Nationwide 3-19-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS GINA BLANCARTE DAVID & REBECCA CARMONA RICHELLE DEANE BARBARA DUBOIS RYAN CASPER SARA FISHER FRANK GAUDINO

COVER STORY —FACILITATORS IN LIFE PROGRESS—

ANDREA GUILLEN & YALILE ALPIZAR

CostaRicaLuxury.com

EDMUND KO HOWARD LEAVINS MICHAEL MARCIANO TRACY NUNLEY KARON RICKER JAMIE ROTH CHRISTI STEVENS GINGER VEREEN

NATIONWIDE EDITION

ANDREA GUILLEN & YALILE ALPIZAR

SARA FISHER

KO GINAEDMOND BLANCARTE

Coming from a family of entrepreneurs, ing, hard-working and ex BARBARA DUBOIS Gina Blancarte entered the real estate wonder Gina has flourish RICHELLE DEANE 22 24 29 industry with a strong passion and determination to succeed. With a past career After the transaction is co “It doesn’t take years ofto exper in the entertainment world, Gina made not hesitate spread th connections with many high profile execservices. One recent rev to make someone good at w utives, which has helped her grow in her and her co-lister, Laure new path as an agent. “I’m able to projob of representing o they do, it takes lent passion.” vide service to not only my entertainment in Culver City. They ar RICHELLE DEANE BARBARA DUBOIS GINA BLANCARTE clients, but anyone and everyone looking sional, super energetic, e salesknowledgeable and new home construction, bu Top Agent Barbara Dubois of Better Homes and Gardens to buy, sell or invest,” Gina says. In her about the Realtors in Augusta, site tough managernegotiators, for a developme first year, she was named one of a hand- Georgia is dedicated to providing as a in, an top-notch service to all of her grateful clients. Mixing as Chairperson of the Sales and M ful of MVPs at luxury business real estate efforts to getAssociation, our placewhe so the local Builder’s savvyfirm, with a true passion for her chosen inThe Agency, and she’s looking to accomexperience. theirfree Board of Directors. I cannot dustry, Barbara’s goal is to guide her buyers and sellers THINGS 4) 5 FRESH NEW plish even more,17) THINGS THE BEST throughServing the sometimes transaction 31) process 8 with in the9future. the difficult enough!” Another read, “ When queried as to what she likes genuine care. APPROACHESRichelleentire the business andSUCCESSFUL I needed the training.” She agained DeaneLos and Angeles her business partner Gerrie Sobi- SAY area, there’s no doubt entedPEOPLE and true professio LEADERS NEVER realtor, Barbara barely pauses befor such confidence that after a few years, Richelle thought real estate in suburban Philadelphia by Gina will continue to exceed expectations and achieve instrumental in the sale of my property NEVER DO TO CONTENT ties are taking Seguing into real estate from a retail management career, I just have a genuine caring for my she could work “But instead of going storm. After Richelle’s first four years a REALlot of relationships after the sale she canasnow boast five years under her belt,independently. though she Spring. endless growth. this past Gina also assisted in thc MARKETING TOR®, these girlhood friends 26)teamed 1 BILLION-PLUS slowlyinon I partnered with Gerrie, forming up in late my clients as a dollar, I see them as possesses skills2015. that are lacking far my moreown, seasoned vetnew home. She is excellent in her com theexperience Sobities and Deane Group at Keller Williams.” With In 2016 alone, they closedREASONS 51 units and more thanhad $9.9 This caring has played a large role i erans. “I WHY have years of formal class35) DON'T FORGET YOU In all of her business is based off referrals and wordfocusand provides continuous feedback her among the top six percent oftorealto training in not only sales and customer service, a geographic on Montgomery County, Chester in fact, volume. “Gerrie and I room have been friends 13) HOW TO million YOUR CLOTHES of mouth. “I am very active on social media, I have frethe job done!” BE ACTIVE effective interpersonal skills dealing/working among top ideologifive percent the prev County andinparts of Berks County, the the pair’s since fifth grade and sheSHOULD served asbut myalso mentor when with people of all personality types,” says Barbara. “It open houses, and I just help people out whenever I cal focus remains on service. I enteredquent this business,” says Richelle. It was Gerrie, OVERCOME YOUR ON FACEBOOK With business comprised of more doesn’t take years of exceptional experience to make good who connected Richelle with the Keller Williams can,” she explains. Butfirst it is also Gina’s ser- someone In addition to Gina’s passion for real es Barbara understands that going WORKPLACE FEARS at what they do, it takes passion.” Passion is evident in “I’m “I a firm believer in servicing atmy 125%,” team shevice joined, four years with thatwhere resultssheinenjoyed the growth of her network. work music lover. “I clients started career at the translates into client satisfaction all her real estate endeavors, which include not only says Richelle. “Whenever I’m dealing with any Terese Brittingham and Tom McCouch. get lot o with busy professionals, and what I’ve learned is I need I’ve been a 10 year member of Thea Rec business, I compare their customer service to some of ing peopl to make their jobs easier,” Gina explains. “Whether it’s so I’m always going to their events.” S “Real estate was a complete 360 for me,” says Richelle. the best companies out there.” She expects her clients do reloca scheduling appointments or inspections, I take care of my industry asmy well, enjoys her. “It’s job and to make themattending “I was in IT for 25 years, as a software developer for to do the same with and it’s f and go as theanextra mile. I will be on thefeel phone at 10 tures’ “Friends Family” of my ref they’re my only client. It’s aboutand them, not me.”screening 20 yearsclients and working independent contractor from firstG if theyEventually, need me the andITwill research a few Santareceives Clara University Naturally,thortherefore, Richelle 90% of heralumni, for 10 toPM 12 years.” routine lost itseverything Phone 888-461-3930 | oughly.” Fax 310-751-7068 There’s business from stay in touch with people,” luster. “I used to love the challenge getting personality Onthe toprush, of that, she has aofvibrant that referrals. SCU “I Entertainment Industry Group whio different she am says, several over recent a new project, figuring out, developing something mag@topagentmagazine.com | itwww.topagentmagazine.com naturally eases people. “I am very positive and alsodescribing a mendously 16 closings years. that them that resulted from a prospective client she met four years and having it work.” All along, providing strong cusrealist, andinclients love that,” she says. No portion of this issue may be reproduced any manner whatsoever without prior consent of the publisher. Top Agent Magazine is and gener tomer service was the most valuable, transferrable ago, who didn’t even buy a home back then. “Over They kee published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Topfuture, Agent Gina is excit Looking towards the skill she gained while meeting various clients’ soft- the last six months, I’ve had four transactions with cause they Magazine cannot be held responsible forGina opinions expressedwith or factsclient, supplied its authors. To subscribe change address, send When is working shebytakes theoron best Los Angeles. “Nev them.the Thetime mother of closed heragents house;inher daughter ware needs. “I had considered real estateamany years looking ou inquiry to mag@topagentmagazine.com. trulythink understand their while wantsmyand needs. “I’m a people power positivity. I’ve gotten in td bought and sold a the house and I of even sold the father’s ago, butto didn’t it would work husband ests and Published in the U.S. person, it’sboys.” fun for methey to get know myhome.” clients and ple have dreamt of, and that’s because I and I were raisingsoour Once weretogrown, ally doing care of the however,their Richelle sought Gerrie’s advice. personalities,” she explains. “My mom told me from nay-sayers. That’s a great benefit of havin By Welcomorganically building long-term relationships, a young age, ‘there are no strangers to Gina.’” I never say I can’t get something done. I

CONTENTS

“I was so grateful to work with Terese Brittingham and Tom McCouch,” Richelle says. “They are the best in

Richelle develops trust and friendships, nurturing connections with first-time buyers or prospective buyTop Agent Magazine

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MICHAEL MARCIANO

Michael Marciano got his start in the industry ing, inviting in college, working full time at his brother’s bring along f 30 37for real 38 might be inte firm 34 in New Rochelle. But his spark 33 estate was lit nearly 15 years before then, team recently Ryan Casper always skiing,hissnowboarding, and rock climbing. W whenhad as awhat child ithe watched immigrant Sixcycling overHoward a hundr years ago, when buildestate a future byRyan acquiring realaestate. the open h takes to excel in parents the real being snowboarding enthusiast it isto only natu Leavins decided to launch hi his brother’s spark grew industry. Working At previously infirm, a that that he quickly takes on the role of teaching others even whathithethelom as a realinestate agent, h into a his passion for the and people and at. the He work family meat business, mother excels alsocareer will participate the Polar Plunge Michael didn’t know he possessed. It’s been knew he needed to devise Michael is a a plan saw it first. Realizing his candor Lake Michigan this winter, providing his clients the opp 18 years since then, and he’s never looked understandin thought, me look at tha with customers, she urged him to tunity to join him or“Idonate to the‘Let Special Olympics back. Michael is now partner and associate they work to CHRISTI STEVENS change his career path and settle show of support. In his free time, Ryan is an avid top three agents in my office. Le DAVID & REBECCA HOWARD LEAVINS MICHAEL MARCIANO broker of The Michael Edmond Team at serve his rea clie RYAN CASPER FRANK GAUDINO into real estate. “It was literally of business personal development books. “Read Keller Williams NY Realty. Togetherand he, his people the go jo me find out what they’re doing CARMONA Although she is now one of the most Her persistence, desire to help people and one of those moments when youand their books,” he says. “It and will change your life.” He also ha business partner, team cover West“Being able TRACY NUNLEY I’ll try and do the sam in-demand agents working in Texas, make a difference in their lives, extends chester County, Putnam for County, and living Southern goals—that’s most do what your mother tells you and lower I passion food and Chicago provides the him thefup Christi Stevens initially an47 account well past because the activeiftransaction. Christi thing, theyclients can be suc Buying her first 44 home Plus, herwas clients canFairfield. always get ahold of her day or night 41 48 51 Theyreal have anfect office centrally located in White says.friends “My aren’t did,” he says. Getting his license during the 2004-2005 opportunity to have dinner with and family a major jewelry manumakes itfive a priority to maintain the rela-u when she was onlyexecutive 19, Karon as with she has her “burned into thecut palm of herdiscovered hand.” cessful, so can So that’s wha Ricker, anphone, accomplished real 2016. She early on the importance ofI.’ being aGinger selfPlains, just north of New York City. Within the next their dreams, but I point Jamie his teeth in the real estate his network. Additionally, he makes Ve estateNunley boom,always he knew she was right securedto himself a this thriving restaurant scene. Tracy knew facturing Afterand deciding start tionships she clients asthe well. estatefirm. entrepreneur, hasyears, carvedthe a niche which helps explain theI tale howbuilds she is with excelling in the plan is tostarter, grow the team to 10 and expand toofthe them with rig business thirty-one years ago, fresh priming listings for digital exposure did and Iconnect got very busy very populated spotreal with d’aprile where today he has prospering that estate was foraproperties, her. Nunley is someone you want to have on your side when family, Christi made the decision to “I have a really active social media out for herself in the real estate indusreal estate arenaand today. “Lifetois outand there waiting fordeeply us,” sheabout says. out of graduate school tasked online listing portals to ensure surrounding areas. cares the pea purs quickly,” Howard says. She found in thethe negotiation buying a home. She thrives at the business City of Chicago. Fornegotiation Ryan, thein future is allforward. about the ofwho his tryher bycareer beingoratoselling true isrun an need todepartment get out the Because, Karon immerses change onevisionary. with lessShe travel. presence, and try to growth make itthe fun and busin inforthe “We mortgage at community.” the Ever the twenty-first-centur Recently team adop college an process thrilling and She kept quickly process and always honest upfront withculture you.others and on team develop themsel outside the boxwill thinker that puts her and herself in helping the of themative areahis and envisions thethey buyer is me.aan realized that realbe estate for the people who follow I fifth-largest development business offurther digital first impressions Michael’s clients take notice of his combination ofpower perin what which donate itWorking tucked away careerthat “Iincludes don’ttoalways tellwith themevery what they want tothrough hear, but I am ever since creativity the test clilooking for before they see it, she is able to deliver that perfect withasaateam an associate and a buythe knowledge he has garnered. “I want to share w in the country. A quick and natural fessional photography into his marke might be the perfect fit. “I sonal had aattention degree truly make an effort to do organizations special things Howard spearheaded real estate work in Okaloosa County and knowledge of the his market. “I’m honest to various option for later in life. The entalways going to as be she honest,” she says. Jamie She also every home whe she and works with that insoon auses fewcan’t showings. study, transitioned to someone withknows my Ashome realtors, we always tell provide support. E er’s agent, he hasinearned himself significant 50clients. percent with myyears team so they can havewas apatient similar mindse marketing aastrong background in for my clients throughout the year. I do Florida andI learned within two his business thriving, so time came in 2005, when unique opportunity a home using social media, MLS, thinkingtoismarket what gets homes lege,” she Chicago, running redevelopment for As for staying in touch with clients pa whathim they want to hear,” Michael says, “and myimprove clients aemails walk in White Plains sales. At the time, my dad was a custom phone calls and of course, but I repeat and referral business that is propelling forward grow my business and their lives as well.” sheKARON was looking for more sold. mailouts, signage, and global websites to get the word out. much so inover fact, he needed assistant. But he had troubl Her JAMIE originality shines through Beyond real estate, Karon the importance of giving back to say TRACY NUNLEY RICKER ROTH STEVENS GINGER VEREEN one ofCHRISTI the largest property owners inanbusiness of repeat and referral clients undecided appreciate that.” 90 percent ofknows his research. builder, andknows he suggested Inotice become also dorate things that they really take notice at every turn. of firsttrademark things you flexibility to careOne forhome herthe also it’swill imperative toabout use Well professional photogin She her brand, BestResultsthe community having been accepted by so many different onesuncom finding time to hire and train one. Then he had a realization America. Since then, Jamie has disresults. What’s more, it’s not ® isofbased on repeat andtoreferral clients, the how much I care.”I wanted t ®and a Realtor . It and all just clicked for me and ofofand show children she quickly raphy was oneon the first in her area start using it and recently, Ryan is and his professional drive motivation tovision service his Forward , that builds her of herself. She is a supporter women going through a divorce tilled his efforts into his role as a real andfor currentWhen clients for thereal occasiona team has steadily been growing investor business not wo estate “Ibe watched other new struggling and I Michael’s thought, ‘Why here one I am years later. Ithe couldn’t happier got her real estate for all heroffice listings. “I think it makes a difference,” shetheir says. positivity and has garnered her reputation Washington, as a with guest speaker atagents Second an organization devoted clients. “I’m thelicense. first ina18 the inthe morning and estate brokerin with Coldwell Banker, having earned a host of hard- Saturday, face-to-face. Beyond his years of G e builders, developers, and building owners. his wife Nicole and thei inspired “I always had it in the back of mythe mind that I could do this “I think how that property is portrayed online is going to don’t aHe new on with me? I’llfree teach them decision.” Christi is active in coast her and with Coldwell D.C.last metro area where she serves agent with McEtobring providing divorce workshops to coast. In her time, one outmarket atmy night,” he says. Itasisanthis dedication thatIaccolades. won designations and professional is a agent recipient of board intocommunity the local inventory and market daughter and a five-yea remember herseveral saying that was and then the time came in 2005 and hereAssociates, I am,” she says. Virginia. determine if that house gets sold.” nearney Karon isaan avid cyclist, where can take toat the road andshe get Banker Cares. She supports charities yearly what doing and get them toshethe help the same time,’ the International President’s CircleI’m Award, Spepersonal root of every transact keeps his clients McLean, coming back, which is Michael only reinforced checks inher with hisMulti-Market clients regularly through a mewith, among thins Fast forward to 2013 and Nunley has her own brokerage creative juices flowing. Moving forward, big plans are inother the I’m notI’m to knock itsupport out of the park,” Christi has been a top-producing agent almost from including Wounded Warriors, SPCA and Habitat for cialist, Previews Luxury Marketing Certified, and adept at U.S. there to them, that says. Howard started coaching new agents, develop the level of respect heThe provides for them and hisHoward peers. variety of methods. He’ll call them, pop bya their homes, “Lately, parenting feels an with RE/MAX Infinity. Through by the company, she has community is also important to Nunley as she gets Karon’s mission is the tofive drive value in everything she touches works for Karon, who is real estate agent and an entrepreneur with me. Why would someone do start. She was in the top 1% of Coldwell Banker Humanity. Christi loves to travel whenever she can and International relocation. into place,” Jamie explains. “This handwritten notes. Heteam employs afor social saysto with a her laugh, “but Ryan onbyhisproviding ownand personal develagents and an assistant that serve Because the Muscle Shoals areareal of intently involved amail ofaorher sales through RE/deep ing strong, symbiotic ingoing the process. He supports thesloist when it comes tofocuses her estate business. Uniquely, asportion hercards cliwho leverages her passion technology grow real to knock it out of the park?” and that’s what I love about it—I Associates for DFW in 2012 & 2013, one of D’Magwith her fiance. media andrewards marketing specialist who theonteam’s emigrated from Alabama that borders both Mississippi and Tennessee. MAX Infinity Miracle Network. This ismanages opment and education, clients are reaping the ents remember her, Karon, his with an “O”, hasto putthe herChildren’s trademark, estate business. Staying abreast bigown data, parents predictive analytics, new agents as they their skills major and expertis While Jamie’s complete with examples ofcultivate provide valuable service, helping to aafinance and, righoc azine’s Top Producers of career 2014 &isevents 2016, and a Texas networking accounts. When itexecution comes tomitted marketwork ethic early in to addition toonsponsoring as toy was drivehand-picked for the BestResultsForward®, ais distinct address the social map which issuch Karon by three founders to strong help architect a cutof his efforts as he able provide them with valuable and expertise, what initially drew him into real estatewould was like a real whether they’re buying or selli so they can eventually “graduate” off his team and go out on estate school. Monthly Magazine top producer for 2015 2016. Christi to continue to2017 grow her and ing hisand listings, he& covers alldevice his bases, but launch he’s anlives avid everything Ibusiness do, I strive t With a remarkable 95 percent referral business, you know American Cancer Society a pictures with Santa night at rising as “preferred agent” for many sellers and buyers. Karon’s ting-edge that will in summer and will help insight into their real estate decisionsBanker which istoone ofothers. the When straightforward desire helpPreviews he and histeam, wife but hadshe a never wants that to be at the expense She is also Coldwell Luxury Marher advocate of neighborhood open houses. When it better.” For Michael, their Currently, Howard and his estate four teammates mak that Nunley is doing something right. Shethinking focusesdrives hard on herestate office,business which recently hosted overown. 250 people throughvertical her real to new heights. revolutionize marketing effortsmarketing in the real industry. lackluster experience with athan prior30 agent, Jamie decided he didn’t Sixservice Lookingshe ahead, Jamieher has plans to c reasons that his properties stay on the market lessUsing keting personalized hasGinger built hasreputation not onl event,very he’ll sendofoutthe at leastoften athe thousand mailersyears to a later, family, but his clients’ a keeping in touch with her clients Her and lets thevalue community. “We’re community-oriented,” she No. them 1 goalknow eachwhen day is Certified. toout build for heran clients. up five want others to experience the same. Today, he top primarily agents serves thein his ingoffice. enterprise, with hopes of bringi days before going under contract. she is thinking of them. Throughwhat a series activities and Conversation”, says. “We tryshe to do a lot in and give back to thethe community on. “I would to add athefew more highly-qualified she ofcoined “Listing invests better Karon’s business success is love built around philosophy “who” targeted area surrounding property and go door knockare developing asiswell. cess in real estate but built a team North Shore area and the northwest suburban region, lending his to expand his professional footprin events such as a pie day at Thanksgiving special gifts becauseUsing they’ve been good to“Listus.” Nunley isingrateful toShe thewants data and and better tools Christi to drivecurrently results. signature, first the to bebusiness that realtor! Her consolation prize leadsherThe Christi Stevens group, a door. agents, but providing my from clients with an exceptional referrals in North multiple decades of experience to buyersgood and sellers alike. “One hallmark service he is known for. Li Providing customer service remains Howard’s main ing Conversation,” she incorporates a versatile medium with after years of numbered moves and aisbusiness succession ofrelationship many militaryIbased throughout the year, she shows her clientsinthat she appretightknit Northern Alabama community that has shown her experience Staying touch with clients is important to Ryan and smallhis team at Coldwell Banker. Christi’s team serves customer always my top priority. want “Our is of my main philosophies is that my work is not about one-time professional community as well, v her museum-style she Richardson, likes to think burnishes ayears volunteer appointments; be best known as thatmy well-respected ciates them and their business. he “They never know“storyboards” what so sure much support throughout the and hashe helped her uses all avenues to make he stays front of mind with concern and calls his clients weekly to them updates Frisco, Plano, McKinney, Allen, Prosto be able toTotake the time to make clients of four additional agents, twotaken clo transactions,” Jamie recounts. “It’s about building relationships Directors forgive the local realfeel estate boa glowing impression. Karon creates aher template uniquely designed realtor innot McLean, Virginia. “I love my job, my family including they are going to get in the mail them. from me or what’s going grow business into what it is today. But, it’s all busiFrom socialper, media email marketing andover parandto Dallas, and specializes inclient luxury properties, care of,bases educated throughout the entire process well With three Air antheArmy base in hisas and maintaining them time. Foremost, I’m Force focused on serv- and Grievance and Citation committees executive assistant. “We invest in n around thebecome style ofa the home ness that best reflectsasthe shea big my At end of the day, living a area to be left on their doorstep,” she says. “It’s game for Nunley hermessage family is partboxer, of herMcCloud,” life. She said Karon. relocation and new construction. Christi has built her as making it a fun and enjoyable process for them. I ing my clients’ interests and goals.” free hours, Jamie and his wife enjo ties he is able to make sure the relationships with his clients clients versus calling, radio haslifewith strong relationships with many military clients to portray. Theinaccent client’s lifeis allher about building the foundations thatcold lead to relationfor me.” Staying connected withwants her clients is easy the boards loves commemorate spending time awith her Howard husbandgood along son university and exploring new restaur reputation providing an unsurpassed level of cuslove helping people realize their dreams. I’m helping remains strong and earns him more referrals. When it comes with Keller Williams, Ginger & C style and experiences with each room embellished on high-end ships that “share” the same core value, “trust!”” small Northern Alabama area where she lives as a day that is 19 and daughter that is going on out-of-town 14. As a family, they When military buyers fly in to house hunt, How dedicated years toapproach thepool, field, much ofon Jamie’s marketing tomer where goal is treat every client the kids of peoplecommunication, now that I helpedprofessionalism when I first started to marketing his listings, heHaving is aggressive in his linen like boards. The boardsservice have become aher hallmark of to Karon’s an doesn’t go by without running into someone she knows. enjoy concerts, taking a dip in the and going cruises. ard has been known to invite clients to stay at his own home approach is spearheaded through agent-to-agent communication, Havingfeeling. earnedIt’s over thirty years if they were family. focus on her clients needs out, and that’s ankindness amazing truly an honor too brand, social created media, out of as a targets necessity to give buyers power by using mailers, andThis a greater direct phone camthat leads to permanent fri tapping intoforhis myriad close connections with professionals along with athat storied career already u “In the past, my wife and I have put clients up and fed them putting more information in front of them a faster, simpler has given Christi a remarkable 80% rate of repeat and be a part of people’s lives like and know that I’ve paign to the local neighborsacross to drum up aAspotential buyer. the city. a past board member of the local real estate assuredly fixated on connecting with experience. referral business. earned their trust by doing a great job for them.” are ready for way. everyWith challenge, It’s all about making the salegoverning happen board, for hisin sellers he additionand to formerly serving as the chairper- They tations along the that in m clients who live thousands ofJamie mile knows the value of being proactive in this arena to help his son of the board’s ethic committee, Jamie is a master cultivator of to remain busy and bright for Adding to that technique, an early adopter of text message capaers on the intricacies of decision ma clients gets the results they expect fast.gives Karon an bility forand property information 24 hours a day For more information They’re dedicated about to providing the edge on staying top of mind for being that tech savvy realtor To with learn more about Ryan Casper, sellers and buyers. Karon has with a custom designed code every client and often hear from p Being active and involved the community is aetched big part CHRISTI STEVENS on her boards that deliver branded property data to existing and visit ryancasperresidential.com, they provided the same treatment to of Ryan’s life as he is part of the Adaptive Adventures proprospective clients upon leaving the property.801-3930 How to be “best” or email christi.stevens@cbdfw.com call (214) they would to someone call 773-307-0439, or spending s gram that provides the freedom of mobility to individuals remembered, is one of her creative marketing tools! To stay ahead Photo by Shannon Williams Photo by Shannon Williams “We’re dedicated to every client’s with disabilities and teaches them outdoor sports such as email rcasper@daprileproperties.com. of her competition in today’s real estate market, Karon elevates advocateCopyright for them,” Ia Top says AgentGinger. Magazine For information Tracy Nunley, to more new heights by leveragingabout sophisticated marketing mediums they can reach us any time of the da through her social media campaigns to include video voice-over Copyright Top Agent Magaz visit tracynunley.com, call 256-366-4649, or email tracy lnunley@gmail.com For more information about Karon Ricker, one-of-kind marketing. “You need to be very creative in how you create that visual into business,” she says. Ginger & Co. maintains contact w visit BestResultsForward.com,

HOWARD LEAV

RYAN CASPER

GING

KARON RICKERJAMIE ROTH

39) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

45) FOUR CHALLENGES AND SOLUTIONS FROM THE FRONT LINES OF THE REAL ESTATE INDUSTRY

42) BRANDING BAD IN REAL ESTATE MARKETING

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure! www.

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

To learn more about MICHAEL MAR visit michaeledmondteam.co email marcianokw@gmail.com, or call www.

Top Agent Magazine is seen by Real Estate Agents and Brokers in every U.S. city and Internationally! www.

Please contact mag@topagentmagazine.com or call 888-461-3930 for ad rates Copyright Top Agent Magazine and information. long afteroreach closing. “I sent abou call 571-345-8145, email Hailing from Charleston, S.C., Karon has a global sense to real www.

last year,” she says, mentioning gre

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Copyright Top Agent Magazine karon@bestresultsforward.com estate as she has lived all over the world, reinventing herself at clients for birthdays, anniversaries every locale and integrating herself into a new community every stay so closely in touch that 3 they are 18 months as a military wife and mother of a West Point grad,

To learn more about Jamie To find out Roth more a e-mail Jamie.Roth@cbexchange.com or call (847 email howardleavins@gm milestones but any difficulties they

5 Fresh New Approaches to Content Marketing A couple of weeks ago we were conducting a workshop when we were asked two excellent questions about content marketing:

• People

don’t want to hear from a roofing company every day. So how do you produce fresh and interesting content for social media that goes beyond your core services and yet ties back to your business?

• Can

you extend your social media presence and content to include personal things (like your hobbies) and how does that affect your overall business image?

The workshop attendee who asked the first question was right. Almost no one wants to hear from any company every day… especially if all the content is about products and services…and yes, even if they’re giving helpful tips and information. Does that mean you should stop producing excellent daily content related to your business? No, of course not! Content is created for two reasons. First, to provide knowledge, expertise and even entertainment to your ideal customers in order to achieve top of mind awareness as an authority in your industry. And second, to produce SEO-rich results that keep you at the top of search engines. You must strike a

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balance between the two, and try to include content that draws people in by being super interesting and entertaining….and yes, sometimes personal. To help answer those content questions above, here are five different types of content (beyond the traditional stuff) that can give your brand a fresh, unique and balanced approach:

1. PHILANTHROPIC Your community efforts say a lot about who you are, and people will make an extra effort to do business with you as a result of this connection. We’ve consulted business owners who are very hesitant to promote these efforts because they don’t want it to seem as though they are exploiting the charities and organizations—and most especially because they don’t do it for the promotional aspects. They do it to give back. I ask you to keep this in mind. Nonprofit and charitable organizations very often have small marketing budgets. Not only do they rely on outside marketing forces to promote their initiatives, they would likely be forced to close their doors without that support. That means that when someone with a strong brand and presence promotes them, it’s a highly trusted and personal connection, and you can’t buy that kind of support. In other words, they not only need you to promote them, they want you to promote them. But your instincts are correct. It’s not about you. So just make sure your entire content focuses on the organization you’re helping, what they do for the community and how Top Agent Magazine

others can join in the cause. Then it becomes a huge win for all.

2. HOBBIES You bungee jumped from four of the tallest bridges in the U.S. In your spare time, you go fly fishing. You love playing chef and use only locally grown, organic foods. Your friends are always begging you to go to Vegas with your card shark talents. You’ve done mission work in Africa and would like to start your own group. You almost played professional baseball. You have an insane talent for gardening design or bass guitar. Your family works at a soup kitchen once a month. Ok…you get the picture. And two more words. Reality TV. People are interesting…and people are interested in interesting people. We remember others based on these unique traits. And most of all, people love the story behind the face. Don’t be afraid to share your hobbies. Quite often, it’s the first thing that will personally connect you to a prospect.

3. CREATIVE CONNECTION This one is perhaps our favorite. While we can’t imagine seeing something come across our news feed from a landscaping company every day, imagine this for a moment. What are we always told to remember in this hectic world? Stop and smell the roses, right? So what if…a landscaping company posted a beautiful flower each day, just to remind you to ‘stop and smell the roses’. And at the bottom of that photo (small print), you included

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the type of flower and type of environment needed to make it flourish (moist soil, full sun, etc.). And then, of course, watermarked it with your logo….and a title like, “Sam’s Daily Reminder: It’s Time to Stop & Smell the Roses”. You could even include some great, thought-provoking quotes. It has the personal connection (Sam), the business connection (flowers & logo watermark) and a cool creative connector (pause the meetings and paperwork to take a moment and appreciate life by noticing this beautiful flower). This is a great idea for staying ‘top of mind’ and connecting business with the kind of creative messaging people wouldn’t mind seeing every day.

4. EXPERIENCES This one is similar to hobbies from the personal aspect, but instead of something that identifies us like our hobbies, our experiences are random happenings that can have great interest and meaning to our audience. Whether you have a unique experience buying a new car or a fateful conversation with a stranger in the airport, if you feel it ties into a life lesson or business lesson you’d like to share, by all means do. The lesson is to keep your radar up 24/7. Any experiences you have which relate to your

ideal customer are an opportunity to connect beyond the business world. And when we do that, we become a part of the family.

5. INFLUENCERS “Show me your friends and I’ll show you your future”. You’ve probably heard that saying, and the same is true whether you are a teenager or a business owner. Maybe you’ve learned a lot of your business knowledge from Bill Gates, Steve Jobs or Warren Buffet…or you like to quote Benjamin Franklin. Perhaps you have some mentors you’d like to recognize and tell why they’re important to you. Sharing the people and things that influence us is what makes us human. No matter how successful your business, you didn’t get there alone. People and circumstances shaped you along the way. Recognizing others for their contribution in our lives, large or small, is important in staying connected and grounded. We hope these five types of content help you to put a fresh spin on what you share with your audience, whether personal or professional. We believe you must have the combination of both to build an incredible brand.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 6

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—FACILITATORS IN LIFE PROGRESS—

ANDREA GUILLEN & YALILE ALPIZAR

CostaRicaLuxury.com Top Agent Magazine

COSTA RICA LUXURY REAL ESTATE BOUTIQUE COMPANY “We are facilitators in life progress,” says Yalile Alpizar, owner and principal broker of Costa Rica Luxury, the top luxury real estate boutique in Costa Rica. “Moving to Costa Rica is an amazing life experience for our clients and we love to be a part of that.” Fueled by her deep love for Costa Rica and nearly 30 years of international business experience, Yalile is well known as Costa Rica’s luxury real estate pioneer. “I previously worked with top executives from different parts of the world, so I felt very confident when I started in luxury real estate,” says Yalile, who founded the family-run business in 1990. “It was automatic,” she says, adding that on a personal note she enjoyed that focusing on Costa Rica real estate allowed her to remain local while raising her children.

Within www.CostaRicaLuxury.com, Yalile operates www.costaricamilliondollarhomes.com and www.costaricaluxuryestates.com, focusing on Central Valley luxury communities, high-end new construction and million dollar homes in the coast. The business provides comprehensive, turnkey solutions including marketing, sales and rentals of high-end Costa Rica homes, estates and mansions. “When we started listing million dollar homes, other REALTORS® laughed at me!” Yalile says with a smile; others never imagined luxury real estate becoming big business in Costa Rica. But the team members at Costa Rica Luxury are experts at what they do. The company is family oriented and includes two of Yalile’s daughters. Andrea Guillen, who follows Yalile’s steps since she was a child, is now a recognized luxury real estate specialist with

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13 years of experience in dealing with high-end clients from around the globe. Andrea is Yalile´s right hand and Principal Partner in the company. She graduated from the University of Costa Rica in Environmental Health, allowing her to earn experience in fields such as urban development, housing needs, urban infrastructure, health services, workers health studies, environmental impact studies and among others. Daniela Guillen is Yalile’s youngest daughter, an advanced student in Digital Animation from Veritas University, she is the video and media production manager of the company. Yalile’s sister, Anayancie Alpizar manages Spanish speaking clients and most rentals. The company is also supported by a robust staff including Yalile`s son Roberto Guillen who is in charge of the financial and marketing divisions. Also on the team is an

attorney; a web and social media manager; graphic designer; and professional photographers. “We also work with a unique group of top-level experts such as engineers, landscapers, interior decorators and home remodeling experts,” she says. “They’re a backup team, always ready to help.” Having built their reputation on trust and credibility, Costa Rica Luxury enjoys greater than 90% referral or repeat business. “Trust is the most important part of our business,” she says. “We deal with high-end buyers locally and from overseas, so we guarantee privacy, discretion and security and we’re dedicated to personalized service and guidance.” Attention to detail is extremely important, she explains, because many clients are foreigners who are just beginning to learn about the country. Copyright Top Agent Magazine

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Yalile and her team walk each individual patiently through a lengthy, educational process aimed at ensuring that buyers are prepare for the consequences of every decision they make. “Everything we do has to be the highest quality,” Yalile explains. “Our clients are high-end buyers and renters; they’re looking for the best quality.” She enjoys developing strong relationships with the seller and the buyer. “We don’t just sit and wait for things to happen. We support our clients through all of the stages.” She describes how Costa Rica Luxury coordinates luxury home sales with robust marketing programs supported by professional photography, exceptional graphic and web design, tailored property tours and heavy, targeted online presences in social media, plus high-end advertisements in magazines and coffee table books distributed at top hotels. “And we’re available 24 hours a day,” she says. To remain true to this promise, they take advantage of technology and messaging services such as WhatsApp and others hosted by social media platforms.

While Yalile feels honored that sophisticated, high-end buyers contact Costa Rica Luxury directly, rather than through REALTORS® in their home countries, she believes this trend reflects a tremendous opportunity for luxury agents globally to establish networking alliances overseas with a strong and well positioned company, in an amazing destination such as Costa Rica. “Costa Rica is a very sophisticated and exotic destination, with natural beauty, long life expectancy, a first-class health system and our pura vida lifestyle. Our ‘pure life’ is relaxed, prayerful and happy.” With this love of Costa Rica, coupled with her pioneering spirit, Yalile hopes soon to build new international alliances with top brokerages in high-end destinations and speak at luxury real estate conferences overseas. In the meantime, she and her husband, Roberto Guillen, whom she has known since the age of 14, fully enjoy the Costa Rica lifestyle with their four daughters, son and two grandchildren and expecting one more grandchild to come!. “They are our world!” says Yalile. Copyright Top Agent Magazine

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To learn more about YALILE ALPIZAR and ANDREA GUILLEN, visit costaricaluxury.com or costaricamilliondollarhomes.com, email Yalile@costaricaluxury.com or Andrea@costaricaluxury.com or call, in Costa Rica: (506) 8861-1515 www.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here is a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 14

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties. Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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SARA FISHER Top Agent Magazine

SARA FISHER Sara Fisher entered real estate because of the rewards she receives by helping others. “I get so much out of engaging with clients and my hope is that they get the same or more,” says Sara of Long & Foster Roanoke Sales in Roanoke, Virginia. She became a REALTOR® after 16 years working for a personal injury attorney and after having invested in rental properties with her husband. “I knew I needed to be working with the public, having more personal interaction and helping people directly.” The rewards of real estate began to pay off immediately after Sara earned her license in 2015 and reached sales of nearly $3.5 million in her first year alone. “Getting to know people and their families, we develop such a rewarding personal bond,” she says. “And the hugs and smiles are a wonderful culmination when my clients receive the keys to their new home or they’ve signed the deed selling their house, on the way to receive the keys to their new home.” Sara enjoys those connections so much that she stays in touch with clients as they adapt to their new situations. “I check in regularly after closing to make sure they’re doing well, that they aren’t having any problems, and that everything went as expected,” says Sara. “I want to be there with them for the whole process. There’s so much to endure in the process with movers, contractors, utilities and so forth. It’s gratifying when they’re happy and they appreciate all the hard work that went into getting them to that point.” Sara’s clients and prospects value her willingness to go above and beyond for them, praising the service, attention to detail and kindness that comes naturally to her. “I allocate a good amount of time to each prospect or client so I can understand and respond to their needs,” she says. Many of her buyers are new to the area. “I take time to give them tours and provide magazines, brochures, maps, details on schools, medical facilities, events, recreation and other things to do regionally.” In addition, given her experience working for an engineering firm and with many contractors, she is wellversed on the design-build process. She also generously shares her extensive network of construction professionals and contractors with sellers and buyers. “These are personal contacts I can call at a minute’s notice to help my clients during the sales process or after a sale if they need to have some work done.” Whether helping buyers scrutinize their purchase opportunities or assisting sellers with pricing and marketing, Sara is known for patience and diligence. Buyers of homes or land are amazed by her knowledge of the local market and her connections 16

within the community. Both sellers and buyers benefit from her educational approach and attention to detail, which helps them avoid unnecessary surprises. Sara carefully but quickly navigates the nuances of each property before listing and then hires a professional who handles both staging and photography. She then markets heavily on social media, including a strong presence on Facebook and Twitter. “I send email, mailings and postcards in addition to all the online advertising as well as REALTOR® tours and print advertising.” As she grows her business, Sara plans to hire an assistant and to delve more into commercial real estate while also investing in more properties. “I am proud of what I’ve accomplished so far,” she says. “I’ve done it with integrity, honesty and openness. It’s so important to give people every bit of information, not just what you think they want to hear.” In the end, success stems not only from making her own clients happy but from striving to satisfy all parties involved. “REALTORS® need to work together to ensure everyone reaches their goals.” It’s hard work, she says. Agents must be passionate about what they do while honoring and respecting each individual they encounter. We want to be their home experts.”

To learn more about Sara Fisher, visit sarafisher.lnf.com, email Sara.Fisher@longandfoster.com or call 540.529-1541 www.

Things the Best Leaders Never Say

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

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

I’M THE BOSS

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

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I’LL DO IT MYSELF

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

THAT WASN’T MY FAULT

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

I’M SORRY TO ASK YOU TO DO THIS

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

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions? Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team. 18

THAT’S NOT THE WAY WE DO IT HERE

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

I’M NOT HERE TO MAKE FRIENDS

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

DON’T BRING ME BAD NEWS

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

YOU JUST DON’T GET IT.

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

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EDMUND KO

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EDMUND KO Top Agent Edmund Ko of Long & Foster of Bethesda, Maryland understands intuitively the importance of top-notch client service, which has resulted in his continued reputation as an agent who truly cares about the well-being of all his clients. Edmund began his sojourn in real estate thirty years ago. Friends were constantly asking him questions about real estate, which he had a fascination with. “A lot of my friends were buying and selling real estate,” he says, “and they weren’t getting proper help from their agents, so they’d ask me questions. So I thought maybe I should get my license and I’ll be able to help them better.” His success was immediate, and in his first year he was named Rookie of the Year and sold a stunning forty-five properties, which cemented his commitment and catapulted him to the successful career he enjoys today. He is currently ranked among the top 1% of realtors nationwide. Licensed in Maryland, D.C. and Virginia, and selling in areas that include Rockville, Gaithersburg, Silver Spring, Potomac, Bethesda and the surrounding areas, Edmund credits his long term residency in the region with a built-in geographic expertise that allows him to service his clients in a way that other local agents can not. “Because I’ve lived here for over forty years,” he says, “I know these areas very well. I focus on the areas I know. I’ve watched this area build and grow over the last four decades, and that allows me to help my clients better.” With a staggering rate of over 90% repeat and referral business, Edmund is clearly standing head and shoulders above his area competition, and much of this has to do with the fact that each transaction is about more than just a commission. He is

passionate about remaining in touch with his clients after the deal has closed, and being available to assist them with anything they might need after they move in to their new home. Top-drawer marketing is very important to Edmund, and his is passionate about staging his properties, which he considers paramount to effectively presenting them to achieve top dollar. “I price my properties right, and I use a stager to stage the house and present it in model condition. I also use a professional photographer, because today’s buyers mostly do their initial searches on the internet, and whoever has the best presentation gets the most showings.” Fluent in Mandarin, Cantonese and Shanghai Chinese, Edmund is passionate about assisting the local immigrant community. “Maybe they don’t want to buy a house right now,” he says, “but I still like to help them understand the American Dream of homeownership, to better understand this country, because I think that it will make their lives happier and help their kids.” When he’s not working, Edmund is a hiking aficionado, and he has hiked all over the world. Machu Picchu and Mount Everest are among his former destinations. “I really enjoy being outdoors,” he says. His appreciation for different cultures has informed his own life, and he says “When you see people living at the base of Mount Everest with practically nothing, and they’re still happy, it makes you feel like a better person and makes me grateful I can help other people.” As for the future, he plans to continue offering the same amazing, unsurpassed service he has been giving his clients for the past three decades. If you’re looking for the best, Edmund Ko is your man.

For more information about Edmund Ko, please call 301-915-6611 or email eko247@gmail.com 20

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

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RICHELLE DEANE

Richelle Deane and her business partner Gerrie Sobities are taking real estate in suburban Philadelphia by storm. After Richelle’s first four years as a REALTOR®, these girlhood friends teamed up in late 2015. In 2016 alone, they closed 51 units and more than $9.9 million in volume. “Gerrie and I have been friends since fifth grade and she served as my mentor when I entered this business,” says Richelle. It was Gerrie, who connected Richelle with the first Keller Williams team she joined, where she enjoyed four years with Terese Brittingham and Tom McCouch. “Real estate was a complete 360 for me,” says Richelle. “I was in IT for 25 years, as a software developer for 20 years and working as an independent contractor for 10 to 12 years.” Eventually, the IT routine lost its luster. “I used to love the rush, the challenge of getting a new project, figuring it out, developing something and having it work.” All along, providing strong customer service was the most valuable, transferrable skill she gained while meeting various clients’ software needs. “I had considered real estate many years ago, but didn’t think it would work while my husband and I were raising our boys.” Once they were grown, however, Richelle sought Gerrie’s advice. “I was so grateful to work with Terese Brittingham and Tom McCouch,” Richelle says. “They are the best in 22

the business and I needed the training.” She gained such confidence that after a few years, Richelle thought she could work independently. “But instead of going slowly on my own, I partnered with Gerrie, forming the Sobities Deane Group at Keller Williams.” With a geographic focus on Montgomery County, Chester County and parts of Berks County, the pair’s ideological focus remains on service. “I’m a firm believer in servicing clients at 125%,” says Richelle. “Whenever I’m dealing with any business, I compare their customer service to some of the best companies out there.” She expects her clients to do the same with her. “It’s my job to make them feel they’re my only client. It’s about them, not me.” Naturally, therefore, Richelle receives 90% of her business from referrals. “I stay in touch with people,” she says, describing several recent closings that resulted from a prospective client she met four years ago, who didn’t even buy a home back then. “Over the last six months, I’ve had four transactions with them. The mother closed on her house; her daughter bought and sold a house and I even sold the father’s home.” By organically building long-term relationships, Richelle develops trust and friendships, nurturing connections with first-time buyers or prospective buyCopyright Top Agent Magazine

ers. She reaches out personally to everyone in her database at least four times per year. “I check in 30 days after each closing to see how the buyers are settling in; I mean it when I ask if there’s anything I can help with.” She connects again after six months, followed by calls or cards for birthdays, gifts or cards for home anniversaries, and greetings for holidays. Richelle’s and Gerri’s sellers also receive outstanding service. “We do customized brochures with professional photography, plus custom URLs for every property,” Richelle explains, adding that they blanket a radius around each listing with targeted marketing plus special open house events. Richelle’s longtime Philadelphia-area residence gives her in-depth understanding of its real estate climate and provides opportunities to support the community. “Last year for Keller Williams Red Day I volunteered for a couple of hours at the Daily Bread Community Food Pantry,” she says. “I enjoyed helping so much that now I sign up to help every month and donate however I can,” she says, noting the importance of community and family. She and her husband, Victor, have been married for 25 years. “My husband has been incredibly supportive of my career change,” says Richelle. “I could not have made this change without his support.” As their business grows, Richelle and Gerri hope to grow their team and possibly add a new in a warmer climate. “Whatever we do, I love my job,” says Richelle. “It doesn’t feel like work, which I think is why I’m succeeding at the level I am after only five years.” Top Agent Magazine

To learn more about Richelle Deane, visit RichelleDeaneHomes.com or SobitiesDeaneGroup.com, email RichelleKW@gmail.com or call 610.322.8432 www.

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BARBARA DUBOIS

“It doesn’t take years of experience to make someone good at what they do, it takes passion.” Top Agent Barbara Dubois of Better Homes and Gardens Realtors in Augusta, Georgia is dedicated to providing top-notch service to all of her grateful clients. Mixing business savvy with a true passion for her chosen industry, Barbara’s goal is to guide her buyers and sellers through the sometimes difficult transaction process with genuine care. Seguing into real estate from a retail management career, she can now boast five years under her belt, though she possesses skills that are lacking in far more seasoned veterans. “I have had years of experience and formal classroom training in not only sales and customer service, but also effective interpersonal skills in dealing/working with people of all personality types,” says Barbara. “It doesn’t take years of experience to make someone good at what they do, it takes passion.” Passion is evident in all her real estate endeavors, which include not only

sales and new home construction, but her responsibilities as a site manager for a development and her positions as Chairperson of the Sales and Marketing Council for the local Builder’s Association, where she also serves on their Board of Directors. When queried as to what she likes most about being a realtor, Barbara barely pauses before answering, “I think I just have a genuine caring for my clients. I maintain a lot of relationships after the sale concludes. I don’t see my clients as a dollar, I see them as a new relationship.” This caring has played a large role in her current ranking among the top six percent of realtors in her market, and among the top five percent the previous year. With business comprised of more than 30% referrals, Barbara understands that going above and beyond translates into client satisfaction and appreciation. “I get a lot of referrals by treating people well,” she says. “I do relocation, I do re-sales, and it’s funny because most of my referrals seem to come from first-time home buyers. There’s obviously something different in the way I treat them that makes them grateful and generates those referrals. They keep coming back because they understand that I’m looking out for their best interests and they see that I’m really doing my best job to take care of them and their family.” Copyright Top Agent Magazine

Barbara understands how emotional the transaction process can be for her clients. “Life is all about change,” she says. “Sometimes it’s scary, but it’s also exciting at the same time. That’s where my dedication comes from, and my clients are grateful to have me at their side during the process of buying or selling a home. I’m definitely committed to providing excellent client service.” Staying in touch with past clients is of paramount importance to Barbara, as she cherishes the relationships she has built with them. “I stay in touch with phone calls, with text messages. I also use social media quite a lot. I think Facebook and other social media is an integral part of the business now.” Facebook also plays

a large role in her marketing strategy, and she frequently utilizes the relatively new Facebook Live feature to show off her listings to their best advantage. Barbara is passionate about giving back to her community, and she has volunteered for The Girl Scouts of America as a troupe leader for ten years. Also active in her church, she is currently gearing up to lead a foreign mission group to Ecuador this coming summer. The mother of four children, she is also involved in their extracurricular activities. As for the future, Barbara’s plan is to build a team and grow her business, which – if her track record is any indication – she’ll have absolutely no problem doing.

For more information about BARBARA DUBOIS, please call 706-833-5898 or email MyHomeAugusta@gmail.com Top Agent Magazine

1 Billion-Plus Reasons Why You Should Be Active on Facebook By Bubba Mills

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook. That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers. Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience. 26

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Another Facebook real estate ad tool is Website Custom Audiences that lets you create Facebook ads that target users who have visited your website. And several apps specifically for Facebook have emerged. Consider these: • Heyo.com: Helps you host contests, showcase promotions and high-

light special offers. • Woobox.com: Let’s you easily create quizzes and other fun tools for engaging content. • Pagemodo.com: Helps you make your Facebook business page both sleek and stylish and tabs allow for easy lead capture. But the latest offering is just as cool. It’s called Facebook Live and it lets you stream live video on the internet. I recently wrote about Periscope, another live video streaming app, but when you use Facebook Live you’re automatically featured at the top of Facebook users’ news feed. What’s more, statistics show that live video is viewed more than recorded video. How can REALTORS® use Facebook Live? Open Houses: Broadcast a walk-through of a new listing

and highlight all the great features.

Webinars: Host live webinars targeted to buyers and sellers. They can sub-

mit questions just like a real-life seminar.

Real Estate Talk Show: Offer the latest news in the industry plus share lo-

cal events and your newest listings. In short, become the Lester Holt or Diane Sawyer of real estate in your town with your own “TV” show! Facebook offers these tips for using Facebook Live: Promote: Tease upcoming Facebook Live broadcasts for more viewers. Plan better: Take time to plan what you want to do in the video, whether

it’s a few key talking points or to have a few questions ready ahead of time in a Q&A, in case incoming comments slow down. Top Agent Magazine

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Invest in some equipment: A shaky live stream turns off viewers so con-

sider a tripod or other stabilizing tools, especially if you’re taking viewers on a tour of an open house. And check the shot before going live.

Get the lighting right: If you’re indoors be sure you have plenty of good

lighting and avoid a lot of light directly behind you because it’ll wash you out.

Sound good: A common mistake for beginners is overlooking sound.

Consider an external microphone to make sure your viewers can actually hear you. And if the live option makes you a little nervous, you can also stream pre-recorded videos. Hey, that has worked like a charm for TV for decades. Some businesses promote their web series to “air” on Facebook Live at a certain time like TV shows. After they are streamed, Facebook Live videos function as normal Facebook videos. Some business owners believe videos may perform better if they begin as live ones. NowThis, a news company that publishes entirely on social platforms, experimented by streaming a 38-minute compilation of its favorite viral videos via Facebook Live. The stream received over 20,000 views and over 500 comments, according to Facebook’s counters. Yes, all the new-fangled internet tools, apps and options for REALTORS® can be a bit overwhelming. Just take it one step at a time and you’ll slowly be right there in the business-winning mix. E-mail me today at Article@CorcoranCoaching.com and I’ll send you more free information about how technology can help your real estate business. Copyright©, 2016 Bubba Mills. All rights reserved.

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com. 28

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GINA BLANCARTE Coming from a family of entrepreneurs, Gina Blancarte entered the real estate industry with a strong passion and determination to succeed. With a past career in the entertainment world, Gina made connections with many high profile executives, which has helped her grow in her new path as an agent. “I’m able to provide service to not only my entertainment clients, but anyone and everyone looking to buy, sell or invest,” Gina says. In her first year, she was named one of a handful of MVPs at luxury real estate firm, The Agency, and she’s looking to accomplish even more, in the future. Serving the entire Los Angeles area, there’s no doubt Gina will continue to exceed expectations and achieve endless growth. In fact, all of her business is based off referrals and word of mouth. “I am very active on social media, I have frequent open houses, and I just help people out whenever I can,” she explains. But it is also Gina’s exceptional service that results in the growth of her network. “I work with busy professionals, and what I’ve learned is I need to make their jobs easier,” Gina explains. “Whether it’s scheduling appointments or inspections, I take care of my clients and go the extra mile. I will be on the phone at 10 PM if they need me and will research everything thoroughly.” On top of that, she has a vibrant personality that naturally eases people. “I am very positive and am also a realist, and clients love that,” she says. When Gina is working with a client, she takes the time to truly understand their wants and needs. “I’m a people person, so it’s fun for me to get to know my clients and their personalities,” she explains. “My mom told me from a young age, ‘there are no strangers to Gina.’” Welcom-

ing, hard-working and experienced, it’s no wonder Gina has flourished in her career. After the transaction is complete, clients do not hesitate to spread the word about her services. One recent review read, “Gina and her co-lister, Laurent did an excellent job of representing our condominium in Culver City. They are highly professional, super energetic, extremely helpful, knowledgeable about the market we were in, tough negotiators, and tireless in their efforts to get our place sold. It was a stressfree experience. I cannot recommend them enough!” Another read, “Gina is detail oriented and a true professional. She was very instrumental in the sale of my property in Silicon Valley this past Spring. Gina also assisted in the purchase of my new home. She is excellent in her communication skills and provides continuous feedback to her clients. Gina gets the job done!” In addition to Gina’s passion for real estate, she is also a music lover. “I started my career at the GRAMMYs and I’ve been a 10 year member of The Recording Academy, so I’m always going to their events.” She loves the film industry as well, and enjoys attending Paramount Pictures’ “Friends and Family” screenings. Together with a few Santa Clara University alumni, Gina founded the SCU Entertainment Industry Group which has grown tremendously over 16 years. Looking towards the future, Gina is excited to become one of the best agents in Los Angeles. “Never underestimate the power of positivity. I’ve gotten in doors where people have dreamt of, and that’s because I don’t listen to the nay-sayers. That’s a great benefit of having me as an agent: I never say I can’t get something done. I find out how.”

For more information about GINA BLANCARTE, call 424-672-4473 or email gblancarte@theagencyre.com Top Agent Magazine

DAVID & REBECCA CARMONA

Top Agents David and Rebecca Carmona of The Carmona Group at Real Estate Sales Force in Coral Gables, Florida have built a solid reputation for providing unparalleled client service, as over a hundred five-star ratings on multiple real estate sites can attest. “Honestly, we could go on and on about the wonderful experience we had with David and Rebecca, we are extremely grateful that we were lucky enough to find such amazing individuals to help us with the challenge that is searching for a new home” says one satisfied client. “David is a skilled professional in real estate, financing and communication and I would recommend him to anyone who just needs to ask a question, seek advice or purchase any real estate properties in Miami and the great state of Florida,” says another. Having joined forces both personally and professionally eight years ago, the pair can boast over 26 years of combined experience in the real estate business, and that experience informs every client relationship they enter into. “When I met David,” says Rebecca, “I had just gotten my real estate license, and he was a mortgage broker. He had worked in the industry and had met a lot of different realtors. He was specializing in marketing at the time, and had the background to help kick-start my business which helped me start closing deals almost immediately.” The rest is, as they say, history. Working with a team of three other agents, the couple pride themselves on their commitment to their clients. Says David, “One of the things we tell our clients from the very beginning is that we’re truly committed to them and looking out for their best interests.” That commitment continues even after closings. “Ultimately,” he continues, “it’s not about that one transaction. We look to develop life-long relationships with them. In many cases, our clients have become close friends.” Resourcefulness is a hallmark of The Carmona Group, and David points to the previous decade’s market crash as an example. With the decrease in buying and selling, Rebecca and David focused heavily on the luxury rental arena, which has paid off in handsome dividends since the market rebounded. “We were able to convert many of these renters into buyers thru consistent follow up,” says David. 30

Technology plays an important role at The Carmona Group, and to that end they utilize cutting-edge systems to market their properties, including high-definition photography, high-definition video, and drone photography. “We leverage this technology to put the most amount of money into our seller’s pockets,” they say. Online marketing is paramount as well, and they have found Facebook ads provide an excellent return on a minimal investment. “In this past year we’ve upped our Facebook marketing budget significantly, and it’s had a phenomenal effect on our listings,” says David. What the couple enjoys most about what they do is the relationships they’ve built. “It’s about the smiles I see the day I hand that person a check or the keys to their new home,” says Rebecca. “I truly enjoy seeing the satisfaction they get when they’ve hit that milestone in their life, whether it’s buying or selling.” David concurs, and says he particularly loves selling to first time home buyers. “There’s nothing more satisfying,” he says. The Carmona Group, whose slogan is “Local Expertise, Global Reach,” covers a vast area in the Miami region. “We don’t like to pigeonhole ourselves,” says David. “We’ve worked many different areas and we know the luxury condo market like the back of our hands. “We bring this wealth of knowledge and information to our clients, and ultimately it’s extremely beneficial for them because they know they’re working with experienced professionals who can deliver results in the end.”

For more information about The Carmona Group at Real Estate Sales Force, call 786-505-8003 or email Rebecca@theCarmonaGroup.com or David@theCarmonaGroup.com Copyright Top Top Agent Agent Magazine Magazine

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits. The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 32

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal. Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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RYAN CASPER Ryan Casper always had what it takes to excel in the real estate industry. Working previously in a family meat business, his mother saw it first. Realizing his candor with customers, she urged him to change his career path and settle into real estate. “It was literally one of those moments when you do what your mother tells you and I did,” he says. Getting his license during the 2004-2005 real estate boom, he knew she was right and secured himself a spot with d’aprile properties, where today he has prospering business in the City of Chicago. Working with a team that includes an associate and a buyer’s agent, he has earned himself a significant 50 percent repeat and referral business that is propelling him forward at every turn. One of the first things you will notice about Ryan is his professional drive and motivation to service his clients. “I’m the first one in the office in the morning and the last one out at night,” he says. It is this dedication that keeps his clients coming back, which is only reinforced by the level of respect he provides for them and his peers. Because Ryan focuses intently on his own personal development and education, his clients are reaping the rewards of his efforts as he is able to provide them with valuable insight into their real estate decisions which is one of the reasons that his properties stay on the market less than 30 days before going under contract. Staying in touch with his clients is important to Ryan and he uses all avenues to make sure he stays front of mind with them. From social media to email marketing and client parties he is able to make sure the relationships with his clients remains strong and earns him more referrals. When it comes to marketing his listings, he is aggressive in his approach using social media, targets mailers, and a direct phone campaign to the local neighbors to drum up a potential buyer. It’s all about making the sale happen for his sellers and he knows the value of being proactive in this arena to help his clients and gets the results they expect fast. Being active and involved with the community is a big part of Ryan’s life as he is part of the Adaptive Adventures program that provides the freedom of mobility to individuals with disabilities and teaches them outdoor sports such as Top Agent Magazine

skiing, snowboarding, cycling and rock climbing. With Ryan being a snowboarding enthusiast it is only natural that he takes on the role of teaching others what he loves and excels at. He also will participate in the Polar Plunge in Lake Michigan this winter, providing his clients the opportunity to join him or donate to the Special Olympics as a show of support. In his free time, Ryan is an avid reader of business and personal development books. “Read good books,” he says. “It will change your life.” He also has a passion for food and living Chicago provides him the perfect opportunity to have dinner with friends and family in this thriving restaurant scene. For Ryan, the future is all about the growth of his business and helping others on his team further develop themselves through the knowledge he has garnered. “I want to share what I learned with my team so they can have a similar mindset to grow my business and improve their lives as well.”

For more information about Ryan Casper, visit ryancasperresidential.com, call 773-307-0439, or email rcasper@daprileproperties.com. www.

FRANK GAUDINO Client devotion is what drives Frank Gaudino as he works hard to guide each buyer and seller through the real estate process. It is this constant dedication that has paid off for him at Keller Williams Realty in Jupiter, Fla. He has gone from $3 million in sales the last time we spoke with him, almost doubling to $5 million in 2016. No matter what his clients’ needs are, he is there for them, and he makes sure he is available to take their call, text, or email no matter what time of the day it is. “Each client is treated like they are my only client, and my clients come first,” he says.

knowledgeable and his negotiation skills were top notch. He went above and beyond to find us our home.” These are just a few of the many reviews from his clients all saying how much they enjoyed working with him and how helpful he was in helping with the purchase or sale of their homes. His constant follow through and attentiveness keep his clients coming back and satisfied with his service. While this is proof of how hard he works for his clients, Frank doesn’t stop there as he uses all the tools available to him to market his listings and get the best price for his buyers. “I do a lot of social media,” he says. “Marketing a property properly could add up to tens of thousands of dollars for somebody and it’s important that it is done correctly.” Beyond social media, Frank takes advantage of local business advertising to reach potential buyers in the area as he feels this is a good way to give back to the community and allows him to get the exposure his clients need. Here, he is able to create momentum with a property and get it in front of the right potential buyer.

Real estate was always something that Frank wanted to do and he has a vast knowledge of the Jupiter and Palm Beach area he serves. His clients certainly appreciate his efforts and all of the information he can provide on the area in which they are looking to buy. Frank Gaudino moved to the area in 2000 from New Jersey and he quickly developed a following. Today, he has a 50 percent repeat and referral business that just keeps growing. “My business has been fantastic,” he says. “It’s almost doubled.” This can be attributed to Frank’s determined nature as he is always checking in with his clients to see how they are doing and if there is anything he can help them out with.

With all of this success, Frank Gaudino has a business that is growing exponentially and will soon need expansion. Frank says he wants to add to his business and start a team soon – a move that will take him to the next level. “I enjoy working with other agents so I think it would be a good fit to start that team and really expand my reach,” he says.

This has created glowing testimonials for Gaudino with clients saying, “Frank did an amazing job for us. We received multiple offers (most above asking price) in only a few days. He helped us through the entire process and was totally awesome to work with.” Another reads: “From start to finish Frank was wonderful. He was kind,

For more information about Frank Gaudino, visit www.yourhomeinpalmbeach.com, call 561-628-7198 or email frankgaudino@gmail.com

Don’t Forget Your Clothes We’re sure your goals are lofty, and to hit them, your marketing needs to be on point. But is your brand and position defined? If not, it’s like leaving the house each day without clothing. And while some would argue that this would certainly gain attention, we don’t believe it’s the kind of attention you had in mind when you set out to become #1 in your market. A common misconception is that if you are recognized, you are well branded. Almost a year ago we had a conversation with a Realtor about personal branding. She said, “I feel like I’m already well branded in my market. When I walk into a restaurant, they know that I’m Susan, the Realtor.” We replied, “That’s a great start, Susan. But what happens when other Realtors are in the restaurant, too? What sets you apart from them?” At that point, the light bulb came Top Agent Magazine

on and she realized that she wasn’t truly positioned or branded. She was seen as just another Realtor. We explained to her, “Great branding isn’t about being known for your profession. It’s about being known for being DIFFERENT in your profession.” Another misconception is that you should begin marketing before your brand is defined. For instance, we’ve spoken with numerous Realtors who say they plan to finish their website, conduct a photo shoot, create their collateral materials or even launch a social media marketing campaign, then they will think about branding and positioning. But how do you know what types of photos to take? What will you put on your website to differentiate yourself from others? What will your business cards, brochures and even your social media

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platforms say that will encourage prospects to connect with you first? And finally, why on earth would you waste all the time and money on these very important marketing elements before you establish your brand? In order to develop an iron clad position and brand, here are some questions you should be asking yourself BEFORE you begin ANY kind of marketing.

What is my ultimate goal? Take a strong look at what you want in terms of both professional and personal achievement. What makes you most fulfilled? Where would you like to be financially? Define your path of intended growth.

Who is my ideal customer? Trust us when we say that you don’t want just any customer. You want a customer who appreciates your expertise and dedication, will take repeat advantage of your services and will recommend you enthusiastically to others. Define this person in detail so you have a clear understanding of who you’ll be marketing to and what your message should be.

What is my point of differentiation? This is the most critical question of all. It’s not about what makes you ‘better’. It’s what makes you different. Better is subjective. Different is inarguable.

What am I willing to be known for that is authentic to me and significant to my ideal customer? Find a position that you’re willing to put forth every day. We call this ‘breathing your brand’. It must also be a position that is meaningful to your ideal customer. We’re trying to create an image that makes your ideal customer immediately connect with you and feel as though they simply shouldn’t be working with anyone else. A well-defined brand will help you stand out among your competitors. It will serve as a magnet for your ideal customer. And if promoted consistently and passionately—and lived authentically—it will make you instantly recognizable among your community in an unforgettable way. And finally, a solid brand can give you the confidence you’ve likely never experienced at the same level. There’s such power in walking out the door every morning knowing who you are, what makes you unique, who you will be helping today and exactly how you’ll be helping them. And when all of your marketing materials are consistently branded with the same image and messaging, there is undeniable pride as well. So before you dive into more marketing, don’t go out the door without your branding clothes. You wouldn’t want to portray the wrong perception, now, would you?

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 36

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HOWARD LEAVINS Six years ago, when Howard Leavins decided to launch his career as a real estate agent, he knew he needed to devise a plan. “I thought, ‘Let me look at the top three agents in my office. Let me find out what they’re doing and I’ll try and do the same thing, because if they can be successful, so can I.’ So that’s what I did and I got very busy very quickly,” Howard says. Howard spearheaded his real estate work in Okaloosa County, Florida and within two years his business was thriving, so much so in fact, he needed an assistant. But he had trouble finding time to hire and train one. Then he had a realization. “I watched other new agents struggling and I thought, ‘Why don’t I bring a new agent on board with me? I’ll teach them what I’m doing and get them to help me at the same time,’” Howard says. Howard started coaching new agents, developing a strong, symbiotic team in the process. He supports these new agents as they cultivate their own skills and expertise so they can eventually “graduate” off his team and go out on their own. Currently, Howard and his four teammates make up five of the top ten agents in his office. Providing good customer service remains Howard’s main concern and he calls his clients weekly to give them updates. With three Air Force bases and an Army base in his area, Howard has strong relationships with many military clients. When out-of-town military buyers fly in to house hunt, Howard has been known to invite clients to stay at his own home. “In the past, my wife and I have put clients up and fed them,

depending on their needs, and when they come to stay we treat them like family,” Howard says. As for marketing, Howard uses a considered combination of modern platforms and old-fashioned networking. Not only does he post on a variety of online listing portals, but he also communicates directly with other local agents who are working with buyers, ensuring their awareness of properties he has on the market. Operating from a foundation of honesty, respect, and direct communication, Howard provides warm, family-worthy service. “Whenever I’m helping a client, it’s a very personal thing to me,” Howard says. “I look at it as if it were my mom selling or buying a home, or my dad. How would I treat them? I want to make sure that’s how those I’m working with are treated.” His motto is: “Every customer should feel like they are my only customer.” No matter the potential for long hours, Howard makes personal attention a priority for each of his clients. Howard and his wife have two children in their twenties. But two years ago, they adopted a baby girl. His young daughter and his work keep him busy, but when he does have a rare few hours of free time, he loves to hunt and ride his motorcycle. His clients are what keep him motivated and committed to his busy schedule. “I love working with people. I love the satisfaction of helping people make a good decision that I feel is going to benefit them in the future,” Howard says. Recently, Howard has started building houses in partnership with a contractor. His next step is to work with his wife to open their own brokerage. Fueled by an unflagging work ethic and centered by his dedication to clients, the years ahead seem assuredly busy and bright for Howard Leavins and his team.

To find out more about Howard Leavins, email howardleavins@gmail.com or call (850) 758-5367 Top Agent Magazine

MICHAEL MARCIANO Michael Marciano got his start in the industry in college, working full time at his brother’s firm in New Rochelle. But his spark for real estate was lit nearly 15 years before then, when as a child he watched his immigrant parents build a future by acquiring real estate. At his brother’s firm, that spark quickly grew into a passion for the people and the work Michael didn’t know he possessed. It’s been 18 years since then, and he’s never looked back. Michael is now partner and associate broker of The Michael Edmond Team at Keller Williams NY Realty. Together he, his business partner, and their team cover Westchester County, lower Putnam County, and Southern Fairfield. They have an office centrally located in White Plains, just north of New York City. Within the next five years, the plan is to grow the team to 10 and expand to the surrounding areas. Michael’s clients take notice of his combination of personal attention and knowledge of the market. “I’m honest with my clients. As realtors, we can’t always tell someone what they want to hear,” Michael says, “and my clients appreciate that.” Well over 90 percent of his business is based on repeat and referral clients, and recently, the team has steadily been growing their investor business for builders, developers, and building owners. Michael checks in with his clients regularly through a variety of methods. He’ll call them, pop by their homes, and mail cards or handwritten notes. He employs a social media and marketing specialist who manages the team’s social networking accounts. When it comes to marketing his listings, he covers all his bases, but he’s an avid advocate of neighborhood open houses. When marketing an event, he’ll send out at least a thousand mailers to a targeted area surrounding the property and go door knock-

ing, inviting neighbors and asking them to bring along friends and family members who might be interested in moving to the area. The team recently used this strategy, knocking on over a hundred doors. Over 50 people arrived to the open house—the property sold before it even hit the market. Michael is a savvy negotiator with an expert understanding of the “numbers” and how they work together, skills he uses to further serve his clients, but it’s the connection with people the job affords him he loves the most. “Being able to help people achieve their goals—that’s the most fulfilling part of the job,” Michael says. “My clients aren’t always sure how they’ll realize their dreams, but I point them in the right direction and connect them with the right people to get the job done.” He cares deeply about the people in his community as well. Recently the team adopted a monthly charity program in which they donate a percentage of their commission to various organizations that fund medical research and provide patient support. Every year, they also take part in a walk in White Plains to raise money for Alzheimer research. When Michael’s not working, he’s spending time with his wife Nicole and their two children—a one-year-old daughter and a five-year-old son who keep him busy with, among other things, sports and music lessons. “Lately, parenting feels a bit like chauffeuring,” Michael says with a laugh, “but that time’s important to me. My parents emigrated from Italy, and I was instilled with a strong work ethic early on. That’s also stayed with me. In everything I do, I strive to ensure the next generation has it better.” For Michael, that doesn’t just mean his own family, but his clients’ and the team he and his partner are developing as well.

To learn more about MICHAEL MARCIANO, visit michaeledmondteam.com, email marcianokw@gmail.com, or call 914-437-6292 www.

Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive. Top Agent Magazine

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re 39

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters. BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking. STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never 40

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth. BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times. BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common. Top Agent Magazine

TRACY NUNLEY Buying her first home when she was only 19, Tracy Nunley always knew that real estate was for her. She found the negotiation process thrilling and kept it tucked away as a career option for later in life. The time came in 2005, when she was looking for more flexibility to care for her children and she quickly got her real estate license. “I always had it in the back of my mind that I could do this and then the time came in 2005 and here I am,” she says. Fast forward to 2013 and Nunley has her own brokerage with RE/MAX Infinity. Through the company, she has five agents and an assistant that serve the Muscle Shoals area of Alabama that borders both Mississippi and Tennessee. With a remarkable 95 percent referral business, you know that Nunley is doing something right. She focuses hard on keeping in touch with her clients and lets them know when she is thinking of them. Through a series of activities and events such as a pie day at Thanksgiving and special gifts throughout the year, she shows her clients that she appreciates them and their business. “They never know what they are going to get in the mail from me or what’s going to be left on their doorstep,” she says. “It’s become a game for me.” Staying connected with her clients is easy in the small Northern Alabama area where she lives as a day doesn’t go by without running into someone she knows.

Photo by Shannon Williams

Plus, her clients can always get ahold of her day or night as she has her phone, “burned into the palm of her hand.” Nunley is someone you want to have on your side when buying or selling a home. She thrives at the negotiation process and will always be honest and upfront with you. “I don’t always tell them what they want to hear, but I am always going to be honest,” she says. She also uses every opportunity to market a home using social media, MLS, mailouts, signage, and global websites to get the word out. She also knows it’s imperative to use professional photography and was one of the first in her area to start using it for all her listings. “I think it makes a difference,” she says. “I think how that property is portrayed online is going to determine if that house gets sold.” The community is also important to Nunley as she gets involved by providing a portion of her sales through RE/ MAX Infinity to the Children’s Miracle Network. This is in addition to sponsoring events such as toy drive for the American Cancer Society and a pictures with Santa night at her office, which recently hosted over 250 people throughout the community. “We’re very community-oriented,” she says. “We try to do a lot and give back to the community because they’ve been good to us.” Nunley is grateful to the tightknit Northern Alabama community that has shown her so much support throughout the years and has helped her grow her business into what it is today. But, it’s not all business for Nunley as her family is a big part of her life. She loves spending time with her husband along with her son that is 19 and daughter that is going on 14. As a family, they enjoy concerts, taking a dip in the pool, and going on cruises.

Photo by Shannon Williams

For more information about Tracy Nunley, visit tracynunley.com, call 256-366-4649, or email tracy lnunley@gmail.com www.

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Branding Bad in Real Estate Marketing by Rob Flitton

To begin with, you cannot establish a brand for ANY business until and unless you know what your product and intended clients are. Think of your brand as a “message with instructions” for a potential client. It won’t be a direct message, but an image, group of words, symbol or design, or combination of these, that will allow the client to easily identify how you solve an existing problem or concern that they have. If you are not clear about who you are talking to, and why, your message with instructions will speak to anyone and everyone, and therefore to no one. Your message has to be both intimately related to the real concerns of an extreme niche of people, and authentically connected to who you are. Otherwise, the people you are intending to reach will not see or hear you, and will not use you. The choice that the vast majority of agents make to brand or co-brand 42

with their brokerage company is a mistake that is causing them to be invisible to a large pool of potential clients, and lose traction or growth in their business. This mistake sees them repeating anemic efforts season after season to hunt for clients, instead of reaping the much larger benefit of farming or growing clients. In any given marketplace there are, say, a dozen major real estate brokerage brands. Just like some people love Ford and hate Chevrolet, or like Apple and hate Microsoft, they will either like or love the brand you’re with, or be indifferent to it—we can ignore the indifferent category, because they make the case that the company’s brand isn’t very important. By choosing to co-brand or line up with their brokerage, the agent therefore has as much as an 11 out of 12 chance of alienating a potential client. And there is another devastating result—the agent ends up financing the brand of their brokerage. Top Agent Magazine

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

down and focus on marketing, followed by strategic branding of the agent alone. The real estate business, or any business, comes down to two fundamental activities: finding potential clients (leads); and closing those clients (making them into customers).

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

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

KARON RICKER Karon Ricker, an accomplished real estate entrepreneur, has carved a niche out for herself in the real estate industry by being a true visionary. She is an outside the box thinker that puts her creativity to the test with every client she works with as she knows that unique thinking is what gets homes sold. Her originality shines through in her trademark brand, BestResultsForward®, that builds on her vision of positivity and has garnered her a reputation in the Washington, D.C. metro area market where she serves as an agent with McEnearney Associates, McLean, Virginia. Karon’s mission is to drive value in everything she touches when it comes to her real estate business. Uniquely, as her clients remember her, Karon, with an “O”, has put her trademark, BestResultsForward®, a distinct address on the map which is rising as “preferred agent” for many sellers and buyers. Karon’s vertical thinking drives her real estate business to new heights. Her No. 1 goal each day is to build value for her clients. Using what she coined “Listing Conversation”, she invests in better data and better tools to drive results. Using her signature, “Listing Conversation,” she incorporates a versatile medium with her museum-style “storyboards” she likes to think burnishes a glowing impression. Karon creates a template uniquely designed around the style of the home that best reflects the message she wants to portray. The accent boards commemorate a client’s lifestyle and experiences with each room embellished on high-end linen like boards. The boards have become a hallmark of Karon’s brand, created out of a necessity to give buyers greater power by putting more information in front of them for a faster, simpler experience. Adding to that technique, an early adopter of text message capability for property information 24 hours a day gives Karon an edge on staying top of mind for being that tech savvy realtor with sellers and buyers. Karon has a custom designed code etched on her boards that deliver branded property data to existing and prospective clients upon leaving the property. How to be “best” remembered, is one of her creative marketing tools! To stay ahead of her competition in today’s real estate market, Karon elevates to new heights by leveraging sophisticated marketing mediums through her social media campaigns to include video voice-over one-of-kind marketing. “You need to be very creative in how you create that visual into business,” she says. Hailing from Charleston, S.C., Karon has a global sense to real estate as she has lived all over the world, reinventing herself at every locale and integrating herself into a new community every 18 months as a military wife and mother of a West Point grad, 44

2016. She discovered early on the importance of being a selfstarter, which helps explain the tale of how she is excelling in the real estate arena today. “Life is out there waiting for us,” she says. “We need to get out in the community.” Because, Karon immerses herself in the culture of the area and envisions what the buyer is looking for before they see it, she is able to deliver that perfect home in a few showings. Beyond real estate, Karon knows the importance of giving back to the community having been accepted by so many different ones herself. She is a supporter of women going through a divorce as a guest speaker at Second Saturday, an organization devoted to providing divorce workshops coast to coast. In her free time, Karon is an avid cyclist, where she can take to the road and get her creative juices flowing. Moving forward, big plans are in the works for Karon, who is a real estate agent and an entrepreneur who leverages her deep passion for technology to grow her real estate business. Staying abreast on big data, predictive analytics, Karon was hand-picked by three founders to help architect a cutting-edge device that will launch in summer 2017 and will help revolutionize marketing efforts in the real estate industry. Karon’s business success is built around the philosophy “who” is first in the door. She wants to be that realtor! Her consolation prize after years of numbered moves and a succession of many military volunteer appointments; To be best known as that well-respected realtor in McLean, Virginia. “I love my job, my family including my boxer, McCloud,” said Karon. At the end of the day, living a good life is all about building the foundations that lead to relationships that “share” the same core value, “trust!””

For more information about Karon Ricker, visit BestResultsForward.com, call 571-345-8145, or email karon@bestresultsforward.com www.

Four Challenges and Solutions from the Front Lines of the Real Estate Industry By Walter Sanford

There should be more profit-refining rather than adding a new layer of overhead or technology. Sometimes, the basics are not addressed when looking to increase the company’s or individual agent’s net returns. 1. Lack of training from top agents. Many times, the agent who was average in production but great at the process becomes a training manager. There are broker/owners who just don’t have the time to train; there are the top producers in the office who don’t have the time or motivation to train; and then, there are the previously mentioned managers who took that job because it was as financially lucrative as production. Too many agents are not receiving superstar training in lead generation. I have coaching clients who receive training on process rather than lead generation at their offices. There are many solutions, two of which are detailed below: A A brokerage system that brings the top agents into the training and recruiting business -- the two best known systems are Keller Williams and EXIT Realty. It is easy to reproduce these systems by giving better splits for listings sold or pieces of profit on new hires given to the introducer. B Set up systems in the office that promote production like meetings where everyone puts their best buyer and best seller together; where the office performs certain lead generation systems until agents commit to them like expired solicitation; where top trainers are brought in and agents are held accountable to new ideas. Top Agent Magazine

2. Reliance on purchased leads. Agents have lost their ability to prospect for sellers from hot demographics, because they buy leads from consolidators. If the purchased leads are good one year, they will go up in price or decrease in the number of leads in the next year. Agents need to prospect hot seller demographics blending “new school” with old school tools like direct mail, phone, follow-up, database, and closing abilities. The value you can offer certain seller demographics should be discussed at training meetings. 3. Offer macro-economic services. An agent has the ability to offer great information on a local level. It is the only way to compete with national websites. Whether you develop neighborhood websites or a newsletter based on local statistics, honing your local value is the only way to beat national efforts. 4. Financially struggling agents who don’t understand budgeting, planning, and investing. Many agents are struggling financially and they cannot devote their full attention to maximizing client satisfaction. They do whatever it takes to make the deal; they are in panic mode. With office services in place like setting up agent savings systems at close, training on tax-deferred investments, promoting real estate investing for groups, and budgeting analysis – offices have more agents who don’t live commission to commission. These agents are always better at making deals when the deals are based upon client satisfaction and not agent survival. Before you attend another webinar from a trainer or a tech guy (who never sold real estate) as they try to make your job easier – take a step back and start firming up some of the basics. 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. 46

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JAMIE ROTH Jamie cut his teeth in the real estate business thirty-one years ago, fresh out of graduate school and tasked to run the mortgage department at the fifth-largest development business in the country. A quick and natural study, Jamie soon transitioned to Chicago, running redevelopment for one of the largest property owners in America. Since then, Jamie has distilled his efforts into his role as a real estate broker with Coldwell Banker, having earned a host of hardwon designations and professional accolades. He is a recipient of the International President’s Circle Award, a Multi-Market Specialist, Previews Luxury Marketing Certified, and adept at U.S. and International relocation. While Jamie’s career is complete with examples of execution and expertise, what initially drew him into real estate was a straightforward desire to help others. When he and his wife had a lackluster experience with a prior agent, Jamie decided he didn’t want others to experience the same. Today, he primarily serves the North Shore area and the northwest suburban region, lending his multiple decades of experience to buyers and sellers alike. “One of my main philosophies is that my work is not about one-time transactions,” Jamie recounts. “It’s about building relationships and maintaining them over time. Foremost, I’m focused on serving my clients’ interests and goals.” Having dedicated years to the field, much of Jamie’s marketing approach is spearheaded through agent-to-agent communication, tapping into his myriad close connections with professionals across the city. As a past board member of the local real estate governing board, in addition to formerly serving as the chairperson of the board’s ethic committee, Jamie is a master cultivator of

his network. Additionally, he makes use of the internet’s vast reach, priming listings for digital exposure, while utilizing social media and online listing portals to ensure each property puts its best foot forward. Ever the twenty-first-century agent, Jamie recognizes the power of digital first impressions and incorporates premiere professional photography into his marketing plans, as well. As for staying in touch with clients past and potential, Jamie’s 90% rate of repeat and referral clients says much about his deliverable results. What’s more, it’s not uncommon that Jamie meets former and current clients for the occasional lunch or dinner, connecting face-to-face. Beyond his years of experience and sharp insight into the local inventory and market, Jamie is sure to remember the personal root of every transaction. “My clients know that I’m there to support them, that I’m not just trying to force a deal into place,” Jamie explains. “This is a people-centered business, and that’s what I love about it—I love working with people. We provide a valuable service, helping clients move forward in their lives whether they’re buying or selling a home.” Looking ahead, Jamie has plans to continue to grow his flourishing enterprise, with hopes of bringing on administrative support to expand his professional footprint—all while maintaining the hallmark service he is known for. Likewise, Jamie has served his professional community as well, volunteering on the Board of Directors for the local real estate board, in addition to chairing the Grievance and Citation committees for five years. In his coveted free hours, Jamie and his wife enjoy visits to their daughter at university and exploring new restaurants across Chicago. Having earned over thirty years of keen industry experience, along with a storied career already under his belt, Jamie’s ethos is assuredly fixated on connecting with clients and exceeding expectations along the way. With that in mind, the years ahead are sure to remain busy and bright for Jamie Roth.

To learn more about Jamie Roth e-mail Jamie.Roth@cbexchange.com or call (847) 219-6400 Top Agent Magazine

CHRISTI STEVENS Although she is now one of the most in-demand agents working in Texas, Christi Stevens was initially an account executive with a major jewelry manufacturing firm. After deciding to start a family, Christi made the decision to change her career to one with less travel. She quickly realized that real estate might be the perfect fit. “I had a degree in marketing and a strong background in sales. At the time, my dad was a custom home builder, and he suggested I become a Realtor®. It all just clicked for me and here I am 18 years later. I couldn’t be happier with my decision.” Christi has been a top-producing agent almost from the start. She was in the top 1% of Coldwell Banker Associates for DFW in 2012 & 2013, one of D’Magazine’s Top Producers of 2014 & 2016, and a Texas Monthly Magazine top producer for 2015 & 2016. She is also Coldwell Banker Luxury Previews Marketing Certified. Christi currently leads The Christi Stevens group, a small team at Coldwell Banker. Christi’s team serves Frisco, Plano, Richardson, McKinney, Allen, Prosper, and Dallas, and specializes in luxury properties, relocation and new construction. Christi has built her reputation providing an unsurpassed level of customer service where her goal is to treat every client as if they were family. This focus on her clients needs has given Christi a remarkable 80% rate of repeat and referral business.

Her persistence, desire to help people and make a difference in their lives, extends well past the active transaction. Christi makes it a priority to maintain the relationships she builds with clients as well. “I have a really active social media presence, and try to make it fun and informative for the people who follow me. I truly make an effort to do special things for my clients throughout the year. I do phone calls and emails of course, but I also do things that they really take notice of and show how much I care.” Christi is active in her community and with Coldwell Banker Cares. She supports several charities yearly including Wounded Warriors, SPCA and Habitat for Humanity. Christi loves to travel whenever she can with her fiance. Christi would like to continue to grow her business and her team, but she never wants that to be at the expense of the personalized service she has built her reputation on. “I would love to add a few more highly-qualified agents, but providing my clients with an exceptional customer experience is always my top priority. I want to be able to take the time to make my clients feel taken care of, educated throughout the entire process as well as making it a fun and enjoyable process for them. I love helping people realize their dreams. I’m helping the kids of people now that I helped when I first started out, and that’s an amazing feeling. It’s truly an honor to be a part of people’s lives like that and know that I’ve earned their trust by doing a great job for them.”

To learn more about CHRISTI STEVENS call (214) 801-3930 or email christi.stevens@cbdfw.com 48

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

By Carla Cross

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

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

Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time! Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working). Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent. Do I have a budget so I know how much money I should be spending in marketing my listings? Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too). Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 50

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

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

GINGER VEREEN Ginger Vereen is among the thinly populated batch of REALTORS® who pursued the industry during college and has thrived in it fully ever since. “I purchased my first home when I was 19 and still in college,” she says. “At the time I was undecided on a major or what field I wanted to pursue.” It was her first real estate agent who inadvertently inspired Ginger into real estate. “I remember her saying that she was in real estate just to do it, not to knock it out of the park,” says Ginger. “That stayed with me. Why would someone do something if they’re not going to knock it out of the park?” Ginger immediately committed to a finance major and, right after graduating, entered real estate school. Six years later, Ginger has not only enjoyed individual success in real estate but built a team that draws 90% of its business from referrals in North Carolina’s Triangle area. “Our business is relationship based,” she says about her team of four additional agents, two closing coordinators and an executive assistant. “We invest in nurturing connections with clients versus cold calling, radio or billboards.” Affiliated with Keller Williams, Ginger & Co. built its reputation on communication, professionalism and reliability blended with kindness that leads to permanent friendships. They are ready for every challenge, from listings and sales for clients who live thousands of miles away to educating buyers on the intricacies of decision making and homeownership. They’re dedicated to providing the same level of service to every client and often hear from people who are surprised they provided the same treatment to a first-time homebuyer as they would to someone spending significantly more money. “We’re dedicated to every client’s best interests and always advocate for them,” says Ginger. I also want everyone to feel they can reach us any time of the day.” Ginger & Co. maintains contact with everyone they serve long after each closing. “I sent about 1,000 handwritten cards last year,” she says, mentioning greetings and gifts she gives clients for birthdays, anniversaries or other occasions. They stay so closely in touch that they are aware not only of clients’ milestones but any difficulties they may be experiencing. “We choose a ‘Weekly Wow’ and send gifts to people who may have just had a baby or are going through something in their Top Agent Magazine

lives.” They also host quarterly client events ranging from happy hours to baseball game outings. That outreach extends to how they market their listings. “We’re extremely active on social media, using sponsored ads and heavy use of video,” says Ginger, noting that she follows a strategic plan for timing when listings go on the market. “We have a stager and a professional photographer who does beautiful photos and video,” she says. “We also hold showings for two days after listing, which creates urgency in a market where things sell quickly.” To give back, Ginger and team volunteer their time at a different nonprofit each quarter. “We’re involved with the First Tee of the Triangle, which teaches life skills through the game of golf, and we have volunteered for the Salvation Army and many other nonprofits as a team,” she says. “We’re also big animal lovers and donate from every sale to Rescue your Forever Friend.” For her part, Ginger spends much of her free time with her new Great Dane puppy, who was 80 pounds by five months old. “And I just got engaged so I’ll be planning a wedding!” She enjoys the lifestyle of the Triangle plus its twohour proximity to either the beach or the mountains. Ginger’s goals for her promising future include continued growth while motivating and coaching her team members and looking for ways to coach and train other agents. “I love watching my team hit really big goals!” Fueled by mutual inspiration, she plans to hopes her team into the top 10 teams in the area while serving as a model for building a successful business with empowered agents.

To learn more about Ginger Vereen, visit gingersellsthetriangle.com, email ginger@gingersellsthetriangle.com or call 919.604.3400 www.

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