Nationwide 3-5-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

KELLY ANGELOPOULOS

SARAH ASHTON

ANTHONY ASKOWITZ

BEKAH COCHRAN

VERNE FOLKMANN

MICHELLE GRACI

CHELY HAWKE

DIXIE HIGHTOWER

DARYL HUBBARD

KEITHAN JONES

KEVIN LOVE

GENA MARTIN

KATE MARYON & DON REUSCHEL

KIM NAGY-STREET

D'ETTE OWEN

SUSAN ROCHE

CHAD SHIMABUKURO

LIZ YOUNG

NATIONWIDE & INTERNATIONAL EDITION

SARAH ASHTON

ANTHONY ASKOWITZ

CHAD SHIMABUKURO

KELLY ANGELOPOULOS

KATE MARYON & DON REUSCHEL

BEKAH COCHRAN

MICHELLE GRACI

VERNE FOLKMANN

CHELY HAWKE

CONTENTS 4) BE THEIR REALTOR® FOR LIFE: HOW TO BUILD A RELATIONSHIP WITH YOUR CLIENTS THAT WILL LAST A LIFETIME 10) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO 14) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

17) HOW TO THROW A NETWORKING EVENT THAT CAN PUT YOUR BUSINESS ON THE MAP

29) BUYERS AND SELLERS: UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS

21) IF IT’S GOOD FOR THE SOUL, IT’S GOOD FOR THE BUSINESS

35) 3 MIND–BENDING PHILOSOPHIES TO EXPAND YOUR PROFESSIONAL PERSPECTIVE

25) 9 THINGS THE BEST LEADERS NEVER SAY

39) TURNING YOUR PROFESSION INTO A PASSION

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.

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DIXIE HIGHTOWER

GENA MARTIN

43) LIVING ON COMMISSION

KIM NAGY-STREET

D'ETTE OWEN

47) MARKETING LESSONS FROM STEVE JOBS

KEITHAN JONES

DARYL HUBBARD

REALTOR Vendors and Real Estate Companiesâ&#x20AC;&#x201D; Get Nationwide & International exposure!

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KEVIN LOVE

SUSAN ROCHE

LIZ YOUNG

50) HOW TO OVERCOME YOUR WORKPLACE FEARS

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Be Their REALTOR® for Life: How to Build a Relationship with Your Clients That Will Last a Lifetime In the world of real estate, an agent’s relationship with their clients can make or break their career. This industry revolves around working well with people, and being able to develop a strong relationship with your clients is the foundation that you business is based upon. Just like with a house, if that foundation is weak, the rest of the structure is also going to be unsteady and fragile. The mark of a good REALTOR® is their ability to build up a good referral network and following of loyal clients. This isn’t something that just happens by accident. Building healthy, strong relationships with your clients takes work and knowing how to gain another person’s trust, respect, and friendship. Here are some ways to make sure you are building the right kind of relationship with your clients. 4

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1. Use Your Friendliness and Optimism to Win Them Over: No one wants a pushy, overly confident salesperson for a REALTOR®. Clients are much more inclined to put their trust in the hands of someone who is friendly when it comes to one of the biggest financial transactions of their lives. A pleasant, outgoing disposition will win you more clients as well as friends. You want to establish rapport in the first few minutes of first meeting prospective clients. Rather than starting with business right off the bat, begin your meeting with some small talk such as similar interests, hobbies, and family life. This will immediately help to put your clients at ease, and show that you are not simply trying to “sell” them something. People also respond well to optimism. During what can be a very stressful time, clients need someone to help them stay positive when a situation looks difficult and challenging. Optimism also tends to radiate charisma, and people want to be around and do business with charismatic people. You want to learn how to understand, motivate, and inspire people.

2. Be an Inquisitive Learner and an Empathetic Listener:

On the other side of this coin is knowing how to listen empathetically. Empathy involves actually putting yourself or your mind in their shoes so you can genuinely understand their concerns, needs, and opinions. That understanding and empathy is then reflected in your conversation with that client. Your clients want to know that you care about their situation, and that they’re not just another sale for you to make. People are much more willing to put their trust in you when they can sense that you are actually making an effort to feel what they feel in order to understand their situation. Showing your interest through questions, and then thoughtfully listening goes a long way towards gaining trust. Showing empathy and acknowledging the feelings and emotions involved in your clients situation helps build a relationship founded on genuine care and trust.

3. Watch for Nonverbal Clues:

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

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

Most communication happens nonverbally, so knowing how to interpret your client’s body language can be incredibly helpful. Here are a few things to pay special attention to: Eye contact: Be careful with the level of eye contact you use with clients when first meeting. Too much and too little eye contact can send the wrong impression. You want to try and maintain eye contact around 70 percent of the time. That is the amount that most people are comfortable with. Pay attention to your client’s level of eye

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contact to determine how comfortable they are. When someone avoids eye contact that could mean they are not engaged in the conversation. A good way to quickly build a feeling of rapport when first meeting clients is to make eye contact when you first meet them and then start nodding yes to what they’re saying. If the client reciprocates the eye contact and nodding, you’ve established a connection.

4. Prove your honesty and credibility:

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

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

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

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

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

You want to develop a relationship to last a lifetime when interacting with your clients. There are many things you can do to accomplish this, and using these tips can take you from getting just a few referrals and repeat customers to gaining a loyal client following. Taking the little extra time to make sure you are projecting the right attitude and making sure that you are doing things to gain your client’s trust can make a world of difference for your business. 6

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KATE MARYON & DON REUSCHEL Top Agent Magazine

KATE MARYON & DON REUSCHEL Kate Maryon and Donald Reuschel are a Michigan dream team — everything they touch turns to “SOLD,” as their tagline indicates. The reasons are many. They take the time to get to know their clients, becoming friends in the process. They’re available whenever clients need them. They make sure every detail is covered before they get to the closing. Clients trust them. “We go above and beyond,” Kate says. “We do everything we can to make it a smooth, worry-free, happy transaction. It isn’t about our commission check. We’re straightforward and tell a client when we see something that isn’t right.”

It shows. They remain friends with their clients, staying in touch by calling, texting, engaging on Facebook, and face-to-face interaction. They’re often invited back to the house for a BBQ after a client has moved in. Kate, the horticulturist, loves holding garden parties for past clients with food, live entertainment, music, and a butterfly release! She raises the butterflies from larvae and gives each guest a monarch in an individual packet to release into the garden. Their office holds a Christmas tree giveaway, inviting clients to come pick out a tree and enjoy food, hot chocolate, a bonfire, sled rides, and have the kids see Santa. Kate and Don also mail specialized pop-up Christmas cards that clients rave about.

In real estate since 1995, Kate is an associate broker with Coldwell Banker Woodland Schmidt in Holland, Michigan, and holds designations as a Certified Residential Specialist (CRS), Resort & Second Home Property Specialist (RSPS), Certified New Home Specialist (CNHS), Seniors Real Estate Specialist (SRES), Accredited Buyers Representative (ABR) and Certified Negotiation Expert (CNE). She got her start in the industry in Alberta, Canada, where she worked for five years, went back to school to earn her horticulture degree, and then picked up real estate again in 2010.

To market their listings, Kate and Don enjoy the power of Coldwell Banker branding, with its global reach. The team also sends “Just Listed” cards, places ads on Facebook and Instagram and posts videos of their open houses.

Don had been an engineer for 35 years. He got his real estate license in 2002 when a friend suggested he’d be good at it. (The friend was right!) Don was one of the first people Kate met after moving to Holland, and they became good friends. He was with Coldwell Banker too, and when he looked around, he knew he wasn’t going to find anyone with as strong a work ethic as she had. He asked her to join forces, and the rest is history. Their association has been golden.

With all their activities, they still find time for fun. Kate makes quilts, handbags and wire fairies, besides gardening. Don likes to travel, play tennis, make and give away miniature fairy houses, and write music and children’s books. Their love for their work spills over into their lives, and vice versa.

With repeat clients and referrals accounting for 85 percent of their business, you know they’re doing it right. They serve a large area, from Holland to Grand Rapids to Grand Haven. “When clients call with referrals, we go, wherever it might be,” Kate says. “We work with each client personally,” Don adds. “They aren’t handed off to anyone. We take good care of them.”

The duo regularly give back to the community. From Don’s varsity tennis coaching at the high school to supporting the school baseball team, several women’s groups, and nonprofits like Toys for Tots and Coats for Kids, Kate and Don love doing whatever they can to help.

“Our work is fun,” Don says. “There’s nothing like seeing the smile on somebody’s face when you’ve found them the perfect house or found a seller the right situation. We get hugs all the time. It’s very satisfying when that sale occurs.” Looking forward, Kate wants to grow the team, finding someone who matches their values and personality. She and Don are such guiding lights that the new teammate, whoever he or she may be, is sure to thrive.

To learn more about Kate Maryon and Don Reuschel, visit coldwellbanker.com/Coldwell-Banker-Schmidt,-Realtors-8377c/Kate-Maryon-350047a, call (616) 550-6816 or email katemanddonr@gmail.com www.

C O N G R AT U L AT I O N S

Kate Maryon & Don Reuschel O N B E I N G F E AT U R E D I N T O P A G E N T M A G A Z I N E !

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities. Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize 10

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations. Top Agent Magazine

4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage. Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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SARAH ASHTON Top Agent Sarah Ashton of Keller Williams Realty in Connecticut understands the importance of developing and sustaining relationships with her clients. Combining deep real estate knowledge with an honest and authentic approach, Sarah has built a solid reputation as an agent who truly cares for her many buyers and sellers. Sarah, who always held an interest in real estate, started her career in finance. “I graduated from college with a degree in accounting,” she says, “After college I worked in public accounting and earned my CPA. I then moved to an accounting role with a large aerospace manufacturer. I had always been interested in real estate, and when my youngest child started kindergarten I decided it was a good time to change careers and become a Realtor, combining my financial acumen with a passion for helping clients through the biggest financial transaction of their lives.” Currently working in the Greater Hartford and Farmington Valley areas of The Constitution State, Sarah has an ever-increasing rate of referral and repeat clients that now comprises more than half of her business. When asked to account for this impressive level of client loyalty, Sarah replies: “I work to form a relationship with each of my clients, and to understand their wants and needs. I’m there for them to make the process as smooth as possible and to provide honest guidance and expertise during what can be an emotional time for all parties. I try to be available to my clients on their schedule, which they really appreciate. My clients, when they’ve given me reviews, have pointed to my professionalism, my honesty, and my responsiveness. Communication, I believe, is probably one of the biggest things that contributes to a successful transaction and satisfied clients. I know the process can be very stressful for them, and I want to be available when they have questions or issues or are worried about something so we can address it right away.”

Maintaining those relationships post-closing is of paramount importance to Sarah, and she works hard to make sure she stays top-of-mind. “After the closing, I stay in touch with my clients in many ways,” she explains. “I utilize a monthly email campaign which has links to my website and market information. I also make phone calls, and check in on them to see how they’re doing. Right before Thanksgiving this past year, I had a great time delivering seventy pies to past clients, which was really fun. It gave me a chance to check in with each of them and show them that I’m still thinking about them and that I still care about them.” “I love the relationships I have with my clients,” says Sarah. “I love working with people. Being able to take care of someone from the beginning of the process all the way to the end is very satisfying for me. A lot of my clients become friends because of the bond we’ve built” Intelligent, cutting-edge marketing practices have also helped catapult Sarah to the top of her profession. “There’s a lot of competition in the market,” she says. “I’m constantly going to trainings and learning the latest technology to help my clients. Professional photography, staging when necessary, strategic pricing, and savvy usage of social media platforms – primarily Facebook – are among the tools Sarah utilizes to push her listings front and center. Sarah is passionate about giving back to both her community and to the real estate industry. A member of the local Chamber of Commerce, she also serves as treasurer of her daughter’s high school cheerleading Booster Club. Additionally, she is a member of the Keller Williams Leadership Committee and teaches classes to other agents at her company. As for the future, Sarah is looking forward to continuing to grow her business and is expected to add to her team, which will allow her the time to service more clients. “I’ve built my business on honesty and integrity,” says Sarah, “because that’s in my client’s best interests.”

For more information about Sarah Ashton, please call 860 - 306 - 0694 or email SarahAshton@kw.com 12

Village Mortgage is proud to congratulate

Sarah Ashton

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

Jim Kenney | Mortgage Loan Originator NMLS # 110228 CT, MA, ME, NH, VT, RI, FL Office: 860.482.7378 x 120 Cell: 860.302.6765 30 Tower Lane, Avon CT 06001 jkenney@villagemtg.com | villagemtg.com Village Mortgage Company, NMLS #6331 is licensed in the following states: Connecticut Mortgage Lender License #7331, Massachusetts Mortgage Lender License# ML6331, Massachusetts Third Party Loan Servicer Registration# LS6331, Rhode Island Licensed Lender # 20132880LL, Maine Supervised Lender License# SLM 6331, Vermont Lender License# 6750, Vermont Loan Servicer License# 6331-1, Licensed by the New Hampshire TopDepartment, Agent Magazine Banking License# 19632-MB. Equal Housing Lender. Nevada Mortgage Banker License# 4375, Nevada Supplemental Mortgage Servicer 13 License# 4427. Equal Housing Lender.

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. 14

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ANTHONY ASKOWITZ 15

ANTHONY ASKOWITZ For Anthony Askowitz, real estate has been a lifelong passion. After graduating from the University of Miami with a degree in Entrepreneurial Management, Anthony obtained his real estate license. He hit the ground running, receiving a Rookie of the Year Award his first year. He’s been with RE/MAX since 1990 and is now Broker-Owner of RE/MAX Advance Realty and RE/MAX Advance Realty II, as well as the leader of a team of nine that includes: a closing coordinator, an administrator, two assistants, two agents and a marketing director. Located in southern Miami, he serves the area from Miami Beach to Homestead and leads a team of 170 agents that generated an impressive $550 million dollars in sales last year. A Miami native, Anthony has a strong network throughout the city and the vast majority of his business comes from repeat and referral clients. “My past clients trust me and they know I’ll get the job done,” he says. When it comes to marketing, Anthony is the Miami real estate agent to watch! He has always been at the forefront of real estate practices and marketing. “If it’s new and cutting edge, I adopt it right away–if it will benefit my clients,” he says. Each of his listings has a single listing website, and not only does he use drone photography, he selects artful, cinematic shots that highlight the properties’ best features. He

also uses target marketing on Facebook, as well as other social media sites such as Instagram, where he has a gorgeous portfolio of listings. To stay in touch with past clients, Anthony sends out helpful postcard mailers, reaches out via social media, or simply picks up the phone and pops by to say hello. Anthony is so attentive that each of his clients feels as if they are his only client. “That’s really important,” he says. Anthony’s favorite part of the job is going into historic homes with character. “I love buildings. I feel the energy and the power of houses. I also like the social aspect of meeting my clients,” he says. “I love what I do. It’s nothing but fun.” To give back to the community, Anthony and every single member of his office donate a portion of each sale to the Nicklaus (formerly Miami) Children’s Hospital. “I think giving back is paramount to one’s success,” he says. He sits on the board of a nonprofit called Wheel Heroes that donates retrofitted bicycles to disabled children; and he regularly gives food to the homeless. He’s happily married with three daughters. In his cherished free time, he enjoys playing tennis with friends and loves international travel. He’s hiked Kilimanjaro, the highest mountain in Africa, and has canoed down the Amazon. For the future, he plans to continue serving his clients, his team and increase his mentoring, teaching, and speaking events. With his track record of success, he’s sure to make those goals a reality!

To find out more about Anthony Askowitz, you can contact him via email at anthony@askaskowitz.com or by phone at 305 - 807 - 9079 16

How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event? Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational. Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

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Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 18

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees. While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way. Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

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MICHELLE GRACI Top Agent Magazine

MICHELLE GRACI Michelle Graci considers luxury real estate in the Los Angeles metropolitan area as “The Treasure Chest of Living.” A real estate specialist with Rodeo Realty who maintains a strong anchor in Beverly Hills, Michelle expertly covers the greater L.A. area from Pasadena, Encino and Beverly Hills to luxury beach communities from Malibu to Newport Coast. She capitalizes on her deep background in production and talent management, where she honed her networking, marketing and technical skills. “I treat each real estate transaction as its own mini production,” she says, adding that her entry into real estate was a return to her roots. “Real estate was always in my family,” says Michelle. “I was the daughter of a contractor who flipped houses, so I was always with him at houses as a girl.” At one point during her production career, she decided the time was right for her to pursue her longtime passion for real estate. The fit was perfect, not only for Michelle, who earned her license in 2012, but for the people she serves. “There is no client that I’ve worked with that hasn’t come back a second time around,” she says. “I treat all of my clients as if they’re my family; you never want to let your family down. Once someone is my client, they usually become a great friend, like family to me.”

use hashtags when searching online,” she says, noting the effectiveness of targeted marketing. “And we also do global marketing with Rodeo Realty.” Michelle loves when people say she made a transaction incredibly easy. A lot of work goes into a smooth transaction, but she thrives by focusing on her client’s needs. “My goal is to be a turnkey, concierge-style REALTOR® for every client,” she says. “I love learning what’s unique about each person, their family, their story, and then finding their treasure chest of living.” For Michelle, there’s no one way to handle each transaction; each is completely unique and different. In building her business, Michelle also works with several investors and in secondary markets, but she enjoys focusing her energy locally. As a longtime, passionate L.A. resident, she values the lifestyle L.A. offers her and her children, from easy access to magnificent beaches and hiking to museums, dining and the arts. “I also make a point of donating back to the community and local schools” she says. In addition to frequenting “Coffee with the Cops” in Beverly Hills, she is currently pitching an idea to a school district south of L.A., where she hopes to help bring new arts programs to their schools. “I give to each community in unique ways,” she says. That’s because, just like houses and clients, she knows no two communities are the same.

Going above and beyond comes naturally to Michelle, as does integrity. “I probably tell people not to buy the house more often than I tell them to buy the house!” she says. “If it’s not a good investment, I don’t want them to be upset later.” She also never considers a real estate engagement a one-time encounter. “I look at it as this wonderful, long-term relationship.” Lasting relationships are born out of the trust and discretion Michelle provides clients, which include celebrities or high-profile individuals. “It’s one thing to send out blogs and emails, but I make it more personal,” she says. “I like going to dinner often or treating them to lunch often, staying in touch in organic, genuine ways.” People come to know that Michelle cares about them, that she understands their lives and that she is available when they need her attention and trust. Dependability, diligence and follow-through also foster success. When marketing listings, for instance, Michelle implements her continually evolving technical expertise and her eye for presentation. “Every listing is different; I tailor the marketing to the house,” she says. “I’m great with a camera and the video aspects of marketing and love doing top-of-the-line videos.” She purchases targeted Facebook and Instagram ads and has mastered the art of the hashtag on social media. “Ninety percent of people 20

To learn more about

MICHELLE GRACI, visit michellegraci.com or go to her Facebook page, email mgracirealestate@gmail.com or call 818 - 967 - 8295 www.

If it’s good for the soul,

IT’S GOOD FOR THE BUSINESS

Visibility, name recognition and knowing you’re supporting the community that makes your success possible are good reasons to take part in community service. But how is it that some people seem to be able to give time to charities while running their own businesses, managing their own families and households, exercising regularly, attending sporting events and concerts, eating well and sleeping seven or eight hours a night? The truth is, not all agents are able to do everything so easily. But more important is the fact that no one needs to do everything all of the time. The trick is to make sure that, whatever you do holds meaning. REALTORS® and mortgage professionals who seem the most gregarious in their community outreach are those whose giving seems to fill their own souls. When their Top Agent Magazine

volunteer efforts or donations directly impact causes they or their clients care deeply about, “giving back” becomes energizing. Jason O’Quinn of Prime Lending in Dallas Texas, for instance, says that his family’s ongoing work building homes for some of the poorest families in Honduras fills him immeasurably. “It rejuvenates me,” he says. “There’s quite a dichotomy between the houses we build there and the houses we finance here,” he says. “It refocuses me, going from financing $1 million homes in Dallas to physically laying cinderblock for $10,000 homes in Honduras. Everything has more meaning when we sacrificially give of our time, talent and treasure.” The longtime “big picture” for Colorado REALTOR® and property manager, Linda

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Todd, for instance, has included giving back to the community, whether serving as a lead carpenter for Habitat for Humanity, making deliveries for Meals on Wheels, or pitching in for the sake of baseball. And through her lifelong passion for baseball, she harmoniously blended her personal interests, her work and her community service. For many years, she was so involved Little League the local league named a new field after her. “I cried for 3 days after they told me that!” She and her husband also started a scholarship fund for junior college baseball players and serve as a host family for the rookie league of the Colorado Rockies, putting up newly drafted players in their home. For Florida REALTOR® and property manager, Mario Gonzalez, neither his business nor his primary community outreach would exist without the other. A retired U.S. Navy pilot, Mario formed his brokerage, Navy to Navy Homes, when he saw a need for military personnel to find affordable homes to purchase. “We got into it to help, but that led to a full-blown real estate business.” Besides providing opportunities for investment and homeownership, the company donates 35% of every commission to Homes for Heroes, veterans’ groups, or organizations benefiting fire, police, medical organizations, churches and homeless shelters. “We’re small, but we give so much back that we were the top Homes for Heroes company in Florida and

top-five nationwide.” But he does none of this for the attention. His friends may call him the “Humble Hero of Heroes,” but helping is Mario’s passion. “To be such a small business and be the top Homes for Heroes affiliate is mind boggling!” Like Mario, for many, the best service takes place in simple and quiet ways. Illinois REALTOR®, Susie Scheuber, for example, takes a humble approach to giving back. Although she donates a portion of every commission check to the Children’s Miracle Network, she doesn’t discuss this with clients unless they happen to ask. “I do it because I want to and because, to me, giving back is the right thing to do when you’ve been fortunate in business and life,” says Susie. We all know how inertia works; the more energized we get by certain behaviors, the more likely we are to continue those behaviors. For some top agents, community outreach has become such a natural routine of their daily lives that they never find it burdensome. A good way to add community service into your life, therefore, is through the causes that mean the most to you. For starters, consider giving a small donation after closing to the charity of your client’s choosing. Learning the different causes that they care about just might foster a new mission for you.

If you have a unique story to share about how your community outreach has impacted your life and your business or inspired others, click here for consideration in our magazines: www.topagentmagazine.com/nominate-a-real-estate-agent-to-be-featured 22

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CHAD SHIMABUKURO

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CHAD SHIMABUKURO Chad Shimabukuro launched his real estate career on the mortgage side of the industry. He eventually began to sell real estate as well, becoming a licensed mortgage banker in fifteen states and a real estate broker in California, Arizona and Hawaii. Five years ago he moved home to Hawaii and has had a thriving career there as a real estate agent ever since, placing as a Top 100 agent in the state two years in a row. He recently joined Keller Williams where he trains, coaches and mentors other agents, passing on his knowledge to help others. “Moving to Keller Williams opened up a lot more opportunity to give to others,” he explains. For Chad, the “why” of why he gets up everyday is to help other people. “If it comes back in the form of business, so be it. But my ‘why’ is not for money. It’s to help. Keller Williams is a great culture fit in that regard.” Chad now works as one of six brokers in charge of 360 agents in the Hawaii firm. “I stepped up to help in a leadership role,” he says. He’s also accepted a role as Director of Sales, Marketing and Operations of one of the largest teams in the state. Chad serves the entire state of Hawaii. Due to the incredible service he provides, a staggering 85% of his business comes from repeat and referral clients. Past clients rave about his professionalism, honesty and integrity. Chad acts as an educator, a coach and a mentor. With new clients, he starts with a thorough consultation ensuring that he and the client are a good fit. One of his areas of expertise is military relocation. He helps military personnel arriving in Hawaii to find their homes, then helps them sell their homes when they leave the state, as well as find new homes in the state they are relocating to. In his work as a real estate broker, his mortgage experience has been invaluable. As a buyers’ agent, he’s able to help clients fix any underwriting issues that may come up. As a listing agent he can spot problems in loans on the buyer’s side that may not come through. To stay in touch with past clients, Chad pops by to drop off goodies and treats and pies. “A lot of my clients say I tend to be more like a friend or family member than their agent,” he says. He also calls to check in and see how they are doing. He doesn’t believe in sending automated emails–he believes in building true personal relationships. His past clients often call him for advice about mortgage or real estate-related questions. To market listings, Chad uses all the major real estate websites and does very specific, targeted mailers and marketing. He hosts two open houses for each listing before he even accepts or reviews any offers. “I want people bumping into each other and 24

rubbing elbows at an open house to generate more energy and synergy and even anxiety around putting in an offer,” he says. Chad tailors all his models and systems to fit the Hawaii market. His favorite part of the job is seeing new clients’ faces when they realize that while they thought they could only afford to rent in Hawaii, they can actually afford to buy a home. “I’m watching the husband and wife looking at each other, almost getting teary-eyed as they think, ‘Holy cow! We’ve never owned a home before and didn’t even think it was possible!’” he says. After a sale, he loves handing clients a check for far more money than they would ever be able to save on their own. This is especially gratifying for Chad when working with military personnel. To give back to the community, Chad participates in Keller Williams volunteer days throughout the community. After Hurricane Harvey flooded Houston, Chad traveled to Texas as part of Keller Williams’ Mega Relief effort and spent a week of 16-hour days helping flood victims to clean up their devastated homes and raising money for victim-relief. “It was a life-changing experience for me,” he says. In his cherished free time, Chad loves to spend time with his wife and their two young sons. His goal every day is to be home for his sons’ bath time and to help put them to bed. For the future, he plans to upgrade his license from broker to instructor so he can teach pre-licensing and continuing education. With his dedication to serving others and sharing knowledge, he’s sure to make that plan a reality!

To find out more about

CHAD SHIMABUKURO, you can contact him via email at chadshima@gmail.com or by phone at 808-754-5800. Copyright Top Top Agent Agent Magazine Magazine

Things the Best Leaders Never Say

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

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

I’M THE BOSS

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

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I’LL DO IT MYSELF

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

THAT WASN’T MY FAULT

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

I’M SORRY TO ASK YOU TO DO THIS

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

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions? Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team. 26

THAT’S NOT THE WAY WE DO IT HERE

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

I’M NOT HERE TO MAKE FRIENDS

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

DON’T BRING ME BAD NEWS

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

YOU JUST DON’T GET IT.

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

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KELLY ANGELOPOULOS With a background in hospitality management, Kelly Angelopoulos had all the skills she needed to make it in the real estate business. Coming from a five-star luxury hotel, her high level of customer service experience was just what her Downtown Chicago clients were looking for. “It was a seamless transition,” she says. “A lot of those same skills transitioned well in real estate.” Now in her third year in the industry, she is a broker at Jameson Sotheby’s International Realty, leveraging the most trusted brand in real estate to grow her business. She completed 38 transactions in 2017 with a total volume of $15 million. Her awards over the past year include becoming a Chicago Association of Realtor’s Top Producer 2017 and Who’s Who 2017 for Chicago Agent Magazine. Kelly builds strategy for her clients by quickly assessing their individual style and goals – she is able to customize a unique plan for her buyers and sellers, no matter the neighborhood or price point. For Angelopoulos, it’s all about the hard work and dedication that she puts into her business. She knows too well that it takes a full commitment to be successful - something she has no problem doing as she loves the industry. “You have to be able to commit and give it everything you have in order to make it,” she says. She’s definitely making it in the real estate arena as she is seeing her sphere of clients come back to her as they evolve, have families, and look to upgrade their homes. These relationships are what drives Angelopoulos and provide her the motivation to always be there for her clients. She’s always available to take their calls, answer questions, and calm their nerves as she knows buying or selling a home is a big decision. “It’s an emotional purchase in life,” she says. “Just having that care, people like that comfort and see that it’s genuine.” Throughout the year, Angelopoulos appreciates her clients with a series of events that are targeted toward their lifestyle whether they are single or part of a family. She keeps in touch through calls, cards, and meaningful gifts to show them she is thinking of them. With a knack for social media, Angelopoulos is able to

promote a listing to its full potential to exactly the right buyer for the home. She uses targeted Facebook and Instagram marketing to really hone in on that one special buyer. “You can geographically target who you think that buyer is,” she says. “I find that works really well to showcase and promote properties across the downtown market.” She is a devoted pet owner to her adorable mini schnauzer mix, “Pip”. With her love for animals, it is no surprise she is Co-Chair for the Events Committee at the Anti-Cruelty Society. She advocates for the Chicago foundation and spearheads many events for the nonprofit. “It’s the only local shelter that takes in more than 50,000 animals and helps find loving homes for each one.” She has connected with and obtained a tremendous amount of support and donations from her past relationships for this organization. This allows her to stay involved with her local area and give back to a cause that’s near and dear to her heart. In her spare time, you can either find her taking classes at the newest fitness studios around town, or at the next up and coming restaurant in Chicago, as she is food fanatic. A sense of community is essential to Angelopoulos as staying involved and “in the know” about her city is one of her top priorities. “Building relationships around common interests is important, you never know who the person running on the treadmill or waiting in line for coffee next to you is – smile and introduce yourself,” she says. One of the most important things to Angelopoulos is gratitude and paying it forward. With all the assistance, she has received in her career it is natural for her to want to help others succeed as well. “I’ve had many people help me along the way in my career that helped me get to where I am,” she says. “I try to pay it forward and do the right thing and it always comes back.” This past year, she has added two team members to her business, hiring a buyer specialist and assistant that will continue the tradition of outstanding customer service and cater to her clients in the way she has been trained to do.

To learn more and connect with

KELLY ANGELOPOULOS , visit kellyangelopoulos.com, call 312 - 636 - 5652, or email Kelly@jamesonsir.com Top Agent Magazine

BEKAH COCHRAN Fresh out of college, Bekah Cochran was in search for a path that would afford her limitless entrepreneurial growth. That’s when she made the astute decision to pursue a career in real estate. Now, more than ten years later, Bekah has carved out a fierce reputation as a consummate professional, delivering results as well as a personal touch. Today, Bekah heads the Bekah Cochran Team, composed of ten talented women under the banner of Keller Williams. Their service area spans the greater Chattanooga and Hamilton County regions, and to date Bekah cultivates 92% of her business from repeat and referral clientele. At the foundation of her professional philosophy, she cites an abiding commitment to boutique-style client care and wide-ranging industry knowledge as primary drivers of her success to date. What’s more, she goes the extra mile when it comes to nurturing client relationships that last the long haul. “We want the people we work with to walk away raving about our team,” Bekah says. “The level of customer service we provide sets us apart, and that’s why we’re able to enjoy such a high level of repeat and referral business. Clients complete their transactions feeling happy and confident that they got a good deal. We are very protective of those we work with and they know we have the passion, energy, and fierce determination to get them the best value—whether they’re trying to sell for top dollar or they’re trying to buy for fair market value.”

meet new faces and guide them along in their pursuit of the American Dream of homeownership. “I really love the opportunity to work with people,” Bekah says. “The most satisfying thing is to be able to help someone reach their goal of buying or selling a house, and seeing how it can change their family’s world.” Furthermore, the Bekah Cochran Team is active in their local civic and charitable landscape. The team avidly participates in the Greater Chattanooga Association of Realtors, while Bekah personally serves as part of Keller Williams’ Leadership Council and earned the role of Assistant Team Leader in 2018. She lauds Keller Williams for the support and myriad opportunities her banner company has provided over the course of her flourishing career. She is also active in PEO International, supporting women’s education and advancement on a global scale. Bekah is also an active alumni of Chi Omega, where she served as a past president. The team also volunteers through Keller Williams’ Red Day, representing a worthwhile charity. In her remaining free hours, Bekah most enjoys spending time with her family and three kids, as well as trips to the beach together. Looking ahead, Bekah has plans to further build her business and develop her team, while continuing to pursue leadership roles through the Keller Williams franchise. All the while, she’ll bring the very best in client care to the aspiring buyers and sellers of the Chattanooga region. With more than a decade of sterling experience behind her and a determined eye on the road ahead, the best is assuredly still to come for Bekah Cochran and her team.

When embarking upon the listing process with clients, Bekah and her team are strategic in their approach. They begin with a two-step listing consult to first ensure the right working fit with homeowners. From there, Bekah and her team conduct an analysis of the market and study the numbers to see what strategies are necessary to properly market a particular listing. Then, a stager is brought in to arrange furniture for the home in preparation for professional photography and the occasional 3D tour. Enhanced social media marketing and leverage across the leading digital listing platforms ensures maximum online visibility, while neighborhood exclusive parties drum up pre-listing intrigue. Likewise, open houses geared towards agents, followed by public open houses guarantee that no stones are left unturned during the listing process. Bekah and her team’s attention to detail is a defining factor of their enterprise, but they also manage to stay in touch regularly with clients long after the closing table. Bekah keeps bonds strong through various means—from e-mails and handwritten notes to one-on-one meetings or coffee dates. Bekah and her team also host quarterly events and parties to demonstrate their gratitude to clientele past and present. In fact, upon reflecting about what she enjoys most about her day-to-day work, Bekah cites the chance to 28

To learn more about Bekah Cochran email bekahcochran@gmail.com, visit BusyBekah.com, call (423) 508 – 5986, www.

https://www.facebook.com/busybekah/ or visit her Facebook page here.

Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections. For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money. THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise. If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price. Top Agent Magazine

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process. As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home. Be sure to attend the inspection or assign a proxy if you’re out of the area. Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts. HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results. Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations. 30

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VERNE FOLKMANN Verne Folkmann joined the real estate business after a long career as an entrepreneur in the agricultural industry. After purchasing some local property to build homes on, he made the astute decision to earn his own license and take full part in the development process. That’s when he fell in love with real estate and decided to become an agent as his second act. Now, seventeen years later, Verne has built a steadfast reputation for service with a personal touch.

his business and work with clients daily. “I like meeting new people every day. What I enjoy most are the personal relationships that you build as you work with people. Every day is a new challenge.” When it comes to listing properties, Verne blends the best practices of digital and traditional marketing. Not only does he take to social media and the leading digital listing platforms to promote maximum visibility for homes hitting the market, he also places print ads in the local paper—a venue that attracts plenty of eyes in his hometown area. He stays in touch with clients through email, social media, and an annual holiday greeting.

Primarily serving Iowa’s Johnson County region, Verne works solo under the banner of Lepic-Kroeger, REALTORS®, with support from his daughter, a dedicated graphic designer and marketing guru. More than sixty percent of Verne’s business is generated by repeat and referral clientele—the surest testament of his ability to deliver results. What’s more, his years of experience in home construction afford him an expert’s insight when it comes to advising clients on new-build properties and older homes in need of renovation. This adds tremendous value to his role as an agent, and clients can rest assured that Verne’s communication is rooted in honesty and forthrightness. “It’s all about good service and paying attention to my clients’ needs,” he says. “It’s our job to give them what they’re looking for so that we can be of value. I work as hard as I can for every individual, and a personal touch is what I’m good at.”

Verne takes an active role in his civic landscape through participation in the local Chamber of Commerce, and by frequenting his city’s Round Table sessions where he meets with newcomers and local business owners in the area. He is actively involved in the local Rotary Club, where he has served as President, and he is part of the one of the largest broker organizations in the area. Believing in promoting home ownership in Johnson County and beyond, Verne is a member of the Golden R Presidents Circle in the REALTORS® Political Action Committee. To continue to give back, he also contributes to the Ronald McDonald House’s fundraising efforts. In his free hours, Verne most enjoys spending time with his family, cheering on the Iowa Hawkeyes, and catching a round of golf with his grandsons.

Accessibility also plays a significant role in Verne’s professional approach; he prides himself on having a flexible schedule and responding quickly to clients’ needs. Likewise, he’s earned the EcoBroker and National Association of REALTORS® Green Designation, which sets him apart for his specialized knowledge of sustainable and eco-friendly building processes—an increasingly in-demand area of knowledge. Verne’s success in real estate also comes down to his passion for the industry. After retiring from his successful tenure in the agricultural industry, he discovered a newfound enthusiasm for real estate, and it’s that spirit that drives

In 2017, Verne was awarded a Lifetime Achievement Award from the Iowa City Area Association of REALTORS®, recognizing his dedicated service to clients and the community. Looking ahead, Verne plans to continue building his business and volume for as long as his passion fuels him. With seventeen years of agent experience and a lifetime of wisdom to share with his clients, the future looks bright for Verne Folkmann.

To learn more about Verne Folkmann visit VerneFolkmann.com, e-mail Verne@VerneFolkmann.com, call 319 – 331 – 0974, or visit his Facebook page at facebook.com/vernefolkmann www.

www.

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CHELY HAWKE Chely Hawke got her first taste of the real estate business when she was just 17 years old. Raised in a real estate family in Valencia, Venezuela, Chely worked for her mom while getting a degree in Marketing and Sales, before moving to Miami Beach where she began a successful career as a visual merchandiser. While in Miami, Chely decided to pursue her passion for real estate once again and got her license in 2007. She also became a Liveability Real Estate Specialist, an accreditation that adds to her skills as an agent. In 2009, Chely moved with her husband to Australia, and quickly became intrigued with the booming real estate market in Victoria. Her diverse background, and ability to help people from all walks of life, led to her quickly building a reputation as a respected real estate professional known for achieving extraordinary results for vendors and buyers. “It’s really been a beautiful journey. I’ve been in the real estate business now on three different continents, and while there are differences, there is one basic principle that is true everywhere. If you deliver what you promise and provide an exceptional customer service, you will be successful.” Chely recently brought her talents to the @realty Team, a company that shares her business philosophy and allows her to be surrounded by other like-minded professionals who are all operating at the top of their game. Although real estate is a sales industry, for Chely it’s all about building strong and long-lasting relationship with her clients. “I really try and establish trust from the start. I not only talk to them openly and honestly, but I listen to them as well. I’m very patient, answering their questions and educating them on the process which makes them very comfortable. I not only consider the logis-

tical aspects of a transaction, but I also consider the emotional ones, and that has been something that really sets me apart. I’m very approachable and people feel safe talking to me, and that level of communication makes for a smooth and successful transaction.” Chely maintains those relationships long after the active transaction. She wants her clients to see her as a lifetime resource for all of their real estate needs “I’m here to provide recommendations for service vendors or to answer question whenever they need me, I don’t disappear after the transaction. I consider them friends and I always have their best interests at heart.” Chely also goes above and beyond when it comes to marketing her listings, getting them maximum exposure and customizing a marketing plan that best suits the client’s needs. “I go to great lengths to really target the most likely buyers. That way when people come to my open houses, I’m already likely to get an offer, since I’ve specifically marketed to the right match. I’m also really good at writing descriptions which are very detail oriented and creative and that has led to powerful results.” When Chely isn’t working, she enjoys spending time with her husband who is also in the business, enjoying the community where they live and spending time with their daughter. Chely would like to continue to grow her business, but the most important thing for her is to always be able to give the level of customer service that she has built her reputation on. “I’m here to help people. That is ultimately what it’s all about for me.”

To learn more about Chely Hawke call 0421 409 438, email chelyhawke@atrealty.com.au or visit atrealty.com.au. www.

To learn more about Liveability Real Estate Specialists, visit liveability.com.au/lres https://

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DIXIE HIGHTOWER Top Agent Dixie Hightower of RE/MAX in Houston, Texas has spent more than two decades developing a sterling reputation as a real estate agent who can be trusted to provide her many grateful clients with a level of service that far surpasses much of her competition. With a focus on doing what’s best for her clients, coupled with a strong business acumen, she is clearly doing something right. Dixie, along with her husband Lance, oversee a team of dedicated professionals who cover the entire Greater Houston area. The Hightower Team has been helping buyers and sellers with the often-convoluted transaction process since 1997, and along the way has accrued a staggering list of designations and certifications that include Accredited Buyer Representative (ABR), Accredited Luxury Home Specialist (ALHS), and Certified Negotiation Expert (CNE), among many others. Dixie, a former stay-at-home mom, entered the world of real estate at the urging of her husband, who saw parallels between nurturing her children and the role of a real estate agent. “When I first got started,” says Dixie, “it just really fit my personality and the things I liked to do, so he helped steer me in that direction.”

For The Hightower Team, conscientious service does not end when the transaction is complete. “We continue providing assistance even after closing,” says Dixie. “We’re always available for any referrals or recommendations they might need even after they’ve purchased their home. We continue trying to help them in any way we can.” An impressive, comprehensive marketing strategy plays a large role in the team’s success, an effort that is spearheaded by husband Lance. “We touch a lot of different areas; we have a big reach that a lot of other agents don’t,” says Dixie. Utilization of multiple websites including their own, their Premier Agent status on Zillow, and networking with other agents are just a few of the many methods utilized. While the financial rewards of their job are impressive, it’s the more personal side of the industry that provides Dixie with the most satisfaction. “I love serving others,” she explains. “I love to meet new people and try to help pinpoint what they’re looking for. We really take a lot of time upfront to really understand our client’s needs.” The future looks bright for The Hightower Team. “We’re just trying to strive to serve all our clients the best we can, with a servant’s heart. We want to help everyone: large or small, rich or poor. That’s really our goal.”

With nearly 75% of her business based on repeat clients and referrals from satisfied customers, Dixie and her team inspire an impressive level of client loyalty. Among the many reasons for this, she believes, is the focus they place on the needs of their customers. “We are very service-minded,” says Dixie. “Everything we do is done with our client’s best interests in mind. We do it for them, not for ourselves. We truly live by that concept.” A Premier Agent on Zillow, the team currently boasts a perfect five-star rating on the site that is comprised of a very impressive fifty-eight perfect reviews of the service they provide. Among the many glowing testimonials is this highly illustrative rave: “Dixie Hightower and team treated me like a member of their family. I was a first-time home buyer and they took the time and effort to make sure I was comfortable with all required decisions. They were very helpful, knowledgeable, and responsive throughout the entire process. I will use them for all future home purchases.” 34

For more information on DIXIE HIGHTOWER, please call 832 - 900 - 9494 or email Dixie@HightowerHomes.com Copyright Top Top Agent Agent Magazine Magazine

3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional lifeâ&#x20AC;&#x201D;whether youâ&#x20AC;&#x2122;re mapping your monthly goals or creating an overarching plan for growth.

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Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss. No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term. By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress. While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch. No matter how you envision your profes36

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract. To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way. While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success. Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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DARYL HUBBARD How did Daryl Hubbard become a rising star in Atlanta real estate after only three years as a licensed realtor? Daryl has owned a renovation company for fifteen years, and for eight years before he received his real estate license he worked for local realtors doing staging, open houses, and pre-inspection reports, as well as cosmetic work to prepare the house for listing. This extensive experience allowed him to hit the ground running when he became a realtor himself. A solo agent, he now works at Keller Williams Brookhaven and serves primarily Brookhaven, Chamblee, Northcross, Tucker and Doraville. Almost eighty percent of his business comes from repeat clients and referrals and he has amazing reviews on every real estate review platform. What sets Daryl apart from his peers in the industry? He’s genuine, honest, and always up front with his clients. He goes out of his way to accommodate his clients and educate them about every step of the process. He meets with them frequently, carefully explaining the pros and cons of each listing to them. He’s structured and organized; his clients appreciate that he pays attention to every detail.

making what could be a stressful transaction easy and even fun. He encourages clients to check in with him with any questions they may have and they are comforted by his knowledge and accessibility. “I always say, ‘Communication, communication, communication,’” Daryl says. “If a client has a doubt or a question, I can help them with it, but only if they bring it to my attention.” Clients are grateful for his easygoing nature and the fact that he gives his honest opinion without being overbearing. To give back to the community, Daryl volunteers with Habitat for Humanity and the Wounded Warrior Project. He also gives discounts to his renovation clients who are military veterans. “I try to give back however I can,” he says with a humble smile. In his free time, Daryl loves to be with his family. “I have a five-year-old son and a wife I’ve been with for fourteen years,” he says. They enjoy going to the park together, playing t-ball in the backyard, or going out to local restaurants. “I try to soak my family up as much as I can,” he says. For the future, Daryl hopes to merge his renovation and real estate businesses, combining his brands so that when people see his logo, they’ll know he does both. “I want people to know that we can be their one-stop shop when it comes to their home,” he says. With his strong work ethic and vision, he’s sure to make that goal a reality in the year to come!

After a transaction is complete, Daryl always sends a thank you note or gift basket. He meets up with past clients for coffee or sets up a time to stop by so he can see their new home once they’ve fixed it up and moved in. He also reaches out by email or phone to let past clients know he’s thinking of them. To market his listings, Daryl blends traditional marketing with modern day technology. He sends “Just Listed” postcards throughout the neighborhood, but most of his advertising takes place on social media sites such as Facebook and Instagram, and on real estate websites such as Zillow. He always shares information about his listings among his sphere of influence as well, which is a very effective form of marketing. His clients say they appreciate the fact that Daryl communicates with them during the entire process, Top Agent Magazine

To find out more about

DARYL HUBBARD,

you can contact him via email at dhubb@kw.com or by phone at 678 - 300 - 0275 Copyright Top Agent Magazine 37

KEITHAN JONES Keithan Jones has always had a passion for houses. He started his career in bathroom remodeling, completely gutting and remodeling bathrooms in Montgomery, Birmingham, and Selma. Many of his clients were aging or disabled and Keithan remodeled their bathrooms to make them accessible, allowing his clients to stay in homes they loved. “The looks on their faces when they first saw the work we’d done was amazing,” he said. “It made me realize I wanted to help people with their homes for the rest of my life.” He decided he could be of maximum service by helping people buy and sell their homes. After receiving his real estate license, he dove into his new career, finding immediate success by completing 23 transactions within his first eight months. He currently works with Keller Williams Realty serving the Montgomery Tri-County area. Much of his business comes to him via referrals from friends, family and past clients. Keithan’s clients appreciate that he’s honest, fair and gets results. “I realize that each transaction is a collaboration,” he says. “I make sure I communicate well with the client so that the transaction goes smoothly.” He’s incredibly responsive to his clients, writing back to client emails immediately and picking up his phone whenever they call. “My clients love my quick response time,” Keithan says. Keithan’s caring nature makes it easy for him to stay in touch with past clients. He reaches out via social media, sends cards and small gifts or just picks up the phone to ask how they are doing. “I don’t want to just be their realtor for one transaction. I want to be their realtor for life,” he says.

To prepare a house for listing, Keithan starts by educating his clients and helping them to prepare their house so it’s ready to go on the market and will appeal to buyers. He makes recommendations about minor fixes that may be needed, and his previous career gives him the expertise to quickly and accurately estimate costs and offer his clients money-saving guidance on vendors and materials. He also provides tips on decluttering and staging. “I help with small details that the buyer would pay attention to,” he says. “I take the time to get the home ready.” The result is a successful open house followed by a quick sale at a great price. After having Keithan as their agent, his clients rave about his quick response times and his promptness at finding answers to any questions they might have. What does Keithan like most about his new career? “The looks on my clients faces when we win!” he says. “It reminds me of when my clients first saw a bathroom remodel I’d done, but it’s on a larger scale.” When his clients are able to close on a home for the first time, or sell a property, their happiness and effusiveness is contagious! Keithan volunteers with Keller Williams’ Red Day–the company-wide day of service. “It means the world to me to change people’s lives,” he says. In his free time he loves fishing and traveling to the beach at Destin, Florida or Dauphin Island, Alabama. “I’m from Virginia Beach,” he says. “I’m a beach boy. I love sun, water, and sand.” For the future, he’d love to combine his construction knowledge and real estate expertise to begin representing investors and investing in residential properties himself. “Fixing up and selling houses is a great way to revitalize communities,” he says. With his background in remodeling and real estate and his energy and enthusiasm, he’s sure to succeed!

To find out more about Keithan Jones, email keithanjones@kw.com or call 334- 540 - 8087. You can also check him out online at keithanjones.kw.com https://

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run. BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing. THINK ABOUT THE BIG PICTURE

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again.

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KEVIN LOVE You might say that Kevin Love was destined to become a Realtor®. As a kid, Kevin used to draw houses and was intrigued by his mother’s love for constantly upgrading their home. While earning his bachelor’s degree in Economics from George Mason University, Kevin got his license and began pursuing the career that is now his passion. Kevin’s career accolades have been numerous. He is currently #1 in North Arlington for RE/MAX Allegiance and is ranked among the top 20 Realtors® in Virginia for RE/MAX in 2014. Kevin a NVAR, Top Producer since 1989 and is one of the Top 1% of Realtors® Nationwide. He has been honored with RE/MAX “Hall of Fame” and “Lifetime Achievement Awards”. Kevin has been awarded the Washingtonian Best Realtor award for 2015, 2016 and 2017 and the Northern Virginia Magazine’s Best Realtor® award 2015, 2016 and 2017. Kevin currently leads a small team and serves Northern Virginia and Washington DC, with a primary focus on North Arlington. Kevin has an impressive 90% rate of repeat and referral business because his client’s needs always come first. Kevin goes to extreme lengths to make his clients happy. “Commissions are great, but a commission without their happiness is something I can’t live with.” Their approval means everything to him, and because of this, he gets outstanding results. His first mentor in real estate, Mary Lou Griggs once told him that “people don’t care what you know, until they know that you care.” These are words that he lvies by.

Long before staging became popular let alone a budding industry, Kevin was actively involved in preparing homes for market, and that niche is another way Kevin has been able to stand out from the rest. Kevin’s in-depth knowledge of his market allows him to be extremely effective when it comes to pricing his listings. Oftentimes clients feel their home is worth more than is realistic, and this is where Kevin’s staging skills become a real advantage, allowing him to make up the gap between market value and what the seller originally wanted. With an average list-to-sold price ratio of 103% and average days on market of seven, Kevin is able to outperform his competition consistently. Kevin is very proud of his commitment to the community including his participation in “Feet on the Streets,” a community outreach group through, St. Augustine, Washington D.C. Kevin also actively supports the “Children’s Miracle Network” which RE/MAX has long been a national sponsor; The American Heart Association’s annual “Heart Walk” and the ALS Association and ALS Foundation for Life. Kevin has no plans on retiring, and looks forward to many more years of doing what he loves. “My father always said to me that if you like what you do, the job is half done, and that was sound advice. After more than 30 years of selling homes, I still wake up every day with the same level of enthusiasm for helping people. I let my heart rule when it comes to taking on clients. It’s not about a quick or easy sale, it’s about helping people, especially those in need. It means a lot to me to make a difference in someone’s life. It’s why I do what I do.”

To learn more about Kevin Love call 703-969 - 6776, email kevin@kevinlove.com, or visit kevinlove.com www.

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GENA MARTIN She has co-founded six businesses and published a book; she’s a vlogger, a blogger and a social media pro whose real estate articles appear all over the web. But to those she works with oneon-one, Gena Martin is more than a superstar. She is caring, motivated and goes above and beyond when helping people with some of the biggest decisions of their lives. As owner and broker of GMR Realty in Indiana, Gena delivers passion and commitment to every relationship. “I knew that when I went into real estate, I’d eventually own my own company,” says Gena, who spent four years investing in foreclosed homes with her husband before earning her license. “We’d buy them and rent them, which led to being landlords,” she says. “People eventually started coming to me to learn about investing or how to write up real estate contracts.” The next natural step, therefore, was obtaining her license in 2012, followed by three years with another broker before forming her family real estate business. Gena’s power team includes her husband helping with business operations, one daughter who is a licensed agent and another daughter who is their transaction coordinator. “Some agents have asked about joining us,” she says. “We’ll see if that happens down the road, but this works well for now.” GMR Realty serves a large swath of Indiana remarkably well from their location near several cities. “We have the entire North Central Indiana area, from Kokomo to Lafayette and down to Indianapolis.” Even with this vast region, Gena provides the mobile service her clients deserve. “To be both virtual and mobile is the newest thing in real estate and I’m the only mobile agency in these areas,” she says. Gena knows that people are busy with work and life. “They want convenience in all areas of life, especially Millennials, who are currently the largest group of home buyers.” Gena happily meets

people’s need for convenience and quick turnaround. “I don’t drag them to an office; I go to them whenever they need me,” she says. She markets each of her listings statewide and often nationally, taking advantage of having the largest social media following in her area. “It’s the best advertising,” she says. “We’re also always looking for the next best thing in technology to stay ahead of the game when marketing listings.” That marketing includes dedicated web pages for listings along with widespread online advertising on all the top real estate sites. “We of course do videos, mailers, email marketing and networking with other agents for maximum exposure.” Gena is an expert at preparing homes and isn’t afraid to put in some elbow grease. “We go out of our way to do things that clients may need to get their homes sold when they can’t do it themselves. We’ve been out to paint trim work or change locks for clients that are out of the area.” Recognized for her service and dedication, Gena recently expanded the commercial side of her business. Her sale of Kokomo Indiana’s Historic Fraternal Order of Eagles Building serving as a high-profile kick-off. Clearly, there’s no stopping Gena. “As a lifelong entrepreneur, I have that ‘no-quit, it-can-be-done’ attitude, so if negotiations get tough, I am quick to find a way to work things out,” she says. Clients also appreciate her availability, her quick response time, and her ability to get people in to see homes on short notice. In the future, Gena hopes to expand to Florida and Alabama, which are natural extensions of the team’s existing business. “I’m excited about where things are headed,” she says. “I’ve even authored a book, First Time Home Buyers Guide by An Expert Agent, which can be found on Amazon and I give to buyers.” She’s also been recognized by TLC Network, which featured her in an episode of “My First Home.” Client interactions like the ones featured on TLC are what make real estate rewarding for Gena. She cherishes being part of the excitement in people’s lives. “I also love having a business that involves my entire family and gives us opportunities to get out into the community to help others,” she says.

To learn more about Gena Martin, visit GenaMartinRealtor.com or facebook.com/GenaMartinRealtor email GMRRealtyLLC@gmail.com or call 765.210.5582. www.

www.

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

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

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KIM NAGY-STREET You can tell right away that Kim Nagy-Street and her team are true professionals. They listen carefully to their clients, have in-depth market knowledge and are always available. “Our clients love that we have a full team,” Kim says. “They know that everything is going to be handled, from beginning to end. We have a listing coordinator and transaction coordinator, so clients know that no matter what, someone on my team will always have an answer for them.” The owner of Kim Nagy Realty Partners, Kim has been in business since 1993—but she’s been around real estate since she was four years old, when her parents began buying and selling rental homes and flipping houses. At seven, she was helping them with open houses. Her parents always had her type up the purchase papers and lease agreements, wanting her to know the business. Their care and dedication paid off. Kim now runs “an all-girl team, helping empower women to become who they really are.” They serve metro Detroit, focusing on Birmingham’s Woodward Corridor. Repeat clients and referrals account for fully 60 percent of their business. There’s no doubt about why people keep coming back: they love Kim’s honesty and they know she’ll always do the right thing for them. “I always look out for their best interests,” she says, “rather than the money.” Kim and her team have a variety of aces up their sleeve to nurture those relationships. Every other month they host a client appreciation event, such as bowling, a movie night or an Easter Bunny hunt (a big hit with the kids!). Kim loves getting to see her clients on a personal level at these events. Every month

she and her team also pick out 100 of their favorite clients and send them gifts, such as handmade gourmet chocolates. Whether she’s working with buyers or sellers, Kim goes all out. For listings, she hires a professional videographer and has her own marketing specialist on the team, who targets the appropriate audiences on social media and posts on all the websites. The best part, for her, is helping buyers on their journey. “Sometimes buyers get frustrated,” she says. “I love helping them understand that the right house is out there, helping them see that if things sometimes fall apart, there’s a reason, and they’re going to see that the next house is better. Sometimes that’s hard for them, but when they get to that next level, they realize that this is why that house fell apart.” That’s the kind of compassion and dedication clients love about Kim. And it’s the same compassion she brings to the community. Her team supports all the soccer leagues in the area, as well as the elementary schools. “We’re very active when it comes to keeping kids healthy,” she says. “We sponsor a 5K run for the kids, we’re active in the Boys and Girls Clubs, and we do Blessings in a Backpack, where we fill backpacks with food on Wednesdays so children who are hungry can have food for the weekend.” Real estate is about balance, and when Kim isn’t working, she loves golfing, exercising, and entertaining her family and friends at her home. With a team that’s so good at what they do and so focused, Kim is looking forward to her next step: branching out to other communities in Michigan and perhaps even outside the state. With real estate practically running in her genes, Kim has the passion, knowledge and wisdom to make it happen.

To learn more about Kim Nagy-Street, visit nagyrealty.com www.

or Facebook.com/kimnagystreet, call 248-459-0445 or email kim@nagyrealty.com www.

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D’ETTE OWEN D’Ette Owen got her start in real estate on the property mangement side of the business. After many successful years doing that, she felt that she had reached her limit, and was looking for something that offered her more of a challenge. “In 2000, I decided to try my hand at sales. Real estate changes constantly and I knew that it was going to offer me the excitement, as well as the unlimited potential that I was craving. That was 18 years ago and I haven’t looked back since.” D’Ette currently leads a team of seven, which she considers the perfect number. It was important to her to keep a boutique feel and to maintain the high level of personal service that she had built her reputation on. The team serves the Anchorage Bowl, and all of the surrounding areas. They have an impressive 89% rate of repeat and referral business. D’Ette credits her success to the fact that she offers an exceptional customer experience, and doesn’t treat her business like it’s sales. For her it’s more about building relationships. “I think I’m fun to work with and people know I really care. I want to be their Realtor® for life. I not only build strong relationships, but I maintain them as well. All of my clients know that I’m still here as a resource for them long after the active transaction. Whether they need a service provider recommendation or advice, they know that can count on me.” Another unique advantage D’Ette offers her clients is her comprehensive approach to marketing her listings, that really is full service from start to finish. “My husband is a

contractor so I’m really able to go into a property from the start and figure out what we need to do to get the best ROI for my clients. We spend a lot of time getting the home show ready. Staging and professional photos are done on my dime. Then we go all out getting the home maximum exposure through internet and social media, but we still do more traditional things like signs, open houses and door knocking. We love inviting everyone in the neighborhood to check out the property and maybe even have the opportunity to pick their own neighbor. We believe that all of the preparation we do is what gets our listings sold fast and for top dollar. ” D’Ette is actively involved in her community and supports the local food bank, Habitat For Humanity and the local women’s shelter. She is also a big supporter of the American Heart Association, and is always looking for more ways to give back. When she isn’t working, D’Ette who was a former jazz singer, still loves to perform with her worship team at church. D’Ette is also a foster parent. Affectionately known as ‘Mama D’, she has taken in over 18 teens throughout the years. D’Ette couldn’t be happier with where’s she’s at with her business, and would like to help each of her team members achieve the same success that she has. “I really want to see them reach new levels and provide them with the support they need to achieve their dreams. That’s what it’s all about for me, whether it’s one of my team members or a client. I love being able to help people get to the next stage in their life. It’s a very rewarding career.”

To learn more about D’Ette Owen call (907) 440-2313, email dette@owenhomegroup.com, or visit owenhomegroup.com http://

Marketing Lessons from Steve Jobs by Rob Flitton

“I am not a scientist. I’m an inventor. I measure everything I do by the size of the silver dollar. If it don’t come up to that standard, then I know it’s no good.”—Thomas Edison

Steve Jobs was the highest master in this.

FOCUS “Steve Jobs was the most remarkably focused person I’ve ever met in Steve Jobs was an inventor…and a my life.”—Jony Ive marketer. By the measurement that Thomas Edison provided, Jobs was Focus is the ability to decide what is accordingly the greatest inventor of important to you, versus urgent to all time, having created more than others…the ability to say “no” with $300 billion in net worth over the ruthless integrity to a wide variety of other very attractive distractions. course of about a decade. See video about Jobs by Jony Ive. He accomplished this through marketing. In fact, IMPUTE MARKETING If you cannot choose what to say is called IMPUTE MARKETING “no” to, then you will inevitably say because of Steve Jobs—you will see “yes” to things that will derail you. why below. IMPUTE This article discusses XX ways in To impute the value of a product/ which Jobs became possibly the service is to convey “signals” to the greatest marketer of all time. Mar- user to allow them to form their own keting is “the ongoing activity of opinion about that product/service. interfacing your business with the People do not like “salesiness” and marketplace—of communicating the prefer to come to the table on their value of a product or service to own terms. customers for the purpose of selling that product or service,” and Jobs knew that every single detail of Top Agent Magazine

an Apple product would have to be absolute perfection in order for people to never consider it as “slipshod.” He demanded that everything Apple did be creative and professional. He wanted people to infer the tremendous value through user-experience and imagery, not be sold through words and gimmicks.

have few or no available options for a solution? 3.Are they currently and actively seeking, and willing to accept, a solution?

When a marketer understands these aspects of their intended user, the process of selling is easy, low-friction, and highly profitable. Sadly, most FEELINGS Steve Jobs was known to understand people start with the product first that a well-marketed product/service without regard to the needs and must be highly empathetic to to the feelings of the user and then try to user’s feelings and needs. “force” it onto them with wordcampaigns. Steve Jobs never had to The job as a marketer is to find out: talk anyone into buying an iPhone.

1.What known or unknown or irrational pain, angst, worry, concern, fear, anger or sadness is the potential client experiencing? 2.Do they perceive or feel that they 48

Rob Flitton is a Seattle Real Estate Marketing specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314. Top Agent Magazine

SUSAN ROCHE Susan Roche’s dedication to the communities she serves, her team members, her family and her clients reflects her innate desire to connect with others and keep their interests at heart. That strong sense of commitment has helped her find success for her real estate clients and for her business. Susan, whose interest in real estate was influenced by her father, a real estate broker and a general contractor, earned her license in 2003. “I never looked back!” Licensed in North Carolina and South Carolina, Susan primarily serves the region encompassing Charlotte through the Triad area and Raleigh, where she was born and raised. She maintains three MLS affiliations, but her territory is just one reason she thrives. “I think people come back to me because I’m real with them. I speak with them like I would my family and don’t hold back if I think they may be going down the wrong path,” she says. “I also don’t bring fluff to listing appointments or buyer consultations!” Her personable nature resonates; being genuine fosters meaningful relationships. Susan nurtures relationships organically, including hosting quarterly, casual client-appreciation events, such as cocktails after work or Saturday morning breakfast and donuts. “I also do things like sending Valentine’s cards to my top referral sources.” People tend to remember those unexpected gestures, which often lead to her having lunch with someone she may not have seen for some time. “I love learning about people and finding what we have in common, whether it’s a mutual friend, an activity or some community interest,” she says. “We also keep up with each other’s lives on social media.” A new website she launched incorporates interactive features that connect Susan’s social media with her business and her listings

marketing. That marketing includes networking with her sphere of influence plus extensive social media marketing. “My team includes Jim Vivian, my business partner, Tammy McCorkle our Transaction Coordinator, and Patty Neinast, our marketing director who manages a number of things including a considerable amount of research,” says Susan, adding that the team plans to grow by making connections with agents who can be experts in certain areas. “We research how to help agents become local specialists so we can support them and watch their businesses take off.” Several community activities are central to Susan’s life and have even extended her real estate presence. Her adult son, for instance, has autism. “I have been involved with the Autism Community for more than 20 years,” she says, noting that her goal is not only to continue learning about autism, but to help others navigate the dynamics unique to families of people with autism. Another of Susan’s passions is Girl Scouts. She has been the leader of her daughter’s troop. “It’s important to me to keep a connection with her and her peers and stay as involved in her life as a teenager will allow!” Family, after all, is Susan’s top priority. “I was married in October 2016, so I’m also still very much a newlywed,” she says, smiling. “My husband, my kids and I love to go hiking and I love the beach. My husband loves the mountains, so we take turns doing both!” Susan loves the fact that after going into people’s homes for the first time, she leaves knowing who they are and having found some sort of connection with them. Her deep, rich sphere of influence is growing. “Some of my best friends now started out as clients a long time ago!” And despite a real estate career that has spanned a major economic downturn and has often felt like a roller coaster ride, Susan is grateful for having learned and endured during a recession. “If the market starts to dip or fall, I have safety nets in place now. When it’s a seller’s market, I still plan for a buyer’s market.” By planning ahead and staying ahead of the market to some degree, Susan knows she can unfailingly represent her clients’ best interests.

To learn more about Susan Roche, visit SimplyRealEstateGroup.com or go to her https://www.facebook.com/simplyrealestate/ Facebook page, email Susan@SimplyREgroup.com or call 704-951-7522 www.

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

ASSESS THE FEELINGS BEHIND THE FEAR

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me, it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad 50

after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

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

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

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

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LIZ YOUNG Fifteen years ago, Liz Young was managing family life as a stay-at-home mom. She had left her career in the corporate world, and she and her husband began eyeing new horizons. That’s when they bought their first investment property, a beachside rental that swiftly yielded results. From there, they entered the foreclosure market, working with an agent to add to their growing portfolio. It was then that their Realtor told Liz that he was opening up his own firm and encouraged her to earn her license. Intrigued by the challenge, Liz decided to make the leap. Three and a half years ago, she made the transition to become a dedicated full-time agent, putting her many years of firsthand experience to intrepid use. Today, she has already established herself as an agent defined by professionalism, client advocacy, and a personal touch. Liz has lived in Charlotte for the last twenty-seven years, and focuses her service on her hometown area and its surrounding communities. In the nearly four years she’s been in business full-time, Liz has acquired a robust number of repeat and referral clients. In one case, she’s worked with the same family on three occasions—selling, listing, and working with different generations. At the heart of her professional philosophy, Liz cites patience, industry knowledge, and a strong work ethic as the foremost drivers of her success. “I work with everyone,” she says, “from first-time homebuyers to luxury buyers. No matter the client, it comes down to being professional, knowledgeable, and getting the job done. I’m a great negotiator and I fight hard for my clients.” To that end, Liz focuses on building and nurturing her relationships with clients mindfully over time. She sends out holiday cards and gifts, connects through social media, and tries to touch base when major milestones occur in the lives of those she has served.

When it comes to listing property, Liz’s approach is comprehensive and strategic. Professional photography accompanies each home headed to market, along with high quality brochures, open houses, and print appearances in luxury magazines and in Homes and Land. Likewise, all listings are syndicated across social media and the leading digital listing platforms to ensure maximum exposure online. Recently, she listed a home that went under contract within two days on the market—an impressive feat that serves as a testament to an agent attentive to detail and execution. What’s more, many of Liz’s clients are in search for luxury and new construction properties, and Liz’s personal experience in property investment adds value to the insight she offers clients. “I work hard on behalf of my clients,” she says. “I fight for them and do whatever it takes to help them find the perfect house or get their home sold in a short amount of time, for top dollar.” In reflecting on what she most enjoys about her career thus far, Liz recounts the diversity of those she serves, and the opportunity to practice her passion daily. “I love all the different ages and stages of lives of my clients,” she reflects. “At the end of the day, I love what investing in real estate and homeownership can do for my clients. I have a passion for it.” To give back to her Charlotte community, Liz is active in the area’s Mint Museum Auxiliary, a women’s group devoted to fundraising for the local arts scene and museum. In her remaining free hours, she most enjoys yoga, walking Charlotte’s idyllic greenways, skiing, and enjoying her season pass at the U.S National Whitewater Center. Looking ahead, Liz has plans to continue building her business and serving her clients in the pursuit of homeownership or investment. For now, she’ll continue building her community one buyer and seller at a time, applying more than a decade of sharp experience in the industry she loves. With an ambitious eye on the road ahead and an abiding enthusiasm for real estate, the years to come are sure to be bright for Liz Young.

To learn more about Liz Young visit liz.allcarolinahomes.com, call/text (704) 578 – 9513, email: soldbylizyoung@gmail.com, or visit her Facebook page here. www.

https://www.facebook.com/Liz-Young-Realtor-1689717954574165/

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