Nationwide 4-16-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

JESSICA ARLEDGE

ANDREA BUETTNER WARDELL

SHERRY COLE

ANGELA MIA DILORENZO

ANITA GALANG-MASON

RACHEL HUGENSCHMIDT

JASON MANN

MILLIE ANN MORRELL

JOSEPH TSOMIK & GARY PAPIROV

AUSTIN WHITEHEAD

SHANE WILLARD

JEANETTE ZAPATA

NATIONWIDE EDITION

ANGELA MIA DILORENZO

JESSICA ARLEDGE

MILLIE ANN MORRELL

AUSTIN WHITEHEAD

ANDREA BUETTNER WARDELL

SHERRY COLE

CONTENTS 4) THINKING OF LISTING? NINE WAYS TO GET READY 8) 1 BILLION-PLUS REASONS WHY YOU SHOULD BE ACTIVE ON FACEBOOK

13) TIPS ON BREAKING INTO THE LUXURY MARKET 17) A COMPILATION OF GOALS FROM MY COACHING CLIENTS

23) BECOMING THE BEST OF THE BEST 27) 9 THINGS THE BEST LEADERS NEVER SAY

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.

Top Agent Magazine

ANITA GALANG-MASON

RACHEL HUGENSCHMIDT

JASON MANN

JOSEPH TSOMIK & GARY PAPIROV

SHANE WILLARD

JEANETTE ZAPATA

30) TOUGH PROSPECTING ENVIRONMENT CREATES NEED FOR NEW SOLUTIONS

35) EVERY PLAYER IS VALUABLE: HOW TO BOOST YOUR TEAM'S MORALE

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

Top Agent Magazine

38) 5 SURE-FIRE WAYS TO GET MORE REFERRALS

Top Agent Magazine is seen by Real Estate Agents and Brokers in every U.S. city and Internationally! Please contact mag@topagentmagazine.com or call 888-461-3930 for ad rates and information. 3

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

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

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

up baseboard moldings and doorways and open wall spaces in high-use areas 4

Top Agent Magazine

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

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests. 5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

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

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

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

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

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

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

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

Top Agent Magazine

ANGELA MIA DILORENZO

A managing broker with 18 years of experience, Angela Mia DiLorenzo serves the luxury market in northern Michigan. Being different can be advantageous if you know how to use it, and Angela Mia DiLorenzo does. A managing broker with 18 years of experience, she operates with excellence and integrity, serving the luxury market in northern Michigan. As an Elite agent with Dupont, a Luxury Home Specialist with ALHS, and designations including CRS, CDPE, GRI, ABR, SRES, CFS, E PRO, RSPS, SRS, CNHS and RCC, she has an undeniable edge. Her skill and expertise assure that her sellers receive the best possible price for their property. She studies the market daily, keeping well-informed of every variable that may influence the marketability of a property.

Angela recently moved from Fort Myers, Florida, to Michigan. “The two markets are somewhat similar,” she says. “They’re both resort areas, but also places where people live, work and play. This is a smaller town and things are done in a traditional way, but I am non-traditional. I use my experience to be creative.” Angela always knew she would express her creativity through real estate. In 1999 she was at a crossroads. She had been a stay-at-home mom, but now her son was ready to start kindergarten. “It was time for me to start a career of my own, and real estate had always interested me,” she says. She got her license and has been at it ever since. Even though Angela is starting from scratch in Michigan, her repeat and referral rate in Florida was close to 90 percent—a testiment to her expertise. She’s out there every day now, networking and meeting people. To market those luxury homes, step 1 for Angela is creating the most beautiful graphics possible. She has traditional and drone photography done so that every marketing piece is gorgeous. “Everybody searches online,” she says, “so the pictures have to be perfect. I show up when the photographer is

there and I move furniture around so the home is perfectly staged.” Then, with a lengthy marketing plan that extends overseas, Angela concentrates her efforts on both Internet exposure and other real estate agents who might have qualified buyers. She also looks carefully at each property to determine who her buyer might be, utilizing a tool that helps her develop a list of those who would meet the high-end requirement and potentially be interested. Then she sends a piece directly to those people. Once the transaction has closed, Angela makes sure she has face-to-face interactions with past clients. She’ll also send something of value in an email or have a phone conversation. For someone who loves her work, it’s not work at all. Interacting with people is what makes Angela tick, so of course she’s involved in the community. She’s a member of the local Realtor Association, the Women’s Council of Realtors (WCR) and the Homebuilders Association, where she serves on the committee for the annual Parade of Homes. She’s also an ambassador for

the Chamber of Commerce, among myriad other community activities. To relax, she loves spending time with her family, staying healthy, eating well and exercising. “If I read, it’s all about work,” she says, “because that’s what I enjoy. With my children grown up now, I’m concentrating on getting this office off the ground, making it a huge success, rebuilding my career and making something phenomenal happen.” If anyone can do it, Angela can.

For more information about Angela Mia DiLorenzo of Traverse City & Torch Lake, Berkshire Hathaway HomeServices Michigan Real Estate, Traverse City, Michigan, please visit MichiganLifeStyleHomes.com, call 239.246.5105 or email Angela@MichiganLifeStyleHomes.com www.

Top Agent Magazine

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

The number is staggering and potentially career ending for REALTORS® who ignore it: 1,440,000,000. That’s the total number of monthly active users on the social medium Facebook. That number alone is reason enough to use it regularly in your real estate business. But Facebook can also help turn you into the expert in your community. Just by sharing knowledge and relevant events about the community you can become the go-to source for all things local – a perfect way to capture the attention of prospective buyers. Plus, Facebook advertising also gives you tons of targeting layers like age, location, recent life events and interests. Plus, it constantly adds new targeting filters and functions that help you reach even more niche prospects who closely meet your customer criteria. Talk about pinpointing a target audience. 8

Top Agent Magazine

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

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

and highlight all the great features.

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

mit questions just like a real-life seminar.

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

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

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

Top Agent Magazine

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

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

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

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

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

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

Bubba Mills is the CEO of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an international Real Estate, Mortgage, and Small Business coaching company committed to helping clients balance success in business, while building value in life. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.CorcoranCoaching.com. 10

Top Agent Magazine

MILLIE ANN MORRELL

Top Agent Magazine

MILLIE ANN MORRELL

eyond the decade or more she has served buyers and sellers in Atlanta’s dynamic and changing real estate market, Millie Ann Morrell provides a multi-dimensional approach to what are often the largest transactions of people’s lifetimes. “I enjoy coordinating and consulting with people,” says Millie Ann, who holds bachelor’s degree in mass communication plus an MBA and several years’ experience in marketing and advertising. This expertise allows her to offer a high level of analytics and insight into the industry. “My broader business background puts me in a position to understand the layered nuances associated with today’s real estate market,” she says, adding that her deep market knowledge is another asset for buyers and sellers. For example, Millie Ann markets properties using a variety of tools including professional photography and targeted social media marketing. “I work with each seller to craft a personalized marketing plan that will target the right buyers, not just any buyer. For example, for some listings we do drone flyovers and elevated shots to better highlight the features of the property.” Millie Ann currently runs a small team, consisting of an executive administrator and a buyer’s agent. “I have lived in the Metro Atlanta area since 1999 and I am very well-versed in how the area has grown, both in terms of housing and business,” says Millie Ann, who comfortably represents clients across the large metro area through Atlanta Communities Real Estate Brokerage. She also makes a point of removing as much of the stress as possible from the process. “They have enough to do when buying or selling a home, so I work hard to keep things very clean and stress-free for them. This allows my clients to focus on their jobs, families, and lives during their real estate transaction.” That skill results in part from her business experience as well as from her kind, caring nature. She loves helping people, whether they are buying that first home they never imagined owning or downsizing when their children are grown. She also is expanding her work with investors. For some, she works full-cycle to help investors find and secure properties, renovate and resell. Still others are looking to diversify their retirement income; Millie Ann helps those buyers locate and purchase ideal properties that they can then rent. For all of these investors, Millie Ann’s deep market knowledge helps them maximize their investment dollars. “I work with them on everything from outsourcing their contracting work to helping with decisions such as colors, cabinetry and countertops,” she says. In addition to remaining in tune with current housing trends, Millie Ann maintains a strong network of other agents, which allows her to readily connect her clients with emerging opportunities. “I look at the whole picture when working with clients and I make sure that I’m doing my best to take care of them from those initial first steps through closing and beyond,” says Millie Ann, who stays in contact with buyers and sellers long after closing. From

monthly newsletters to getting together in person, she strives to make each interaction meaningful. “People often call me when they need help sourcing a painter or landscaper or other vendor; they know I’m well connected and I’ll recommend people they can trust.” Because of the care she provides, Millie Ann receives the vast majority of her business from referrals. “Those friends and past clients regularly send others to me for real estate transactions,” she says. While active in the community with various outreach efforts through her church and her children’s schools and activities, Millie Ann is avidly contemplating the next phase for her business. “As I grow this year, I plan to build a boutique-style team by adding a couple of select agents and full-time administrative staff,” she says, noting that she will never allow the size of her team to compromise the service she provides. Millie Ann notes, “We are not internally competitive at the brokerage or on my team, which means we focus on what is most important. Each of us wants to make sure that every client is served well.”

Mimi Erickson Photography

To learn more about Millie Ann Morrell, visit www.MorrellTeam.com, email MillieAnn@MorrellTeam.com or call 770.240.2004, x1134 Copyright Top Top Agent Agent Magazine Magazine Copyright Top Agent Magazine

Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach. One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect. 13

LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance. That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling. It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business.

Top Agent Magazine

AUSTIN WHITEHEAD

Top Agent Magazine

AUSTIN WHITEHEAD Top Agent Austin Whitehead of Maryland’s Whitehead Real Estate Executives is something of a wunderkind: with only two years of experience in the industry he is already outperforming most seasoned real estate professionals. A second generation realtor who graduated from Salisbury University with a Bachelors degree in Accounting at 20 years old and an MBA at 21, he was on his way to a career as a CPA with the legendary PricewaterhouseCoopers accounting firm, where he was considered a young rising star. Something was missing though, and Austin realized it was human contact. “I realized I didn’t love what I was doing,” he says. “I love working with people, and it would have taken me many years in such a large accounting firm to reach the point where I could start building relationships with clients.” Austin obtained his real estate license and went to work for his father, Darron Whitehead, who founded Whitehead Real Estate Executives in 2010. Bursting out of the gate with a flurry of energy and dedication, Austin quickly established himself as a force to be reckoned with. In his first year full time, at the age of 23, Austin was showered with a bevy of awards and acknowledgements. Some of these include being ranked Top 3 Buyer’s Agent in Wicomico County for 2016, Top 15 in Units Sold for 2016, and a nominee for the Rising Star Award for the Coastal Association of Realtors. “It was scary at first,” admits Austin. “To go from a well-paying salary to commission-only. I’m so fortunate to have had a great mentor in my father to help get me started.” His aforementioned passion for working with people is obvious in a rate of referrals that is stunning considering his short time in the business. With an estimated 50% of his client base the result of excellent word of

mouth, Austin has proven that he truly cares about his clients and giving them the best customer service possible. This commitment has resulted in relationships that transcend the realm of the transaction and carry over into the personal. “I build a friendly relationship with my clients,” he says. “I’d say most of my past clients have become friends, and they’re not afraid to reach out to me with any questions they might have. And I’m happy to answer any question, even if it isn’t going to make me money.” For Austin, his reputation for honesty, integrity and an amazing work ethic are far more important than making a fast dollar. “Even if I can’t help a client get into a home right now, if they’re not in a financial position to buy, I will treat them the same as I would a millionaire who is going to purchase a home from me. My reputation as a genuine person is far more important than the money I’d make from a sale.” During those rare moments when the highly-motivated Austin is not working, he enjoys spending time at the gym, and is a bit of a jiu-jitsu fanatic who participates in competitions all along the Mid-Atlantic. He also relishes spending time with his family and girlfriend, and is active in numerous organizations including both his church and his alma mater. As for the future, Austin plans to continue to grow his business and perhaps build a team, though he will only do so if he can guarantee the same level of exceptional customer service that has become his hallmark. His secret, says Austin, is to “go out there and be your best. Treat everyone with respect, and stay humble and willing to learn. You can never learn too much. Your reputation is the most important thing you have in this industry.”

For more information about Austin Whitehead, call 410-726-4134 or email AustinWhitehead@comcast.net 16

A Compilation of Goals from My Coaching Clients By Walter Sanford

Many times, new coaching clients don’t know what to ask for. They don’t get “turned on” until they hear what others are planning to get. Real estate sales is like a buffet – almost anything you can imagine. My clients tweak lead generation, answer objections with value, speed up the process, and don’t get involved in bad deals or with low/no profit individuals. They start seeing their needs met and then seed capital for the future. It is interesting that many of my second and third year coaching clients have very similar goals. I thought you might be interested in them as well. 1 Transfer 20% of every commission check to an online account like Fidelity.com at the same time as the deposit. 2 Obtain disability insurance. 3 Open a 5-2-9 account for my child’s college education. 4 Set up a plan to pay all non-real estate secured debt that has higher interest rates than the rate on my highest mortgage. 5 Buy one more break even or positive cash flow property with no balloons. 6 Start one in-house lead generation activity aimed at a hot demographic to have less reliance on paid consolidator lead generators. 7 Create a manual for all office activities so we do not forget profitable activities and find it easier to train an assistant. Top Agent Magazine

8 Break database solicitation down to a call session every working day. 9 Buy a good quality, used vehicle with low mileage. 10 Get up a half-hour earlier and read the Bible. 11 Eat all frogs (distasteful activities) in the first hour of office time. 12 Establish vacation and time off goals. 13 Plan capital improvements to rental properties. 14 Buy guns, ammo, dehydrated food, water, generator or other disaster preparedness items. 15 Create better habits including gym time, walking, running, cardio, weightlifting, less sugar, better food. 16 Determine net worth for comparison with future years. 17 Set friend goals – either increase the number or have deeper relationships. 18 Make a will or better yet, a trust. 19 Refinance into fixed rates. 20 Pay all estimated taxes and keep income taxes current. 21 Institute various plans to increase the “at bats” with sellers. 22 Reduce money on buyer generation and move it to seller generation. 23 Fund retirement accounts. 24 De-clutter using eBay and garage sales. 25 Plan fun activities to look forward to with family. These top twenty-five represent most of the ideas contained within my clients’ goals for 2016. I hope this will give you some ideas in finding your passion. Copyright©, 2016 Walter Sanford. All rights reserved.

To obtain Walter’s training for your business in a seminar or personal coaching, call us at 800.792.5837 to create a plan that works for you. Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 18

Top Agent Magazine

JESSICA ARLEDGE Jessica Arledge has a heart of gold, and it shows in every aspect of her life. Hardworking and ethical, she and her team eschew the quick sale, preferring instead to focus on making their clients happy.

Member of the Distinguished Sales Society; her team received the Double Gold award for gross commission earned in 2016; and as an individual agent in 2015, she was recognized as #4 for individual gross commission in an office with over 270 agents. She is also a member of the Savannah Home Builders Association and a 2015 and 2016 Diamond Builder award recipient.

“Doing the right thing is not always the easy thing,” Jessica says. “We empathize with our clients, whether they’re buying a $50,000 house or a $700,000 house. Either way, it’s an enormous sum of money. Our job is to never lose sight of that and understand that this industry is about building a business that endures.”

For her listings, Jessica does light staging and has professional photos taken (including drone photography as needed), then creates a virtual tour, sends email blasts to every Realtor in the metro Savannah area and hosts open houses and agent open events. In addition to posting on all the military and real estate lists and websites, she makes sure that every Monday and Friday her listings are posted on social media sites. “If someone owns a computer and has even a mild interest in our city,” she says, “our listings show up.”

People love Jessica’s approach. Every year past clients refer family members and friends or return themselves. “When you show through your work that you have people’s best interests at heart, they come back,” she says. Real estate was a natural career choice for Jessica, but it took the economic crisis of 2008–09 to help her realize it. She and her husband were living in Marietta, Georgia, where she put her master’s degree in professional writing to use doing marketing for a home inspection company. As part of that job, she founded a real estate school. During the recession, however, her salary was cut in half overnight. A month later, the company where her husband worked closed its doors, giving him just two days’ notice. “We looked at each other and said, ‘Okay, what’s next?’” she says, laughing. Shortly after, her husband was offered a job in the metro Savannah area. Jessica wanted to do something that would involve marketing and her home construction knowledge, and real estate was the answer. When they moved, she got her license. An award-winning agent, she and her team now serve primarily Effingham, Bryan and Chatham counties. Jessica is a Continuing

Jessica enjoys so many aspects of her life, especially the relationships she develops with clients. “It’s so rewarding to see the joy they experience when they accomplish their goal of selling a house and moving to their next step, or discovering their perfect house,” she says. She finds joy as well in chairing the board of directors for the Treutlen House, a boys’ group home in Rincon, Georgia, for youth who’ve experienced events outside their control, such as abuse or abandonment. Spending time with those boys brings Jessica and her husband tremendous joy. And of course, spending time with her own son does too. “We love the beach and bike riding,” she says, “and doing science experiments!” Homemade silly putty and slime are key ingredients in their fun. In the future, Jessica plans to expand her business and help more people. Because she enjoys her work so much, she’s sure to accomplish those goals.

For more information about Jessica Arledge of Keller Williams Realty, Pooler, GA, visit jessicasellssavannah.kwrealty.com, call 912.247.6449 or email jessica.arledge@kw.com www.

Top Agent Magazine

ANDREA BUETTNER WARDELL Andrea Buettner Wardell has always been focused on providing genuine customer service. Hailing from the service industry, she had what it takes to ensure clients get the experience they deserve when buying or selling a home. When Andrea was approached by a customer to get into real estate, it seemed like the perfect opportunity to expand her career options and truly do something she loves. “I’ve always been interested in real estate, my dad always had his Broker’s license ” she says. “I decided to take the plunge at that time.” That was almost 10 years ago, and she has developed quite a distinct business for herself.

For Andrea, keeping in touch with her clients is imperative to her success. She is always available to take their calls and answer their questions, making her a friend to all that she has encountered. “No matter how busy I am, they are always able to reach me,” she says. This has given her a strong reputation and really helped make her a mentor to the other agents at Canopy Road Real Estate. Here, she has helped five agents along with their career path and is continuing to refer her past clients to them to help them evolve their business. “I keep it kind of in the repertoire of an extension of me,” she says, “It helps the agents grow and it helps the company grow.” Andrea hopes by joining forces with Denver native Ryan Dillon, a broker at Madison & Company Properties, she will learn the Colorado market, while helping expand his client base.

Carving out a niche for herself in three states, Andrea is working tirelessly to provide for her clients in Kansas and Missouri as well as mentor agents at Canopy Road Real Estate, LLC, where she is a broker. Moving to Colorado recently, she is working to develop business in this region as a broker with Madison & Company Properties based on her heavy involvement with investors she hopes to see synergy for buyers in all three regions. “I have my broker’s license in three states which is exciting for me,” she says. Traveling between the states, Andrea is able to foster a professional and devoted relationship with her clients which have given her an 80 percent repeat and referral business. She is also deeply involved with investor clients that have helped her secure her best year ever in 2016 with 151 transactions and over $9 million in sales.

While a newcomer to the Colorado area, Andrea is already immersing herself in the community by looking to join a youth housing program as a volunteer, which is already on the agenda. In Kansas and Missouri, she is a member of the Chambers of Commerce and the Small Business Associations and is a strong supporter of keeping it local. When Andrea has some downtime, she spends time with her husband, by traveling, listening to music, and enjoying good food. The future for Andrea looks bright as she continues to develop her business in Colorado and attain the same level of success that she had in the Kansas and Missouri markets. She also wants to continue to help the careers of up and coming real estate agents so they too can reach their goals and achieve all the success they desire.

For more information about Andrea Buettner Wardell, visit CanopyRE.com, MadisonProps.com or call 816-806-9492, or email andrea@canopyre.com www.

www.

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

Top Agent Magazine

SHERRY COLE Sherry Cole and her husband always knew they wanted to be involved in real estate, even renovating a 100-year-old church into their personal residence. As seasoned house flippers, Sherry and her husband endured a difficult process in trying to find a responsive real estate agent to represent them in their endeavors. So, at seven months pregnant with her second child, Sherry decided to take the reins herself and become a licensed agent. That was eight years ago, and today Sherry runs a capable team of real estate professionals at The Cole Group, an imprint of Keller Williams. While Sherry came to her role as an agent already bitten by the real estate bug, she brought considerable firsthand experience to her work and passed that insight along to her clients. At The Cole Group, Sherry manages another agent, a full-time office manager, and an administrative assistant. Her husband also lends his leadership to the endeavor, co-managing their flourishing team. In the last year alone, The Cole Group closed over $22 million in volume and was the Keller Williams-Lafayette number one team for 2016*. Sherry and her husband have flipped nearly 30 homes in the course of their business. As a former high school teacher, it’s little wonder that Sherry’s keen ability to multitask—while staying attuned to details—has carried her business far and served her clients well. There are few agents that bring as much practical, full-spectrum real estate experience to their client work. Primarily serving the Tippecanoe County area, in addition to work in Clinton County, Caroll County and parts of Montgomery County, Sherry and her team have earned an impressive 80% plus rate of repeat and referral clients, a testament to the caliber of customer care they employ. What’s more, Sherry applies a personalized approach to the agent-client relationship, grounded by forthright communication and in-depth industry knowledge. “Being an agent also means being a counselor, confidant, and financial advisor,” Sherry recounts. “I serve all these roles for my clients, without being pushy. I want buying or selling a home to be a good investment for my clients and for them to feel confident and informed throughout the process. That’s why we take care to be communicative, which was a big inspiration for me when I joined this business. We stay true to those values and always keep our clients in the loop.” As for marketing, Sherry’s efforts run the gamut: from curated e-mail campaigns and personalized brochures and fliers, to wielding social media’s broad influence and making use of the leading digital listing sites to ensure every property receives maximum exposure. To keep in touch with clients both past and potential, Sherry utilizes a similar approach, blending the traditional triedand-true with the digital: from systematically managing her database to simply spending one-on-one personal time with clients. 22

While her substantial rate of referral and proven ability to deliver quantifiable results keeps business booming, Sherry and her team never neglect the individuals and families at the heart of every transaction. “I’m a people person and I love connecting with my clients,” Sherry says. “Guiding people through one of the biggest financial decisions of their lives, I’m able get to know and build relationships with the people I work with. They become friends, and succeeding on our journey together is so rewarding.” Turning her spirit of service to her local community, Sherry and her team contribute much to their civic landscape. In addition to contributions to KW Cares and their work with military veterans, Sherry and her office frequently sponsor local sports teams, as well. She and her husband also make use of their real estate talents in order to give back, working with a community development arm of their church to purchase, rehab, and then resell homes to moderate and low income families—a worthy, life-changing endeavor. Likewise, Sherry continued her professional development through her area’s chapter of Business Network International and is staying up-todate on the ever-evolving market. In her free-time, Sherry and her husband stay involved in their church, spend quality time with their three children and support them in their athletic efforts, visit their family cabin, and hang out with loved ones by the pool. Looking to the future, Sherry and her husband plan to continue their business’s upward trajectory, with hopes to build a self-sustaining team and enterprise in the years to come. Energized and impassioned by the daily challenges of her career and by the clients she befriends along the way, Sherry has built a career driven by an ethos of tailored customer care, responsiveness, and consistent execution. With over a decade of personal and professional experience in the field of real estate, and a solid framework for continued success ahead, the years to come are sure to remain busy and bright for Sherry Cole and The Cole Group.

To learn more about Sherry Cole visit colegrouphomes.com, e-mail sherryncole@gmail.com, or call (765) 426-9442 www.

*Per the IRMLS closed volume and units sold for 1/1/2016 thru 12/31/2016 at KW Lafayette. Copyright Top Top Agent Agent Magazine Magazine

Becoming the Best of the Best By Verl Workman

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

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

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

Top Agent Magazine

post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information. • Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country. Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge 24

through public sources like blogs, print media, emails, and unique approaches like Podcasts, and public videos, your customers will increasingly look to you as the definitive source. Data is everywhere, so think in terms of how to educate your customers and make them experts so they don’t have to do all the legwork. By doing so you’ll win their respect and loyalty. Bottom line: get fully committed to becoming an expert in your chosen career and you’ll reap the rewards. Verl Workman is the national technology speaker/trainer that stands out as #1 when it comes to showing companies and their sales associates how to make money using today’s technology. © Verl Workman. All rights reserved. Top Agent Magazine

ANITA GALANG-MASON Multi-million Dollar Top Producing Agent Anita Galang-Mason of Weichert Realtors brings a truly global perspective to the world of real estate, and provides the utmost in client service to her large and very grateful client base in the D.C., Virginia and Maryland areas. Anita achieved success right out of the gate. “As you will recall,” says Anita, “2007 was not a good year for real estate. House foreclosures started flooding the market, driving prices lower, and seasoned realtors were forced to find other jobs. I, however, was able to overcome these challenges by providing outstanding service and adding value to my clients, so much so that I was recognized as 2007 NVAR Multi-Million Dollar Top Producer, an achievement I have attained every year since.” Prior to beginning her real estate career in 2007, Anita and her family worked in the Foreign Service, traveling the globe to exotic locations in Europe, Africa and Asia. Her assignments there allowed her to develop a truly diverse working background and afforded her exposure to multiple cultures. This exposure makes her ideally suited to working with the large number of her clients who have similar experiences to her own. “Many of my clients are either military, Sate Department employees, or foreign investors,” says Anita. “I know how hard it is for these people to have to constantly move from one place to another, especially when they have children. I have four children myself so I feel like I can really share my insight when it comes to what they might need. I believe my many years in Foreign Service taught

me to be sensitive to the needs of Diplomatic and Military families and to understand their unique circumstances when it comes to buying or renting homes. The quality of client service she provides, accompanied by her truly impressive attention to detail, has resulted in a business that is based almost entirely on referrals. For Anita there’s far more to each transaction than the financial aspect, however. It’s the people, the insight into different cultures, and the trust and respect she builds with her clients that are her primary motivators. “I think there are a few reasons my clients keep coming back to me, and why they refer other customers to me. One of them is that they trust me, I’m very honest. I think they also appreciate my personality, I try to stay positive,” says Anita. “Nothing is a ‘no,’ I’ll do everything for them, whether a first time buyer, renting, selling or purchasing a multi-million dollar investment, together no matter what they’re looking for or for how long they plan on staying there. They always get my best.” Her client’s appreciation is illustrated clearly in this solid five-star Zillow testimonial: “Anita Mason was our realtor for a pretty difficult transaction, 1031 exchange. We were not the easiest clients to please as we kept on changing our focus on the type and location of properties we were looking at…She went above and beyond to help us find the best investment property for our needs. She is even helping us to prepare our new rental with her wonderful team and sharing her expertise to help us find the best tenant.” As for the future, Anita plans on venturing further into the world of commercial real estate, all the while continuing to provide all of her clients with the same efficient, caring and top-notch service they have come to expect from her.

For more information about Anita Galang-Mason, please call 703-627-6624 or email AnitaMasonRealtor@gmail.com Top Agent Magazine

RACHEL HUGENSCHMIDT After a successful turn in the corporate sector working at Fortune 100 companies and in the pharmaceutical industry in the Northeast, Rachel Hugenschmidt decided to take a leap and try her hand at the industry she’d been intrigued by for a decade: real estate. Originally from Buffalo, New York, Rachel moved to Phoenix and decided the time was right to put her sales experience and people skills to the test and begin her own business. That was two years, and today Rachel is flourishing as a real estate agent, designer, and professional stager, having closed on over $12 million in volume in the last year alone—a formidable feat. Specializing in historic homes in Phoenix’s downtown region, in addition to working across the city—particularly central Phoenix—and into the East Valley area, Rachel’s professional offerings run the gamut. Not only does she manage a host of retail clients, home-flipping investor clientele, international clients, wholesale property business, and seven vacation rentals, but Rachel also heads an in-demand design and staging business, under the Instagram moniker @SonoranDesertLiving. While she primarily works solo, her son recently joined the business in the fall of 2016 as he pursues his mortgage license. To stay in touch with clients both past and potential, Rachel favors combining the personalized with a tried-and-true approach. Not only does she reach out by e-mail and personal holiday and birthday cards sent out clients, but she also makes time to call a client one-on-one or to meet face-to-face. A considered businesswoman, Rachel also mines her systematic database of contacts to ensure regular communication with those she has forged professional relationships with. Avid in the digital realm, Rachel incorporates social media into her communication arsenal as well, a skill she easily transitions to her marketing efforts. To ensure that a property makes the ideal first impression, either in print or online, Rachel incorporates the use of professional photography, staging, home rehab, video tours, and custom brochure work. What’s more, she also utilizes the leading digital listing portals and social media to maximize each property’s exposure. Energized by those she works with, Rachel makes it a point to keep the lines of communications forthright and free-flowing with those she works with. Her approach to the agent-client relationship is one grounded by mutual respect, accessibility, and staying goal-oriented. As Phoenix is among the Southwest’s most competitive markets, Rachel’s home26

town advantage goes a long way in delivering results to her clients. Her knowledge of the local inventory and fluctuations in the market give her an expert’s insight into a lively real estate scene. But beyond her stream of successes, Rachel never forgets the individual or family at the heart of each of her transactions. “I’m driven by transformations,” Rachel says. “Whether I’m able to help a family find the home of their dreams and see the joy on their faces as they begin the next chapter of their lives, or if I’m transforming a property and finally getting it sold—aiding those transformations is my favorite part of what I do.” In her free hours, Rachel enjoys supporting Buy Local efforts, spending time with her family and friends—particularly her son—in addition to hiking and staying active, hosting friends for gatherings, and cooking new recipes. While her business has already enjoyed considerable growth and success in 2016, as she looks ahead Rachel has aspirations to continue that upward trend, with the potential of adding a team to the mix and deepening her roots in her local community. She also has plans to further develop her design work through Revive and Remodel, a custom remodeling offering for retail consumers in the Phoenix area, coming in Spring 2017. Rachel and her son also have plans to expand their work to the Tucson area this spring, as well. Additionally, she is also in the process of being considered for two potential network TV documentaries on house-flipping. With a proactive mindset and a professional ethos assuredly fixed on providing personalized client care, the many years to come are bound to be filled with continued promise for Rachel Hugenschmidt.

To learn more about RACHEL HUGENSCHMIDT visit SonoranDesertLiving.com, e-mail Rachel@SonoranDesertLiving.com, or call (602) 909-3029 www.

Things the Best Leaders Never Say

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

Top Agent Magazine

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.

Top Agent Magazine

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. 28

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.

Top Agent Magazine

JASON MANN For 15 years, Jason Mann had a successful career in management, and had never considered a career as a Realtor®. He became intrigued with the business after seeing his Aunt find success in the industry. “I had been watching her for years, running her own business, and it just looked really appealing to me. I wanted to have that freedom and be in control of my own success. At some point I ended up having to have back surgery, and as difficult as that was, it gave me the opportunity to study and eventually pass the test. Once I got my license and recovered from the surgery, I hit the ground running and haven’t looked back since.” Jason’s years in management, taught him the meaning of dedication and commitment, as well communication and organizational skills, that he has put to good use in his career as a Realtor®. He currently works for a family member’s company Trueblood Real Estate, one of the premier brokerages in Douglas County, Oregon. Jason was born and raised in Douglas County so he has an in-depth knowledge of the area that he represents. In just three years, Jason has already made a name for himself as an agent who operates his business with the utmost integrity. Jason has earned that reputation by always putting his client’s needs first and meeting those needs with a work ethic that is truly unsurpassed. “This isn’t a part time thing for me, this is my career. I wake up early and I show properties late at night. I make myself accessible 24/7 for my clients and come to work every day. I give my clients constant communication,

caring guidance and skilled negotiation. Our office’s motto is ‘First Class Service and First Class Results’ and I really take that to heart.” Jason’s dedication extends to providing unmatched customer service extends to his listing marketing as well. He takes a comprehensive approach that uses both traditional and more innovative marketing techniques. “I really do it all. Facebook, internet, including Zillow which I’m a premier agent on, so I get promoted listings and can drive the most traffic to my listings. I also do open houses and local print media. Anything I can do to get the most exposure possible.” In the past Jason has helped coach sports and supports the local high school booster clubs. He also golfs in local tournaments. Jason lives with his wife and his two daughters in the Myrtle Creek area, where he enjoys anything outdoors including, hunting and fishing. Jason is an avid sports lover, especially baseball, which he played at Clackamas Community College. Jason couldn’t be more thrilled that he has found a career that has truly become his passion, and would like to see his business continued to grow. “I love what I do. I love talking to people and then helping them achieve their real estate dreams. Seeing their faces when they walk into house they love or at the closing table after a successful transaction, makes it it all worthwhile for me. We’re in a small town, so your reputation is everything. I’m in the community here, and I see my clients out and about, and people come up to me and thank me. That means something to me. It’s a great honor to help people find their dream home or go off to their next adventure.”

To learn more about Jason Mann call 541-733-0121 or email jaymann4210@hotmail.com Top Agent Magazine

Tough Prospecting Environment Creates Need for New Solutions

By Richard Weylman

Agents at all levels of experience in the industry continue to have a difficult time gaining access to qualified prospects on a favorable basis. The negative image that has been portrayed of the industry together with the general cynicism of the population has translated into more and more barriers being erected to close out sales people of all types. The evidence of this continues to mount. Inquiries as well as questions at my various speaking engagements at industry functions indicate a general frustration with the state of the marketplace and the difficulty agents and managers are facing. Today’s prospecting environment requires new solutions to old problems. No longer does “make more calls, see more people” address or solve the problem. Specific relational strategies and tactics are needed to gain access to qualified prospects. 30

Here are just a few of the questions I’ve received recently from advisors and managers: Q: “Voicemail is everywhere. How can I get people to return my calls?”—Stephen G., Chicago, Illinois A: People return calls based on prioritization of the other calls they’ve received. People return calls for reasons of urgency or reasons of benefit. I would suggest that you write out very specific messages that you’re going to leave for your prospects. These messages should be laden with benefits, i.e., positive reasons that the prospect should return the call. As an example, “Mr. Donovan, this is Stephen G. As a teacher, you create lesson plans. As an advisor, I specialize in working with teachers to create a financial plan. Please call me at your earliest convenience.” Devise several of these messages specific to the market that you’re working so that Top Agent Magazine

Today’s prospecting environment requires new solutions to old problems.

each of them sounds different and gives people specific reasons to return your call. Review the to be sure they are relevant and speak the language of the market. If in doubt, create 5-10 messages and ask clients to select the ones they like and to which they would respond. Q: “How can I get CPAs and attorneys to work with me? I want them to refer their clients to me.” — George A., New York, New York A: CPAs and attorneys particularly like to stay in control of their clients and the decision-making process. For this and other reasons, CPAs and attorneys are not highly motivated to help you build your business by using them as the source of new prospects. However, positioned as a valueadded asset, you can succeed here. As an example, if you are targeting a specific market in the food industry, align yourself with CPAs and attorneys who are also working in the Top Agent Magazine

food industry. You find them by asking current prospects and clients who their attorneys and CPAs are and then meeting with them. Ask your clients to introduce you if necessary. When you meet, give them specific reasons to work with you. As an example, by pointing out the financial knowledge and services you have available which could enhance the value they bring to their clients that will motivate them to act as a center of influence for you. They are in a competitive environment also, and the good ones are seeking to increase client value. In addition, when meeting with CPAs and attorneys, let them know of your long-term interest and that you will respect the relationship that they have with their clients. As a value-added asset, you can create a consistent prospect flow. Q: “I’m targeting executives of major companies here in Rochester. How can I best get their attention?” —Bob J. Rochester, New York 31

In today’s environment, only a systematic approach to relational marketing and prospecting will keep you in sales. A: To reach executives effectively, keep three things in mind. First, you have to relate to these individuals. Two, you need to speak their language. Third, you must recognize that they are typically screened from any unwanted calls and/or mail. The best way to get their attention is to involve yourself in the activities and organizations that they support. As an example, the Senior Vice President of Marketing will most likely be involved in the American Marketing Association. The CFO will be involved in the CFO Society, heads of communication in IABC, etc.

belong to, ask executive clients to have or refer to Gale’s Encyclopedia of Associations regional edition (1800-877-GALE).

These questions represent a larger problem. In years past, the industry was focused on sales and transactions. Not a great deal was done to enable the development of the local sales agency into a marketing and prospecting organization. Advisors were expected to simply sell their friends and neighbors. Today’s marketplace, however, is significantly different. In the past, sales kept you in business; in today’s environment, however only a Getting involved in these organization systematic approach to relational will allow you to reach these exec- marketing and prospecting will keep utives and, most importantly, position you in sales. yourself as a resource to them. By serving on committees and activities C. Richard Weylman is an expert in that they’re involved in and support- marketing, selling and communicating to ing the causes to which they are affluent and high net worth people. He is drawn, it will position you as a the author of “Opening Closed Doors, Keys resource to them, someone who is a To Reaching Hard-to-Reach People," as caring and credible individual. If well as numerous sales, relationship and you’re having difficulty determining marketing and management audio and the organizations that these executives video education programs.

Top Agent Magazine

GARY PAPIROV & JOSEPH TSOMIK At the age of only 19, Gary Papirov began working at Homes R Us Realty as their first agent, and only a short year later, Joseph Tsomik joined the company. The rest you could say was history as the two became quick friends and soon after partners in the business. Serving the Richmond County area of Staten Island, NY, the two are forces in the real estate industry as top producers that are closing around 200 transactions a year. This staggering accomplishment is the result of the two being able to support each other at all times and work as a team with someone always available to help their clients. This has also earned them the Top Producer Gold award for the last six years in a row. For Gary and Joseph, it’s all about providing that exceptional customer service for their clients. “We’re not in this business to sell houses,” says Tsomik. “Houses sell themselves. Our job really is to help people.” This is exactly what Joseph and Gary do as they work extra hard to determine what their clients are looking for and find a home that matches their likes and desires. This candid ability has produced a 70 percent referral business for the team that also has the help of three assistants to make sure their clients are assisted with all their needs. Both Gary and Joseph operate within Homes R Us Realty as a team, with a strong support staff behind them. Using statistics and analytics, their team is able to determine what works best to stay at the highest level of performance and provide the best possible service to their clients. They establish goals and have accountability for each other. This has created a superior level of follow up with their clients that take into account simple qualities

such as being available at all times and being punctual. It is these details that clients notice and sets them above the rest of the industry. “That’s what people look for all the time,” Joseph says. The two are also quick to pick up the phone and be there for their clients to answer questions and support them all through the process of buying or selling their home. Gary and Joseph know this is an especially stressful time for clients as this is often the biggest decision they will make in their life. When it comes to marketing a listing, this is where Gary and Joseph really shine as they rely on professional photography to really sell that home and showcase its best features. “It really defines how much activity and what kind of offers come in on a house,” Joseph says. Once on the market, they use online marketing to really promote their listings using top sites such as Zillow, Trulia, and Realtor.com to get the word out about their homes. They also use premier listings on the sites to ensure all leads go through them. This is in addition to all the social media marketing they do to further enhance a listing. All the hard work is worth it once, a home is sold as both Gary and Joseph enjoy seeing the happy faces of their clients once it’s all over. This creates an immense satisfaction for them and makes it all worthwhile at the end of the day. As Gary and Joseph move forward with their business, growth is on the agenda as they look to extend their team and provide an even greater level of customer service to their clients, especially buyers, who are flooding the market. But, it’s not all work for Gary and Joseph as they both enjoy spending time with their families.

For more information about Gary Papirov and Joseph Tsomik, visit StatenIslandHomeSearch.com, call 718-668-2550, or email sihomesforsale@gmail.com

www.

Top Agent Magazine

SHANE WILLARD A lifelong resident of Central Oklahoma, Shane Willard has for nearly 12 years been making a big difference in the lives of the area’s home buyers and sellers. What began for Shane and his wife Stacy as a new career path as their market was growing has evolved into The Willard Group, an eight-member powerhouse with Century 21 Goodyear Green in the Oklahoma City area. Led by Shane and Stacy, with Shane heading up listings and Stacy serving as broker, the team includes three buyers’ agents, two showing agents, an administrative and marketing director and a transaction coordinator.

are looking for and what the market can bear. “The first two weeks on the market are the most important and the house has to show at its best,” says Shane, explaining that he provides sellers with all the guidance and professional contacts they need for decluttering, beautifying and making repairs. “We then do only professional HD photography plus some drone videography. We also boost the listing on social media with targeted advertising.”

Covering all of the Oklahoma City metropolitan area, The Willard Team prides itself on a reputation for excellent service. “We’re right next to one of the largest Air Force bases in the nation (Tinker AFB) and we work with a lot of military to help relocate them,” says Shane, explaining that beyond helping buyers find homes and sellers get top dollar, his team educates newcomers on the schools, regional services and local offerings and events. Shane is personally very involved in the community, including serving on the boards for two chambers of commerce in addition to significant work on behalf of Rotary. “If someone wants to know what’s happening on or what development is planned, I know about it,” he says. “People see how well we know the area and gain a lot of confidence in us.”

Responsive and trustworthy, Shane gives his clients the straight truth on everything. Whether first-time homebuyers or families who have bought and sold numerous homes, Shane’s clients describe him as honest, down-to-earth and eager to make their priorities his own. They even recognize how his helpful, cooperative, demeanor makes for easy relations with other agents and professionals involved in transactions. All of this, combined with his drive and determination to help people, has pushed the The Willard Team into Century 21’s #1 spot in Oklahoma for two years straight. Shane says that he couldn’t ask for more and that the most valuable statistics or awards he receives are those that represent his clients’ happiness. “I love meeting and getting to know people,” he says. “That personal connection helps us reach our goal of providing the service people need and reducing their stress when buying or selling.”

From getting homes market-ready and listing them competitively to negotiating final sales price, Shane welcomes the challenges of listing homes. “I love helping people stage their homes,” he says, explaining that when clients follow his guidance not to list until the home is at its most presentable, they are thrilled with the shorter time on the market and higher price they get at contract. “Our listings average 38 days on the market and sell at an average of 98% of list price,” he says. Besides his strategic pricing skills, these figures are the result of Shane’s deep knowledge of what buyers in the area

In addition to his work with the chambers of commerce and Rotary, Shane and Stacy wife help out considerably with local schools, donating time and treasure. Stacy is also a member of the Junior Service League of Midwest City, where she has volunteered in leadership capacities, working with a dynamic group of women to foster positive change and a spirit of service in Eastern Oklahoma County. And, while they truly love their work, Shane and Stacy do make a point of taking part in favorite pastimes such as fishing, going the movies, vacationing and spending time with their daughter and son.

To learn more about Shane Willard and The Willard Group, visit thewillardgroup.com, email shane@thewillardgroup.com or call/text 405.640.1317 www.

Every Player is Valuable: How to Boost Your Teamâ&#x20AC;&#x2122;s Morale In the fast-paced world of real estate, it can be easy to overlook the contributions of those lower-level employees who are instrumental in our success, yet are overlooked when it comes to recognizing the important roles they play in keeping our business operating smoothly. Even a task that seems simple, such as answering phones, can be overwhelming at Top Agent Magazine

times. Letting these employees know that they are appreciated is something that often goes overlooked at busier companies, and can often result in impaired morale overall, as employee dissatisfaction tends to be contagious. Here are some things that you can do to increase morale and productivity in your workplace: 35

While it’s important to point out when an employee is doing something wrong, it is equally – if not more – important to acknowledge when that employee is doing something right.

While it’s important to point out when an employee is doing something wrong, and sometimes to reprimand, it is equally – if not more – important to acknowledge when that employee is doing something right. Even a simple compliment can go a long, long way towards building that employee’s morale, and therefore their willingness to go the extra mile for your team. An example: “Sally, I just heard you on the phone with that client. You sounded very professional and I really appreciate your representing our business that way.”

Determine what all of your employee’s goals are, and what their expectations for growth might be. There may be lower level employees who are perfectly content doing what they’re doing, and who have absolutely no expectations for growth in your business. Others, however, may have an interest in moving up the ladder. Make it your business to determine this early on, and try to take a personal interest in your employee’s growth with your company. Knowing there is room to grow is an important factor in employee satisfaction, and knowing who wants to grow and who

doesn’t is something you should be aware of. Groom from within, and your employees will be grateful and work harder.

If your workplace is highly stratified, with multiple levels of employees (agents, senior agents, loan processers, assistants, etc.,) make an effort to ensure that everyone feels valued as part of the team regardless of what they earn. Various team building exercises that encourage trust and a sense of familiarity can go a long way towards fostering an environment that is less unnecessarily competitive and more productive and cooperative. A quick web search for “Trust Building Exercises” will help you locate many good ways to achieve a newfound level of camaraderie amongst your team. Many of them are quite a bit of fun, too. Hopefully these tips will assist you in creating a better-functioning, higher-achieving team of motivated, caring employees. Remember, a chain is only as strong as the weakest link, so be sure to keep everyone feeling appreciated, supported and valued, and your company will only benefit. Top Agent Magazine

JEANETTE ZAPATA Jeannette Zapata of Exit Realty Search may be fairly new to the industry, but she is already making a name for herself as a realtor who truly cares about the well-being of her clients. A former Property Manager of fifteen years, Jeannette obtained her license in 2014 and began selling real estate part time. In 2015, she decided to take the plunge and begin selling full-time, joined Exit Realty Search, and was subsequently named Rookie of the Year by the National Association of Hispanic Realtors. “At that point,” says Jeannette, “I knew that real estate was what I wanted to be doing. The fact that I was recognized for the work I was doing really inspired me.” Selling primarily in The Bronx, the northernmost of the five New York City boroughs, the Manhattan native is passionate about taking care of her clients and providing top-notch customer service to each and every one. “It’s not just about being recognized for my work,” says Jeannette. “My goal is to make all of my clients a client for life. And that’s just how I’ve been operating since.” Though she does occasionally sell outside of The Bronx, she has a particular love of the borough she now calls home. “There is an amazing sense of community here,” she says. “There are so many beautiful waterfront locations, and a lot of land for investors and builders, so business is really great here. I’m working with a lot of sellers who are at an age where they are looking to relocate to warmer climates, and this in turn facilitates my business with younger buyers who are looking to purchase in this area,” says Jeannette. “Even people who have moved

to Long Island or other areas and are paying high property taxes are now looking to move back to The Bronx.” Jeannette is savvy in her approach to the business, and she understands what a lot of more seasoned veterans do not: building relationships with other realtors is almost as important as building them with clients. “My main thing is my clients,” she says, “but to succeed in this industry, you have to have the respect of other realtors, because this is a tough market. Without that respect you won’t do well in this industry, you really won’t.” An impressive 75% rate of return and referral business is the payoff for Jeannette’s concern for her clients and her ability to hold their hands through what is often the most expensive transaction of their lives. “By the end of the deal,” she says, “my clients are hugging me. When we’ve closed on a deal, I have this rare tranquility that comes from knowing I had a hand in making a difference in this family’s life.” While some other real estate professionals have accused her of being too soft for the industry, Jeannette adamantly disagrees. “You have to be able to connect to people in this business, and I’m very passionate about that. It works for me.” During those rare moments when she’s not working, Jeannette’s priority is spending time with her family, particularly her children and her one-year-old grandson. “He’s the most precious thing to me right now.” She is also actively involved in her community, and is involved with a charity that assists children who are without homes. When asked what she likes most about real estate, her answer is expansive: “I love everything about this business.”

For more information about Jeannette Zapata, please call 646-824-0177 or email Jeannette@ExitRealtySearch.com Top Agent Magazine

5 Sure-Fire Ways to Get More Referrals by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients. So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances. Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free. Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you. Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses 38

Top Agent Magazine

while promoting my business? Think coupons for your clients and leaving your business cards in their stores. 3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!” Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life. 4. Get involved in your community. People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community. Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics. 5. Show your gratitude when you do Top Agent Magazine

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going. The referral system is built on strong relationships and shared value. Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not? What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching. Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com. 39

mailto:mag@topagentmagazine.com

Top Agent Magazine