Nationwide 3-26-18

NATIONWIDE & INTERNATIONAL EDITION

ROBERT ALTMAYER

LORISA "LA VIE" ARNOLD

SHELLY BETHKE

MYRNA BOURCY

CHRISTY BUCK

JENNIFER D’AMATO

KURT HOENIG

FRANCA KATSARIS

MICHAEL KLEIN

LIZA BOYAJIAN KRAVIS

SANDI LEE

JEN MASCARO

KRISTI MIRACLE MILLER

CHRIS MONTALVO

ANTHONY PICONE

JAMIE RICHARDS

KIMBERLY RUMFIELD

THE STELLER GROUP

SHELLY VOIGHT

BOBBY WESS

NATIONWIDE & INTERNATIONAL EDITION

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THE STELLER GROUP

LORISA "LA VIE" ARNOLD

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SHELLY BETHKE

JENNIFER D’AMATO

JAMIE RICHARDS

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MYRNA BOURCY

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CHRISTY BUCK

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KURT HOENIG

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ROBERT ALTMAYER

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FRANCA KATSARIS

CONTENTS 4) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

15) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENT’S NEEDS

29) 5 SURE-FIRE WAYS TO GET MORE REFERRALS

8) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

19) 3 WAYS JOINING A PROFESSIONAL ORGANIZATION CAN MAKE YOUR BUSINESS BETTER

33) COACHING 9-1-1

11) 5 TIPS TO MAKE NEW HIRES A LONGLASTING SUCCESS

23) 7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION

37) 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.

Published in the U.S. 2

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MICHAEL KLEIN

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LIZA BOYAJIAN KRAVIS

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CHRIS MONTALVO

41) LIVING ON COMMISSION

SANDI LEE

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44

ANTHONY PICONE

KIMBERLY RUMFIELD

45) TIPS ON BEING A GOOD TEAM LEADER

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

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JEN MASCARO

KRISTI MIRACLE MILLER

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SHELLY VOIGHT

BOBBY WESS

49) BECOMING THE BEST OF THE BEST

Top Agent Magazine is seen

by Real Estate Agents and Brokers in every U.S. city and Internationally!

Please contact mag@topagentmagazine.com or call 888-461-3930 for ad rates and information.

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

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DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions.

This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re Top Agent Magazine

wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

BE MORE POSITIVE Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things.

This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never Top Agent Magazine

thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require selfreflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE WILLING TO LEARN A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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THE STELLER GROUP Integrity, professionalism and doing whatever it takes to deliver the best possible service— that’s what distinguishes The Steller Group of Keller Williams Realty DTC in Greenwood Village. It’s what their clients rave about and it’s what keeps their business growing. Ranked in the Top 1 percent of Realtors® nationwide, the team has grown its transactions from 52 in 2010, when they joined forces, to 205 last year.

“Because we work on a referral basis, our clients are coming from people we know. They’re not just a number,” says Conrad Steller, team leader. “We work hard to deliver the highest level of customer service and satisfaction.”

Co-owners Conrad and Emily Jones Lonborg serve the Denver Metro Area, and 70 percent of their business originates from repeat customers and referrals. Clearly, they’re doing something right.

“It’s not just about the transaction,” Emily explains. “It’s also about helping people through the process, and then helping them beyond the closing, when they may need assistance or advice.”

Their 16-person, full-time team includes two listing agents, three buyer agents, a showing assistant, listing manager, transaction coordinator, stager, staging assistant, operations manager, marketing coordinator and handyman. The Steller Group coordinates construction and improvement projects to get the homes ready for market. They function as a true team, supporting one another in every aspect. Each team member is a specialist in what he or she does, enabling the agents to focus on clients. An important component of that is that several agents, including Conrad, are certified Seniors Real Estate Specialists (SRES). They help with the downsizing process, offering a turnkey approach that’s rare in their marketplace.

“Many people don’t move by choice,” Conrad adds. “They have to because of job relocation, divorce, a death in the family. . . . It’s a stressful place to be in life, and their home is one of their biggest anchors holding them back. We feel that being able to help them

sell, to relieve that component of their stress at the highest level we can, is our gift. It gives us a tremendous amount of satisfaction.”

For The Steller Group, every listing begins with staging, since staged houses sell faster and for more money, giving the clients a better experience. They have three warehouses of furniture and décor their stager draws from. Next, they bring in an architectural photographer. Their marketing staff then incorporates all the photos and videos into print and digital marketing. Then comes the open house. They generate lots of buzz around it and often sell the house at that time.

Being able to help clients brings the team great joy. The Steller Group partners with schools and churches in their community and every autumn they hold a Fall Festival to raise awareness and donations for a local charity. They also put on an annual series of free seminars, bringing in speakers from the community to cover topics from “How do I get help downsizing?” to “What senior living options are available?” to “What home improvements deliver the biggest ROI when selling my home?”

Both Emily and Conrad have children and spend much of their free time doing family activities, including traveling. Emily also loves to read, while Conrad loves bike riding and running, which provide him with “quiet times to refocus, re-energize.”

As they look to the future, The Steller Group plans to continue providing the highest level of service and making sure their team members have the life they desire. “It’s empowering to see people who’ve been with us a long time help to steer this company,” Conrad says, “and to see our relationships with the community, our clients and our spheres mature and grow. It’s a constant transition and an organic process of growth.” They look at real estate as a tree. As you continue to do a great job, the roots go deeper, referrals come in, and it’s ultimately self-sustaining. Conrad and Emily plan to take care of their “tree” for a long time to come.

To learn more about The Steller Group, visit StellerRealEstate.com, call 720-593-9355 or email Contact@StellerRealEstate.com www.

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is proud to congratulate

Conrad Steller

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

msteller@marketplacehome.com

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http://www.marketplacehome.com

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Are You Doing Business As YOU On Facebook?

Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page?

Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?”

The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use.

Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times.

We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers.

They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you).

2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us.

Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

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

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LORISA ‘LA VIE’ ARNOLD

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LORISA ‘LA VIE’ ARNOLD A real estate career that was preceded by success in both the mortgage and hospitality industries is certain to include deep knowledge and ingredients for success. And it takes entrepreneurial spirit and passion for helping others to leverage that background. Since 2015, Southern California broker and agent Lorisa La Vie Arnold has done just that. “I earned my license in 2007 after three years as a mortgage underwriter,” says Lorisa. At around that time, she also had her first child and co-opened a profitable restaurant.

“We owned the restaurants for seven years; when we sold them, I decided to make real estate my full-time career.” La Vie Real Estate Group has grown steadily, with Lorisa at the helm of a team that delivers exemplary service to buyers and sellers in Los Angeles County and Orange County. “My vision was to always have a team or to work and collaborate with others,” says Lorisa. As someone who has owned several businesses, she knows the importance of running La Vie Real Estate Group as a business and models it after the Millionaire Real Estate model. “Our team includes an assistant, a buyer’s agent, an internal sales agent and a transaction coordinator,” she explains.

Based out of Manhattan Beach, with a strong focus on the South Bay, La Vie Real Estate Group has expanded in conjunction with need. “We’re beginning to build a client base in Orange County, so we have begun to expand to the area.” This growth marks what Lorisa expects to be an ongoing trend. “I am continuing to build a solid team,” she says. Her growth is the result of the professionalism and the terrific relationships Lorisa is known for forming with both clients and other agents.

“When I submit an offer representing a buyer, agents say that they picked my offer because of the professional way it was presented. They can see it will be a smooth transaction working with me.” Her clients echo this, noting they also appreciate Lorisa’s integrity and up-front honesty. “And it’s not just about the deal; it’s more about them and their family and ensuring that they’re making decisions they’re going to be happy with for a long time.” In no way could Lorisa be considered a pushy sales person. “I listen to my clients from start to finish,” she says. Beginning with a long interview process with buyers or with a thorough preparation period for sellers, she focuses on what will make her clients the happiest.

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For listings, Lorisa runs a thorough, integrated marketing effort.

“The internet is of course the #1 place to market,” she says.

“But the home has to be properly staged to showcase well in pictures.” All of her listings receive professional photography and comprehensive floorplans to showcase the layout. “We do everything we can to make it easy for the buyer who’s looking online to get all the information they need.” They take pride in properly preparing a listing so that it showcases perfectly before hitting the market. “We have a system in place to make the process as seamless as possible.” The sale or purchase of a home, after all, is often the largest transaction of a person’s life.

As someone with a lifelong passion for helping people improve their lives, Lorisa explains that she serves on the board of her family’s nonprofit, The Destiny Portal, which helps at risk children and youth in and out of the foster care system. Born in France to U.S. parents and raised in Thailand, where her family worked together helping families in crisis and children at-risk, Lorisa moved to the U.S. in her 20s. Her parents followed, soon forming The Destiny Portal in Texas. She maintains this dedication to The Destiny Portal while running a business and enjoying life with her two children. “It’s so important to find balance and spend quality time with family,” she says. Lorisa also plans to share her knowledge with other agents by adding to the training and mentoring she enjoys. “I’m a motivator!

People have always been drawn to me for my support.” Magnetism, certainly, is a virtue.

To learn more about Lorisa La Vie Arnold, visit lavieluxury.com or go to herhttps://www.facebook.com/LaVieLuxury/ Facebook page, email lorisa@lavieluxury.com or call 310.406.4995 http://

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5 Tips to Make New Hires

a Long-lasting Success Bringing a new employee into the mix is process commonly known as onboarding. The idea behind onboarding is to make the transition from new hire to team member as efficient and pain-free as possible. However, polling shows that some 31% of entry-level and intermediate level hires leave their new posts within just six months of starting. The question is: why?

The hiring and training process is time-intensive and doesn’t come cheap. This means that makTop Agent Magazine

ing a good match for the long haul requires more than just assessments of skill and personality. To ensure a talented new hire sticks around and is truly positioned for success, the onboarding process must be executed with the same care applied during hiring. For a few ideas on how to make the most of the onboarding process, consider the tenets below as you guide your new hire toward long-lasting success within your company.

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1. Be honest about the scope of the role Let’s say you’re looking to add a new buyers agent or loan processor to your team. You write up the position’s responsibilities, but neglect to mention that you want the new hire to handle a host of administrative tasks, as well. Maybe it doesn’t seem important enough to outline in detail, as it’s the sort of thing the rest of your does. Miscommunications like these are a leading reason why new hires leave their roles.

If there isn’t clarity and transparency about a position’s true responsibilities, then new hires may become quickly disillusioned and seek out greener pastures.

2. Build in some perks While stocking the breakroom with bagels every Friday may seem like a small gesture, it’s often those little morale-boosting moves that build loyalty and comradery among the team. Bike-to-work incentives, subsidized gym memberships, and benefits that match the needs of your employees—all are ways to demonstrate appreciation and investment in your team.

Likewise, the right candidate will return the favor and invest his or her energies into their new role.

3. Get a sense of big-picture career plans Another reason new hires move on may have nothing to do with you or your office. In fact, many hires in entry-level or even intermediate roles have doubts about their long-term vision.

That’s why it’s important to be upfront from the beginning regarding a candidate’s five-year plan and ultimate dream job. Maintain realistic 12

expectations when asking these questions, but use it as an opportunity to gage a candidate’s seriousness about the real estate or mortgage industry. Why this line of work over another?

Emphasizing industry longevity and career growth during the interview process can save you drama down the road.

4. Keep the lines of communication open Take a proactive approach in communicating with your new hire. Take time to check in regularly during the first six months of his or her addition. If you can, make time to train new hires yourself—if only for a part of the onboarding process. You’ll forge a deeper professional bond and create an avenue for further questions. All in all, make it clear that you’re personally invested in their presence and talents, and that you care what they have to say. That way, if any issues or doubts arise, you can stay on top of it and work out a solution, rather than lose a new employee.

5. Give new hires meaningful work to do It’s natural to keep the kid-gloves on with new hires, but don’t let that stop you from giving them a chance to shine. New team members will feel empowered and motivated if given meaningful projects to focus on. Don’t relegate their daily duties to busy work as they build experience. Instead, task new teammates with something challenging, or that draws on a specific skill you hired them for. You’ll instill confidence, demonstrate your commitment to their growth, and with any luck—keep them around for the long haul.

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JENNIFER D’AMATO Top Agent Magazine

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JENNIFER D’AMATO Jennifer D’Amato had a passion for real estate from a young age. “My parents always had a significant interest in the business, and even though they were never professionals, they really enjoyed upgrading our family home over the years.

Watching them buy and sell was a real inspiration to me, and I have fond memories of going to open houses with them. I always think that they might have missed their calling, but I feel like I picked up that calling for them. While I was in Real Estate School, I also decided to buy my first condo, which was really a great learning experience. Becoming a Realtor® has been one of the best decisions I’ve ever made.”

and explaining the process in full detail helps to develop a clear understanding, giving them the confidence they need to make their transaction as stress-free for them as possible.”

Jennifer takes a comprehensive approach to marketing her listings and is very ‘hands on’ when it comes to getting the home show ready. “In preparation of listing a home, working with homeowners needs and advising them on potential upgrades that will help them sell their home quickly with the highest profit is crucial. This could be something as simple as rearranging furniture and de-cluttering! After all, my job as a Realtor is to provide the best advice possible and I take pride in using the years of experience I have to get that done most efficiently. Over the years I’ve developed a reliable network of various contractors, photographers, painters… just about anyone necessary to get the work done to make both the listing and buying process seamless, resulting in satisfied clients.”

For 15 years, Jennifer has been one of the most in-demand and respected agents in the state of Connecticut. Jennifer is with Seabury Hill Realtors® and primarily serves New Haven County. Jennifer credits her diverse experience in the business as being one of the keys to her success. “It was ten years ago when I took on a position with a thriving local property management company. Having always wanting to be an investor myself it was a tremendous way to learn more about the landlord and tenant relationship along with all the nuances of that side of the business, which can be difficult to recognize without working in it. Now I can take this knowledge and pass it on to my clients in my day to day interactions, not just with investor clients, but also to add insight for everyone interested in buying or selling.”

Jennifer has strong connections to the area she lives in and represents and is involved with her local Chamber. She goes to great effort to support other local business owners and local events and fundraisers. When she isn’t working, Jennifer loves spending time with family and friends, taking walks with her dog and doing what she can to stay balanced, which she thinks makes her a better Realtor®.

Jennifer also has a special affinity for working with first time home buyers. “I take an educational approach to the home buying process with all my clients, but especially first time home buyers. Since many first time home buyers have a limited idea of what to expect, it can be intimidating buying their first home. Taking the time to go step by step

Jennifer’s present goals involve the continued growth of her business, community involvement and trade networking sphere. “I’m here to help my clients achieve their goals and being part of the process is the most rewarding part of being a Realtor. For me, the smiles on my client’s faces on closing day are really what it is all about.”

To learn more about Jennifer D’Amato, call 203 - 605 - 7865, email jenn.damato@gmail.com or visit seaburyhill.com/agents/jennifer-damato www.

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

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

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

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

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job.

You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction.

Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance.

Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client.

This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer.

This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 16

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly.

Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on.

There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

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

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JAMIE RICHARDS For 35 years, Jamie Richards has been known as a wellrespected name in real estate. Her passion for real estate started at a young age, and after getting her start in property management, she became more interested in the sales side of things where she quickly made her mark. She’s been one of the top producing agents in Park City, Utah from the start, and has been named in the top two percent nationwide in her network.

Jamie’s diverse background and true expertise in all aspects of the business have made her a stand out in her area. She has extensive knowledge of new construction, having been involved in home building for almost thirty-five years. She specializes in new construction, residential resale & investment home/condo markets, as well as relocation specialist.

Her experience has been a primary factor to her success.

There really isn’t anything she hasn’t seen or done before.

New construction is a unique area, and she’s seen it be the downfall of most agents who don’t know the process of building or how to write a contract that really protects their client’s interests.

Jamie is a highly devoted advocate for her client and has a reputation for being unwavering when it comes to advocating for their needs. Another area that sets her apart is her strong negotiating skills which is rooted in years of experience. She understands the process inside and out, thinks outside the box, and has the knowledge and resources to other avenues to get things done.

Another way that Jamie stands out from the rest, is with her comprehensive approach to marketing her listings, that

includes everything from the latest technology and social media, without losing focus on good old traditional methods too. She’s a member of both the Park City and Salt Lake City Real Estate Boards, and uses her connections and networking to guarantee her listings get maximum exposure.

With a devotion to providing a truly exceptional experience, Jamie has built her business on a solid foundation of trust.

It should come as no surprise that Jamie has an impressive 90% rate of repeat and referral business and has numerous clients that have bought and sold many properties with her in almost all phases of their lives. She looks at her client relationships in long term thinking and enjoys helping them throughout the many phases of their lifestyle needs. From their first home to vacation home and even empty nester or retirement homes. She enjoys being there every step of the way and truly has their best interests in mind.

Jamie loves the community she lives in and through the years has supported several charities and events. When she isn’t working, Jamie enjoys spending time with her family, and taking advantage of all that Park City has to offer, including snow skiing, mountain/road biking and hiking out her backyard.

Jamie couldn’t be more proud about surviving 35 years of the ups and downs of this business, and still has that same passion as she did when she started. “I love what I do and this career has been very good to me. I wish to give back to the Real Estate Industry that has been so good to me.

I still love the challenges, and helping to create win/win situations for everyone involved in a transaction. It’s very rewarding.”

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

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3 Ways Joining a Professional Organization Can

Make Your Business Better Any real estate professional worth his or her salt knows that relationships are everything in this industry. Of course, it’s essential to cultivate connections with your in-office colleagues and your clientele—but there’s even more to be done when it comes to building meaningful professional relationships on a larger scale.

How can you make the most of your sphere of influence? The answer lies in professional organizations.

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These institutions vary in breadth and scope— from the local chamber of commerce and state-level organizations geared toward young professionals, to nationwide groups like the National Association of Realtors. No matter which avenue you pursue, these organizations and the professionals therein can add tremendous value to your business and professional repertoire. Not quite convinced? Consider a few of the benefits below to understand how just how influential a professional organization can be when doing business in the modern marketplace.

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1. Expand your skillset.

It’s hard to argue that continuing education and professional development aren’t worthwhile causes. One of the little-known values of joining a professional organization is that there are countless opportunities to boost your talent through free or subsidized skill-building events, workshops, and speaker series. Seminars, coaching events, opportunities to volunteer, and conferences are just a few more ways that professional organizations put you in the right position to learn from others, or advance your understanding of the industry. In real estate, staying ahead of the curve is crucial to the longevity of your business. By joining a professional organization, you’ll not only have the chance to learn from industry veterans, but to also take advantage of indispensable resources that set you apart from the real estate pack.

2. Simplify your networking experience The obvious benefit of joining a professional organization is the chance to meet and network with fellow agents and industry pros.

But, have you ever considered how commonly networking comes into play in the real world? On the local and state level, the real estate scene isn’t as big as one might imagine.

This means you’ll cross paths with all sorts of agents, lenders, home inspectors, title company representatives, contractors, developers, investors, and more. Positioning yourself within a professional organization not only fortifies your reputation to the outside world and to those in your industry, but it also makes it easier to strike up conversations or navigate deals. How so? A professional organization 20

creates a baseline of common knowledge and trust when doing business with those inside or aware of your organization. Likewise, when reaching out to an agent or lender who you’re not familiar with, you can mine your professional organization for related contacts that give you a sense of who you’re doing business with or how to make the transition progress smoothly.

3. Utilize a support system While advancing your career is a worthwhile motive when joining a real estate professional organization, also consider the mental benefits of fellowship with industry colleagues and local entrepreneurs. Rather than carting your anxieties home at the end of the day, you can lean on professionals moving through the same ranks. What’s more, you can turn to others in your industry for advice, commiseration with frustrations, or help sourcing a solution for a particular problem they may have experienced and overcome in the past. Even talking shop with likeminded pros can relieve stress and refresh your perspective—perks that are just as valuable as an updated contact sheet.

The old saying stands true: if you want to go fast, go alone; if you want to far, go together.

In that vein, professional organizations can make all the difference when it comes to a career that doesn’t burn out. Try connecting with a professional organization that you find inspiring—whether its mission is focused on volunteer work, industry developments, or peer mentorship. No matter which path you pursue, remember that no man is an island and the benefits of joining a professional organization can transform you and your enterprise for the better.

Top Agent Magazine ®

Top Agent Magazine

ROBERT ALTMAYER buyers and investors helps fuel everyone’s success.

“It’s my goal to inspire and educate in every way that I can when it comes to our local market. I study it and I’ve had experience in all aspects of it.” Everyone feels the confidence he projects.

“People never forget the way you make them feel,” he says. As a result, clients return to him. In addition, because more than half of his new business comes from referrals from past clients, Robert employs a full-time assistant who helps manage the numerous, effective systems he has established. He plans to add other like-minded agents to his team as business expands.

“There’s no better feeling than when a family believes in you,” says Pennsylvania REALTOR® Robert Altmayer, who is at his best when helping people achieve their goals. He explains that prior to entering real estate, he held a union job for 12 years in New York. “That felt like going to work,” he says. “But this isn’t work; I enjoy every second of real estate. Even a challenging day is a pretty good day!” His attitude is an inspiration to his clients and to others. “People seem to feed off my positive, ambitious frame of mind,” he says.

“I always stay positive during a transaction, even when things can seem frustrating.”

Robert’s interest in real estate grew when he began purchasing investment properties, which he did for 10 years alongside his union job before moving to Pennsylvania. He earned his license in 2012 and he represents buyers, sellers and investors across all aspects of his market, which encompasses Luzerne County and surrounding cities and towns. People are in good hands with Robert; they appreciate his knowledge and his ability to assist them in all aspects of the market, where he works in both residential and commercial. “Here, you need to be able to do it all; there’s nothing I don’t handle,” he says. He and his clients stay in touch for the long run, with Robert making himself available to them for any inquiry. “They know they can call or message me any time; it doesn’t have to be about real estate.” And quite often, they seek his investment expertise after purchasing their own home with him.

Robert has implemented some unique marketing strategies for helping buyers and investors discover purchase opportunities.

Additionally, his listings always receive professional photography and, when needed, staging. “This market is not big on staging, but I try to stay ahead of things in technology and marketing,” he says. His eagerness to be a resource to sellers,

“I love to train and I love to inspire other agents,” he says. “I love to help people and to see other agents succeed.” Being a part of other people’s milestones – whether they are his clients or his professional peers – brings Robert great satisfaction. And helping them grow by sharing his infectiously upbeat attitude helps the industry as a whole. “I want other agents to know it’s not work; if someone in real estate feels like they’re going to work, then I don’t think they’re in the right business!”

Robert has built this thriving business all while growing a family.

He and his wife have two children and spend their personal time doing all that’s involved with being good parents. He loves the outdoors and especially enjoys involving his family members in various outdoors activities. Additionally, he regularly gives time and donations to food pantries and enjoys bringing meals and gifts to people who are less fortunate. Clearly, Robert’s positivity motivates and inspires the people he encounters. He enjoys seeing people gain success. “It’s so important to stay positive,” he says, mindful that in every human interaction – whether a real estate transaction or a day-to-day activity in life – people feed off of each other’s emotions.

To learn more about Robert Altmayer, visit rparealestate.net or facebook.com/RobertAltmayerRealtor, www.

www.

email Robert.Altmayer@coldwellbanker.com call 570.793.7999.

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SHELLY BETHKE Top Agent Shelly Bethke of RE/MAX Newport Elite Realty in Racine, Wisconsin finds herself consistently ranked among the top producers in her county, and is the highest producer in her Racine office for 2017. With a focus on exceptional client service and a possessing a deep well of experience, Shelly is passionate about helping her many buyers and sellers through the often-convoluted and highly emotional transaction process.

“I got started in real estate after I was a stay-at-home mom for five years,” recalls Shelly. “I just really wanted to try something new.” She wasn’t exactly sure what this might be, until she was out driving one day and happened upon an open house. “I wasn’t even looking to buy a house,” she says, “but I went in and I was impressed with the professionalism of the agent. I thought ‘I can do that,’ because I’ve always been a real people person, having done customer service for about twenty years. So I decided to give it a shot. I got my license and the rest is history.”

Shelly’s extremely successful business is based more than 60% on repeat clients and referrals, a staggering accomplishment by any standard. When asked to account for this level of client loyalty, Shelly reflects for a moment before replying, “It’s really all about the customer service I provide. I really go above and beyond to make my clients happy. I’m fair with them. I’m honest and straightforward. I work with people, and I listen to them. They also trust me because I have a lot of experience. It all goes hand-in-hand, I just kind of take over and take care of my clients.”

A Premier Agent on Zillow, Shelly can boast of having over 130 five-star reviews on the site, each attesting to the exemplary service she provides. Among the scores of glowing testimonials is this one: “Shelly is absolutely amazing! So professional, very timely when it comes to getting things done and taken care of.

She is very knowledgeable and is trying to find you a perfect home not just a house to live in. She cares about each individual’s circumstance in finding the perfect home. I loved working with her and would recommend her to everyone. Pick Shelly Bethke and find your perfect home.” Says another client regarding listing with Shelly, “As soon as we contacted her she was positive, knowledgeable and eager to sell our house. She was completely honest and helpful when it came to preparing our house for market. You can tell that she really knows the market and excels at her job. We cannot praise Shelly enough.

She was kind, helpful and easy to work with.”

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What sets Shelly apart from most of her competitors is her solid experience and exceptional interpersonal skills. “I think a lot of it has to do with patience,” she explains. “I have a lot of patience with people. I realize that emotions get involved with buying and selling, and I am very understanding.” Her many years in the industry also benefit her clients. “Things go pretty smoothly most of the time,” she says. “My clients appreciate my experience.”

While the real estate industry has proven to be highly lucrative for Shelly, it’s the more personal side of the business that provides her with the most satisfaction. “I love the connections I make with my clients,” she says. “I work with all kinds of people, and it’s nice, and it’s interesting to meet them. That’s what I love about it the most.”

When she’s not working, Shelly enjoys nothing more than spending time with her husband and two children. Travel, fishing, walking, and escorting her children to out-of-town sporting events are among her passions.

As for the future, Shelly is looking to continue to expand her business, and to that end is looking forward to her recently-licensed husband joining her. She is also considering a foray into commercial real estate.

“I really and truly love my job,” says Shelly. “I take pride in every single transaction, and I care about every client I work with. I’m really blessed and lucky to have been so successful in a job that I love.”

For more information about

SHELLY BETHKE,

please call 262 - 939 - 1846 or email SBethkeRealtor@Gmail.com Copyright Top Top Agent Agent Magazine Magazine

7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy.

Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same.

Top Agent Magazine

1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example.

As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there.

If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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Top Agent Magazine

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MYRNA BOURCY Top Agent Myrna Bourcy of RE/MAX Results in Minneapolis truly understands the needs of her many clients and has proven herself a dedicated champion for them. With an authentic, integrity-based approach to working with buyers and sellers, Myrna has firmly established herself as a knowledgeable Realtor who can be trusted to take care of business.

Myrna began her journey in the real estate profession when she was still in her twenties. “I really had no career direction; I did things by default. I went to college and become a math teacher.

Math was easy for me but teaching wasn’t right” she explains.

“Fortunately, a lot of the same skills of being a math teacher apply to real estate: being an educator, listening to people and solving problems.”

” Worldwide recognition of the RE/MAX Brand really gives us an edge. I am convinced that RE/MAX Results is the finest real estate company in the world, giving us, as agents, what we need to give top service to our clients. We have tremendous marketing tools, support and training at our fingertips.” Myrna says, in praising RE/MAX Results.

One of Myrna’s goals is leveraging social media to benefit her business. She plans on utilizing the myriad of positive reviews, industry designations and awards she has received to better inform of her exceptional services. “I’m a very good real estate agent but I’m not an especially good self-promoter. I need to start blowing my own horn a little more.” Said Myrna.

Industry awards and achievements received include Realtor’s CRS Designation, Certification as a Code of Ethics instructor, RE/MAX Hall of Fame Award, RE/MAX Lifetime Achievement Award.

She sells in a large geographic area. “I go where my clients go.” she explains. With much of her business based on referrals and repeat clients, Myrna is clearly providing exceptional service. “I have a very good skill set. I’m a fierce advocate for my clients. With high ethical standards, I’ve developed strong relationships. My clients have a great deal of confidence in me.”

Myrna said.

Myrna likes to learn at least one new thing every day and share what she knows with others. Myrna is a former instructor of real estate at Anoka Ramsey Community College and elsewhere. She is also Green and Distressed Property Certified and a lifelong proponent of Fair Housing. “Now that my children are independent, delightful, capable adults I have more time and resources to sponsor organizations that aid children in need, a focus in the coming years.” Myrna states.

The appreciation that her clients feel for her is illustrated by this review of her services on Zillow.com: “Myrna helped us buy our home, and when it was time to move quickly due to work, she helped us get our home on the market and sold it quickly. She has extensive knowledge of the market, timing, and knows the process well. We couldn’t be happier with our experience of having Myrna as our Realtor.”

When asked what she enjoys most about her job, Myrna grows thoughtful before replying, “I like being respected and sought for my expertise. But most importantly it’s about helping people get to a better place. My friends are my clients; my clients are my friends. I used to try to compartmentalize it, but now it’s all kind of in the same pot. It’s just what I do and who I am.”

For more information about Myrna Bourcy, please call 612 - 868 - 9261 or email Myrna.Bourcy@Results.net Top Agent Magazine

Copyright Top Agent Magazine 25

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

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Top Agent Magazine

CHRISTY BUCK Top Agent Christy Buck, President/ Broker Owner of Infinity Real Estate Group in Pearland, Texas has risen to the top of the real estate field through a combination of sheer determination, hard work, and a devotion to providing her many grateful clients with the very best service available in the Lone Star State. A dedicated professional who truly commits herself to helping her buyers and sellers through the complicated transaction process, Christy has also endeared herself to them by focusing on continuing the relationship well beyond the closing table.

Christy, who began her real estate journey nearly two decades ago, was a former employee of the medical field. After having her second child, she decided a career change was in order. “I decided I needed to do something different,” she says. Obtaining her license, she became the third generation of real estate agents in her family.

The rest, as they say, is history. Christy is now firmly entrenched in the industry as one of it’s most respected members, and her already very-lucrative business continues to grow and expand exponentially.

The highly-dynamic Christy Buck Team at Infinity consists of eighteen powerhouse professionals who all share Christy’s ethos of “customer first.” Offering a full suite of services that encompass residential, luxury and commercial real estate, Christy and her team are far and away the market leaders in their community. Over 40% of their business is based on repeat clients and referrals, a clear indication that they are doing something right. This exceptional level of loyalty is based on many factors, including a deep well of knowledge regarding the local market, a true concern for the best interests of their clients, and the fact that Christy and company work hard to stay in touch with past clients. “My motto is: the relationship doesn’t end at the closing table,” says Christy, “rather, it just begins.

We spend a lot of time getting to know our clients after our closings, and we try to be a source of knowledge for them for pretty much any

real estate issue. We also hold multiple client events, and we reach out to them on holidays and anniversaries, just to let them know that we’re here for them, and whatever they might need.”

Cutting-edge, savvy marketing has also helped position Christy and her team solidly at the top of their profession. Staging, professional photography, high-end flyers and frequent open-houses are only part of the arsenal they employ to get their listings front and center and viewed by as many potential buyers as possible.

“I think our clients say that we consistently get the job done,” says Christy. “We jump in there, and we don’t waste any time. We immediately find out what their needs are and start working on it, constantly keeping their best interests at heart. It’s not just about a transaction to me, it’s about helping families and making sure they get every single thing they need.”

Christy, is also a preeminent real estate coach and has devised her own program to assist other realtors with achieving the same level of success that she has. She is passionate about educating people: both her clients and other agents. She is also adamant about giving back to her community, and she and her team are involved in multiple philanthropic efforts, including local food drives and high school sports team sponsorship. They also assisted with relief efforts following Hurricane Harvey.

As for the future, Christy recently purchased a 4,000 square foot facility (to which they plan to add an additional 6,000 square feet) to facilitate their continuing growth and market domination. “We also have a rental space for a lender partner and for our title company,” she says, “so it’ll be a one-stop shop kind of thing for our clients.”

Says Christy, “We have the knowledge and experience to help our clients get the most out of their real estate transaction. We will help guide them every step of the way whether it is their first time buying a home, selling their existing home, purchasing new home construction, investment properties, or commercial real estate. We are here to help!”

For more information about Christy Buck, please call 832-264-8934 or email Christy@christybuckteam.com Top Agent Magazine

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KURT HOENIG Kurt Hoenig become one of the most trusted real estate agents in southwest Florida? “I got my start in real estate when my father was dying of cancer. He was on his death bed and made me promise I would get my real estate license because he always thought I had the personality and the flair for doing real estate and doing it well. So after a progressive 24-year career in hospitality management, Kurt received his real estate license and dove into the industry, starting with Century 21 Sunbelt. Eighteen years later, he has a thriving business as an agent with United Real Estate Infinity. He now serves the southwest Florida coastline from Naples to Sarasota, and everywhere in between. As a result of the amazing service he provides, a staggering 95% of his business comes from repeat and referral clients. Mr. Hoenig is a Five Star Real Estate Professional, Gulf Coast Region, who has won numerous awards. He is also the Treasurer of the Sports Council of Collier County and donates time to various organizations.

“It’s about relationships and giving back to the community,” he says.

What keeps his clients coming back? “Once people meet me and do a deal with me, they ‘marry their realtor.’ When new clients get in my car I warn them that I am going to become part of their family and be like one of those in-laws they can’t get rid of,” Kurt says with his characteristic smile. After a transaction, one recent client—who’d been in a panic, fearful that she wouldn’t find the perfect home—emailed Kurt and said, “You are a super star! I now have a great new home and a lifelong friend, which means even more to me than my new perfect house!”

What sets Kurt apart from other realtors in the area? He’s a pet-friendly realtor with a great sense of humor, and he’s committed to having fun with his work and ensuring his clients have fun too! “The homebuying process should be fun, exciting and fulfilling,” he explains.

As a result of his great attitude and expertise, Kurt’s business is thriving. “I have clients waiting for new construction homes to be completed. I am a listing agent.

I was the top agent at United Real Estate Infinity last year, for volume, having only joined that office in April!” he 28

says. To prepare a property for listing, he does everything he can to ensure it looks its best including staging the property and hiring professional photographers and drone photographers. To market listings he uses social media and creates YouTube and Proshop Gold videos of each property. When it comes to buyers, he feels his work is easy. “The house either sings to them, or it doesn’t,” he says. “If it doesn’t sing, we move on to the next property.

But when the property sings, that’s when it’s time for me to say, ‘You are going to kick yourself if you don’t pull the trigger right now.” Kurt is a self-starter. He’s disciplined and motivated and knows his success comes from serving his clients well.

In his cherished free time, he loves spending time with his Shih Tzu, Madison Morgan, and he’s the uncle to a Maltese/Yorki mix named Arzz. He enjoys reading and time at the beach and he’s an Iowa Hawkeye through and through. What are his plans for the future? “I’m going to sell the entire world!” he says. With his enthusiasm and his devotion to his clients, he’s sure to make that dream a reality.

To find out more about Kurt Hoenig, email KurtHoenigUnitedInfinity@gmail.com or call 239 - 595 - 2200.

You can also check him out online at KurtEHoenig.com www.

Copyright Top Top Agent Agent Magazine Magazine

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 30

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

FRANCA KATSARIS How did Franca Katsaris make Ham Kerr Property the gold standard for property management in Boroondara? She began her career in real estate in 1990, joining her husband’s real estate business as a trust accountant.

She soon began to build a strong rapport with clients, which was the beginning of her move to property management. With twenty years in the business, she’s been instrumental in leading Ham Kerr Property to its role as the preeminent property management company in the area. Franca leads a tight team of eight staff made up of experienced property managers, senior sales agents and admin staff. With an office located in the high profile suburb of Balwyn, Franca and her team provide boutique, tailored services that include both residential and commercial property management, owner’s corporation management, and property sales.

“I’ve forged long lasting relationships with my clients,” Franca says. “I’ve seen clients start with one investment property and build their portfolio to seven, eight and even ten properties that I now manage for them today.” What keeps Franca and her team’s clients coming back and eager to spread the word about the amazing service they provide?

“We are very good at what we do. I have a strong team of staff that has been with me for a long time. The fact that there is stability here is so important. This is something you don’t often find in other businesses.” Many of Franca’s clients reside overseas and find comfort in the continuity of staff. “There’s a relationship there, so when they call, they speak to the same manager who knows their property well, and is familiar with its maintenance and inspection history.”

She and her team also pride themselves on carefully vetting and selecting residents for rental properties, which results in high quality, long-term tenants.

To stay in touch with past and present clients, Franca reaches out by phone or email. She and her team members often meet up with clients for coffee or lunch. “We do have a very social office,” she says with a smile. She sends personal handwritten cards to clients for significant events, and at the end of each year she sends a letter of reflection. “We are always in constant contact with our landlords.”

Most of her business comes from referrals and word of mouth.

“People respect and recognize the brand,” Franca says. She also has great relationships with buyers’ advocates, solicitors and insurance brokers who have experienced her excellent service through a client. What does Franca like most about her work? “I derive immense satisfaction from achieving the best outcomes for my clients. Seeing them happy with their investment is what this job is all about” she says.

To give back to her community, Franca and her team support Share the Dignity, a charity that supports homeless women and victims of domestic violence. She also donates time to Evergreen, a local charity that helps the elderly by driving them to appointments, walking their dogs, and providing other needed services. This year the team will be supporting Amaze, an organization providing support for people in Victoria who are on the autism spectrum. In her cherished free time, Franca enjoys relaxing, reading, exploring the city of Melbourne, taking long walks, supporting her local football team, and sharing good times with her family and friends. For the future, Franca plans to continue growing her real estate sales department without compromising her boutique, high quality and personalized approach to each of her clients.

To find out more about Franca Katsaris, email fkatsaris@hamkerrproperty.com.au or call 0417 017 146 Top Agent Magazine

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MICHAEL KLEIN / ZEST FOR RESIDENTIAL REAL ESTATE Client-focused services, scrupulous business practices and in-depth knowledge of the market have propelled Michael Klein of MK Group, a member of Liberty Realty, to be one of the best known and leading real estate advisors for residential properties in the Hudson River Gold Coast of New Jersey.

In just the past three years, Michael represented over $73 million per year worth of real estate sales. While no one agent dominates the highly sought-after and ever flourishing Gold Coast market, Michael has represented clients in over 900 transactions, a staggering number by any standard. For someone whose real estate career started in 2003, Michael has attained and sustained a level of success many agents strive for in the residential housing market.

Numerous accolades attest to the level of professionalism, among them being the only realtor in Hudson County to be awarded Top Honors of Platinum consecutively for thirteen years. Also from 2015 to 2017, he was the top advisor for clients with homes priced at or over $1.4 million amongst over 4,000 Hudson County agents.

With more than 75% of his business coming from repeat and referred clients, Michael accredits his success to his passion for real estate, his exceptional negotiation skills, and his ability to build lasting trust with his clients. As a five-star Premier Agent on Zillow, the scores of glowing reviews on that site are just another testament to his accomplishments. A client recently stated, “Michael is a fantastic agent and the “go-to” guy when buying or selling property in Hoboken. We sold our home through Michael - we chose him from reputation and referral, and we were not disappointed! Not only did he streamline the process of selling; he also went “above and beyond” after the transaction: it has been two years since he sold our home with him and he still advises us on some issues... even though we are in California! Tops regarding negotiation skills and customer service.”

When asked what’s the toughest part of his job day-to-day, Michael pauses for a moment, then replies: “The decision to list or buy a home is mostly a financial investment decision. However, it is very much an emotional decision as 32

well. The toughest part of my job is to strike a balance between the two in the best interest of my clients. While agents often give a seller a high value just to land the listing, it is crucial for me to conduct extensive research on comparable sales and to analyze the market trends before setting a price so that my clients can attain their real estate goal of selling efficiently and not just listing.”

“So many new agents have misperceptions about the real estate business. They underestimate the amount of time and effort needed to deliver for their clients - whether that is helping someone buy their dream home or maximizing the profitability for a seller. Some of the younger agents believe social media and digital marketing are all they need to succeed in this business.” Michael continues, “My role as a mentor to new agents is in guiding them to understand the entire end to end real estate life cycle for a client.”

As for the future, Michael looks forward to continuing his client relationships, mentoring up-and-coming agents, and extending his reach beyond Hudson County. Michael and his wife are passionate about giving back and making a difference in the community where they work and live.

They continue to give and donate their time and resource to multiple local charities, including CASA (Court Appointed Special Advocates for Children). Michael was also a former board member for Habitat for Humanity in Hudson County.

For more information about

MICHAEL KLEIN please call 201 - 659 - 1143 or email Michael@MKGroupProperties.com Copyright Top Top Agent Agent Magazine Magazine

Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us Copyright©, 2015 Walter Sanford. All rights reserved. online at www.waltersanford.com.

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LIZA BOYAJIAN KRAVIS Liza Boyajian Kravis had a successful 25-year career in the consumer banking industry, first at Citibank in New York and then in Charlotte at Bank of America. She eventually decided she was ready for a second career. Inspired by a friend who had embarked on a real estate career, she received her license and joined her friend at Keller Williams Ballantyne. She currently works in partnership with another agent— together they joint broker some transactions and cover for each other when one of them is traveling. “We bring different skillsets to the table.

He comes out of hotel facilities management and has building and construction knowledge, whereas I bring more marketing and social media expertise to the table. So we have nice complimentary skills.” Liza currently serves the Greater Charlotte region with a focus on South Charlotte and Western Union County, where she has lived for over 20 years.

Liza is already known for beautiful staging and well-attended open houses. She tailors each marketing campaign for the property and the neighborhood. She always reaches out to the neighbors of the listing to see if they know anyone who would be interested in the property.

“It can be great for people to pick their neighbors,” she says with a smile. Instead of cold calling or emailing, she prefers to knock on doors so she can met people face-toface. She also understands the importance of social media when it comes to drawing attention to listings and open houses.

Though a newer agent, over forty percent of her business comes from repeat and referral clients. She has a strong sphere of influence and is deeply rooted in her community.

What keeps her clients coming back and eager to spread the word about the amazing service she provides? “I think people trust me. They know I am going to be honest with them,” she says. “I build a good rapport with people.”

Liza has worked to protect her neighborhood with regards to government zoning issues and in doing so she’s built a strong reputation in her community. From 2001 to 2008, she fought to keep a Walmart Supercenter from being built in her neighborhood. She put out newsletters and worked to raise over $300,000 in attorney’s fees. “We won at the North Carolina Court of Appeals because the neighborhood wasn’t zoned for a Super Walmart,” she says. “That’s why I have so much credibility in this area.”

What does Liza love most about her work? “I love meeting new people!” she says. “I also love receiving new training. Keller Williams Ballantyne has phenomenal training.” To give back to her community, Liza volunteers with Animals First of the Carolinas, a local animal rescue group. A graduate of Brown University, Liza is currently helping to found the Brown Club of Charlotte. In her cherished free time, Liza loves to spend time with her husband and daughter, socialize with her friends and travel. Last year Liza doubled her business, landing in the top 15% of Keller Williams Ballantyne. For this year, she has an aggressive goal of another 50% growth. She’s hired a personal coach to help her put systems in place to handle that additional volume. “Once I get through that this year I’ll assess whether or not I want to grow a team,” she says. With her track record of success in all her endeavors, she’s sure to make whatever goals she sets for herself a reality!

To stay in touch with past clients, Liza reaches out via email or phone. “I check in every couple months,” she says. For Christmas she sends new buyers customized ornaments with the address of their new home on them. She holds client appreciation events each year and mails out the American Lifestyle Magazine.

To find out more about Liza Boyajian Kravis, call 704 - 681- 4015 or email lizaboyajian@kw.com. You can also check her out online at lizaboyajian.kw.com http://

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SANDI LEE Prior to her work in real estate, Sandi Lee honed her knack for detail and follow-through as a legal secretary, then in preconstruction sales for a boutique hotel based in Vancouver. It was during her work alongside agents that Sandi began eyeing the world of real estate, but it wasn’t until she’d had her final child that she decided to go into business. Now, more than six years since the onset of her career, Sandi has crafted a reputation for ethical, people-centric service, with a focus on education and client advocacy.

Today, Sandi primarily serves the Dartmouth, Halifax, and Bedford areas—along with their surrounding communities. Under the banner of Century 21, Sandi is supported by an intrepid administrative assistant team and an industry-leading broker. In roughly six years’ time, she’s managed to secure a robust 40% of her business from repeat and referral clientele—a testament to her memorable working style. In considering her professional philosophy, Sandi cites honesty, steadfast communication, and a commitment to serving her clients’ needs above all else. “I take a lot of pride in providing top-notch service, from always being ready to respond to my clients and their needs, to getting an answer for any questions they might have,” Sandi says.

“It’s my job to advocate on their behalf, while educating them along the way.” What’s more, Sandi’s regular work alongside first-time buyers and sellers keeps her perspective on the transactional process up-to-date and finely attuned. “I love guiding first-time buyers and sellers from start to finish. From the beginning, I help them narrow their search and identify their priorities, all while fulfilling my fiduciary responsibilities and providing expert advice and negotiating skills. It’s also about managing details, like paperwork and meeting conditions in a timely manner. In addition to looking out for my clients’ best interests, I make sure the deal finishes smoothly.”

When it comes to marketing listings, Sandi’s approach is multifaceted. First, she brings in a consultant to report on any staging needs, then loops in a professional videographer and photographer to highlight homes in their best light. Sandi’s experience and

practiced eye for detail also helps ready homes for market. She leverages social media and the leading digital listing platforms to capture a wide online audience. Throughout the buying and selling processes, Sandi remains committed to facilitating a life change that can often seem overwhelming. For her part, she makes it a goal to simplify and demystify the transactional process, injecting a sense of security—along with some levity—into her relationships with clients.

“It’s always been about building relationships with people and maintaining long-term connections with them,” she says. “I try to inspire a good time, while getting the end result done and making it effortless for clients.” From steering empty-nesters through an emotional downsizing process, to helping first-time buyers over the hurdle of homeownership—Sandi’s foremost focus is on forging relationships built on trust and made to last.

To give back to her local community, Sandi is active in a variety of civic and charitable causes. As part of the Nova Scotia Association of Realtors, she serves on the Political Action Committee advocating for homeowners’ rights. She also gives to the Red Cross, and to the Easterseals Summer Camp, serving children with disabilities. In fact, one of her more adventurous fundraising efforts included repelling down a Halifax city building to raise awareness and resources for this worthy cause. In her remaining free hours, Sandi most enjoys time spent with family and loved ones, travel, and enjoying the great outdoors. She also relishes the chance to spend time in the garden, curl up with a book, or review restaurants around town.

Looking ahead, Sandi has aspirations to continue growing her business, with a focus on expanding to new service areas and potentially recruiting team members in the future. For now, she plans to continue serving aspiring buyers and sellers in the greater Halifax region, maintaining her commitment to high caliber service all the while. Now, with over six years of sterling experience behind her and a mindful gameplan for the years ahead, the future is bound to be bright for Sandi Lee.

To learn more about Sandi Lee, visit about.me/sandi_lee, e-mail sandi.lee@century21.ca, or call 902 - 233 - 8537 www.

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Top Agent Magazine

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. 37

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 38

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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JEN MASCARO Among the many aspects of the real estate business that Jen Mascaro likes, the greatest is the ongoing opportunity she has to celebrate other people’s successes. As a Coldwell Banker agent serving buyers and sellers in several communities east and northeast of Pittsburgh, she especially enjoys the excitement and anticipation leading up to closing. “It can be stressful, but I love being part of that process and calming the stress. Buying a house is a huge milestone; it’s an honor that people I didn’t know before this are relying on me and leaning on me to get them to the closing table.”

Jen is known for going above and beyond for her buyers and sellers. “I’m not the kind of person who puts a house on the MLS and calls it a day,” she says. At her own expense, Jen hires a professional photographer for any listing, be it a $30,000 listing or a $1 million home. “I work with the client to prepare the home for photography in advance and I do walk-through videos,” she says. She also produces and sends 400-600 postcards to targeted neighborhoods whose residents may consider the listing a logical move-up home. She then sponsors ads on social media and markets the listing details and photographs through the vast online syndication of Coldwell Banker.

Jen has the opportunity to work with several people who are relocating. “I check on their houses regularly and help them with details like municipal requirements so they don’t have to worry about the little things.” Given this unwavering attention to her clients’ needs, Jen was already earning a majority of her business from referrals within a few years of her 2014 licensing.

In fact, her entry into real estate followed 10 years in corporate America. Upon the birth of their first child, she and her husband

decided everyone would benefit if she worked closer to home and put her people skills to even better use. “I’m known for keeping things fun and treating people more as friends rather than as clients,” she says.

Celebrating other peoples’ success comes in many forms beyond that of helping people buy and sell homes. For Jen, those celebrations also occur when she helps other agents grow their business or when she helps communities in need.

“In 2015, my manager approached me asking if I would help plan a Make-a-Wish Foundation fundraiser,” she says, adding that Coldwell Banker supports the foundation on local and corporate levels. “I said, ‘Sure we can figure out something’ and I planned a Designer Purse Bash,” she says. The event raised $19,000 the first year; $31,000 the second year; and by all accounts will keep growing every year. “It’s a ton of work but a lot of fun!” she says “It’s like planning a wedding all year long every year, but I have amazing agents at our office who volunteer to get it done.”

Those agents also allow Jen to pursue another passion. “I like to mentor new agents through our company; when new agents come in, I pair up with them.” Not only do these agents appreciate having someone by their side who can help them navigate the uncertainty of starting from scratch, but Jen also learns a lot from them. “One agent I paired up with in 2016 sold $4 mil her first year!” says Jen, whose own annual sales are headed for $10 million. Although she enjoys celebrating, collaborating with and mentoring other agents, Jen does not plan to build a team in the near future. Her initial goal in joining real estate was to build a career in which she could still spend quality time with her husband and three young children.

She is grateful for fulfilling, enjoyable work that allows her to focus on what she values most – family, community and helping other people.

To learn more about Jen Mascaro, www.facebook.com/JenMascaroRealEstateAgent visit pittsburghmoves.com/jen.mascaro or go to Facebook, email Jen.Mascaro@pittsburghmoves.com, call 412.607.6318 http://

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KRISTI MIRACLE MILLER Although she is now one of the most successful Realtors® working in Middle Tennessee, Kristi Miracle Miller didn’t initially consider a career in real estate.

“Eleven years ago I needed to get a full time job, and I had a strong background in sales. I had always been intrigued by real estate and ended up getting my license and got the opportunity to work for one of the largest builders in the state. I just jumped right in and I haven’t looked back since.”

Kristi recently opened her own brokerage, Southern Homes Real Estate, which is quickly building a solid reputation as an agency that provides an exceptional customer experience. They primarily serve Nashville and the surrounding suburbs. Kristi has already built a near 100% rate of repeat and referral business and everyone who works with her operates themselves with the utmost integrity, with the ultimate goal of building trust in the community they serve.

Kristi credits her honesty as being a major key to her success. “It might seem obvious, but I’m just me and I don’t try and be anyone else. I work really hard, and I always have the client’s best interest at heart. It’s not about getting them to buy or sell, it’s about getting them what they need. I always guide them to the best choice. That’s why they come back to me and they recommend me to their friends and family. It takes a long time to build trust, but it ends up being a huge value.”

Another area where Kristi really stands out is with her strategic approach to marketing which is comprehensive, yet personalized to best suit each listing. “A lot of the work I do is up front before the home is even on the market. I believe pricing is the key to selling a home quickly and for top dollar. I identify the market we’re in and then I really study the competition. I then help prepare the home to best achieve the full market value. We help coordinate staging, decluttering and repairs. First impressions are everything, so once the home is show ready, we get professional photos taken and then we get the listing maximum exposure.”

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Kristi is actively involved in her community, and tries to partner with local organizations to help people out in the area that she serves, For the last several years she has been involved in teen mentoring program, that helps to raise money to create sustainable villages throughout the world. “ I have the heart of a mentor and it’s just been so wonderful to be involved with these kids. If we can help teens identify what they’re good at a young age, that work will continue for the rest of their lives.”

When she’s not working, Kristi loves to spend time with her husband and kids. She’s also an avid DIYer and loves taking old pieces of furniture and making them new again in the popular shabby chic style.

Kristi couldn’t be more excited about the future and looks forward to continuing to grow her business, bringing her patented level of service to even more people. “I don’t think of what I do as sales. I’m helping my clients transition to the next stage of their lives. I consider myself to be an advocate for my clients, and I fight for them. It’s such a rewarding experience to be able to have a positive impact on people’s lives.”

To learn more about Kristi Miracle Miller call 615 - 848 - 8846 or email kristimiraclemiller@gmail.com.

1630 NW Broad street, suite 200, Murfreesboro TN 37129 Brokerage License: 263952 | My license # 309669 Copyright Top Top Agent Agent Magazine Magazine

Living On Commission

by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept.

“I could never live on that!” But loan officers have to do it all the time.

The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic.

When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation.

One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her Top Agent Magazine

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Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all!

She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

Copyright© 2014, Linda Brakeall. All

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rights reserved.

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CHRIS MONTALVO Chris Montalvo literally grew up in the real estate industry. His aunt owned a boutique real estate company and because his parents worked long hours, he often spent time after school at her office and going with her to see listings.

His aunt always encouraged him to join the industry and he obtained his license when he was in college. He soon joined what’s become Mirabal, Montalvo & Associates. “The agents at the company had amazing energy and enthusiasm.

I found some really good mentors and my career just took off from there,” Chris says.

Now with fourteen years in the business, Chris leads two separate teams. When he was only 20 years old and the market crashed, Chris tapped into the foreclosure business, becoming a broker. “It was completely unheard of for anyone under the age of 50 to be a successful REO broker representing all the foreclosures for the banks,” Chris says. “To this day I’m still one of the leading brokers representing 60 different asset disposition companies.” He now has a team that handles foreclosure properties, as well as traditional home sales and purchases. His second team covers his work in investment properties.

He and his teams serve Corpus Christi and the surrounding areas. Over 50% of his business comes from repeat clients and referrals. What keeps his clients coming back? His former clients rave that he’s the absolute best in the business. He has strong leadership skills and knows how to build an amazing team. “I invest in people,” he says. When it comes to keeping up with past clients, Chris uses a personal touch, reaching out via social media, email or phone. His clients remember

the excellent service he provides and eagerly spread the word about him among their sphere of influence.

Chris keeps up with trends and technology, and as a result, he does most of his marketing online. “Our website alone gets about 10,000 clicks every week. We also have billboards and bus benches. I spend $120,000 a year just on online marketing and Facebook ad surges,” he says. After working with Chris, his clients are thrilled with the ease of the process.

“It’s not everyday you have a young professional who has great systems in place who truly looks out for a client’s best interests,” he says. What’s Chris’ favorite part of the job? “I love the chase!” he says. “I love the investment opportunities, putting the land deals together, gentrification, going after an area that people say is a ‘bad side of town.’ I turn it into a ‘good side of town.’” He works hard to develop up-and-coming neighborhoods in Corpus Christi at the same time that he helps clients build their own investment property portfolios.

Chris is an active member of his church, sponsoring its annual summer camps. He’s also a frequent motivational speaker. “I love to encourage millennials and the next generation about what they can do with their lives,” he says. “I let them know there are opportunities right here in Corpus Christi.” What does Chris love to do in his free time? “Real estate is my passion!

My wife and I love to flip houses. We think it’s fun to go out and look for special tile or other things to make a house shine. It’s nice to involve my family,” he says. For the future, Chris has the bold goal of owning 10,000 houses. With his drive and enthusiasm, he’s sure to make that goal a reality!

To find out more about Chris Montalvo, call 361 -765 -1725 or email Chris@CorpusChris.com.

You can also check him out online at MirabalMontalvo.com. www.

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ANTHONY PICONE As director of the Digital Team for Signature Premier Properties, Anthony Picone and his team know how to turn online momentum into sales. Delivering a mix of warm, personalized service with cutting-edge marketing, his team is a force to be reckoned with.

His tagline, “Team Digital, the Most Cutting-Edge Team in the Industry,” says it all. “We serve clients smarter and more efficiently than they’ve ever been served before,” he says.

Anthony started his career on the lending side of the business, as director of marketing for various lenders on Long Island. In the process, he realized how much his digital approach was benefiting the Realtors, so he decided to obtain his real estate license. Within a year in the business and with more than 30 transactions closed, that’s when Signature Premier Properties came knocking.

Now, as an Associate Broker, designated Listing Agent, Buyer’s Agent, Relocation Specialist and Short-Sale Specialist, in addition to being the director of the Digital Team at Signature Premier Properties, Anthony is seeing his business take off. Referrals and repeat clients from his first three years are beginning to kick in, and he and his team closed more than 72 transactions last year. Clients rave about his professionalism, attention to detail, how easy the process was, and the fact that he was able to get sellers the most money for their properties. No wonder they’re happy to refer him.

Once a transaction closes, Anthony’s streamlined Client Relationship Management (CRM) system helps him stay in touch. “With one touch of a button, I can see a list of my past clients and know who to email,” her says. “It’s so easy to organize. I can see when

my clients are on my website and then reach out to them, to better serve them.” Anthony’s extensive digital knowledge is the reason he is on the cutting edge of real estate.

When it comes to marketing his listings, Anthony spares no expense. He invests in everything from professional photography, drone videos and 3-D virtual tours to professional staging and virtual staging for new construction and vacant homes.

Builders, investors and flippers account for a large part of his business. “Clients have access to our state-of-the-art website, private listings and our CRM,” he says. “Our use of cutting-edge technology streamlines the process. My team is an unstoppable force in the real estate industry!”

People who work with Anthony tell him he’s a breath of fresh air.

Genuinely nice, he loves what he does, and it shows. New people he meets become friends. “I like helping customers out, educating and protecting them throughout the transaction,” he says. “You don’t buy a house every day, it’s a big investment. It’s important to educate and guide my clients through the process.”

He takes that caring spirit into the community by supporting Signature Cares, an entire division of Signature Premier Properties that sponsors charitable events, such as Pet A Palooza animal rescue, food drives, toy drives, backpacks for kids and many more.

When he’s not working, Anthony likes spending quality time with his wife, two children and his family. He also likes vacationing, fishing, boating, coaching and golfing.

Looking forward, Anthony feels he’s just hitting his stride. Signature Premier Properties awarded Anthony and his team designation as the #1 team in the company last year. This powerhouse really cares about his clients and makes sure they’re satisfied. You can’t beat that.

To learn more about Anthony Picone,

visit signaturepremier.com/anthony-picone, call 516-984-3498 or email apicone@signaturepremier.com www.

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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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KIMBERLY RUMFIELD Kimberly Rumfield always had an interest in real estate, but with young children to look after, the decision to launch her business had to be strategic. For twelve years she worked with the American Heart Association, and as her children became older, her husband encouraged her to take the leap. That was three years ago, and in the time since, Kimberly has established herself as a consummate professional with a visionary knack for the industry. Last year alone, she sold $12.6 million in volume and now cultivates a vast majority of her business from repeat and referral clientele within her sphere—a testament to her personable working style and track record of success.

Primarily serving Ellis County and the immediately surrounding counties, Kimberly heads a tightknit team that includes an assistant and a marketing manager. Together, Kimberly and her team have built a business driven almost exclusively by repeat and referral clientele, a noteworthy feat for an enterprise in only its third year of operation. At the heart of her professional philosophy, Kimberly cites a commitment to accessibility and responsiveness as one of the foremost drivers of her success to date. “Communication is everything,” Kimberly says. “I answer my phone at all hours and I try to be there for my clients during what can be a nerve-wracking time. Whatever helps ease their mind, I try to provide—from help with moving and cleaning to staging. I treat my clients like family and we often become very close even after a transaction is complete.”

When it comes to listing properties, Kimberly’s approach is comprehensive. She begins by conducting a pre-listing walkthrough to identify areas in need of a touch-up, prior to incorporating professional photography and a live video-walkthrough hosted on social media. She also relies on the area’s MLS, the leading digital listing platforms, and social media at large to obtain maximum online exposure. Likewise, Kimberly relies on her influential network to spread the word about properties headed to market, which has made an indelible impact on business’s growth. While she’s managed to demonstrate her proficiencies in just a few years’ time, Kimberly’s focus remains trained on each clients’ personal well-being. “I work hard to get to know each one of my clients,” she says. “I like to know what’s going on in their lives, and to learn their goals—even beyond the goal of homeownership.” Once a transaction is complete, Kimberly’s become known for her personalized cooler bags, stuffed with her clients’ favorite snacks, a Yeti cup, treats for pets, and more. It’s this level of personal engagement and attention to detail that has cemented Kimberly as an agent swiftly on the rise. “I love being part of my clients’ journeys,” she reflects. “Whether they’re excited about having found the perfect home, or they’re moving Top Agent Magazine

on to a new chapter after selling—I love being able to help their lives evolve.”

To lend her spirit of service to her community, Kimberly is involved in the Waxahachie Chamber of Commerce, as well as the Red Oak Chamber of Commerce. She is also one of the founding members of the Ellis County Women in Business organization, and is always looking for new opportunities to grow and connect with others in her field. In her remaining free hours, Kimberly relishes time spent with her family and loved ones. She also enjoys the chance to scrapbook and head out into the great outdoors for a weekend of camping.

Looking ahead, Kimberly has plans to continue growing her business year-over-year. Last year, she and her team guided sixty-one families toward their real estate goals, and this year Kimberly is shooting for 100 families served. She’s also hoping to add a buyer agent to her team in the next year or so, all while maintaining the boutique level of service her clients have come to expect. “I’m passionate about what I do and I never want to get so big that I lose that personal touch,” she says.

Finally, Kimberly cites the encouragement of her family and friends as one of the most powerful drivers of her business’s success. “My advice to others it surround yourself with wonderful cheerleaders, like the people I’m blessed with—from my kids and my team, to my friends and family.” Now, with three years of intrepid experience behind her and with no signs of slowing anytime soon, the future is bound to be bright for Kimberly Rumfield.

To learn more about

KIMBERLY RUMFIELD email krumfield@kw.com, visit her website here, call (469) 583 – 2761, or visit her Facebook page here http://x463825.yourkwagent.com/

https://www.facebook.com/KimberlyRumfieldTeam/

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SHELLY VOIGHT Top Agent Shelly Voight of d’aprile properties in Chicago brings to the real estate game a highly-professional perspective finely honed from her years in corporate sales. Her savvy business acumen, coupled with a forthright yet empathetic approach, has set her firmly at the top of her profession in the highly competitive Chicagoland market.

Shelly began her journey in real estate 5 years ago with one goal…she wanted to make the experience of buying and selling homes a more pleasurable one for her clients. She brought an elevated level of professionalism and quickly developed a proven formula for success. Her track record shows she is achieving her goal. She attributes her success to a combination of her fierce desire to bring her clients to the closing table but also a compassionate approach that starts with truly listening to her client’s goals and wishes. Along the way Shelly manages the emotions of the process and is always prepared for the challenges that may arise. Her clients call her an excellent communicator and she believes that honesty and always keeping her clients armed with knowledge and solutions keeps the process running smoothly.

Shelly has a reputation as an award-winning agent who can always be trusted to put her client’s needs first and foremost.

With over 80% of her business based on referrals from satisfied clients, Shelly is clearly providing top-notch service to all her buyers and sellers. “Referrals are how I measure my success,” says Shelly. “It’s not about the awards I’ve received or the actual numbers, it’s really about the fact that I have satisfied clients who are spreading the word about me to their family and friends.

When clients want to buy or sell a home, I don’t want them to feel dread about the process, I want it to be a good experience for them. And it can be!”

The gratitude Shelly’s clients feel for her is best expressed by this buyer’s glowing five-star review on Zillow: “Shelly was absolutely fantastic in helping our family find just the right house to purchase! She was patient when we went back to take a second look at a number of different homes even after having spent time seeing them the first time. She never made us feel rushed as we went through the homes and was great at pointing out both the positives and potential negatives. You could tell she listened to what we liked and didn’t like at each home, and that her goal was to find the perfect home for us. Once we found it, she was great in the negotiating process and a real advocate. I would highly recommend her whether buying or selling.”

“I’ve been told that I’m pretty straightforward,” says Shelly.

“I’m going to tell my clients the truth; there are going to be ups and downs in the process. I think I manage the emotions well, and when something does occur that wasn’t planned, I know what to do. I’ve got the right people, the right business partners.

I make it a pleasurable experience rather than a difficult one.”

Shelly is passionate about giving back to her community, and to that end she serves on the board of directors of a local non-profit called Girls on the Run. She also volunteers for and donates a portion of each paycheck to other charitable endeavors. When she’s not working, she enjoys spending time with her husband and two children, being with friends, traveling and walking her dog.

As for the future, Shelly plans to stay focused on her goal while continuing to grow her business She recently hired a licensed assistant who shares her “customer first” values. Her goal, she says, is to carefully manage growth so that her reputation for excellent client service remains intact.

“My favorite thing about my job,” says Shelly, “is getting excellent feedback from my clients. My favorite thing is to have satisfied, happy clients.”

For more information about Shelly Voight, please call 847 - 421 - 8495 or email ShellyVoight@daprileproperties.com 48

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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

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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 50

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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BOBBY WESS Bobby Wess grew up in a real estate family who’d been active in the Atlanta market since the early 1980s.

He spent his formative years tagging along to his mother and father’s various open houses, transactions, and even as they acquired rental properties before the local market would one day skyrocket. After earning his license five years ago, Bobby has since carved out his own path as an intrepid real estate agent catering to the area’s burgeoning Millennial client base. All the while, he’s leveraged the many lessons learned from his entrepreneurial family, along with his deep roots in the Atlanta area to serve his clients on the path to homeownership.

With a focus on Atlanta’s intown communities, Bobby spearheads his work solo. A vast majority of his business is driven by repeat and referral clientele within his sphere—a covetable demographic of young professionals who have been flocking to the Atlanta metro area in recent years. For his part, Bobby makes use of his local insight to guide buyers in the area’s various amenities, neighborhoods, and inventory. What’s more, he prides himself on taking a personable approach that does away with the norms of a conventional salesman in favor of a casual bond forged with those he serves. “I like to think of my work with clients in an advisory capacity, with a teamwork approach,” he says. “I also love getting to know Atlanta’s neighborhoods even more deeply as they change and grow.” To keep in touch with his ever-growing network, Bobby sends out sport schedules twice a year to mark the beginning of baseball and football seasons. He also hosts an annual client appreciation event, whose proceeds benefit Trees Atlanta, a tree conservancy non-profit organization close to his heart.

When it comes to the house-hunt, Bobby taps his native understanding of the region to help clients source the ideal home. He

favors a direct, forthright approach in advising clients, which creates a natural trust between agent and buyer. “People remember me as being rightfully skeptical of the homes that they’re looking at,” he explains. “I’m all about being transparent and upfront about every home under consideration. It’s more important to me to point out any potential issues than to just close a sale. That’s what makes people trust me and gives them a good feeling about working together.” To market listings, Bobby conducts a pre-listing walkthrough to assess any potential areas for improvement. Considering his family’s thirty-year tenure in the Atlanta real estate scene, he’s developed an incisive eye for a home’s potential, as well as what highlighted features will lure buyers. From there, he works with a professional photographer to capture a home’s character, then commits to a pricing strategy that yields top dollar in short order. “I’ve always had a love for houses and properties,” he reflects. “Clients know that I’m passionate and knowledgeable about what I do, and because I work with so many friends and acquaintances, it makes for a fun and seamless fit.”

To serve the community he’s always called home, Bobby contributes to various environmental and nature conservancy organizations in the area, including Trees Atlanta, Georgia Conservancy, National Parks Conservation Association, and the Sierra Club. In his remaining free hours, he takes to the great outdoors through hiking and gardening. He also relishes time spent time with his fiancée and their two dogs and two cats. In fact, their upcoming summer wedding will take place in California’s stunning Yosemite National Park—a tribute to the couple’s passion for the natural world.

Looking ahead, Bobby has plans to continue carving out his own legacy as a real estate professional, with ambitions to grow his business and build a team in the future. As a lifelong Decatur resident who today lives in Atlanta’s Avondale Estates, Bobby has built a flourishing career inspired by his community. Now, with five successful years behind him and no plans of slowing anytime soon, the best is assuredly still to come for Bobby Wess.

To learn more about Bobby Wess, visit BobbyWessRealEstate.com, email bobbywessrealtor@gmail.com, call 770 – 329 – 3134, or visit hishttps://www.facebook.com/bobbywessrealestate/ Facebook page here. www.

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