposure, but a lot of my work is done before we even list the property. I take a unique approach to marketing. I really focus on the home’s best feature, then I just give them a taste, so I can get them interested to come in and see the home. I’m well known for being a stickler as far as getting the best photos goes. I go on site with the photographer and videographer, and I don’t leave until I’m happy with the results. I’m present on every aspect of marketing. My clients have entrusted me with this process, and I do what it takes to get the home sold fast, and for the maximum price.”

If you ask Audrey’s clients what they most remember about working with her, they often mention her outgoing personality, and her tenacity when it comes to fighting for her clients. “I may be small in size, but I have a big personality. I’m professional but friendly and I really do like knowing about my client’s lives and knowing their thoughts. I listen

Audrey looks forward to many more years in the business that is now her passion. She’d like to continue to grow and branch out into the development side of things in the coming years. “I live, breathe and sleep real estate. It’s hard work but incredibly rewarding. It gives me a real sense of accomplishment and I love doing it.”

To learn more about Audrey Thornley call 0405 451 051, email audrey.thornley@raywhite.com or visit rwmg.com.au http://

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