Nationwide 3 26 17

NATIONWIDE & INTERNATIONAL EDITION

MICHAEL ALLWEIN

PAGE BLANKINGSHIP

REBEKAH BROCK

ALAN DESTEFANO

ARTHUR DEYCH

LISA LOVELAND

MISSY MELLON

JULIE MORSE

MARCO STILLI

COREY TRAVIS

ADAM TRIPLETT

KATTY VOCAL

RACHEL XAVIER

STEVEN ZERVAS

JOSHUA ZIMMERMAN

NATIONWIDE EDITION

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PAGE BLANKINGSHIP

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MARCO STILLI

KATTY VOCAL

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RACHEL XAVIER

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MICHAEL ALLWEIN

CONTENTS 4) LONG TERM GOAL SETTING VISION=PERSPECTIVE =BETTER DECISIONS 9) TIPS ON BEING A GOOD TEAM LEADER

18) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP THAT WILL LAST A LIFETIME 23) IS FINDING A NICHE MARKET RIGHT FOR YOU?

27) BECOMING THE BEST OF THE BEST 31) IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL?

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

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REBEKAH BROCK

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ARTHUR DEYCH

LISA LOVELAND

MISSY MELLON

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COREY TRAVIS

ADAM TRIPLETT

STEVEN ZERVAS

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ALAN DESTEFANO

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JULIE MORSE

34) 5 STEPS TO ACHIEVE LONG TERM SUCCESS AS A REAL ESTATE AGENT

38) CREATIVE WAYS TO SAY THANK YOU

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

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41) 5 SURE-FIRE WAYS TO GET MORE REFERRALS

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Long Term Goal Setting Vision=Perspective=Better Decisions

By Barry Eisen

You’ve heard the saying, “The average person spends more time planning a vacation than planning the rest of their life.” It’s probably true because planning a pleasurable escape is easier and more comfortable than planning change, and whatever discomfort (fears?) may be associated with it.

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Most companies you’d consider investing in or working for have long term, short term and, in most cases, daily goals as benchmarks of performance. However, independent contractors associated with large focused corporations, usually don’t do the planning to create their own comfortable future.

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The “whys?” don’t matter. The back story may be very interesting and compelling, but does “why?” solve the problem of an erratic business or personal life?

Most all independent contractors either sit down with the owner/broker/ sale manager/boss at the beginning of the year or as solopreneurs, by themselves, and go over goals and business/game plans. But like New Year’s resolutions, by January 15th, they lose focus and end up playing a smaller and more chaotic game than anticipated. This is not just about the business of business, but it’s also about the personal areas of life, as well. And this is not just about business and personal lives, but ultimately about the way they see themselves (self image/self esteem) and create the lifestyle that matches that perception...self fulfilling prophesies.

There are so many ideas and systems about goal setting. Every speaker, sales manager and trainer has an approach. Know what? They all probably work, if the follow-through is committed to. Huge “IF” (I FEAR).

Here’s my ofering at setting long term personal and business goals.

The best way to predict the future is to create it.

1. Select a target year by which your long term (more than 1 year) goals will be completed. Giving a target date, even 3-5 years down the road, creates at least a small, but real, sense of urgency. Just the act of writing goals down starts a level The “whys?” don’t matter. The back of thought and commitment beyond story may be very interesting and having good intentions. Write the compelling, but does “why?” solve target year across the top of a blank the problem of an erratic business or piece of paper. personal life? The question, “What DO you want instead?” is a good 2. Along the left hand column, going starting point. Not what you Don’t down the page, write the categories want. Describing what you DON’T of your life that represents the want doesn’t give information as to balance and self image areas that actions to be taken to move forward. comprise all of our lives. In her book, Goals are not just targets, they’re Passages, Gail Sheehy lists Physical, guidelines.

Financial, Emotional, Educational, Top Agent Magazine

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Family, Social and Spiritual. Unless you have something else---go with these.

makes sense to you... in a draw under your socks or underwear, taped to the back of a closet door etc.

3. On the right hand side of the page, opposite each of the categories, write down 2 or 3 goals for each category.

If you choose to not set goals in all areas, great! Do what feels right for you. There are no rules.

5. Look at the list every once in a while (daily, weekly ???) and let it reinforce the actions that will bring you to those, down the road, purposes. Spaced repetition is how you learn most of what you do.

If you have difficulty looking ahead and projecting results, for a moment look back at your previous 3-5 years.

What have you done in that time to move ahead in each of these 7 areas? “If you continue to do what you’ve been doing, you’ll continue to get what you’ve been getting.” The reality beyond that often used saying is that in the future, Mother Nature will smack us all around a little harder, gravity will tug on us all a little bit heavier, business slumps will become more pronounced, memory becomes more challenging and spiritual connections become even more distant, etc. What do you want instead?

6. Update your list periodically to reflect new directions and adjustments.

4. Put this goals list in a place that

Accomplishing longer term goals not only gives the rewards of whatever the goals are about, but on a higher level creates the positive self esteem and confidence of accomplishment.

Confidence comes from creating victories. Those in therapy, or should be in therapy, experience control issues (usually a lack of control).

When you’re in control of your life you generally make better decisions, feel more alive and healthy and usually become a more compelling figure to those around you.

Copyright©, 2015 Barry Eisen. All rights reserved.

Barry Eisen teaches personal development seminars and coaches Southern California top producing rEAltorS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@lA.twcbc.com 818-769-4300 6

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PAGE BLANKINGSHIP

Page Blankingship (a former communications professional) took a real estate class 28 years ago to learn about the industry so she could write about it. Becoming a Realtor was not on her radar. She realized how much she enjoyed the subject and saw that instead of just writing about homes, she should get out and sell them. “I sort of backed into it,” she explains.

“I thought this could actually be fun.” Now she is reaping the rewards of her decision and truly loves her career.

“A superior internet presence is essential,” she says and takes care to assure her listings stand out online. Blankingship is also a big believer in open houses, frequently selling her listings after personally demonstrating their benefits. “I really don’t know of any agent who does as much as I do,” she says. Her marketing expertise has earned her a solid repeat and referral business that she complements with neighborhood farming.

Covering the Northern Virginia area with an emphasis on Fairfax, she has a special connection with senior sellers and adult children who have to sell their parents’ homes. She knows this is a difficult time for these sellers and does everything she can to make the process go smoothly for them. “You have to have a certain sympathy and sensitivity to do that,” she says. “I’m good at helping them decide what to do with the contents of their homes so they aren’t completely overwhelmed.” Blankingship also is good at pointing out which home improvements will vastly improve her clients’ bottom line. She provides them with access to contractors and often oversees the updates herself. “I take a tremendous burden off of the seniors and the heirs,” she says.

Many of Blankingship’s clients have become dear friends as she really goes out of her way to provide them with a customer service experience they won’t forget. She keeps in touch through in-person meetings as well as providing a weekly events calendar, bi-weekly digital home magazine and a monthly general-interest magazine. Above all, she takes great pleasure in working with and getting to know her wide variety of clients. “I have gotten more friends and more fun through real estate,” she says. “It’s the people that keeps me going.”

Blankingship particularly excels at home marketing as she goes above and beyond to promote each listing using both new techniques and experience from her former career. She relies on a wide array of promotional tools to get a home sold quickly such as professional photography, 3D virtual tours, floor plans, postcards plus very detailed brochures.

Blankingship stays energized by starting each day with an early morning tennis match among friends. She also enjoys long walks and loves traveling to new cities. To give back to the community she supports charities that are centered on helping the homeless such as Habitat for Humanity and The Lamb Center. As Blankingship furthers her business, she plans to hire a showing assistant and she also wants to invest in rehabbing homes. “I help my clients do that and I really get a kick out of seeing the before and after,” she says.

For more information about Page Blankingship, call 703-273-2455, or email pageb4@juno.com 8

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Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader.

1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine.

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Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to…

2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results.

Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future.

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Don’t forget to always take in what you can do to be a better team leader as well.

3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers.

Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business.

4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either.

Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business.

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KATTY VOCAL

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KATTY VOCAL Katty Vocal makes it her mission to thoroughly educate and inform clients who entrusts her with the purchase or sale of their home. She is a REALTOR® Associate Broker with Keller Williams Capital Properties, serving all Metropolitan counties in Maryland, Washington, D.C., and Virginia. Katty prides herself on empowering each of her clients with information to help them make sound decisions. “I want them to feel confident,” she says, adding that many of her clients are surprised at the service she provides even after they finish their transaction with her. Furthermore, Katty’s work ethic and desire to help her clients have defined her real estate career since entering the industry after moving to the U.S. from her native Bolivia in 2005.

“I want to build lifelong relationships with my clients,” she says.

designations. “I am a certified Luxury Home Marketing Specialist and also have my Green designation from the National Association of REALTORS®.”

To become a Green Designee with NAR, Katty completed a rigorous training program on energy efficiency and sustainable homes.

She is equipped to advise clients on properties with green features or help people learn about sustainability related to construction or renovations. While earning her designation, Katty developed a passion for environmental concerns and energy efficiency in housing.

“I volunteer with the county at least once a month to educate people, including kids, on how they can save energy or be aware of environmental issues,” she says. While Katty continues to service a diverse range of listings, she is passionately focused on the evolution of Green design into Luxury properties.

Katty’s hard work is epitomized by the path she took since earning her real estate license in 2006. “I started during a peak, but nine months later the market crashed,” she explains. “I suddenly had to learn how to do short sales; I quickly began to enjoy working with investors buying bank-owned properties and helping people during short sales.” While other agents left the business, Katty forged ahead, building a network of loyal clients who value her desire to represent their best interests. “I enjoyed helping people in difficult situations and I was committed to continuing my real estate career.”

Among other special characteristics, Katty works well with buyers and sellers from all cultures. “This area is very diverse,” says Katty, who is fluent in English and Spanish. “I integrate easily with people from all backgrounds and I like to work with everyone.” Those clients enjoy Katty’s friendly, outgoing personality and the extent she will go to make them happy. When marketing homes, for example, she takes advantage of the excellent set of tools provided by Keller Williams. She also uses professional photography for all listings and produces professional videos for many listings. Her attention to client satisfaction has helped her build a stellar reputation through the professionalism and care she gives.

That commitment sprang from Katty’s instinctive dedication to her clients and to providing a great experience for buyers and sellers. She also took it upon herself to continually expand her real estate education. “I’m always focused on my clients. I knew I could provide them even better customer service if I expanded my own knowledge,” she says. In addition to earning an MBA in International Business, she obtained a marketing degree, a certification in business analytics and she has earned several real estate

While already drawing more than 80% of her business from referrals, Katty plans to continue her growth in the Washington, D.C., Metropolitan area by diversifying her portfolio with more luxury real estate and Green homes. “I am promoting and advising my buyers and sellers on the benefits of going green these days,” she says.

As she builds out Green initiatives into her business and adds more luxury sales, Katty also finds the time to continuously mentor other agents, while expanding her presence even more.

To learn more about Katty Vocal, visit homesbykatty.com, email homesbykatty@gmail.com or call 301.385.8184 www.

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MARCO STILLI

“Whenever I have a client who wants to buy their first home or investment property, I always come up with a pretty good idea as to how to increase the value or equity with an addition or a remodel.”

Marco Stilli, Top Agent with TTR Sotheby’s International Realty in Washington, D.C. has made a name for himself by providing each and every one of his clients with service that is almost without parallel in the industry.

Since 2004, Marco has combined his interests in construction, design and real estate investment to create a business that has been satisfying his diverse roster of clients that include first-time home buyers, international investors, military members and CEO’s of multi-national corporations. “Whenever I have a client who wants to buy their first home or investment property,” he says, “I always come up with a pretty good idea as to how to increase the value or equity with an addition or a remodel.

I also partner with some of my clients to redevelop old properties to give them new value, and I find that exciting.” Marco truly enjoys working on creative investment and renovation opportunities, and is willing to work with 14

his clients through each phase of the home improvement or staging process.

A native of Italy, Marco is able to translate his own relocation to the United States to better serve the international community, and he is in possession of a Certification for International Property Specialist. Prior to becoming a REALTOR®, Marco was an Aviator in the Italian Navy, and is a graduate of the Italian Naval Academy.

Cutting edge marketing has been a hallmark of Marco’s business, and in addition to his network of highly qualified professional stagers, designers, and photographers, word-of-mouth from his happy clients has been vital in his success, year after year.

What most sets Marco apart from his competitors, however, is his absolute commitment to providing what Copyright Top Agent Magazine

he calls “concierge service” to all of his grateful clientele, past and present. “When I have a client, I focus on not only helping them buy a property, I help them with anything they might need,” he says.

“Whether that’s where to find a doctor, or where to buy a car, where to get furniture – basically anything they need, I’m here for them.” Maintaining this level of service takes more than one person, and to provide consistent attention to his clients has necessitated the building of a team to uphold this luxurious standard. Five people are dedicated to assisting Marco’s clients with whatever they might need.

This attention to detail and client service has translated into a business based on more than 90% referrals, as this five-star Zillow review makes clear: “Marco has the client’s interest in mind all the time, rather than the “quick buy” that would save him time…When it comes to negotiating, he is second to nobody else! And he will be helpful on everything you need, before and after you buy a home with him. I couldn’t recommend Marco more vigorously.”

During those rare moments when he’s not working, Marco enjoys traveling both internationally and domestically, playing golf, drinking wine and watching opera.

He is also dedicated to philanthropy. “I used to be in the military for seventeen years,” he says, “so I have a soft spot for veterans. I contribute to the USO, Veterans of Foreign Wars, and to the Wounded Warriors Project.” Working with underprivileged children is also near and dear to Marco’s heart. “There is so much need,” he says, “that a little time and money can go a long way.”

As for the future – in addition to growing his business and continuing his reputation for top-notch, concierge service - Marco has plans to create a working farm, where he can employ the less fortunate. “I want to provide jobs for the underprivileged, outside the craziness of the big city,” he says.

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For more information about MARCO STILLI, please call 202-255-1552 or email MStilli@ttrsir.com Copyright Top Agent Magazine 15

RACHEL XAVIER

Rachel Xavier grew up in the Lakes Region and knows the mountains, lakes and properties like the back of her hand. Add to that her exuberant energy, outstanding communication skills and heartfelt love of people, and you have all the reasons why clients keep coming back to her and referring her. “People say I’m very personable,” she says, “and that I really know what I’m doing. They get that I’m on their side. It’s not about making a quick sale. I make sure everything is taken care of correctly so they’ll keep coming back to me. My goal is the longterm retention of my clients.”

For someone relatively new to the field, Rachel is well on her way to that goal—but then, real estate is in her genes. Growing up, she watched her parents buy, flip and sell numerous properties, even getting into it with them as she got older. After graduating from Plymouth State University with a major in Communications and a minor in Business, she got her real estate license and went right to work—but then the market crashed. She was offered an opportunity as an account executive at a radio station and took it, but after a few years she missed her calling, real estate. Following her heart, in 2014 she gave up her job at the radio station and joined her current company, Roche Realty Group with offices in Meredith and Laconia.

Now Rachel couldn’t be happier, and her volume shows it: In 2016 she came in third in sales volume for her company, at $12 million. She was even selected to host an episode of the TLC hit series “My First Home” on Lake Winnipesaukee. “I’ve listed a few huge lake properties,” she says, “and all of them were referrals from past clients.” That makes it especially rewarding, since many of her clients are

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now friends. She stays in touch via social media, cards and phone calls, if they don’t call her first.

Rachel loves the way her company goes “above and beyond,” doing everything possible to market their listings locally, nationally and internationally. “We advertise on more than 80 websites and in our company magazines every quarter that are distributed to more than 300 locations,” she says. Rachel has a good eye for staging and always gives her clients recommendations, as well as suggestions for a professional staging company if necessary.

Whether her clients are buyers or sellers, she loves interacting with them and is happy to give them plenty of her time and energy. “For buyers, a home is usually the biggest purchase of their lives,” she says. “It feels

really good to be involved in that big of a life decision.

They really appreciate your time and help, and it feels great at the end of the day.”

It also feels great to Rachel to give to charitable organizations, particularly the Humane Society. And on those Sunday afternoons when she might have free time, she loves to spend it with her son. They snowboard, hike, and go out on the lake for boating or swimming if it’s warm.

Rachel works a lot, but it’s part of the plan. She wants to continue growing her business, helping as many people as she can. “Eventually I’ll get an assistant and just keep going,” she says. With her level of repeats and referrals already on the rise, “eventually” may be sooner than she thinks.

For more information about Rachel Xavier of Roche Realty Group, Inc., Meredith, New Hampshire, please visit RocheRealty.com, call 603.630.0593 or email rxavier@rocherealty.com www.

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Be Their REALTOR for Life: ®

How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon.

Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients.

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something.

People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation.

Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

Don’t be afraid to show your curiosity and ask your clients a lot of questions. Some of these questions may even be difficult and uncomfortable. You want to discover and learn as much as you can about your client. Don’t make the mistake of jumping straight into the role of the know-it-all. Every different client has unique needs, so you want to learn as much as you can about their specific situation before trying to propose a solution. You want to uncover their primary motive for buying or selling, and flush Top Agent Magazine

out any potential concerns they might have.

After you’ve gained as much information as possible, you can then gauge their interest in your possible solutions by asking “what if” questions. Being inquisitive also demonstrates to your clients that you are genuinely interested and invested in their situation.

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting.

Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are.

When someone avoids eye contact that could mean they are not engaged in the conversation.

A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

Choose the right handshake for each client: One handshake does not fit all people, and that first handshake can be crucial to making a good first impression. The way to do a good handshake for each client is to try and mirror the other person’s handshake in strength, keep your shoulders aligned as you are preferably standing when you shake hands. While you shake your client’s hand make sure you make eye contact and give them a sincere smile.

Showing a little weakness can actually be to your advantage in this situation, and will actually make others more inclined view you as honest. You don’t want to come across as too good to be true. When revealing this weakness, however, the key to coming out on top is turning what sounds like a weakness into a strength. For example, your service may be more expensive, but that’s because you offer more personalized and extra services than your competitors.

Honesty and integrity are the two traits that 98 percent of buyers and sellers report are qualities they consider “very important”. The thing is you can say you have these traits all you want on your website, bio, etc., but trust has to be earned, and the only way to do this is to prove your credibility.

Here are a few tips for how to sound more credible:

When you talk to your clients avoid using filler words such as “um” and “uh”, which can decrease your credibility. You also want to watch the tone of your voice. People tend to translate a deeper tone as sounding more credible.

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business.

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MICHAEL ALLWEIN Halfway through his freshman year in college, Michael Allwein began taking real estate classes online. “I was a good student, but I had always been drawn to real estate. It didn’t take long for me to realize I needed to go after that dream,” Michael says. He soon dropped out of college, giving his all to the industry he grew up in. Michael’s mother, Stacy Allwein, has worked as a realtor for over 12 years, leading The Allwein Team at Century 21 Redwood Realty, while his father flipped houses.

For the past three years, Michael has served Maryland’s Frederick County as an agent on Stacy’s team.

“I focus on my personal relationships with clients—everything I’ve built stems from there,” Michael says of his rapid success in the industry. Everyone he meets, from other industry professionals to his workout partner at the gym, is input into his database. In doing so, he is also making a conscious effort to expand this network. Michael sought out the services of a business coach to help him with this task several years ago. He has since tripled his income and more than doubled his volume. He stays in touch with his database through phone calls, personal notes, and pop-bys. Last Valentines Day, for instance, the team’s assistant put together boxes of chocolates which Michael delivered to his top 20 clients and referrers—nearly all his business is earned through these personal connections.

Michael considers high quality professional photography, videography, and tours to be the backbone of his marketing campaigns. The materials are posted on every major online platform. He has recently sold multiple properties through targeted Facebook advertising and increased engagement alone.

Michael’s business coach has helped him explore other mar-

keting avenues as well. Now, before an open house, he will stop by the nearest ten neighbor’s homes and personally invite them. “People want to know their neighbors and see where they live,” Michael says. “At open houses, they often think of someone who’d be a perfect fit for the home.”

Michael is an active member of this small community. He wants to bring together his peers in the area, getting realtors and their affiliates involved.

In November 2016, he joined the Frederick County Association of Realtors. He currently chairs the association’s Young Professional Network. Every year, the YPN selects an organization to support, hosting events in order to raise funds for a donation. In 2017, they’ve chosen Up & Out Foundation, whose mission is fighting the drug use epidemic that’s swept the nation on a local level.

In his free time, Michael plays on his church’s basketball league. He enjoys spending quality time with his girlfriend and two dogs, and in the future, he’d love to have more animals and a farm of his own.

Michael loves traveling, and when he eventually steps back from the industry, he plans to see the world. Before then, he aims to grow The Allwein Team. This ability to build a business that is as large or small as he desires while never losing sight of putting clients first is one of the things he enjoys most about the job. Before turning 21, Michael had already purchased nine cash flowing rental properties, and in 2015, he received Rookie of the Year in Frederick County, proving that while his mother’s name helped get him started he’s certainly earned his own place in the community. And he’s not done yet—Michael is on a mission to become a household name.

To learn more about Michael Allwein, email mallwein@c21redwood.com or call 240-405-5999 Top Agent Magazine

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REBEKAH BROCK Starting her career in 2002, Rebekah Brock has accomplished it all. She has received the Lifetime Achievement award with RE/MAX as well as being named to its Chairman’s Club, Hall of Fame, and Titanium Club. Beyond the accolades, she is ready to begin enjoying her time as an agent and really focuses on helping her R & R team members achieve as much as she has throughout her career. Her team, which has extended to as many as six agents, was really developed by Brock’s hard work early on and has only recently transferred to new leadership. “I was about putting us on the map,” she says. “I think our team has a good identity.”

Brock wasn’t always in real estate as she served as president of a marketing and design firm until 9-11 when the market went south on her and she had to make a career change. Looking to move from business-to-business into business-to-consumer work, she thought she’d give real estate a try and the rest you could say was history. Today, she serves the Greater Denver Metropolitan area and has developed a 90 percent repeat and referral business. This strong business success is most likely due to her straightforward and upfront approach. “I’m just a no nonsense, straight shooter,” she says. “I tell it like it is.”

This allows her clients to build a trust with her early on as they know they will always hear the truth from her and that she has their best interests at heart.

Knowing the Denver area as she does, Brock gets homes sold quickly with most lasting on the market for only a week if

they are priced right. During her first assessment of a home, she lets the seller know what they can do to get their home ready for buyers. “I work with my clients to put the house in the best possible condition it can be in given their budget and desire for top dollar,” she says. Next, Brock works her magic and hires the best professional photographer in the market to capture the home’s best qualities as she knows that the first showing of a home takes place online. Home listings are then syndicated through a multitude of online websites and an open house ensues the first Saturday after listing the home. By Monday, she is entertaining multiple offers and by Wednesday an offer is excepted. “It’s really quick,” she says.

Because Brock excels at the negotiation process, her clients know she will get them top dollar for their homes and create that win-win situation for everyone involved.

Helping others is also a part of Brock’s DNA as she gives to the RE/MAX Professional Miracles Foundation, an organization she believes deeply in supporting. Mentor is another role that Brock has assumed with her own team as she supports a group of caring and rigorous agents that she has taken under her wing and is encouraging through her transition time. “I would like to ensure the same quality is continued when I’m not in the lead and that the agents get the training and guidance for their business,” she says.

Beyond real estate, Brock has taken up flying and worked for two and a half years to get her pilot’s license. She has completed over 400 landings since getting her license and takes many of her friends on flights across the country. She also has two grandchildren that she enjoys spending time with and has purchased a second home in North Carolina to be closer to her kids and grandchildren.

For more information about Rebekah Brock, visit randrteam.com, call 303-378-8268 or email rbrock@rmprohomes.com www.

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Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach.

If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche.

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Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend.

You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market.

If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 23

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams?

Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus.

Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures.

When things pick up, you may take your innovative approaches and start applying them to luxury homes.

Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 24

are numerous demographics that truly need expert real estate advice. Be the one to fill it.

You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche?

Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official.

Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you.

There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients.

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ALAN DeSTEFANO After spending 20 years in the retail market business, Alan DeStefano was looking for a change in life.

“I was always looking through real estate magazines, and my wife suggested I might be interested in that career path,” Alan explains. He noticed that the local college was offering a certificate program in real estate, so he decided to pursue it. By 1998, he was working in it full-time, and hasn’t looked back since. He owns brokerage Granite Group Realty Services and Lake Area Properties Rentals and Sales, which now has three offices across The Lakes Region of New Hampshire. The offices have a strong team mentality, working together to accomplish goals and to treat clients with superior service. “Everyone works together and does whatever it takes to take care of clients and customers,” Alan says.

Early on in his career, Alan decided to obtain as much education as possible, which led him to become heavily involved in the National Association of Realtors®. “What sets me apart from my peers is my dedication to the organization, and how I bring that education and benefit back to the customers and clients,” he explains. “I am on many committees throughout the state as well as local boards of Realtors®.” He was recently named the 2019 NAR RVP Region 1 Nominee, and is excited to continue making great strides in this area. He has a long list of accolades, including 2016 NHAR Distinguished Service Award Recipient, 2014 NHAR State President, 2017 NAR RPAC Participation Council, 2017 NAR RPAC Fundraising Trustee Region One and 2017 NHAR Executive Committee and Board of Directors. In 2005 and 2008, he was named

LRBR Realtor® of the Year, and in 2004, he received the LRBR President’s Award.

In addition to his involvement, education and commitment to serving his clients, his business continues to grow because of his honest and easy-going nature. “Clients come back and refer their friends/family because I don’t have a hard sell, and I treat them fairly. I always tell my agents, ‘It doesn’t matter if it’s a million dollar home or a $200,000 home, we treat everyone the same.’” After the transaction is complete, he stays in touch through newsletters and phone calls. Because the community he serves is so tight-knit, he often runs into past clients around town, so it is easy to stay connected.

Alan and his team also exceed expectations by heavily marketing their listings. “Most of our marketing is done not just through the MLS, but through other sites like Realtor.com, Zillow, Trulia, and more,” he says. They also send out mass emails to their database of 2,500 agents and past clients whenever they receive a new listing or changes to an existing listing. And because of the main office’s central location in Bristol, they get a lot of foot traffic from local residents and vacationing families.

Although Alan’s main passion in life is his business, he does make time for Family and hobbies. He takes vacations with his wife Denice of 32 years, enjoys golfing, boating on Newfound Lake and rides his Harley Davidson motorcycle whenever he gets the chance. Ultimately, Alan’s goal is to train his agents well so they can one day take over and run the company. But he has no plans to retire anytime soon. “I want to continue growing. I love the satisfaction I get from knowing I’ve helped clients achieve their ultimate goal. There’s nothing like that feeling.”

For more information about Alan DeStefano, call 603-744-3004 or email newfoundrealestate@hotmail.com Top Agent Magazine

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ARTHUR DEYCH Arthur Deych wears many hats, one of which is broker/owner of Red Tree Real Estate, a full service brokerage, to say the least. Red Tree Real Estate does it all, including private sales, investments, residential and commercial leasing and property management.

Arthur feels blessed that he loves what he does. “I don’t know how to give less than 100 percent effort,” he says, “and I wear my heart on my sleeve.”

When Arthur entered real estate in 2005, he knew it was the right move. “Every other job I had was terrible,” he laughs.

“After college I ended up working for a contractor doing demolition work. I demoed a porch and fell through the middle of it two stories down. Then I worked for Cutco Company and cut off a piece of my finger turning a penny into a corkscrew. I went into real estate for general safety!”

Humor aside, it was the right fit. Arthur had wanted to be his own boss since manning a lemonade stand as a kid in front of Mr. Music in Allston to putting together a stand-up comedy career in his early 20s. He opened Red Tree in 2013, cultivating a family atmosphere and building the brokerage to more than 40 agents. “We have such a special team, they help me become better at what I do,” he says. Apparently he’s not the only one who thinks so. Arthur was named as one of the 100 Most Influential Agents of 2016 by Realtor Magazine and boasts a repeat/referral rate of 95 percent.

This is a guy who’s ahead of the game on all counts. He sets trends, for example, on how to operate as a buyer’s agent.

“All offers are due Monday by 5 p.m. That’s a difficult trend for buyers to deal with,” he says, “so how do you compete in those situations? I have strategies that make the general public visually stronger as buyers, even if they are not dealing with 20 percent down or cash.” He’s also achieved more than $35 million in private sales over the last two years, specializing in finding property that never goes on the MLS or online at all.

“This is for people who don’t want their business out in the open and for my sphere of clientele to have an edge on everyone else in the market,” he says. When Arthur sells to an investment client, his full-service staff protects the investment by keeping it leased, cleaned, repaired, managed and cared for. A full service that doesn’t end the day of the closing but continues for years.

He’s equally adept at marketing his listings, starting with professional photos, 3-D interactive tours and floor plans. Each property gets a specially designed website that includes lots of 26

information, from school district and neighborhood walkability to local restaurants. He promotes the property on numerous online portals and in the Boston Globe, and he’s a Zillow Preferred Agent.

He stays in touch with past clients using Constant Contact, drip systems and Facebook, but he prefers the phone, going to people’s homes, and delivering annual gifts. He usually earns the business of entire families, so he’s a frequent guest at family dinners, birthday parties and bar mitzvahs.

In his down time, he supports different community athletic organizations as well as the Chai Center, a Jewish organization for young adults. His favorite charity, though, is one he put together himself with Red Tree Real Estate. He and his associates collected 175 coats and toys last winter. He’s also got the travel bug, recently hitting Croatia, Italy and Denmark. And he loves spending time with his large and ever-growing Russian family, who is either cooking and eating or talking about the next meal.

With Red Tree, Arthur wanted to make an impact on the community that would grow over time. Making personal connections, as you do with selling a home, is as intimate a form of trust as you can get in a business setting. He’s clear about keeping the family feeling as Red Tree grows its branches. “Success can be measured in much more than dollars and cents, such as helping our neighbors and taking care of each other,” he says. His love of his work shines through every interaction, so success is a given.

For more information about ARTHUR DEYCH of Red Tree Real Estate, Brookline, MA, visit movewitharthur.com or, for private sales, propertysalesboston.com; call 617.869.4907 or email movewitharthur@gmail.com www.

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Becoming the Best of the Best

By Verl Workman

Becoming one of the best agents in your market requires hard work, time, and dedication. One of the most important things you can bring to the table is your real life market knowledge and expertise. As you increase your market knowledge IQ, your confidence will grow and you’ll win the trust of your clients.

• Preview all the homes that come on the market in that area. By attending all the open houses and tracking price reductions on properties in your area, you’ll know the nuances that pictures cannot convey…but be careful with your time.

• Track closings and sold prices in your target area so you become To do that, you need to know more familiar with list-to-sell ratios about your market than the average consumer. That’s more of a challenge • Become familiar with vacant land than it used to be since consumers in your target area can easily find market statistics online, quickly and easily preview • Get active in the community by listings on the web, and access public doing things like attending county meetings where changes in zoning records without many barriers. and housing are to be voted on, and Clearly, becoming an expert offer your input requires effort, more now than ever before. Here are a few things you • Write articles and offer your can do to establish yourself as an expertise to newspapers and radio stations on trends and happenings in expert in your area. your area • Select the area you want to become • Start a community blog where you an expert in Top Agent Magazine

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post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information.

• Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country.

Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge 28

through public sources like blogs, print media, emails, and unique approaches like Podcasts, and public videos, your customers will increasingly look to you as the definitive source. Data is everywhere, so think in terms of how to educate your customers and make them experts so they don’t have to do all the legwork. By doing so you’ll win their respect and loyalty.

Bottom line: get fully committed to becoming an expert in your chosen career and you’ll reap the rewards.

Verl Workman is the national technology speaker/trainer that stands out as #1 when it comes to showing companies and their sales associates how to make money using today’s technology. © Verl Workman. All rights reserved.

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LISA LOVELAND Lisa Loveland had a successful career in the technology field when she first considered real estate. “I was constantly helping friends find properties and following the markets. I was also interested in architecture and design. So, while I found my job in tech interesting, I started feeling like I needed a change. I finally decided to follow my passion for real estate and ended up loving it. It has never felt like work to me. 14 years later, I still love it just as much.”

As one of the most in-demand agents working in the Greater Boston area, Lisa splits her business equally between buyer and sellers, something she believes makes her a more effective agent. “Working with both buyers and sellers keeps me attuned to each one’s mindset and expectations, which helps me put together deals that work for both sides.”

Lisa believes in building and maintaining relationships, and stays in her clients’ lives long after the active transaction. “I stay in touch with my clients. It’s important to me that my communications are always about them and what they can get from me, not about me. I want them to take advantage of my experience and know that I always have their best interests at heart. I want them to consider

me their Realtor® for life.” Lisa’s personable approach to sales has led to a remarkable 90% rate of repeat and referral business.

Regarding marketing, Lisa takes a comprehensive approach, using both traditional and modern techniques.

“I do it all and try to customize the marketing to make sure I show the property in the best light and reach the right buyers. I don’t go overboard with an excessive number of photos. I want potential buyers to see the property, so they can get a feel for it and I can answer any questions they have. Technology is great for getting the word out, but it doesn’t come close to in-person communication.”

Her passion extends into volunteer work. Lisa is involved with Homestart, an organization devoted to helping homeless individuals and families transition into housing. “I’ve been involved with them for 13 years and they’re just wonderful. Not only do they help find housing, but they also offer counseling regarding budgeting and financing that helps people stay in their homes.”

In her spare time, Lisa enjoys playing tennis, running and enjoying Boston’s vibrant culture. She considers real estate a job as well as a hobby. “I love what I do,” she says, “Every day is a new opportunity. I love managing all the moving parts of a transaction and negotiating the best deals for my clients. My goal is to help my clients have a stress-free, successful experience. I want all parties to walk away from the closing table happy.”

To learn more about Lisa Loveland call 617-834-0137 email Lisagloveland@gmail.com or visit lisaloveland.com www.

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MISSY MELLON One of the co-founders of the #1 Keller Williams team in all of Ohio knew 13 years ago that Missy Mellon should be working in real estate. While it may have taken Missy a decade to come around and join the industry, she quickly proved EZ Sales Team co-founder Greg Erlanger right. Now the #1 agent at Ohio’s #1 Keller Williams team, Missy says she now sees that some people are just made for this work.

“It may have taken me a while to realize it, but I suppose I am one of them!”

Setting her apart in the Cleveland Metro Area real estate market, Missy was not only raised in the lakefront community of Bay Village, but she brings unique skills to her client engagements. “I have my degree in interior design and I can help my clients visualize,” says Missy. In addition to EZ Sales Team’s robust listings marketing packages for clients, Missy enjoys staging homes. “We have our own staging team with furniture and so forth, but I typically do my own staging,” she says. Combined with her lifelong understanding of the neighborhoods from downtown Cleveland westward and as far south as Wadsworth, Missy’s design sense helps her prepare homes in ways that reflect community lifestyle and character in a manner attractive to buyers.

Missy explains the additional value she provides by being part of the EZ Sales Team, Keller Williams Greater Cleveland West, led

by Greg Erlanger and Mike Zinicola. “We surpass others by far with our value proposition for all clients,” she says, describing their team’s “you have to be a giver” vibe as well as their professional photography, drone and 3D photography and videography in addition to staging services. The team holds premium accounts on all major online real estate portals with syndication to websites that Missy says many others don’t even consider.

Even after only three years as a REALTOR®, Missy already receives a good share of referral and repeat business. “I think my passion

and my drive set me apart,” she says. “I am starting to see the turnaround now; I’m selling homes that I sold to my first clients.” Those clients, whether buyers or sellers, enjoy that Missy provides the perfect balance of professionalism and personal touch. They say she has a terrific sense of people’s needs and that she combines intelligence and style into a fun real estate experience.

Clients also notice Missy’s communication skills, which include not only sharing information and being available whenever they need her, but asking questions and listening to their needs. “I’m always available; they know it because they’ve experienced it,” she says. Missy takes advantage of technology to keep in touch with current and past clients, most notably various social media apps and texting. She also stays active in local community activities, such as the Bay Village Historical Society and its preservation committee. She also takes part in the Secret Bay Village Bowling League, supports local businesses and makes a point of contributing to charities that are important to her clients.

When not living and breathing real estate or spending time with family, one of Missy’s favorite pastimes is working on her own house, putting her design and decorating to additional good use.

And through her local expertise and experience as a designer, homeowner and REALTOR®, Missy is a reliable source for vendor referrals. “You are only as strong as your vendors!” she says, listing trusted sources in lending, title, inspections, plumbing, contracting and more. “I have hired them all myself, so I refer them with confidence and guarantee customer satisfaction.” As business grows year over year, Missy – who closed $15.5 million in 2016 – will continue providing and expanding the service her clients and referral partners have come to know. “There’s nothing like getting people into a new house and making them happy,” she says.

To learn more about Missy Mellon, visit ezsalesteam.com/missy_mellon, email missy@ezsalesteam.com or call 440.759.9395 www.

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Is Branding the Way to Take Your Business to the Next Level?

Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet.

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When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 31

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals.

Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap.

This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 32

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites.

If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take.

But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised.

If done right, soon you’ll become an in-demand agent whose name is synonymous with success!

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JULIE MORSE While working as a real estate and lifestyle writer for the Chicago Tribune in the 1990s, Julie Morse became intrigued with the idea of selling homes instead of writing about them. She gave herself six months, working both jobs, to test out a real estate career. The result was an income that more than tripled her earnings as a writer, securing herself a spot as Rookie of the Year at her Chicagoland brokerage. Julie’s sales career soon took off to new heights, and for a time, she left writing behind. She was later invited to write a monthly real estate column for the Chicago Sun-Times Media Group, which she did for several years in addition to her sales work.

It’s now been 18 years since Julie changed career paths, and she continues to reinvent herself. Today she is enjoying a rewarding career as Managing Broker and Development Director for Keefe Real Estate, headquartered in historic Lake Geneva, Wisconsin, with seven offices in the region serving primary and secondary homeowners alike. Julie manages three of these offices. She joined the company in 2015, after she and her husband moved from suburban Lake Forest, Illinois, to a hobby farm in Spring Prairie, Wisconsin—changing her lifestyle and also her career focus from sales to management.

For Julie, being a Realtor has both keen personal and professional meaning. “A home is one of the most important things anyone will ever buy,” Julie says. “As the realty industry trends ever larger and faster, it can often be challenging to maintain a personal touch—but it can be done. To me, it’s so important we focus as much on hightouch as high-tech in our work with clients.” Keefe Real Estate’s leader, Tom Keefe, shares a similar vision, which is one reason Julie was excited to join the 100-person brokerage. She maintains ties with many Illinois colleagues and clients, who now refer Wisconsin-bound family and friends to Keefe, and she is able to help other agents, new and veteran, by sharing her expertise.

Julie’s connection to Illinois has also helped her create cross-border bridges in marketing, advertising, and relocation/referral work to the benefit of Wisconsin agents and their Illinois networks alike. As an industry writer, speaker, and local property owner, Julie loves being a realty ambassador for Southeastern Wisconsin and all the area has to offer homeowners, as well as builders and investors whom she works with in development. However, while Julie’s background in journalism, and before that in public relations, gives her a strong marketing foundation, she has a true passion for “telling the story.” To her, even a simple brochure or website profile has the power and responsibility to demonstrate what sets a house, an agent, or a company apart.

“Our stories in work and life make us uniquely different,” Julie says.

“When they are genuine, they resonate strongly.”

Nearly five years ago, after Julie was last featured in Top Agent as a sales leader, she took a brief step back from sales to focus on her life-long goal of writing a book. She wrote two in 2012, one of which Top Agent Magazine

received a Moonbeam Children’s Book Award. Titled When Billy Went Bald, it was based on her son’s own story as a childhood cancer survivor. Now a commercial agent in his thirties, her son helped both with the book and getting it in the hands of families, schools, and hospitals that needed it. The book benefits the Sunshine Kids, a national cancer support program Julie was serendipitously introduced to through her real estate work in Chicago. “It’s an upbeat book that helps children embrace their differences and understand anyone going through cancer treatment wants to be treated as a person first and patient second,” Julie notes.

Making a difference is a theme for Julie, and it’s the way she encourages other agents to chart their careers both in and outside of a sales transaction. “My real estate career has given me a voice in unexpected ways,” Julie says. “My career is as multi-faceted as I ever dreamed it could be. I can pursue my passions but also make a difference in the lives of others.” This service-based approach to the job is a mission Keefe Real Estate shares. In the past two years, the company’s agents and staff raised approximately $90,000 to support over 20 local charities through the 501(c)(3) Keefe Kares foundation.

In her management role, Julie no longer works as a direct sales agent, but instead focuses her energies on coaching and mentoring Realtors, developing new markets, and industry networking. She’s excited to reach more people with the unique vision and services Keefe Real Estate offers, as the family-owned brokerage begins its 75th year of business under a new generation of leadership. She plans to continue industry public speaking, writing, and exploring other ways to make a difference. “Real estate plays such an important role in both the American dream and the American fabric,” Julie says. “There are so many things we as Realtors can do together to make a difference for our clients, families, and communities. The possibilities inspire me.”

To learn more about JULIE MORSE, email jmorse@keeferealestate.com or call 262-743-1770 Copyright Top Agent Magazine 33

5 Steps to Achieve Long Term Success as a Real Estate Agent Real Estate can have a reputation as an industry with a high turnover as far as agents go. Being a ‘people person’ with an entrepreneurial spirit is a great start, but what some fail to realize when starting out is that this is a business.

So if you’re in it for the long haul, you need to treat it that way. Here are some key steps you need to take to have your own successful real estate business.

1

FIND A MENTOR

Once you get your license and hang your sign at a Brokerage, you’ll find that you’re pretty much on your own. That’s why it’s a good idea for new agents to find a large Brokerage that offers in-house training and mentorship or a boutique brokerage that has more seasoned agents who are eager to take a new agent under their wing. Being able to shadow a more experienced agent is invaluable and allows you to mirror what you’ve seen and run through the numerous scenarios that will arise when you are representing a client.

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CONTINUOUS TRAINING

This is a business that is constantly changing, so it’s smart to always stay ahead of the curve when it comes to new technological innovations and systems. There are even numerous online resources, where you can keep up on your trade, such as blogs by top producing agents that are a treasure trove of information. A confident agent with an in-depth knowledge of the business is one that easily earns the trust of their client, leading to repeat and referral business, which will be the bread and butter of your business.

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BUILD A STRONG ONLINE PRESENCE

Yes, referrals are the basis of your business, but building a strong online presence and marketing yourself to new clients is also important, especially before you’ve built up a strong referral base. Facebook, Snapchat, Instagram, and other social media tools are great way to get leads both for your listings and for yourself. It’s even a good idea to buy several domain names when you start, so that when you’re ready to build a website, you can ensure you have the names you want. Obviously the internet is also a great resource to find leads. Before you find a niche for yourself, it’s important to take advantage of every avenue there is. A lot of successful agents started off doing things no one else wanted to take on like foreclosures, expired listings or lower priced homes. But as you’ll find out, helping those who need it most is a great way to build a loyal client base, that will not only come back to you when they are ready to sell or buy again, but will be your biggest cheerleaders when it comes to referring you to friends and family.

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BUILD A SOLID FOUNDATION

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SET GOALS

One thing you’ll find in this business is that doing a lot of work up top, will lead to a more successful outcome down the road. That goes for marketing plans for your listings, as well as your business as a whole. It might not be the fun part, but it will allow you to one day focus on what you do best, dealing with your clients. Set up your CRM and the other systems you want to use from the get go. Getting these things established before you’re hopefully a busy agent is the best time to really learn them and decide what’s best for you.

Once you build a strong foundation and are establishing your client base, it’s important to continually set goals that help you implement your business strategy.

You can even invest in a real estate coach if you need someone to hold you accountable. It’s also important to constantly reevaluate what you’re doing. Set up a monthly audit, where you go over what is and what isn’t working. As we mentioned above, this is a fluid business and things are constantly changing, the same can be said of your business. What worked a year ago, might be losing you money as your business grows.

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COREY TRAVIS Top Agent Corey Travis of Metro Brokers in the Greater Oklahoma City Metro is passionate about helping people – young people in particular – understand the mechanisms behind building personal wealth through real estate.

In addition to educating her many firsttime-buyer clients, Corey teaches small group classes on the subject through her church and with new agents. “I love connecting with people,” she says. “I love helping families move into houses, and learn how they can build a life and wealth at the same time, not to mention a retirement fund through Real Estate Investing.”

Known for her impressive work ethic, the college-educated Corey ran nightclubs and restaurants for twelve years in what was primarily male-dominated environment, populated by large numbers of young employees who seemed, to her, to be unguided in the field of home buying. “I made a life choice,” says Corey, “to get into real estate and find a niche where I could work with people and help them build a life and make wise financial choices.”

While closing a deal is, of course, important to Corey, it’s the more personal side of the transaction that give her the most satisfaction. “I love connecting with people,” she says. “Getting to meet new people all the time is fantastic. So many of my past clients are now my good friends.”

When she’s not working, Corey can be found with her team generating donations for her favorite charities among which are the Fellowship of Christian Athletes, as well as ARISE, an organization that helps single mothers and their children. A gun aficionado, she can also be found on the gun range. “There aren’t a lot of women doing that, I learned from a young age with my father” she laughs. “It is definitely a conversation starter.”

“I’m definitely a fighter for my clients,” she says. “My business tagline is ‘Showing you the Way Home’ because at the end of the day, Everyone needs that safe place that calms you and makes you happy. My goal is to find that serenity for you.”

Her decision paid off almost immediately, and after her first full year in the business she was nominated as Rookie of the Year. A comparative neophyte in the industry with only two years under her belt, she is already outperforming many more seasoned veterans. With a current referral rate of 78%, she is clearly doing something right. A solid five-star Zillow and Facebook rating is evidence of her ability to help her clients with any and all real estate needs. Reads one such review: “As essentially a first time buyer and a person that understood little about the process, I found Corey to be very insightful and candid. I was able to ask questions and rely on her judgment.

Corey took the time to get to know me and learn my likes and dislikes which ultimately lead to me finding my dream home.

She’s the best.”

One of the secrets to her quick and stellar success has been her willingness to embrace social media in all of its aspects.

Whether that’s marketing herself, her properties, or simply utilizing social platforms to maintain ongoing relationships with past clients, Corey understands the future of real estate as it pertains to the internet and social media. “I think the importance I place on social media sets me apart, especially with younger, first-time buyers,” she says. “Because I’m staying in touch with all of my clients in the sphere that they’re used to.” Of course, she also utilizes the tried and true methods of automated contact management systems, and regular phone calls.

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For more information about COREY TRAVIS, call 405-650-5171, email CoreyTravisRealty@gmail.com or visit facebook.com/coreytravisrealestate

www.

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Daniel Heaton is proud to congratulate

on being featured in the Nationwide and International edition of Top Agent Magazine!

Daniel Heaton | Heaton Insurance Agency 13819 Quail Pointe Dr, Oklahoma City, OK 73134-1021 405-286-0138 (Office) | 405-226-5741 (Cell) www.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

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

Top Agent Magazine

ADAM TRIPLETT Nothing spells success like actual years of experience, and Adam Triplett has it wired. Starting in real estate at age 18, he’s done everything from digging holes for signs to running a brokerage with 65 agents—and that’s on top of personally closing nearly $15 million in volume in 2016.

“My experience definitely gives me an advantage,” he says. “I came into this company as the personal assistant to the top agent in the area and went on to be a field rep, transaction coordinator and agent, and I run the daily operations of our company. I had a strong work ethic instilled in me at a young age.”

In real estate for close to 15 years now, Adam is doing something—or more likely everything—right, because repeat clients and referrals account for about 80 percent of his business. “I follow up,” he says. After a deal closes, he’ll call, stop by for a visit, and keep in touch. “Only about 10–15 percent of agents actually call their clients back after closing their deals,” he notes. “You’re shooting yourself in the foot if you don’t do this! It’s huge.”

Once a listing transaction begins, Adam has a professional photographer come in to shoot impressive pictures. Then he markets the home online, where his company spends a small fortune on marketing. If the property is high end, he might do print advertising and aerial photos as well.

You might say Adam lives to be organized. He sets his calendar a year ahead, which gives him complete control of his schedule. “I’ve even got built-in lead generation,” he says.

If he’s out of town he never has to worry, as he’s already planned for it.

Planning ahead makes particular sense for Adam because travel is a huge part of his life. As an active supporter of the Orphan Helpers foundation, he goes to El Salvador and Honduras, where the organization has orphanages. “Our goal is to have an orphanage in every country,” he says.

Every month his brokerage holds an event to raise money to operate the orphanages.

Along with Adam’s trips to Central America on behalf of Orphan Helpers, he loves traveling with his wife and daughters and tries to take four trips a year with them. Hands down, travel is his favorite thing, although he also loves playing golf and coaching boys’ varsity basketball at Summit Christian Academy.

Taking his mind off work gives him renewed focus when he returns. Each year his goal has been to have more production than the previous year, and he’s been able to accomplish it every time. This year, he’s also thinking about growing the brokerage and adding more agents, as well as helping those agents increase their production. If he can do that, he’ll also increase the company’s award winners.

Since Adam hasn’t missed a target yet, it’s likely these goals will become proud achievements as well.

For more information about Adam Triplett of Greg Garrett Realty, Newport News, Virginia, visit greggarrettrealty.com, call 757.879.0487 or email ATriplett@ggrva.com www.

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STEVEN ZERVAS When Steven Zervas graduated from high school, he went to university, where he earned a marketing degree.

His best friend started a career in real estate. “After university, I watched what he was doing. I could feel myself being drawn to the industry.

It took time to summon the courage to take the plunge and do something outside of what I had studied,” Steven says. But when the time came, he didn’t hesitate, quitting his job in IT sales and jumping into his real estate course. A week later, he too was a working agent. Steven is now a Senior Property Consultant & Auctioneer at Fletchers, serving the Eastern suburbs of Melbourne.

Each of Steven’s clients can expect a four-week digital and print auction campaign tailored to their property. The homes are captured with professional photography and videography—he may even employ drones or helicopters to capture the surrounding view of the city. Listings are given top spots on online platforms. He also takes out full-page advertisements in local papers for the majority of the properties. Steven personally manages his Facebook, LinkedIn, Twitter, and Instagram accounts, where he posts video tours that accumulate thousands of views. “It’s important to be everywhere. Not every buyer is looking online, and not every buyer is turning to print,” Steven says. The video tours, especially, allow people to connect not only with the properties but also with Steven himself. At their first meeting, new clients feel comfortable with Steven, as though they’ve already met him.

Steven’s clients take notice of his commitment to service and attention to detail before, during, and after a sale. Roughly 80 percent of his business comes from referrals. He is present at every inspection and auction. He believes clients want to work with an agent who is at the forefront, and for Steven, there is nothing better than seeing the smile on a client’s face after a successful transaction. “We work with a lot of good people,” Steven says of his clients. “After you finish a campaign, you feel like a part of the family. It’s always a little sad to see them go.” That’s why he and his team keep in touch. Steven meticulously maintains his database, noting clients’ birthdays or whether or not they are football fans so he can give them a call before a big game. After a couple years in the industry, he also began tracking clients’ anniversaries, checking in annually after a sale. He quickly discovered clients enjoy these conversations. They want to tell him how happy they are with their homes. Steven missed out on these connections in his early days—it’s a mistake he won’t make again.

When Steven’s not working, he’s spending time with his wife or playing golf. He enjoys camping and attending football games with his father and two younger brothers. Both his brothers also work in the industry, one as an agent and another as a builder. With their help, Steven hopes to develop properties in the future.

Steven’s sights are set on the horizon—developing is only one of several goals. He currently has a buyers agent and assistant on his growing team. He’d like to groom one of them into another sales person. He’ll soon complete his full license, giving him the opportunity to open another Fletchers’ office in the area. It’s a dream Steven has been focused on making a reality for some time now. “A director at the office once told me to leave my ego at the door. I embraced that,” Steven says. It’s a mindset that, in many ways, has paved the way for his success.

“At the end of the day, it’s not about me. It isn’t even about Fletchers. It’s about successfully selling our clients home for the best price.”

To learn more about Steven Zervas, visit stevenzervas.com.au, email steven.zervas@fletchers.net.au, or call 0423 767 621 www.

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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses Top Agent Magazine

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

5. Show your gratitude when you do 42

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies.

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

Top Agent Magazine

JOSHUA ZIMMERMAN After he graduated from high school, Joshua Zimmerman served in the military overseas in Europe and in Iraq.

“I was always interested in buildings and architecture,” he says. “While in college I was triple majoring in business, economics, and accounting, with a concentration on finance, insurance, and real estate.” Joshua’s interest in real estate grew and he decided to get his Realtor’s license. He’s been in the business for seven years now and serves Central Wisconsin. Joshua currently works with a team of eight other Realtors, and over the years he has spent much of his time mentoring and coaching new agents, giving them an opportunity to learn the skills necessary to become effective Realtors.

well Banker and they offer a lot of great marketing items,” he says. Joshua always uses professional photography as well as arial drone photos to showcase his properties. “The arial photos allow people to get a different look of the property. It allows the ads to stick out more,” he says. “I like networking too. I’m always interested in what’s going on with the market, so I talk to a lot of different people.”

Joshua is known for his excellence in costumer service. Clients remember him for his communication skills as well as his ability to get things done in a timely manner. “Most people’s biggest issues with Realtors is their lack of communication. I like to keep in touch with my clients even after the sale. I think that’s what sets most good agents apart,” he says. Because of his dedication to service, Joshua has consistently received a high volume of repeat and referral clients.

As a veteran, Joshua enjoys giving back to his community. He is a part of the VFW as well as Homes for Heroes, an organization which gives back to firefighters, military, school teachers, and law enforcement. “25% of my commission goes to that,” he says. “Being active in different events within the community is important to me, whether it’s Habitat for Humanity, helping with the movie in the park, or helping out the local police department.” In his spare time Joshua loves spending time outdoors , hanging out with friends, and getting to be with his family. “When I’m not at work my wife and my kids are always at my side.”

Joshua stays very active within his community, and will often run into his clients at various events around town. He enjoys getting to meet with clients face to face, but will also stay in touch with personal phone calls and hand written letters. Joshua’s attentiveness to his clients has allowed him to forge long lasting relationships even after the transactions are done.

When it comes to marketing his listings, Joshua takes great care to ensure visibility and professionalism. “I’m with Cold-

As someone with three young kids, Joshua loves the flexibility his job offers. “I have time to maintain my clients and keep in touch with them, but I also have the opportunity to attend school functions for my kids. I have time for sports outings and birthdays as well,” he says. For Joshua, getting to spend time with his family is a big priority. “I do consider myself to be motivated and dedicated to what I do, but my family life is number one.”

Joshua has enjoyed a successful and rewarding career in real estate, and the blessings in his life are not lost on him. “I absolutely love what I do. The more money I make, the more money I can donate. My philosophy is ‘the more business I can do, the more business I can give.’ That’s more important to me than being successful,” he says.

To learn more about Joshua, visit: PointRealtyGroup.ColdwellHomes.com email: jzimmerman@coldwellhomes.com or call: 715-323-2634 www.

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