Nationwide 4-16-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

IS Team is proud to congratulate

Leatha Eaves ROBERT BRIAN BEACHUM

LEATHA EAVES

SARAH MERCER CHATEL

SERGIO EGUIARTE

LORAN COWEN

JOE FRAZZANO

BRENDA & SKYLER DEEMS

ANN GUTTMAN

LENKA HLADIKOVA

eing featured for the state of ssee in Top Agent Magazine!

KATHY HOBBS

Jesse Sasso is proud to congratulate

The PREIS Team David, Alex, Will, Don, Donna, Katrina, Lisa & Christy

KATHY HOBBS LISA HUMENIK office@go-preis.com www.

Vincent Verni

CHAD LEONBERG

go-preis.com

INNA MURAVIN

MIMI NOYES

6402 Hixson Pike, Chattanooga, TN 37343

ONAL REAL ESTATE INSPECTION SERVICES

MELISSA POWERS

ERIN SIMPSON

VINCENT VERNI

KATHY WOODRUFF

NATIONWIDE & INTERNATIONAL EDITION Jesse Sasso is proud to congratulate

The PREIS Team is proud to congratulate

Vincent Verni Leatha Eaves 11

LEATHA EAVES

SARAH MERCER CHATEL

VINCENT VERNI

on being featured for the state of

on being featured for the state of New York 29 Magazine! 25Tennessee in Top Agent in Top Agent Magazine!

KATHY HOBBS

ROBERT BRIAN 34 BEACHUM LORAN C

Top Agent Robert Brian Beahometoare ev Dedication servi chum of Pier View Properties drone videos ground in sales, an The PREIS Team in Norwood, North Carolina has thatarewas person” justactu af David, Alex, Will, Don, Donna, ents of real made estate a spent more than a decade helpit has Katrina, Lisa & Christy Jesse Sasso | Senior Loan Officer Cowen of Keller ing grateful buyers and sellers office@go-preis.com CrossCountry Mortgage | NMLS #13239 Perimeter. in this beautiful lake region of Brian“I’ve truly ae go-preis.com real estate,” say Cell (516) 972-7236 | EFax (631) 529-2062 the Tar Heel State. His expeaffordsshehim, Hixson Pike, Chattanooga, TN ROBERT 37343 CHAD6402 LEONBERG BRIAN COWEN to earning her“Ilice LISA HUMENIK Email: jesse.sasso@myccmortgage.com rience LORAN with homes goes back clients. en showed her husband BEACHUM myccmortgage.com even further than that: at the age side of me ju PROFESSIONAL REAL ESTATE INSPECTION SERVICES online, explaining of seventeen he was framing homes in a subdivision, an love the inte him with detail and enthusiasm. “One day h experience that has imbued himthis. with a deep that this isand no Why don’tknowledge you do it professionally?’ of home construction, which inlightbulb turn benefits his clients of hours in, b CONTENTS went off!” greatly, whether they’re shopping for a vacation home or downtime an 4) 6 HABITS OF HIGHLY 19) WHY DELEGATING 35) BECOMING THEhaving spent a permanent residence. thethe week At the time, in 2016, firstwh de www.

www.

PRODUCTIVE AGENTS

10) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK? 14) CREATIVE WAYS TO SAY THANK YOU 15) 5 REASONS WHY YOU NEED A MENTOR

in media Loran was still working full IS THE KEY TO LONGBEST OF THEsales, BEST important roleheasexplains, mother of two “I was framing houses as a summer job,” Asdaughters. a Premie LASTING SUCCESS selling real estate suddenly came to the ratin fron “and then I got away39) fromBRANDING the construction mindset and five-star BADintensified. A consum to work decided to do something that aitch lottoofreturn people from this for Brian wi 23) HOW TO SEND IN REAL ESTATE has earned area only dream about.” ThatLoran pursuit entaileda strong work-reputation “Brianamong was a in the upscale communities of North Fulton SMARTER EMAILS MARKETING ing for NASCAR and Hendricks Motor Sports. After a property thaa

while, the nine-to-five, clock-in, clock-out aspect of the

highly recom

From the start, Loran has worked nearly co 27) HOW TO THROW CREATIVE job began to lose its43) appeal, and give worked sell for realhas esta rals.Brian “Mostdecided everyonetoI have ei real estate sales a try. “My wife and I live and owned a When asked A NETWORKING EVENT MEDITATION I’ve knownFOR personally or who was sent to m water ski pro shop on Lake Tillery, andknowing having people grownis only sidering a ca says. But one piece THAT CAN PUT YOUR THE REAL ESTATE up in this little town I’d start giving advicealso to customers what ness. Loran delivers results.know “I think myt BUSINESS ON THE PROFESSIONAL andMAP telling them about the lake.friends It justbecause clickedthey with leap of faith seeme I’m very service ori

theythe arenine happy.” Throughout engageme one day, that I wasn’t happy doing to five thing, every everyone or

nicates. “I am always availablethetogreater my clien 31) 8 TIPS ON USING and I had this epiphany.” While still working full-time th that everyone knows where everything stand for Hendricks, he attended night school to obtain his real DISRUPTIVE THINKING TO contract to closeeven and openeven beyond.” estate license, and hasn’t looked back since, IMPROVE INNOVATION ing his own firm in 2016.

Because her buyers and sellers are Lor consciously does not take on too many clie Working with three other agentsway, in his office (including each of them gets the personal service

Phone 888-461-3930 | Fax 310-751-7068 his daughter), Brian can boast of having a business that mag@topagentmagazine.com | www.topagentmagazine.com is based nearly 70% upon repeat clients and referrals

satisfied customers. When asked to for this is No portion of this issue may be reproduced in any manner whatsoeverfrom without prior consent of the publisher. Topaccount Agent Magazine exceptional of client of loyalty, Brianmaterials, replies: Top “What published by Feature Publications GA, Inc. Although precautions are taken to ensurelevel the accuracy published Agent it basically boils downTotosubscribe is that I or always have my cliMagazine cannot be held responsible for opinions expressed or facts supplied by its authors. change address, send ent’s best interests I mind, even if it kills the sale. And inquiry to mag@topagentmagazine.com. those people will always give you a great referral. Word Published in the U.S. of mouth is better than any kind of advertising.” 2

Top Agent Magazine Utilizing modern technology to his advantage, Brian’s marketing skills are unparalleled in the area. “In my opin- To ion,” he explains, “first impressions when marketing a

ple learn

ema

SERGIO EGUIARTE

Sergio Eguiarte of Baird & Warner in 37 , Illinois has been providing exceptional ice to his many buyers and sellers in n suburbs of Chicago since 2007. Since as made a name for himself as a real sor who can be trusted to place his cusst interests front and center.

JOE FRAZZANO

especially important because the majority of my 41 42 45 sellers are getting ready to retire, so they’re transitioning from an active role inJoe theFrazzano labor force gottohis start in the methods. “All of our listings are enhan People perceiv now being on a fixed income. So at estate the endindustry of the while he was real real estate websites, and we do a lot of so kind that, in day, every dollar does count andinI try to make sure college, working for one of keting. We also still do direct mail and than many oth they get as much money as possible when they go the largest homebuilders in the team holds open houses clients every weekend of her c to sell their home.” country. He started off as a host a team member there to answer estate agentques sin and quickly moved up. After know where that perfectinbuyer will com Slovakia whe f a real estate agent, Sergio was almost Intelligent, focused marketing nine plays years a largewith part the company. as many things as we possible so we’r and began play d to become a Realtor. “I grew up in in Sergio’s success. A comprehensive application Joe got his license and struck clients’ homes faster and for more mon JOE FRAZZANO ANN GUTTMAN LENKA HLADIKOVA competed amon BRENDA & SERGIO EGUIARTE ss,” he explains. “After school I would of social media platforms to push front30 years later, outhisonlistings his own. country until ag SKYLER DEEMS mother’s office and do my homework in every sense – professionand center has proven fruitfulhe foris his business. a Facebook, top producing agent,LinkedIn, and Joe believes giving back She’s a Powerhouse gram, Snapchat, Google, herstrongly inscholarship in t much hecare Mimi LinkedIn, puts intowhich the buying or selling Mimi Noyes RE/MAX of und what she didofally, very, very interesting.” Obtaining Among the platforms utilizes heonline findsinlistings personally and in her community. She’s deeply website and portals. one of the most is respected names working the lucrative he represents and he and his team 51 5214 55 peted on a tour as 49exceptional 46 process: “We were newcomers to Barrington Barrington, has spent theflipping at the age of Illinois eighteen, Sergio began condos provides results. “I feel LinkedIn is market. an under-uticommitted to building a meaningful business while Northern California real estate schools and youth sports teams. In toth Lenka transfers that experience directly nding collegedeveloping in hisalso early twenties. resource foryears, advertising your properties,” he says. “If youtheexperience and Mimi worked Given with us find perfect sheFrom ven years a reputaliving a life When that is the bothmarket inspiringlized and admirable theto red-carpet provides, nearlyworkwith alsoher volunteered for Hu strong ethicsHabitat to her controlle Kathy Woodruf wnturn 2007, he to finally decided to give sales aPowers try. connect with thehome right people, you can find the perfect those around her. Melissa of The Power90% of Melissa’s comes from referrals. “I he likes to spend thata we’re stillreally in. Mimi also with t whoinconsistently puts the best Joesales leads small team, which serves allworked ofbusiness San Francisisn’t working, time w offers dedicated and knowl plined, Inna natural abilities and tions regarding the process from theprofessionalism start in order toambitio minim arting out in a slowhouse market really helped me out,”Muravin’s heERAperson for your my client’s listing.” Old-fashioned, tried and true Group with Reliant Realty in Clarksville, like making a difference in somebody’s life,” she says. mother-in-law who had different needs but many grateful clients front and co’s East Bay, including San Ramon, Dublin, Danville, real vacation at their homes in Spain or Ma estate transaction. Buyers andworked sellers in she tw one of the most respected agents working in the Chi-andtechniques like the simple call have also proven effective. determination succeed werephone evident from Inna has multiple systems place to make sure eve TN, leads a team of seven agents two to assistants She also likes bringing agents into the in business Pleasanton and Walnutagain. Creek. They’ve been theother #1the Team Mimi came through She understands Connecticut, communities like Stamford, G d raised in Barrington, Mimi has managing a pa market, Sergio clearly right decision. whomade workthe tirelessly to a make come she was just 14 yearsand teaching them processed the principles she follows. “Iand enjoyon time, and with he verypeople’s youngdreams age. When ismost being smoothly in Contra Costa and Alameda Counties combined since Joe would like to continue to build on walk, New Canaan, Wilton, Weston and W real estate market better than and is highly ness that saw h he very pulse oftrue. the “Every community, truly clients one of us focuses solely onSergio the needs andenjoys what he does, something traininghis them and bringing them up so that when they old, Inna was ableintuit. to respected sell thethefamily home ence, she is ready ateam solution any issues that migh have Lenka them. 2010. has earned a and high rate repeat referral and helping is to always looking for ways to to fifty homes by her peers the community. She is with localpercent knowledge – onsays yereighty ofwants his to business based repeat and “We cannever easilyfocus “I likeJoe people aspect of what Iof do,” heandand ofher ourown clients,” Melissa. spread their wings fly, they won’t feel lost.” Real business something toand the exceptional the latest technologies and industry in decades, shefro ho after sat enthuses. onpaycheck.” the “Just market for over year.heon Acredits approach has earned heropportunities an impressive five star rating on the commission or even thinkitabout the estate, Melissa gives her terrific to ients (including a significant number who are referred connecting witha people a calm personal basis. extremely professional and isadds, enjoyable tocus– advantage. “People notice how passionate I am,” says tomer experience his team offers. “My clients remember is such an exciting business. You’re MELISSA POWERS ERIN SIMPSON KATHY WOODRUFF and amassed a INNA MURAVIN MIMI of NOYES gain friends more “Designations are so important. gents), Sergio’s reputation as a skilled professional Myimmigrants, clients allowwork me towith. besaw involved in something thateducation. isstrong verytheir daughter Inna first-hand with repeat referral business. I have had many sell home and estate after high-pressure corpor how they were treated, appreciated and and cared for. people being challenged of success alon Withasked for might instance, they’llfor do whatever itIt’s takes This industry is ever-changing and wenew have to leaving keepand aand to When what account private.of a privilege toher, witness the dynamic ofofhow their through and I can’t think another realtor in thegrow verydaily. top agents inbuyers, Barrington the importance working hard in pursuit wanted to work closer to home and her you a Director of S That makes them comfortable recommending us to their new and creative ways to do business. to loyalty, ensure the rightgrows matchintrospecin her area, family which encompasses Clarkswe only part growofby learning.” tional level of client Sergio works, and you become up; an integral their family, the NW suburbs that I’d recommend overisher.” nty-five years, ville, MimiTN, can boastFort Campbell, notice that the more challenging a situati of your dreams. After graduating from Kent Inna specializes in listings, and offers those clients retirement com friends and family. Once the transaction over, we’re agents that if you love what you’re d through KY. “We never rush or pressure ked to speculate, I’d have to say that it’s because I’m at least for a short time.” Lenka recognize someth ess Iislikebased in anyone. verythat large experience mov If people theypart want see 20, 30, 40 or 50 houses we began do she Whilethem. growing herservice business, working oncan earning herbecomes. broker’s stillit!”there help We have a moving van they passion forcare it,“Once you’ll have a long care State University, Inna herto real estate marketing plan. “I take of Ieverything for and to make sure are to treated right. even and want it that much mor fixing up homes and them as says. “We sure they’re and they make the right license, and fleshing out spendher a “mini-university” tototrain Despite considerable financial rewards of her chosen and business. “I’m very hands-on youhungrier get make a difference people use free of charge. We’re available asproperty a for resource to career, s not repeat just career about thewhen volume ofmake business I’m doing, it’seducated When he’s notthe working, Sergio enjoys nothing more than she was hired asfully awith Sales and Marketing Representative foralways have theideas properly staged ensuring itselling is inshow r instance, was a property previously listed decision forreceive.” their family and their financial position.” Melissa, who new agents, Melissa continues giving of herself estate in incredibly various ways. has always been a true passion for Ka rewarding.” them if they need a vetted recommendation for a service profession, Mimi finds the most satisfaction in the more ys Mimi by way of explanation, “I don’t hand quality of service that people ing time with his family – they love to camp and is passionate 3 TEAM BUILDING 50) PRODUCTIVITY 53) THINKING OF LISTING? ® a 47) nationally recognized new home builder. She quickly made a name I have it professionally photographed by bestfull-time photo agent. Undaunted, Lenka, leveraged her began her career in banking in the state about beforeback moving backcommunity, association, has managed an Through herknow local REALTORS to transition her the business provider or they needwhich to anything about the giving toofthe does through personal side the transaction. “Ihe like bringing people shedecided one. I’m very much involved in every decision of Ohio EXERCISES TO REVITALIZE KILLERS: 4 WAYS NINE WAYS TO GET work within Halstead Property. “I had the to Tennessee to be near family in 2011, is also a champion of the annual fundraising event, Handbags for Hope, that raised well over for herself during the years of the housing crisis, when she was able industry. I have an in-depth understanding of the curr lished herself as a consummate professiona schools systems. After closing we’re still here as are inPurchasing good hands from the the of the Baird & Warner’s Goodwill program. together,” she explains. “Wheninyou’re negotiating, somegients to end. a for home is abeginning very personal to Halstead is the and agency’s spirit. “Everyo Heroes program, which helps community “heroes” (fire$200,000 four years to benefit a local women’s shelter. “Helping attention to detail, follow-through to pr del exceed all expectations by remaining profitable in a challenging and technology trends, so our properties are being a concierge service.” n until thetoend, andHomes in most cases even well beyond MOMENTUM IN THE TO MAKE BETTER READY timesworkers, it’s a friendly and sometimes it’s a challenging eople like to know thatlaw they’re working withhealthcare fighters, enforcement, military, EMS andprocess, the homeless and supporting the domestic violence shelter are competition, cheer each oth embrace healthy g table. “I’m all about the negotiation,” he explains. “With numerous me,” says Sergio, “what youawards see is what youbest get. At the market. From 2005 until she won prestigious possible way.who We’ll have the open house on Sunda OFFICE USE YOUR teachers) to has save compassion on the 2012, costs ofand buying aprocess home and onOF everyday extremely important to me,” says Melissa, isServing deeply involved with obstacles. But it’s really about bringing people can trust, somebody that other’s professional the southernand tierpersonal of New victories.” York’s Fi o get the deal done and obviously get paid for my end of the day, I simply want to do ago good enough job that peoJoe and his team the extra mile when it comes andtowas recognized as a I“Sales Representative of theone Year” many times, byInMonday, have multiple offers. work hard to deliv home-related purchases. with several groups. addition toa we the women’s shelter, she also onI the And of the nicest things iswell. walking into house l Iattention them.” years of experiprimarily focuses areas of Chemung WORKING HOURS really watch out for myMimi’s client’s dollar. think that’s pletogether. are happy to call me their friend.” to marketing their listings, as That all starts helpsbefore an organization thatI feeds children and clients people in homeless ThatSteuben first high-profile listing closed quickl a remarkable 265 new homes worth overwith $65preparing million, that present to my in our initial meeting. I follo and County. She’s also managed to with a buyer and seeing antheemotional connection that makes into the selling trust factor. “I think my longevity of property to sell. “Our market“We want to give every one of our buyers and sellers a red-carpet shelters. “You have to love where you live!” she says asfrom she with demonrunning more sellers alongside the b ness repeat and referral clientele—the being promoted to a Sales Manager. I deliver.” them decide to buy the home. Seeing that happen is rewarding, ss in Barrington, and my strong knowledge of ingwei something that how really us apart. Welocal. spend experience,” says Melissa. “Most of them remember that give strates shesets keeps her love senting. And by deliveringhertheworking best possibl well done. In considering philo themassisting get there.” a lot more time our client to prep their e apart. I’m ablethem to help them determine which our full attention. They never feel likebecause we rushedyou’ve them to helped make exceed clients’ expectations, her past clien communication, being pro-active, and havin home thanher most. We get cleaned, a decision or that wereal pushed themagent in anyin way.” They remember Ascareer giving as Melissa also has managed to take great carenot ofsayjust them.” Inna became a licensed estate 2014, and began inshetheis, property For Inna and her whole it’s about business, toteam, her. “People theydrivers see meof asher driven; clients as the foremost succe staged, and landscaped. We offer our clients a the herself. As if building a thriving business wasn’t work enough, she things happen.” She resp an experience that was enjoyable, educational and even fun.working, On When she’s not Mimi enjoys giving back to tunist and I make extensive experience juggling multiple pro residential real estate sales, where she quickly garnered attention in the helping the community. They were recently honored by K has through lost morethat thanprocess, 200 pounds andyou of perseverthe listings side, for instance, educates sellers on what lot willof make guidance since Barrington community, and to that end is involved with abecome high a model ard to maintain relationships, including those worth her extremely organized, detail-oriented, an industrytheir byhouse selling over $8 million of homes in her first year, and for being the number one donors from their office to KW sellable and draw top offers. “We do anything never that needs ance and goodtoliving. personal time is spent enjoying quality get a second chance makeHer a first impresensure clients are well-informed and sec school project that provides a television station where the s. Eschewing thehappen common practice of template time with her photography, husband andall her young daughter, is that a competto make presentable before bringing in my professional was recognized as aitrookie of the year. In 2016, she They volunteer andwho donate for Red Day – an annual e sion.started Then weIM get Realty the best including to get things done students learndrone all aspects of news production. Mimi also enjoys nned newsletters, she strives to provide for her itive dancer, as well as working out, reading and continuing her successfully and on time. photographer and videographer all of our properties.” Some listphotos. WithBuyer our team experience andWilliams marGroup with Keller Williams, a team that includes Listing Agents, by Keller to help people in the local and very organized,” she says.communit “Real estate own education. itproperly.” is friends. the will, the support network, the ings information. and new construction alsothem receive 3Dtravel, Matterport tours, which hiking skiing, golfing, with with helpful local “I send ket knowledge we and thenhanging priceFittingly, theout home gent, responsive, and Iabout treat peopleJoe the waF To learn more Specialists, Client Care coordinators, a Professional Photographer, a personal drive and the desire to help that allow Melissa to bring are useful for people who are out of state. “With the client’s written relevant to Barrington, anything specific that treated. Whenand Ithe needIM an answer, I don’t wan success and happiness to her clients, other agents, her family, permission, we do coming-soon signs andLiquidator we active on Thursdays Marketing Coordinator, and an Estate to offer a full service This year Inna will be launching Hearts Founda For more information about Sergio Eguiarte, As for the future, Mimi plansisonshow continuing toand grow ul.” joe@frazzanoteam Once the property ready, Joe his her teambusitoemail get it. With that in mind, I touch base with even herself. followed by open houses that weekend.” She then leverages Instasolution. In 2017, the or team sold 136 homes worth $28listing million, itable organization. “Initially I will be attaching acanfund get the maximum exposure by utilizing a ness, while sacrificing none ofwith the exceptional client service ase call 630 -942-6959 email Sergio.Eguiarte@bairdwarner.com I respect their emotions during what beo call 925 890 0285 comprehensive to marketing takes being responsible for 100 units. is ranked inapproach the top to looks my that client appreciation events. want to expand thisb that has She become her hallmark. She also forward to five-starInna rating on Zillow is a testament to of thethose process. I alwaysI tell people: even if it may advantage of both more modern frazzanoteam.co visit I’mintegral going to get youoftomy the end and you’ll mentoring justtraditional entering the industry. “I it’s like really ients feel50forout theofservices she provides. Among Ohio 9500 agents in the Northeast regionyounger in totalagents units sold for Agentand business since part team’s cultub Copyright Top Magazine

LENKA

MELISSA POWERS MIMI NOYES

KATHY

INNA MURAVIN

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

REALTOR Vendors and Please contact Real Estate Companies— sharing my war stories,” she laughs. views is2017, this one thatin istop illustrative how and is 3% in theofstate. is a big promoter of small businesses in theTo locallearn commu mag@topagentmagazine.com When it comes to keeping in touch, Kathy porating their productsmeeting and services through her compan them on their level.lenkahlad Whether someo Get Nationwide & visit One of the keys to Inna’s success is her commitment to constantly or call 888-461-3930 for email lhladi further International her education by attending seminars in all aspects of the very little spare time, Inna enjoys spending every m exposure! adIn her rates and information. www.

http://

industry. She has a deep understanding of the real estate market which with her husband and her two young daughters. allows her to position her clients to “win” when selling or buying. To in learn more about Melissa Powers, Her negotiating skills are so strong fact, that Inna has been asked to Inna plans to continue to grow her company by providin https://www.facebook.com/ExploreClarksvilleHomes visit exploreclarksvillehomes.com or go to her service Facebook teach classes on negotiation. to herpage, clients, and to attract and develop talente email melissa@exploreclarksvillehomes.com or call 931 494 the same vision- 3015 and goals. “Purchasing or selling ah Top Agent Magazine 3 Inna’s overall goal is to give her clients an unsurpassed customer stressful and daunting time in people’s lives – as a to CopyrightITop Agent experience and she does that in several ways. It all starts with consisin the industry, want to Magazine make it simple for our clien www.

6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things 4

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day. Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as Top Agent Magazine

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list. You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second. We all do it! Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do Top Agent Magazine

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful. Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innova-

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news? Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out 6

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business. Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about. Top Agent Magazine

Top Agent Magazine

VINCENT VERNI 7

VINCENT VERNI With 80% of his business based on repeat and referral clients, top-producing agent Vincent Verni of Signature Premier Properties in Babylon, New York is clearly doing something right. With nearly a decade of experience, Vincent has built a reputation as a trusted agent who always puts his client’s needs front and center. “In 2009,” he explains, “I chose to fully enter the real estate business, knowing I could use my skillset in this field to succeed. I chose to take my years of experience managing projects and working with different types of people and align it to the challenging yet often rewarding world of real estate. My business has been growing each year, and I haven’t looked back.” Born and raised on Long Island, Vincent knows the area like the back of his hand, much to the benefit of his many buyers and sellers. “This is a wonderful place to live,” he enthuses. “You’re surrounded by the ocean and New York City, with access to so many activities. A member of the Long Island Board of Realtors, Vincent has sold all over the Long Island “I’m always honest with people,” says Vincent, by way of explaining the impressive level of loyalty his clients have shown him. “In this business, your reputation and integrity are so important. I don’t just tell my clients what they want to hear to get the listing, and I won’t take a listing that I know I can’t sell. I understand how stressful the process is, whether it’s buying or selling, so I always try to keep them at ease.”

first one. It’s always a new start either way. I’m a strong negotiator with excellent communication and organizational skills to close the deal.” Vincent has also marketed himself as the Long Island Home Seeker (www.longislandhomeseeker.com.) “I love this business because each day is different, and each client is unique,” says Vincent. “There are many great agents, but I’ve set myself apart by combining my energy and empathy with the use of technology and professional experience in delivering success for my clients. I focus on each person and home individually, rather than all the same. In this business, I always say that 10% different is 100% better than your competition.” Vincent enjoys spending his free time bonding with his husband and two daughters. “We enjoy amusements parks as a family. We like to entertain at our home, especially summer barbeques and parties.” A music lover, he enjoys attending concerts and shows as often as he can. Additionally, Vincent gives back to his community through a variety of organizations that benefit in-need individuals. Vincent, is an Associate Broker and Sellers Representative Specialist, is currently working on obtaining his Seniors Real Estate Specialist Designation. His goals this year consist of increasing his seller leads by 10%, increase his closes by 20%, and generating more qualified leads each month using online resources. Vincent will be continuing to provide his clients with superlative client service. “I always believe,” he says, “that the customer’s needs and concerns are my number one priority. My goal is to provide them with an extremely high level of personal service, and more importantly, to work with their best interests in mind. All the time.”

Staying in touch with past clients is of vital importance to Vincent, and he works to convey his gratitude towards them. He feels “It’s not my client’s job to remember me, it’s my job to not let my clients forget me.” He has established close friendships with his clients. “I become friends with my clients, I honestly care about them and their families. I keep in touch with a lot of people through social media, Facebook and Instagram. I also have a bi-weekly e-mail newsletter which works well for me” Cutting edge, savvy marketing has also played a large role in Vincent’s continued success. “Today’s buyers are very technology-focused, visual and tactile,” he says, “so I advertise my listings on over 720 websites, utilize social media extensively, have professional photos taken and professional-grade marketing materials to create that enhanced feeling with customers.” He offers staging consultations; home warranties, pre-appraisals and pre-inspections. It’s the more personal side of the industry that Vincent finds most rewarding. “I truly enjoy helping clients achieve their goals,” he says, “whether they are selling their home or buying their 8

For more information about

VINCENT VERNI, please call 516- 698 -6330 or email VVerni@SignaturePremier.com

Jesse Sasso is proud to congratulate

Vincent Verni

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

Jesse Sasso | Senior Loan Officer CrossCountry Mortgage | NMLS #13239 Cell (516) 972-7236 | EFax (631) 529-2062 Email: jesse.sasso@myccmortgage.com myccmortgage.com www.

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Are You Doing Business As YOU On Facebook? Are you ‘Doing Business As YOU’ on your personal Facebook page? In other words, are you posting your business content from your personal page? Yesterday a REALTOR® asked us, “Why should I bother with a company Facebook page? Can’t I just post everything from my profile page?” The answer lies in what we call division of content. As you may be aware, social media began as just that… social. It was never truly intended for business use. Over time, as businesses began to see the potential in reaching the masses in a new way, they began to intrude on this communication. Today, it is widely accepted that business will be conducted on all social platforms, but the manner in which we do so (and in which we are received) is still a touchy subject at times. We believe it’s important to be transparent on social media. Draw the line between communicating as the Person and the Professional. Not only does this help you keep your content separate and appropriate, it also gives the control to your network of family, friends, colleagues, acquaintances and customers. They get to decide whether to ‘like’ or ‘follow’ your company page. They get to decide whether they want to see your business related posts. User control is the #1 reason you need a business page if you’re conducting business on Facebook. Wouldn’t you rather have a willing and engaged audience over a forced, potentially reluctant one? We have personally eliminated many of the ‘DBA’ offenders from our news feeds and you have likely done the same.

As in all controversial social media topics, there is some gray area. And that gray area is often subjective, so consider this post food for thought and decide for yourself. We try our best to keep professional content on our business pages, with a couple of exceptions: 1. Philanthropic Promotion: We’re in favor of posting anything that will help an organization in need on both your personal and business pages. Nonprofits often have little to no marketing budget and rely on all of us to promote their good works, so we believe that’s a good line to cross (as long as it’s about the organization, and not you). 2. Recognition Tagging: Facebook does not allow you to tag an individual on your business page. Yes, there are some tricky work-arounds, but they are inconsistent at best. So when it’s truly important for us to recognize and tag an individual, especially someone who has done something nice for us (inviting us as guests on their radio show or podcast, for instance), we will generally post that on the business page first, then share it from our personal pages, along with a comment recognizing and tagging the individual(s) or business who helped us. Either way (personal or business), remember to be true to the social aspect. Our participation on social media should be about giving, helping, recognizing and connecting…especially when it comes to your business.

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 10

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LEATHA EAVES Top Agent Magazine

LEATHA EAVES Leatha Eaves always had an interest in real estate, but between her work with the Electrical Workers Union and her desire to have a family, the right timing had yet to arrive. When she and her husband were blessed with two sets of twins in two years, she decided to focus on the home front. In the midst of shepherding her family, she and her husband decided to sell their home themselves. When a prospective buyer kept giving them the runaround, Leatha watched in wonder as the broker on the opposite side of the table decided to do the right thing and instructed her client to make a definitive move. That experience stayed with Leatha, and when her children went off to school, she was finally ready to commit to a new professional path. As soon as she passed her real estate license, she went to work for the broker who had made such an indelible impression on her. Now, almost three years later, Leatha has surpassed every expectation set before her. In her first year alone, she completed over $5 million in volume and won a host of accolades, including the Rising Star of the Year award, and as second runner-up in total sales volume in her office. She is also the repeat recipient of the International Diamond Society Award, which places her in the top 10% of Coldwell Banker agents worldwide. This year, Leatha earned $2.7 in volume by March already. Serving aspiring buyers and sellers in the Chattanooga region, including Hamilton and Catoosa Counties, Leatha now earns a robust percentage of her business from repeat and referral clientele. By all accounts, her turn to the real estate industry has been an exceptional transition, and she’s cemented her status as a rising star in the ever-growing Chattanooga market. The secret to her success? Leatha cites responsiveness, personality, and personal commitment as the key drivers of her business philosophy. “I’m out here to help people change their lives,” Leatha says. “With that mindset, it’s made me successful and it’s made my clients want to refer me to their loved ones. I also answer my phone—that was my pet peeve when I was looking for a house. If my clients need me, I will always be there.” To keep in touch with her widening network of clients, Leatha connects through social media, texts, calls, and through an old-fashioned notebook where she catalogues all her relationships. Likewise, she recently hosted a client appreciation event that drew over a hundred new and familiar faces together for an evening of fun at Southside Social. When it comes

to marketing, Leatha leaves no stone unturned. From well-written copy to professional photography, each listing boasts an immersive presentation that sources buyers in short order. Local print ads, video work, and targeted exposure on social media and the leading digital listing platforms nets wide-ranging exposure in person and online. While she’s already been able to cultivate a track record of success at this stage in her career, Leatha never loses sight of the personal mission at the heart of each transaction. “I love what I do,” Leatha says. “To me, it’s not just about buying or selling homes; it’s about helping people change their lives. People move to get their children in a better school district, or they’ve relocated for a job and know nothing about the area, or maybe they’re trying to get in a better financial position. Whatever the reason is, it’s much more about helping people in their lives than selling a product. That’s been the key to my success, and it’s a pleasure to help others on their journeys.” To give back to the Chattanooga community she calls home, Leatha sponsors a variety of local events and teams, including the area high school’s football and baseball teams, as well as golf tournaments for charity. She enjoys giving to worthwhile causes like the Cancer Society and Habitat for Humanity. In memory of her daughter Brooke, Leatha also gives to the March of Dimes, a cause close to her heart. Professionally, Leatha is an avid participant in the Greater Chattanooga Realtors Association as a GCR Ambassador, and is enrolled in the GCR Leadership Academy. She also supports her real estate community through work on the Women’s Council of Realtors. In her remaining free hours, Leatha stays busy with her family, cheering on her kids at their various sporting events. She also enjoys fellowship with her church and catching the occasional round of golf when time permits. Looking ahead, Leatha has plans to continue growing her intrepid second act as an agent, with hopes to find even more opportunities to serve others on the path to homeownership. “It’s great to be successful, but the ultimate desire of my heart is to continue helping others move forward in their lives for the better, whatever their situation may be,” she says. “I’m not a miracle worker by any means, but I want to use my talents and I believe I’ve been given a calling to walk people through this process and bless others with what God has given me.” Now, with an ambitious spirit of stewardship firmly in place, the road ahead is sure to be bright for Leatha Eaves. “The keys are hard work, persistence, and faith. I’m very honored to have the ability to get up and face new challenges every day,” she reflects. “It’s a wonderful opportunity I’ve been given, and I’m just trying to make the most of it.”

To learn more about Leatha Eaves

visit LeathaEaves.com, email Leatha.Eaves@coldwellbanker.com, https://www.facebook.com/LeathaEavesColdwellBanker/ call (423) 718 – 2545, or visit her Facebook page here. www.

The PREIS Team is proud to congratulate

Leatha Eaves

on being featured for the state of Tennessee in Top Agent Magazine! The PREIS Team David, Alex, Will, Don, Donna, Katrina, Lisa & Christy

office@go-preis.com go-preis.com www.

6402 Hixson Pike, Chattanooga, TN 37343

PROFESSIONAL REAL ESTATE INSPECTION SERVICES

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

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t. They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out. A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 16

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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SARAH MERCER CHATEL

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With over 20 years of Real Estate experience, the Distinctive Atlanta Homes team culture is based on contribution - to our clients, to our referral partners, to repairs, while Sarah and her team provide concierge project our to each other. We to do. To management vendors for any and renovations they decide leverage our connections within promote maximum exposure for listed properties, she takes to the leading digital andwe to social media Atlanta and listing acrossplatforms Georgia as to reach a broad online audience. After working with Sarah highest levela of service to Ranger, had to list his seek home,the Greg Hiebert, former Army others. As a result, 90% of our this to say about his experience under her guidance: “The most impressive thing Sarahfrom did for us was lay out a process business comes referrals.

SARAH MERCER CHATEL After retiring from her role in technology hardware sales eight years ago, Sarah was ready for her next professional challenge. She’d earned her real estate license in 2004 and thought maybe she could use it now to work part-time. Much to her surprise, business grew quickly, because she’d called all her tech friends to let them know of her career change. Within the first six months, she realized that to serve her clients to the fullest, she’d need to commit wholly to her newly chosen path. In her first year, she sold $4 million dollars in real estate in a down market. Today, she has carved out a masterful reputation with a host of accolades, including a multi-year spot in the Atlanta Board of Realtors Top Producer’s Club. In 2017, she and her team closed forty-four transactions to the tune of $16 million in volume—a substantial feat that underscores her comprehensive track record of success. As the Rainmaker and CEO of Distinctive Atlanta Homes, Sarah leads a team that includes a Buyer Agent, Operations Manager, Listing Coordinator, and a part-time Administrator. She also happens to be a burgeoning author and influencer in her field, contributing an informative chapter to The Success Chronicles: Real Estate Edition. With 90% of her business generated by repeat and referral clientele, Sarah has built her business on memorable service that delivers results on her clients’ behalf. In considering her professional philosophy, Sarah cites forthright communication and interpersonal relationships as the driving forces of her enterprise. “My yes means yes and my no means no,” she says. “I’m very straightforward and clients know that if I tell them something, it’s the truth. In a process that can be as complicated as buying or selling a home, clients appreciate my honesty and willingness to speak plainly.” What’s more, Sarah goes the extra mile to ensure that her clients are attentively cared for. As a result, those relationships last long after the closing table. One way she accomplishes this loyalty is by taking a systematic approach to keeping in touch with current, former, and past clients, as well as other Realtors across the country. Her team leverages calls, emails, handwritten notes and twice yearly, they have client appreciation events that draw familiar faces back together. When it comes to listing properties, Sarah’s approach is comprehensive. First, she completes a prelisting walkthrough to address areas for improvement. Likewise, she offers staging services and ensures that next-level professional photography accompanies each home. Clients enjoy access to a vetted vendor list if they choose to make any upgrades or value-adding

that best positioned our home of twenty years for the most optimal sale price. While I resisted at first, because the We provide a concierge house required significant work, thankfully I finally trusted and believed in Sarah’s expertise. the very first day on experience while servingOn a broad the market, our house received multiple offers and sold for spectrum of residential clients more than list price. We were delighted that all of our hard those purchasing for the first time, work results in such a great outcome.”

those buying and selling luxury

While Sarah is a native properties; Floridian, she to her adoptive Atlanta as gives well asback international home of 37 years in any way she can. This includes regular fundraising for and domestic relocations. charities such as Trees Atlanta, the Alzheimer’s Association, the Atlanta History Center, Shepherd’s Spinal Center and UNICEF, to name a few. She also invests a portion of We every sales commission by making a contribution work tirelessly to positively to Atlanta’s chapter of Habitat for Humanity and she and her team have impact theyears. lives Likewise, of others through given over $60,000 in the last two the Distinctive Atlanta Estate. Homes team lend their Real energies four times a year to assist in-person on home build projects with Habitat, working alongside the new homeowner. In her remaining free hours, Sarah most enjoys time spent with family and friends, traveling with her husband, and making a break for the beach to return to her roots in the Sunshine State. Looking ahead, Sarah has plans to continue to grow her business, with hopes to take on a more active role coaching, teaching and mentoring in the years to come. “I love what I do because it’s about helping people on their personal journey,” she finally reflects. “We’re helping people begin a new chapter in their lives and I feel very grateful that people allow me to walk along that path with them for just a little while.” Now, with nearly a decade of intrepid experience behind her, and an ambitious outlook on her time ahead, the forecast looks bright for Sarah Mercer Chatel. “I got into real estate because of my passion for helping people on their journeys,” she reflects. “My mission statement is to leave a legacy of love by creating a-ha moments in every relationship that I have. At 60, I have the privilege to use my wisdom and compassion in what I do daily. For me, this is a calling and I feel very honored to be able to serve others in this way.”

To learn more about Sarah Mercer Chatel email sarah@distinctiveatlantahomes.com, visit distinctiveatlantahomes.com, or call (404) 784 – 4871 www.

Why Delegating is the Key to Long-lasting Success Delegating isn’t a dirty word. In fact, it’s the secret weapon of some of the most successful real estate leaders out there. Those that want to succeed and lead a business built to last understand that delegating is the key to growth and longevity. While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

DELEGATING DEVELOPS YOUR MANAGEMENT TECHNIQUE Have you ever considered that delegating tasks and responsibilities can help you, as Top Agent Magazine

a leader, develop your managerial skills? While the main objective of delegation is to distribute work in a balanced, efficient way, it’s also a chance to assign tasks with insight, calibrating your team in the process. Consider delegation an opportunity to build strengths and address weaknesses on your team by choosing specific tasks for specific employees. You can also work on and expand your communication skills, find ways to streamline your delegation tactics, and create opportunities for collaboration. Don’t just delegate blindly, be thoughtful in how you parcel out the workload and responsibilities. Doing so will allow you to fortify your

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While the idea of delegating may sound nice, consider a few ways in which delegating adds professional value that goes far beyond efficiency.

management skills, in addition to lightening your load for the better.

DELEGATING BUILDS COLLECTIVE CONFIDENCE Another byproduct of delegating is that it builds collective confidence in the ranks of your office. By giving employees the chance to flex their skills and control their own small slice of the pie, you’ll be fostering a sense of responsibility and growth on your talent roster. Not only will your staff benefit from the chance to step out on their own, but the team will also benefit as a whole, as each member will attack their duties with a renewed sense of confidence and competence. This collective aptitude will translate to clients and industry colleagues, who will sense the power of a practiced, well-calibrated team in which each member has the chance to shine.

DELEGATING SHARPENS WEAK SPOTS IN OFFICE COMMUNICATION Proper delegation requires clear communication and the careful outlining of responsibilities, goals, and expectations. By regularly delegating to staff, you’ll be giving the whole office the chance to curtail careless communication habits and establish a new benchmark for quality correspondence. Begin by setting an example by clearly communicating delegated responsibilities, leaving the door open for 20

questions, and by making progress reports the standard. After a while, these good habits will become engrained in your team, and your office will benefit from a uniform and effective communication style, no matter the project.

DELEGATING TURNS ACCOMPLISHMENTS INTO A TEAM WIN The ultimate goal of delegating duties is to get the job done, but when you practice delegation, each team member will have a stake in the outcome. In other words, a job well done can be celebrated by all. Giving your team the chance to invest themselves in an overarching project allows for a big pay-off once success is achieved. Not only does this boost morale and provide meaningful motivation for daily work, but it also builds a sense of comradery among the ranks. What’s more, team members will know they’re taken seriously and considered valuable to the team’s dynamic. And don’t forget: a job well done is a reward in and of itself, but it also doesn’t hurt to demonstrate your gratitude for a team goal accomplished. Delegating responsibilities isn’t a new idea, but the benefits are more plentiful than most imagine. With that in mind, capitalize on opportunities to delegate and you’ll not only be bolstering your business, but building your team and your own professional profile for the long haul.

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KATHY HOBBS Top Agent Magazine

KATHY HOBBS Kathy Hobbs hadn’t initially considered a career in real estate, but while she was attending college, she began working for a real estate appraiser in the the Dallas/Fort Worth area and was quickly hooked. “I enjoyed it so much that I changed my college major to real estate and got my real estate license. I continued to work on the appraisal side for several years, and I’ve been selling real estate for 19 years now. It is my true passion.” Kathy began her sales career when she moved back to East Texas. She eventually earned her broker license, as well as earning her Graduate REALTOR® Institute (GRI) designation, which is a way to stand out to prospective home buyers and sellers as a REALTOR® who has gained in-depth market knowledge and increased proficiency in a broad array of subjects to enhance professionalism and business success. In 2015 and 2017, she made the EXIT Realty top 100 list for North America and Canada. Kathy describes EXIT Realty Pinnacle Group as one big happy family who help each other out always in the pursuit of being the premier brokerage in their area. They serve the Northeast Texas counties of Hunt, Rains, Wood, Kaufman and Rockwall and specialize in waterfront properties. Everyone at EXIT Realty Pinnacle Group operates themselves with the utmost integrity and are well known for being highly ethical and professional. Kathy has built her reputation on providing a customer experience that is truly exceptional. “I treat customers selling a $50k property the same as a $500k property. I work with my clients best interest in mind and they appreciate my knowl-

edge in the real estate industry. I’m also always available to my clients when they need me. I’m thrilled to be a part of this wonderful community and love to share my enthusiasm and knowledge with others.” Through EXIT Realty, Kathy is able to offer her clients all of the latest technology and innovation systems, offering everyone who works with her a distinct advantage. I have an exceptional contact management system with top tier online and offline drip marketing campaigns, which allows me to maintain all of the relationships I’ve built long after the active transaction. The EXIT Realty Resource Center is a huge part of my marketing strategy. I’m able to offer virtual tours, video, lead generation technology, geolocation lawn signs and much more. I also offer professional photography and drone pictures, all of which leads to my listings selling faster and for top dollar.” Kathy is active in her community and is particularly passionate about supporting the local schools, Habitat for Humanity and the Center for ASD. When she isn’t working, she enjoys spending time with her family and enjoying all that her lake community has to offer. Kathy would like to continue to grow her business, but for her it really is all about maintaining the level of service that she has become well known for. “I have a real commitment to providing customer service that exceeds expectations. I work hard to make sure every transaction is a win/win for everyone involved. I get great satisfaction from helping people. My tagline is “I love to sell real estate” and that couldn’t be more true. It’s a very rewarding career.”

To learn more about Kathy Hobbs call 972-741-2421, email texaslakehomes@gmail.com or visit tawakonilakerealestate.com www.

How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contactâ&#x20AC;&#x2122;s attention. Let them know they are welcome and that you appreciate their interest. Top Agent Magazine

2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

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add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated. Schedule emails to go to each client that celebrate their purchase anniversary or birthday. Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention. You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner. 24

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LISA HUMENIK Top Agent Magazine

LISA HUMENIK Top Agent Lisa Humenik of RE/MAX Crossroads in Northeast Ohio has spent more than a decade helping clients sell their home or find the perfect new place or investment to meet their needs. Her clients include residential home sellers, investors, move-up and first-time buyers. Lisa’s goal is to assist all her home seller clients an expedient and profitable sale of their home in the shortest amount of time. Her state-of-the-art marketing strategies include extensive internet, video, social media, print, and mobile marketing to expose your home to the most qualified buyers. Entering each transaction with a comprehensive, detailed strategy has allowed her to provide her clients impeccable, topnotch service, and has also played a large role in establishing her as a local area Realtor who can be trusted. Lisa came to the world of real estate via a longtime marketing career in corporate America. In 2007, she decided to pursue new sales and marketing opportunities back in the Cleveland area to be closer to family and friends. That was in 2007, and her decision to become a real estate agent has paid off handsomely. She has since accumulated numerous recognitions and designations, including RE/MAX President’s Club, and RE/MAX 100% Club. She is also a Homes of Distinction Specialist, Residential Relocation Specialist, and a Professional Property Stager (PPS) and is continuing her real estate education each year. Working with the support of her excellent support team, Lisa services the western suburbs of Greater Cleveland. The excellent service she provides has resulted in a business that is based 75% upon repeat and referral customers, a number that is growing with each passing year. There are many reasons for this client loyalty. “I do a very good job of staying in touch,” says Lisa. “I always strive to do a great job for them, and by doing that they remember me and refer friends and family.”

Sophisticated, state-of-the-art marketing also plays a large role in Lisa’s success. “I have a strategy to market my listings,” she explains, “I use geo-targeting so I can locate potential buyers based on geography and demographics, so my ads show up when they’re searching online on the web. I also do highly-targeted and paid promotional advertising on social media.” Standard practice methods such as just-listed postcards, direct-mail campaigns and print advertising are also heavily utilized to great success. In addition, professional photos and videos are utilized to showcase her listings to outshine other homes on the market and attract more buyers. Staying in touch with past clients is of paramount importance to Lisa. “I do a really nice annual calendar that I send out with a client Thank You letter,” she says. “also a quarterly newsletter with a market update report, and maybe some fun things that are going on in the city. Her Facebook business fan page, AmazingNortheastOhioHomes, has over 1,300 fans and past clients. The appreciation her clients feel for Lisa is evidenced by this glowing review of her services on Zillow.com: “I could not have asked for any better service from a real estate professional in the business today. Professional, honest, reliable, goes that extra mile are but a few of the words I can use to describe Lisa. I would use and recommend no other real estate agent for real estate services.” When not selling real estate, Lisa enjoys walking her dog in the MetroParks and spending time with her boyfriend and family. Giving back to her community is also an imperative for Lisa, and to that end she donates a portion of every commission to the Children’s Miracle Network and Rainbow Babies & Children’s Hospital. “Customer service is key,” says Lisa, by way of explaining her success, “so I offer all my clients a one hundred percent happiness guarantee. It’s really a pleasure helping them move on to their next stage of their life.”

For more information about Lisa Humenik, please call 440 - 476 -4959 or email LisaHumenik@gmail.com 26

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 28

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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CHAD LEONBERG

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CHAD LEONBERG It’s no surprise that Chad Leonberg has quickly become a rising young star in Pittsburgh area real estate. His mother worked in real estate for seventeen years, and when Chad bought his own home, he renovated it from top to bottom. So it made sense for him to start a career doing something he both loved and had always known. He now leads a growing team of six agents and an administrative assistant serving Allegheny, Beaver, Butler, Lawrence and Washington Counties. What sets Chad and his team apart from other realtors in the area? They use cutting-edge technology to support their clients and market their listings. “We are very tech-centric. Being younger and in the business, that’s been one way I am very different from other agents in the Pittsburgh area,” he explains. Chad and his team use the most innovative technology possible and have systems in place that allow them to make data-driven choices about each listing. “No matter how well we may know a neighborhood, we like to base things off of facts and off of what the numbers are saying because numbers don’t lie,” he says.

To stay in touch with past clients, Chad and his team send out holiday gifts and small cards; reach out via social media and email; or make a call or send a text to say hello. Chad also loves to pop by and see the how past clients have really made a new home their own. What’s Chad’s favorite part of the job? “It’s just great to be able to help my clients out honestly and ethically and give them my 100% true opinion,” he says. He enjoys taking the time with clients to find the home that truly suits. “I love being my clients’ advocate in the real estate world,” he explains. To give back to the community, Chad’s team has sponsored a variety of fundraisers for local schools and sponsors a local baseball field. He’s excited about all the cultural growth in Pittsburgh and wants to continue contributing to it! In his free time, he loves to spend time with his wife who is also part of his real estate team—and their daughters. He also enjoys playing ice hockey. Chad spent all of last year fine-tuning his team’s systems to ensure every process goes smoothly. For the future, he wants to continue training new team members and helping them to achieve their own personal and professional goals. With his commitment to honesty and service, he’s sure to make that goal a reality!

As a result of the amazing service he provides, over 30% of his business comes from repeat and referral clients. His clients come back to him due to the ease of the transaction. “Our goal is to take a very complicated process and just simplify it. At the end of the day, our clients wants to be happy in their new home, or have an easy process selling a home for top dollar. We just want to make that process simple for them, and easy to understand,” he explains. Chad and his team are known as masters of marketing. They take a modern day, techno-centric approach, putting a lot of emphasis on carefully positioning each listing on Zillow. They artfully edit high quality photographs and conduct a thorough marketing campaign via social media, Craig’s List, Back Page and other essential sites. They also use “sticky ads” that market to people who have been searching for a home. “Basically, we put each listing anywhere and everywhere on the internet,” he says. Chad also advises clients on how to best stage each property, so that potential buyers are able to envision living there themselves. 30

To find out more about

CHAD LEONBERG, email chadleonbergteam@exprealty.com or call 724- 630- 5955. You can also check him out online at pitthomesearch.com www.

8 Tips on Using Disruptive Thinking to Improve Innovation You might be wondering what disruptive thinking is. How can anything disruptive be good? Well, if you’re caught in a stagnant place, shaking things up might be exactly what you need to gain some momentum in your personal or professional life.

the norms that keep you from being creative and implementing big ideas. Here are some simple things you can do to find opportunities that might be hidden if you stay stuck in the status quo.

Sometimes taking a step out of your bubble will give you a much needed perspective and allow you to achieve the breakthrough you need to take things to the next level. There is no more valuable commodity in today’s business world than innovative thinking, and the key to innovative thinking is breaking down

1. TAKE RISKS

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Without risks, there usually won’t be any major rewards. Sure being steady and careful might keep things going marginally well, but if you really want to go big, you need to go all in sometimes. If you go through the history of great innovations, none of them

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt. 2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition. 3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea. 4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out. 5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 32

to a million reasons why something won’t work. But there really is no harm in ignoring your initial impulse and thinking it though a bit more. If you or someone you work with has passion for an idea, it’s definitely worth pursuing. 6. CHANGE YOUR PERSPECTIVE We tend to look at things in a linear way. If you feel like you’ve stalled out on something, literally flip the script. Re-imagine it from different perspectives, reverse engineer the process. Anything you can do to see it from all angles, might get the creative juices flowing again, and could even lead to a breakthrough. 7. VALUE CHAOS Yes, it’s great to be organized and have a plan, but sometimes a little randomness can be that added ingredient that makes it all work. One of the major keys to successful disruptive thinking is breaking up everyday patterns. Sometimes the path to rational solution is filled with chaotic moments. 8. BE WILLING TO LET GO Don’t be rigid. Even the best ideas can always be refined and improved. You’ve invested a lot of time in your idea and it can be hard not to cling to it, but input from other people will only strengthen what you want to do. Having big ideas is great, but you also need to be pragmatic. Recognize changes you might need to make to get your big idea implemented. Disruptive thinking is all about flexibility.

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ROBERT BRIAN BEACHUM Top Agent Robert Brian Beachum of Pier View Properties in Norwood, North Carolina has spent more than a decade helping grateful buyers and sellers in this beautiful lake region of the Tar Heel State. His experience with homes goes back even further than that: at the age of seventeen he was framing homes in a subdivision, an experience that has imbued him with a deep knowledge of home construction, which in turn benefits his clients greatly, whether they’re shopping for a vacation home or a permanent residence.

home are everything. I started doing virtual tours with drone videos four years ago, and I was the only agent here that was actually doing that. It can be very expensive, but it has made a big difference.

“I was framing houses as a summer job,” he explains, “and then I got away from the construction mindset and decided to do something that a lot of people from this area only dream about.” That pursuit entailed working for NASCAR and Hendricks Motor Sports. After a while, the nine-to-five, clock-in, clock-out aspect of the job began to lose its appeal, and Brian decided to give real estate sales a try. “My wife and I live and owned a water ski pro shop on Lake Tillery, and having grown up in this little town I’d start giving advice to customers and telling them about the lake. It just clicked with me one day, that I wasn’t happy doing the nine to five thing, and I had this epiphany.” While still working full-time for Hendricks, he attended night school to obtain his real estate license, and hasn’t looked back since, even opening his own firm in 2016.

As a Premier Agent on Zillow, where he has a perfect five-star rating, his clients have shown their appreciation for Brian with glowing testimonials, including this one: “Brian was a great Realtor and got us top dollar for our property that we thought would be a hard sale. I would highly recommend his service to anyone looking to buy or sell real estate in my area or the Lake Tillery area.” When asked what advice he might have for those considering a career in real estate, Brian replies, “You never know what the world has to offer until you take a little leap of faith. Being a small business owner is not for everyone or for the faint of heart, but the greater the risk, the greater the reward.”

Brian truly enjoys the flexibility his chosen profession affords him, and the relationships he develops with his clients. “I enjoy working with people, and the competitive side of me just loves the rush of putting a deal together. I love the interactions with people and I also love the fact that this is not a nine-to-five job,” he explains. “I put a lot of hours in, but there are days where you can have a little downtime and break away to play golf in the middle of the week when no one else is on the course.”

Working with three other agents in his office (including his daughter), Brian can boast of having a business that is based nearly 70% upon repeat clients and referrals from satisfied customers. When asked to account for this exceptional level of client loyalty, Brian replies: “What it basically boils down to is that I always have my client’s best interests I mind, even if it kills the sale. And those people will always give you a great referral. Word of mouth is better than any kind of advertising.”

For more information about

Utilizing modern technology to his advantage, Brian’s marketing skills are unparalleled in the area. “In my opinion,” he explains, “first impressions when marketing a

please call 704 - 796 - 0158 or email RBBeachum@yahoo.com

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BRIAN BRIAN BEACHUM

LORAN COWEN Dedication to serving others, a background in sales, and being a “people person” are just a few of the ingredients of real estate success for Loran Cowen of Keller Williams Atlanta Perimeter. “I’ve also always loved real estate,” she says, noting that prior to earning her license, she regularly showed her husband houses she found online, explaining their attributes to him with detail and enthusiasm. “One day he said, ‘You love this. Why don’t you do it professionally?’ and it was like light a lightbulb went off!” At the time, in 2016, having spent the first decade of her career in media sales, Loran was still working full-time in her most important role as mother of two daughters. When the idea of selling real estate suddenly came to the front of her mind, the itch to return to work intensified. A consummate professional, Loran has earned a strong reputation among buyers and sellers in the upscale communities of North Fulton and East Cobb. From the start, Loran has worked nearly completely on referrals. “Most everyone I have worked for has either been someone I’ve known personally or who was sent to me on referral,” she says. But knowing people is only one piece of building a business. Loran also delivers results. “I think my clients refer me to friends because they see I’m very service oriented. I make sure they are happy.” Throughout every engagement, Loran communicates. “I am always available to my clients and make sure that everyone knows where everything stands at all times from contract to close and even beyond.” Because her buyers and sellers are Loran’s priority, she consciously does not take on too many clients at once. “This way, each of them gets the personal service and attention they

deserve.” That service, she explains, leads to deeper relationships, which fuels even greater interaction, even long after a transaction. “I send personal emails and meet up with clients for lunch or coffee and stay in touch on social media.” When marketing listings, Loran ensures each property is completely market-ready. “Research has shown that staged homes sell faster, therefore I offer free staging consultations for my clients,” she says. “Staging is important even in the most beautifully decorated homes, because that doesn’t always show in the photo. Prospective buyers make decisions to see homes based on those pictures, so they have to be perfect.” She and the stagers work diligently with sellers, streamlining each area of the home to capture its essence and beauty in pictures that require little explanation. “Then I do good amount of online marketing, social media marketing, and send fliers out to the brokers and within the neighborhood.” People remember the effort Loran puts into each transaction, whether they are seeking their dream home or selling. “The feedback I hear the most is that I was the hardest working agent my clients have ever had,” Loran says with a smile. It wouldn’t occur to her not to work as hard as she possibly can for them. “I like everything about what I do,” she says. “I like the people that I work with, I like the sales side and I love looking at homes.” She also likes that working in real estate keeps her involved in the local communities, where she is a big supporter of her daughters’ schools and takes part in community meetings. “It’s important to always know what’s going on in the community and in real estate, and to stay on top of any new developments, growth or news on local issues and schools.” As she continues to build her business, Loran’s goal is to maintain her philosophy of keeping a good balance between her family and her work. “That’s my top priority, to make sure that I’m fully available to both my family and to my clients, without compromising either.”

To learn more about Loran Cowen

visit lorancowen.com or facebook.com/LoranCowen, email lorancowen@kw.com or call 678.644.2434 http://

www.

Becoming the Best of the Best By Verl Workman

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

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

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

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post information and articles that affect those homeowners • Gather e-mail addresses of people interested in what is going on in the area, and begin a monthly Podcast where you discuss trends and market information. • Read local and national real estate magazines, articles and blogs to stay caught up with what is happening nationwide so you can compare your market to other similar markets around the country. Technology is a valuable asset for consumers and agents alike, so find ways to put it to work for you. By establishing yourself as the expert and sharing your unique knowledge 36

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

BRENDA & SKYLER DEEMS Growing up around real estate, the desire to become a REALTOR® always stayed with Brenda Deems. “I come from three generations of real estate, including my mom, myself, and my daughter,” she says. When the opportunity presented itself in 2000, she entered the industry and hasn’t looked back. Adding to the excitement, in 2016 her husband, Skyler, made the career jump into real estate after owning and operating a local business for several years. The power couple share deep roots in Washington, PA, where they graduated from Trinity High School; they represent a large number of buyers and sellers in Southwest Pennsylvania as well as parts of Florida. With their buyers, they joke that when someone closes on a house, they also get Skyler and Brenda. “We come with the house!” says Brenda with a laugh. That’s because this couple’s primary goal is to ensure that every client, whether buyer or seller, is completely satisfied and comfortable with their decisions during and long after the transaction. They are known for the time and dedication they devote to their clients, even in low-inventory markets when finding the best property can be challenging and involve tough negotiations. “We make ourselves available 24 hours a day,” says Brenda, noting that, because they work as a team, someone can always meet with a buyer when they want to see a home. “For sellers, we’re known for the amount of marketing we do,” says Skyler. “Our extensive marketing pushes listings out to so many people and our listings sell very quickly.” They conduct extensive social media marketing campaigns to extend their reach beyond the strong syndicated online exposure through Northwood Realty Services. “And we don’t just do simple open houses,” he adds. “We have a helium tank at our house and fill at least 20 balloons and put directional signs from the main roads to the location.” In doing so, they’ve sold houses to people who weren’t even looking to buy. “They followed our signs and ended up buying!”

Brenda describes herself as a “people person” who loves seeing people’s joy when their offer is accepted or they sell for a good price in a short period of time. “You see their face and know they realize you were a big part of making it happen because of the obstacles that you had to overcome during the process.” Skyler says the couple’s mission is not just to sell houses but to build long-lasting relationships with trust at the foundation. “We enjoy working with people and doing the right thing,” he says. “Sometimes that means letting them know if we’re concerned they won’t get the return on their investment that they think they will.” They want every buyer to have confidence that, should they need to sell, they can get their money back. “Skyler won’t sell someone a house if he thinks it’s crap!” says Brenda to which Skyler adds, “And we’d never do whatever they want just to make money. Yes, this is our livelihood, but we’re in it for doing the right thing.” Their attitude resonates and is reflected in the trusting relationships they have developed through real estate. Buyers are in awe at how Brenda and Skyler bend over backwards to meet with them at odd hours and make them comfortable with what can be a confusing experience. Sellers, meanwhile, appreciate Brenda’s and Skyler’s eagerness to listen to their needs and implement clever marketing strategies – even selling a home quickly in the middle of a snowstorm. As their reputation grows, Skyler and Brenda plan to establish a team, including a buyer’s agent and a marketing professional, to free up more time for them to engage one-on-one with clients. They have doubled their business year-over-year in recent years and plan to continue doing so, while also supporting organizations like Special Olympics, Make-a-Wish Foundation and the local children’s hospital – as well as enjoying time with the grandkids. While it may seem like they’re always working, real estate is Brenda’s and Skyler’s passion. The happiness of their clients is their reward.

To learn more about Skyler and Brenda Deems, visit skylerandbrenda.northwood.com or skylerandbrenda.com, https://www.facebook.com/skylerandbrenda/ go to their Facebook page, email brendadeems@hotmail.com or call 724.825.6185 http://

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SERGIO EGUIARTE Top Agent Sergio Eguiarte of Baird & Warner in Glen Ellyn, Illinois has been providing exceptional client service to his many buyers and sellers in the Western suburbs of Chicago since 2007. Since then, he has made a name for himself as a real estate advisor who can be trusted to place his customer’s best interests front and center. The son of a real estate agent, Sergio was almost predestined to become a Realtor. “I grew up in the business,” he explains. “After school I would go to my mother’s office and do my homework there. I found what she did very, very interesting.” Obtaining his license at the age of eighteen, Sergio began flipping condos while attending college in his early twenties. When the market took a downturn in 2007, he finally decided to give sales a try. “I think starting out in a slow market really helped me out,” he says. Now one of the most respected agents working in the Chicagoland market, Sergio clearly made the right decision. With nearly eighty percent of his business based on repeat and referred clients (including a significant number who are referred by other agents), Sergio’s reputation as a skilled professional continues to grow daily. When asked what might account for this exceptional level of client loyalty, Sergio grows introspective: “If asked to speculate, I’d have to say that it’s because I’m thorough and I like to make sure that people are treated right. For me, it’s not just about the volume of business I’m doing, it’s about the quality of service that people receive.” Sergio’s clients are in good hands from the the beginning of the transaction until the end, and in most cases even well beyond the closing table. “I’m all about the negotiation,” he explains. “It’s fun to get the deal done and obviously get paid for my efforts, but I really watch out for my client’s dollar. I think that’s

especially important because the majority of my sellers are getting ready to retire, so they’re transitioning from an active role in the labor force to now being on a fixed income. So at the end of the day, every dollar does count and I try to make sure they get as much money as possible when they go to sell their home.” Intelligent, focused marketing plays a large part in Sergio’s success. A comprehensive application of social media platforms to push his listings front and center has proven fruitful for his business. Among the platforms he utilizes is LinkedIn, which he finds provides exceptional results. “I feel LinkedIn is an under-utilized resource for advertising your properties,” he says. “If you connect with the right people, you can really find the perfect person for your client’s listing.” Old-fashioned, tried and true techniques like the simple phone call have also proven effective. Sergio truly enjoys what he does, something his clients can easily intuit. “I like the people aspect of what I do,” he enthuses. “Just connecting with people on a personal basis. My clients allow me to be involved in something that is very private. It’s a privilege to witness the dynamic of how their family works, and you become an integral part of their family, at least for a short time.” When he’s not working, Sergio enjoys nothing more than spending time with his family – they love to camp - and is passionate about giving back to the community, which he does through Baird & Warner’s Goodwill program. “With me,” says Sergio, “what you see is what you get. At the end of the day, I simply want to do a good enough job that people are happy to call me their friend.”

For more information about Sergio Eguiarte, please call 630-942-6959 or email Sergio.Eguiarte@bairdwarner.com Copyright Top Agent Magazine

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Branding Bad in Real Estate Marketing by Rob Flitton

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

with their brokerage company is a mistake that is causing them to be invisible to a large pool of potential clients, and lose traction or growth in their business. This mistake sees them repeating anemic efforts season after season to hunt for clients, instead of reaping the much larger benefit of farming or growing clients. In any given marketplace there are, say, a dozen major real estate brokerage brands. Just like some people love Ford and hate Chevrolet, or like Apple and hate Microsoft, they will either like or love the brand you’re with, or be indifferent to it—we can ignore the indifferent category, because they make the case that the company’s brand isn’t very important. By choosing to co-brand or line up with their brokerage, the agent therefore has as much as an 11 out of 12 chance of alienating a potential client. And there is another devastating result—the agent ends up financing the brand of their brokerage. 39

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

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

And finding potential clients comes down to two fundamental activities: hunting—the effort to find “right If an agent ever decides to look into now” business every day form a changing their brokerage they are variety of sources; and farming—the somewhat trapped. Not only do they effort to grow a reliable bounty of lose any equity or money they spent leads by having a long term online on co-branding and collateral mater- and offline strategy with the agent, ials, and the reliance on having some and not their company, as the central leads here or there, but they are empty- core of a targeted branding strategy. handed vis-à-vis Google Juice—each time they leave a brokerage, they are Rob Flitton is a Seattle Real Estate Marketing specialist helping independent starting all over. The solution for any agent is to drill 40

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

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JOE FRAZZANO Joe Frazzano got his start in the real estate industry while he was in college, working for one of the largest homebuilders in the country. He started off as a host and quickly moved up. After nine years with the company. Joe got his license and struck out on his own. 30 years later, he is a top producing agent, and one of the most respected names working in the lucrative Northern California real estate market. Joe leads a small team, which serves all of San Francisco’s East Bay, including San Ramon, Dublin, Danville, Pleasanton and Walnut Creek. They’ve been the #1 Team in Contra Costa and Alameda Counties combined since 2010. Joe has earned a high rate of repeat and referral business something he credits to the exceptional customer experience his team offers. “My clients remember how they were treated, appreciated and and cared for. That makes them comfortable recommending us to their friends and family. Once the transaction is over, we’re still there to help them. We have a moving van they can use free of charge. We’re always available as a resource to them if they need a vetted recommendation for a service provider or they need to know anything about the schools systems. After closing we’re still here as a concierge service.” Joe and his team go the extra mile when it comes to marketing their listings, as well. That all starts with preparing the property to sell. “Our marketing i something that really sets us apart. We spend a lot more time assisting our client to prep their home than most. We get the property cleaned, staged, and landscaped. We offer our clients a lot of guidance through that process, since you never get a second chance to make a first impression. Then we get the best photography, including drone photos. With our team experience and market knowledge we then price the home properly.” Once the property is show ready, Joe and his team get the listing maximum exposure by utilizing a comprehensive approach to marketing that takes advantage of both traditional and more modern Top Agent Magazine

methods. “All of our listings are enhanced on the major real estate websites, and we do a lot of social media marketing. We also still do direct mail and print media. Out team holds open houses every weekend that always have a team member there to answer questions. You never know where that perfect buyer will come from, so we do as many things as we possible so we’re able to sell our clients’ homes faster and for more money.” Joe believes strongly in giving back to the community he represents and he and his team support the local schools and youth sports teams. In the past they have also volunteered with Habitat for Humanity. When he isn’t working, he likes to spend time with his family and vacation at their homes in Spain or Maui. Joe would like to continue to build on the success of his team and is always looking for ways to improve through the latest technologies and industry innovations. “This is such an exciting business. You’re always meeting new people and and being challenged to come up with new and creative ways to do business. I always tell new agents that if you love what you’re doing and have a passion for it, you’ll have a long career. As a Realtor®, you get to make a difference in people’s lives and that’s incredibly rewarding.”

To learn more about Joe Frazzano email joe@frazzanoteam.com, call 925 890 0285 or visit frazzanoteam.com www.

ANN GUTTMAN When speaking to Top Agent and Associate Broker Ann Guttman of Keller Williams New York City, one can’t help but notice her authenticity and genuinely compassionate nature. These characteristics, combined with a deep knowledge of the Big Apple real estate world have catapulted her to the top of her profession in this highly-competitive market. Ann began her journey in real estate in 1987. “I was on the Board of Directors for a self-managed building,” she explains, “so I was handling all the sales and I liked it. I was also a freelance French Horn player playing all over the city in major venues.” While she sells primarily on the tony Upper West Side, her client relationships take her wherever she needs to go throughout the city. With nearly all of her business based on repeat and referred clientele, Ann is clearly a Real Estate broker to be reckoned with. When asked to account for this exceptional level of client loyalty, Ann grows thoughtful for a moment before answering: “It’s about trust,” she says. “I also ask my clients open-ended questions to find out and see exactly what they want and need.” Ann is also a real estate coach and trainer, and has been imparting her knowledge to other agents for a very long time. “I’ve had an enormous amount of training myself,” she explains, “and I think that’s comforting to my clients because I can easily tell them what’s in their best interest, and educate and inform them that it is the market that sets the price.” Maintaining contact with past clients is of vital importance to Ann, and she hosts annual client parties to show her appre-

ciation. “That’s basically how I stay in touch,” she says, “and I also send out handwritten cards.” Cutting-edge, savvy marketing plays a large role in Ann’s continued success. “I put all my listings on all the websites in the city that post listings, and I will also do an open house and invite everyone in the building for the first hour to view the apartment.” These open houses are generally lavish affairs, and are informed by Ann’s musician background. “Two of the apartments I just sold had pianos in them,” she says, “and I hired a pianist for them, and I always have food. Not that other people don’t do food, but the piano concert is truly amazing. I’ve also hired a flute and guitar duo.” Despite the financial rewards of her chosen profession, it’s the more personal side of the real estate business that provides Ann with the most satisfaction. “It’s about the relationships,” she explains, “and the bonds that are built. Over the years I’ve gotten really good at that. I train other agents how to build relationships. It’s also important that my fiduciary responsibility always be toward the seller or the buyer, depending on who I’m representing and what’s in their best interests.” Giving back to her community is important to Ann, and to that end she is heavily involved with both human and animal rights organizations. “I have three rescue dogs,” she says, “and I work with the ASPCA.” As for the future, Ann’s plans are simple. “I’m going to continue going full-speed ahead and put into place everything I’ve taught and learned,” she says. “I want to serve my community and the people that I know and love.”

For more information about Ann Guttman, please call 917 -545- 3365 or email ann.guttman@kwnyc.com 42

Creative Meditation

for the Real Estate Professional The real estate world can be an industry of intense emotional and psychological pressure. Deadlines, meetings, employee needs, client needs and a hundred other items on which one needs to focus on a daily basis can create an environment that is not only not conducive to mental well-being, but can be outright detrimental. Learning to quiet the mind has been the focus of meditation for millennia. While those not familiar with the concept of meditation may instinctively think of yoga mats, incense, and chanting when the word “meditation” arises, there are in fact, many forms of meditation that can integrate quite Top Agent Magazine

easily into the daily hustle & bustle world of the busy real estate agent. First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 43

Repeating a mantra can be very calming, particularly when you are trying to rid yourself of negative, self-defeating thoughts. These are just five examples of times when you can take advantage of meditation techniques to quiet your mind and, by extension, increase productivity. A calm mind is a more thoughtful, better tuned instrument. Here are some examples of meditations you can try.

For when you’re driving, download and listen to any number of audio Guided Meditations available on the internet. YouTube has a generous selection of these, many of which are geared towards success in business.

2 Repeating a mantra can be very calm-

ing, particularly when you are trying to rid yourself of negative, self-defeating thoughts. It doesn’t matter what words you choose, as long as you feel good about your choice. “I am a success” or “I will approach all of my clients with love today” are two examples. Whatever works for you and gets you into the desired mindset.

3 Something as simple as listening to pleasant music in your car can be considered meditation, provided it brings you to a place of comfort as opposed to one of spiritual discordance.

4 The most important thing, however, is to take time to find gratitude in everything you do. Count your blessings, be grateful the exciting career in real estate you have built for yourself.

Once you’ve mastered some of these techniques at quieting your mind, you can attempt to find some that work even better for you. Walking, plain silence, or even exercise can have meditative qualities and benefits if practiced on a regular basis. When you’re truly feeling calm, your clients can sense this. And with this comes the feeling that you can be relied upon to stay focused and calm in any unforeseen circumstances. And in the world of real estate, that’s a highly prized commodity. Top Agent Magazine

LENKA HLADIKOVA People perceive Lenka Hladikova as so kind that, initially, she works harder than many other agents to convince clients of her competitive spirit. A real estate agent since 2013, Lenka grew up in Slovakia where she studied medicine and began playing tennis at age six. “I competed among the top juniors in the country until age 13, played on college scholarship in the U.S. and also competed on a tour as a professional player.” Lenka transfers that experience directly to every aspect of her life. From her strong work ethics to her controlled, competitive spirit, she offers dedicated professionalism and knowledge to everyone in each real estate transaction. Buyers and sellers in lower Fairfield County, Connecticut, communities like Stamford, Greenwich, Darien, Norwalk, New Canaan, Wilton, Weston and Westport are fortunate to have Lenka helping them. “People notice how passionate I am,” says Lenka, who entered real estate after leaving a high-pressure corporate job. At the time, she wanted to work closer to home and her young daughter. Her clients notice that the more challenging a situation, the more passionate Lenka becomes. “Once I recognize something as a challenge, I get even hungrier and want it that much more!” Her first listing, for instance, was a property previously listed by a well-known local agent. Undaunted, Lenka, leveraged her tenacity and the teamwork within Halstead Property. “I had the best support!” Unique to Halstead is the agency’s spirit. “Everyone is special to me; we embrace healthy competition, cheer each other on and celebrate each other’s professional and personal victories.” That first high-profile listing closed quickly. Soon she was off and running with more sellers alongside the buyers she enjoys representing. And by delivering the best possible service and striving to exceed clients’ expectations, her past clients began referring others to her. “People say they see me as driven; I’m definitely an opportunist and I make things happen.” She responds to all leads within

minutes, adapts to her clients’ demanding schedules and works well with people of all personalities, backgrounds and cultures. For many, she is a model and resource for how to find success in a new country. “I truly care about people’s happiness and the success of their transaction.” Lenka makes it her top priority to ensure that, regardless of outcome, there are no regrets. Even if a buyer is convinced the first property they saw is the perfect match resulting in an offer, she insists on showing other comparable properties. “It’s human nature for buyers to start comparing what else is out there after they close.” she says. “I like making sure they are confident that they didn’t miss out on anything.” Lenka sees her career progressing in the direction she needs to go. “In the future, if I am ever able to decide between business and medicine, I may go back to school to pursue my master’s/doctorate degree, but for now I want to advance my career with continuing education.” In addition to working with more sellers in the future, she plans to earn additional designations, such as her most recent as an Accredited Buyer Representative (ABR). “There’s always more that I can pursue; giving up is not an option,” Lenka, one of Halstead’s Rising Stars of 2016 exclaims. “In just a few years, I joined the Golden Circle alongside three other top producers in our office. Now, agents approach me for advice on the challenging parts of transactions; I love being an asset to my colleagues.” Lenka believes that all obstacles to a person’s success lie within themselves. “I am a living proof that passionate approach, determination, integrity and perseverance are the perfect recipe for success. I tell people it’s amazing what great things happen when you simply dare. Just like in tennis, failures and losses are an essential part of both life and real estate. Without them we wouldn’t fully taste the victories. A great friend of mine once quoted Mark Zuckerberg, suggesting that the biggest risk anyone can take in life is not to take any risk at all.” With colleagues, this belief helps her motivate and inspire. And with clients, it helps her educate and guide others so that what might seem risky is, in fact, a strategically calculated change aimed at a higher goal.

To learn more about Lenka Hladikova, visit lenkahladikova.halsteadagent.com or on Facebook, email lhladikova@halstead.com or call 203.273.3771 http://

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INNA MURAVIN Inna Muravin’s natural sales abilities and determination to succeed were evident from a very young age. When she was just 14 years old, Inna was able to sell the family home after it sat on the market for over a year. A daughter of immigrants, Inna saw first-hand the importance of working hard in pursuit of your dreams. After graduating from Kent State University, Inna began her real estate career when she was hired as a Sales and Marketing Representative for a nationally recognized new home builder. She quickly made a name for herself during the years of the housing crisis, when she was able to exceed all expectations by remaining profitable in a challenging market. From 2005 until 2012, she won numerous prestigious awards and was recognized as a “Sales Representative of the Year” many times, selling a remarkable 265 new homes worth over $65 million, before being promoted to a Sales Manager.

tions regarding the process from the start in order to minimize surprises. Inna has multiple systems in place to make sure every transaction is being processed smoothly and on time, and with her vast experience, she is ready with a solution to any issues that might arise. Inna’s approach has earned her an impressive five star rating from past clients, with strong repeat and referral business.

Inna became a licensed real estate agent in 2014, and began her career in residential real estate sales, where she quickly garnered attention in the industry by selling over $8 million worth of homes in her first year, and was recognized as a rookie of the year. In 2016, she started IM Realty Group with Keller Williams, a team that includes Listing Agents, Buyer Specialists, Client Care coordinators, a Professional Photographer, a Marketing Coordinator, and an Estate Liquidator to offer a full service solution. In 2017, the team sold 136 homes worth $28 million, with Inna being responsible for 100 of those units. She is ranked in the top 50 out of 9500 agents in the Northeast Ohio region in total units sold for 2017, and is in top 3% in the state.

For Inna and her whole team, it’s not just about business, it’s also about helping the community. They were recently honored by Keller Williams for being the number one donors from their office to KW Cares in 2017. They all volunteer and donate for Red Day – an annual event organized by Keller Williams to help people in the local community in need.

One of the keys to Inna’s success is her commitment to constantly further her education by attending seminars in all aspects of the industry. She has a deep understanding of the real estate market which allows her to position her clients to “win” when selling or buying. Her negotiating skills are so strong in fact, that Inna has been asked to teach classes on negotiation. Inna’s overall goal is to give her clients an unsurpassed customer experience and she does that in several ways. It all starts with consistent and constant communication with the client, which is maintained throughout the entire process. She creates a customized plan that is tailored to each client’s situation and needs, and correctly sets expecta-

Inna specializes in listings, and offers those clients a unique full service marketing plan. “I take care of everything for my clients. I have the property properly staged ensuring it is show ready, and then I have it professionally photographed by the best photographer in the industry. I have an in-depth understanding of the current marketing and technology trends, so our properties are being promoted in the best possible way. We’ll have the open house on Sunday and usually by Monday, we have multiple offers. I work hard to deliver on the plan that I present to my clients in our initial meeting. I follow through and I deliver.”

This year Inna will be launching the IM Hearts Foundation, her charitable organization. “Initially I will be attaching a fundraising aspect to my client appreciation events. I want to expand this aspect of my business since it’s really integral part of my team’s culture.” Also, Inna is a big promoter of small businesses in the local community by incorporating their products and services through her company. In her very little spare time, Inna enjoys spending every minute she gets with her husband and her two young daughters. Inna plans to continue to grow her company by providing high quality service to her clients, and to attract and develop talented people with the same vision and goals. “Purchasing or selling a home can be a stressful and daunting time in people’s lives – as a top professional in the industry, I want to make it simple for our clients. I definitely want to see my business grow, but more importantly, I want my team to always come from a place of contribution. I want to leave a legacy, not just a business.”

To learn more about Inna Muravin call 440 -521 - 4555, email inna@kw.com or visit IMRealtyGroup.com www.

3 Team Building Exercises to Revitalize Momentum in the Office A positive team dynamic can transform an average office into a powerhouse lineup. Likewise, a healthy in-office atmosphere translates to boosted productivity, while clients sense an environment brimming with positivity and support. Just as professional self-development is an essential ingredient to a dynamic career, the development of a team is indispensable to long-term growth and success. So, how do you create a platform for office Top Agent Magazine

members to combine their energies and talents for the better? For starters, add these team-building exercises to your repertoire to inspire natural comradery and momentum in your workplace.

Dream Big, Together If team members arenâ&#x20AC;&#x2122;t challenged, productivity stagnates and the office loses steam. The same can

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If team members aren’t challenged, productivity stagnates and the office loses steam. The same can happen if employees don’t believe their voice is being heard or taken seriously. happen if employees don’t believe their voice is being heard or taken seriously. How should a leader compensate? To curtail negativity and bring a breath of fresh air into the office, give team members a platform to think big, no questions asked. Before your next office-wide meeting, devote a half-hour to visionary thinking. Ask each member of your team to write privately for ten minutes, considering what if scenarios regarding their current roles, career aspirations, and the office’s culture. What do they wish was different? How might things be streamlined? What skills do they wish they possessed? Encourage team members to be imaginative and wrestle with the hurdles or questions they’ve been grappling with. When time is up, split employees into smaller breakout groups and allow them to share their thoughts with one another. Not only will this ignite thoughtful discussion, but it will also allow team members the chance to brainstorm creatively, while articulating their ideas and visions for the road ahead.

Lend a Hand If in-office team-building activities aren’t your style, consider service-oriented excursions that bring office staff together and benefit a worthy cause. In the real estate field, there are countless housing-related organizations to which your office can donate their time and energies. For instance, Habitat for a Humanity constructs homes for those in need using amateur volunteers, while there are nationwide projects that support housing relief for military veterans. The scope of your service commitment can also vary—from a dedicated day hammering away at a new home, 48

to sponsoring a golf tournament benefitting area organizations. Either way, service projects unite your team’s energies, afford employees a refreshing change of pace, and positively impact your community.

When All Else Fails, Keep it Light Sometimes team members need to blow off steam to avoid office burnout. One way to combat low energy is bring team members together for a lighthearted game. Try office-themed trivia: come up with thirty trivia questions based on your office, then divide team members into competing groups. Encourage groups to think up team names, and organize trivia questions into themed categories. Remember to award fun prizes to create a light incentive. A healthy sense of competition revolving around silly subject matter can get team members loosened up and working together. Concoct questions of moderate difficulty that speak to people’s common ground. For instance, how many tiles are in the office kitchen? Or, how many doors can be found in the office? These questions are light and won’t create any real tension, but will allow a reframing of a stuffy office into a collective home base. Plus, it’ll keep your next holiday party lively. Team-building is an important form of routine maintenance, whose benefits shouldn’t be overlooked. Whatever activity you land on, the overarching idea is to nudge team members beyond their comfortable routines and come together in a new way. At the end of the day, you’ll boost your business, office morale, and colleagues in the process.

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MIMI NOYES Top Agent Mimi Noyes of RE/MAX of Barrington in Barrington, Illinois has spent the past twenty-seven years developing a reputation as an agent who consistently puts the best interests of her many grateful clients front and center. Born and raised in Barrington, Mimi has her finger on the very pulse of the community, and leverages her local knowledge to her own – and her client’s – advantage. Ranked among the very top agents in Barrington for nearly twenty-five years, Mimi can boast that her business is based in very large part upon referrals and repeat business. “I’m very hands-on with my clients,” says Mimi by way of explanation, “I don’t hand them off to anyone. I’m very much involved in every decision from beginning to end. Purchasing a home is a very personal process, and people like to know that they’re working with somebody they can trust, somebody that has compassion and pays individual attention to them.” Mimi’s years of experience also play into the trust factor. “I think my longevity of sustained success in Barrington, and my strong knowledge of the area sets me apart. I’m able to help them determine which area is best for them.” Mimi works hard to maintain relationships, including those with past clients. Eschewing the common practice of template emails and canned newsletters, she strives to provide her past customers with helpful local information. “I send them content that is relevant to Barrington, anything specific that might be helpful.” Mimi’s perfect five-star rating on Zillow is a testament to the gratitude her clients feel for the services she provides. Among the glowing reviews is this one that is illustrative of how

much care Mimi puts into the buying or selling process: “We were newcomers to Barrington 14 years, and Mimi worked with us to find the perfect home that we’re still in. Mimi also worked with my mother-in-law - who had different needs - but Mimi came through again. She understands the real estate market better than most and is highly respected by her peers and the community. She is extremely professional and calm and is enjoyable to work with. I have had many friends sell their home through her, and I can’t think of another realtor in the NW suburbs that I’d recommend over her.” Despite the considerable financial rewards of her chosen profession, Mimi finds the most satisfaction in the more personal side of the transaction. “I like bringing people together,” she explains. “When you’re negotiating, sometimes it’s a friendly process, and sometimes it’s a challenging process with obstacles. But it’s really about bringing people together. And one of the nicest things is walking into a house with a buyer and seeing an emotional connection that makes them decide to buy the home. Seeing that happen is rewarding, because you’ve helped them get there.” When she’s not working, Mimi enjoys giving back to the Barrington community, and to that end is involved with a high school project that provides a television station where the students learn all aspects of news production. Mimi also enjoys travel, skiing, golfing, hiking and hanging out with friends. As for the future, Mimi plans on continuing to grow her business, while sacrificing none of the exceptional client service that has become her hallmark. She also looks forward to mentoring younger agents just entering the industry. “I like sharing my war stories,” she laughs.

For more information about Mimi Noyes please call 847 - 381 - 8960 or email Mimi@MimiNoyesHomes.com Top Agent Magazine

Productivity Killers: 4 Ways to Make Better Use of Your Working Hours 3.Create a goal-oriented reward system

Even on the busiest of days, it can be hard not to get distracted by social media, smartphones, chatty colleagues, or personal to-do list items. So how do you keep your professional blinders on and power through your tasks with efficiency? Practice these four tips and witness your productivity skyrocket—easing stress and bringing renewed energy to your daily duties.

Coffee breaks, coworker catch-up, and social media check-ins tend to break up our workflow on an hourly basis. Instead of trying to go cold turkey on these workplace routines, reframe them as rewards. For every to-do list item you complete, allow yourself a fives minute treat, whether that’s a fresh cup of coffee or a walk around the block. Not only will creating a reward system help you stay motivated throughout the day, it will also provide you with much-needed mental breaks that actually boost long-term productivity.

1. Create a sense of peace and quiet The office may not be your idea of a tranquil oasis, but for most, focus requires quiet and calm to best lend attention to the task at hand. If you find yourself seated next to talkative coworkers or in the center of a bustling office atrium, consider noise canceling headphones, earplugs, or carving out an empty conference room for your work day. Turning the volume down creates fewer chances for disruption, allowing you to make the best use of your time.

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset. 50

4.Take your smartphone off the table The number one productivity killer in this day and age? Smartphones. With access to endless social media portals, web browsing, text conversations, and games, smartphones are one-stop shops for distractions. While you may not want to delete apps from your phone, try leaving your smartphone in a locked desk drawer until your next break, or safely in your car. By simply putting your smartphone out of your line of sight, the impulse to distract yourself is muted. Even though technology and the modern office create ample opportunity for distraction, making these few small adjustments can go a long way in safeguarding your productivity. After all, a productive day allows you to enjoy your time at home and outside the office, without the worry of incomplete tasks and looming deadlines darkening your day. Keep these productivity tricks in mind as you mount your daily to-do list and you’ll be thanking yourself tomorrow.

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MELISSA POWERS She’s a Powerhouse in every sense – professionally, personally and in her community. She’s deeply committed to building a meaningful business while also living a life that is both inspiring and admirable to those around her. Melissa Powers of The Powerhouse Group with Reliant Realty ERA in Clarksville, TN, leads a team of seven agents and two assistants who work tirelessly to make people’s dreams come true. “Every one of us focuses solely on the needs and wants of our clients,” says Melissa. “We never focus on the commission or even think about the paycheck.” With buyers, for instance, they’ll do whatever it takes to ensure the right match in her area, which encompasses Clarksville, TN, through Fort Campbell, KY. “We never rush or pressure anyone. If they want to see 20, 30, 40 or 50 houses we do it!” she says. “We make sure they’re fully educated and they make the right decision for their family and their financial position.” Melissa, who began her career in banking in the state of Ohio before moving back to Tennessee to be near family in 2011, is also a champion of the Homes for Heroes program, which helps community “heroes” (firefighters, law enforcement, military, healthcare workers, EMS and teachers) to save on the costs of buying a home and on everyday home-related purchases. “We want to give every one of our buyers and sellers a red-carpet experience,” says Melissa. “Most of them remember that we give them our full attention. They never feel like we rushed them to make a decision or that we pushed them in any way.” They remember an experience that was enjoyable, educational and even fun. On the listings side, for instance, educates sellers on what will make their house sellable and draw top offers. “We do anything that needs happen to make it presentable before bringing in my professional photographer and videographer for all of our properties.” Some listings and new construction also receive 3D Matterport tours, which are useful for people who are out of state. “With the client’s written permission, we do coming-soon signs and we active on Thursdays followed by open houses that weekend.” She then leverages Insta-

gram, Facebook, Snapchat, LinkedIn, Google, her website and online listings portals. Given the red-carpet experience she provides, nearly 90% of Melissa’s business comes from referrals. “I like making a difference in somebody’s life,” she says. She also likes bringing other agents into the business and teaching them the principles she follows. “I enjoy training them and bringing them up so that when they spread their wings and fly, they won’t feel lost.” Real estate, Melissa adds, gives her terrific opportunities to gain more education. “Designations are so important. This industry is ever-changing and we have to keep up; we only grow by learning.” While growing her business, working on earning her broker’s license, and fleshing out her ideas for a “mini-university” to train new agents, Melissa continues giving of herself in various ways. Through her local REALTORS® association, she has managed an annual fundraising event, Handbags for Hope, that raised well over $200,000 in four years to benefit a local women’s shelter. “Helping the homeless and supporting the domestic violence shelter are extremely important to me,” says Melissa, who is deeply involved with several groups. In addition to the women’s shelter, she also helps an organization that feeds children and people in homeless shelters. “You have to love where you live!” she says as she demonstrates how she keeps her love local. As giving as she is, Melissa also has managed to take great care of herself. As if building a thriving business wasn’t work enough, she has lost more than 200 pounds and become a model of perseverance and good living. Her personal time is spent enjoying quality time with her husband and her young daughter, who is a competitive dancer, as well as working out, reading and continuing her own education. Fittingly, it is the will, the support network, the personal drive and the desire to help that allow Melissa to bring success and happiness to her clients, other agents, her family, and even herself.

To learn more about Melissa Powers,

https://www.facebook.com/ExploreClarksvilleHomes

visit exploreclarksvillehomes.com or go to her Facebook page, email melissa@exploreclarksvillehomes.com or call 931 - 494 - 3015 www.

Top Agent Magazine

ERIN SIMPSON Erin Simpson had the upbringing, the personality and the spirit for real estate long before becoming a REALTOR®. “I went to University of Miami, Florida, on a swim scholarship as a broadcast journalism and sociology double major,” she says. When she decided that the broadcasting world was not for her, she landed sales, spending some time in the medical sales before being drawn real estate. “My grandparents owned a real estate company a long time ago, my mom is a mortgage broker in town and my dad is a real estate appraiser,” said Erin, a Keller Williams agent in the greater Chattanooga, TN, area. “I was already familiar with all the facets.” An independent agent with Keller Williams Greater Downtown Realty, Erin covers the Greater Chattanooga Area. “This includes many rural developments,” she says, explaining that given her proximity to North Georgia, she may also earn her Georgia license. Meanwhile, she thrives when helping rural USDA borrowers as well as FHA and VA buyers. “These programs are great for first time buyers; I love helping them become homeowners.” Soon after entering the business in 2013, Erin began drawing 98% of her business from referrals. “I don’t pay for leads or advertise my business.” She attributes her business growth directly to her passion. “I feel lucky and blessed to already be doing work that I love at such a young age.” Her passion shows. “I’m very competitive!” she adds with a knowing grin. “I grew up an athlete and I like to win deals.” People also comment on how available she makes herself to answering their questions or show them homes. “It’s not every day that someone buys or sells a house; I like being available and helpful, preparing them and outlining the process, including the expenses they can expect along the way.”

When marketing listings, Erin takes full advantage of her skills with social media marketing on Instagram, Snapchat and Facebook. “I also always bring in a stager to show sellers how to prepare their house. Sometimes it’s a consultation and other times they will bring items in so the house shows better.” She then hires a professional photographer and advertises widely through the Keller Williams syndication service. Erin knows that a home is much more than its size or number of rooms. “It’s about the way you can instantly envision your life unfolding in it,” she says. “My work is so much more than real estate; it’s about people’s lives and dreams.” To make their dreams come true, she gets to know her clients well enough to understand how a buyer’s lifestyle will work with a certain property or to discover any unique priorities that a seller may have. From picking out meaningful closing gifts to inviting her clients to special appreciation event such as a ladies’ spa day or a pumpkin patch event where families can have their portraits taken, Erin builds lasting connections with her clients. “It’s really nice to be able to help people establish their dreams and be along for the process,” says Erin. “Buying or selling a home is such a big stage in people’s lives.” It’s such a big step that by age 27, Erin had done it three times. “I love remodeling, so I live in a house while remodeling and then sell it.” In the future, she hopes to do more true flipping, but she will first build her real estate empire by hiring a buyers’ agent and a support team. She also remains active in her community, taking part in her office’s Keller Williams Red Day’s efforts to renovate and open homes for local young people who are aging out of children’s group homes. “And near and dear to me are both animal and dog rescues,” she says. “I have a 180-pound Great Dane and an Australian Shepherd, who I rescued. I donate a portion of my closings to the rescue where I got him.” Whether helping families, young people in need or even animals, clearly Erin has a heart for making sure everyone finds a home.

To learn more about Erin Simpson Minwell, https://www.facebook.com/erinsimpsonrealestate/ visit erinsimpson.yourkwagent.com or go to her Facebook page, email erins026@gmail.com or call 423-834-5454 (c) or 423-664-1900 (o) http://

Keller Williams Realty Greater Downtown Realty, 202 Manufacturers Road, Chattanooga, TN 37405 Each office is independently owned and operated. 52

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 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. 54

Top Agent Magazine

KATHY WOODRUFF Kathy Woodruff has always been a disciplined, ambitious professional. For years, she worked two full-time jobs while managing a part-time real estate business that saw her close on roughly forty to fifty homes a year. For close to two decades, she honed her skills as an agent and amassed a demonstrable track record of success along the way, while acting as a Director of Sales and Marketing for a retirement community. She also earned experience moving six times during her career, fixing up homes and selling them as she went. All in all, real estate has always been a true passion for Kathy, so two years ago she decided to transition her business full-time. Now, Kathy has established herself as a consummate professional who blends personality, attention to detail, and follow-through to deliver on her clients’ goals. Serving the southern tier of New York’s Finger Lakes region, Kathy primarily focuses on the areas of Chemung County, Schuyler County, and Steuben County. She’s also managed to generate 60% of her business from repeat and referral clientele—the surest evidence of a job well done. In considering her working philosophy, Kathy cites steady communication, being pro-active, and having a natural affinity for her clients as the foremost drivers of her success to date. Likewise, her extensive experience juggling multiple professional roles has made her extremely organized, detail-oriented, and disciplined. These traits ensure that clients are well-informed and secure in their agent’s ability to get things done successfully and on time. “I’m very communicative and very organized,” she says. “Real estate is my life. I’m very diligent, responsive, and I treat people the way that I would want to be treated. When I need an answer, I don’t want to wait two or three days to get it. With that in mind, I touch base with my clients every day and I respect their emotions during what can be a complex, overwhelming process. I always tell people: even if it may be like a rollercoaster ride, I’m going to get you to the end and you’ll be safe and sound.” When it comes to keeping in touch, Kathy connects with clients by meeting them on their level. Whether someone prefers text messages,

email, or chatting over the phone—Kathy adjusts her process and method of communication to best accommodate those she serves. She also acts as a resource for her clients throughout the buying or selling process, offering a list of trustworthy vendors to handle any real estate related needs imaginable, from carpet cleaning and roof estimates to carpentry projects. When listing properties, Kathy applies the same keen eye for detail, while drawing upon her background in design and custom décor. She begins with the added help of a stager to determine what changes will maximize a property’s value and lure the right buyer. Then, she incorporates professional photography to create an immersive presentation both online and in person. In addition to targeted marketing efforts across social media and on the leading digital listing platforms, she also relies on tried-and-true print collateral, such as Just Listed and Just Sold postcards. To ensure potential buyers keep Kathy’s listings top-of-mind, she also devises a high-quality printed brochure that highlights each home’s unique offerings. While Kathy has crafted a systematic and effective system that yields results, she also relishes the relationships built with clients amidst the transactional process. “I’m a social butterfly,” Kathy says. “I love meeting new people and building those friendships. Owning a home is a privilege today, and I like to get creative to help connect buyers with the right processors and bankers to make their dream come true.” To extend that spirit of service to her community, Kathy participates in a variety of charitable causes and organizations. From the Moose Club and the Elks Lodge to the American Legion, Kathy’s commitment to building community in the Finger Lakes region is a top priority. She also has served on the board for Meals on Wheels and enjoys getting hands-on through volunteer opportunities in the kitchen. In her remaining free hours, Kathy most enjoys spending time with her loved ones, including her children, new grandchild, and three dogs. Looking ahead, Kathy has plans to continue growing her business steadily, applying the same creativity, diligence, and eye for detail that have made her career blossom into the success it is today. With an abiding focus on developing her business while serving the area’s aspiring buyers and sellers, the road ahead is sure to be bountiful for Kathy Woodruff.

To learn more about Kathy Woodruff email KathyWoodruff62@gmail.com, call 607–738–9204, visit signaturepropertiesre.com/?agent=kathy, or visit her https://www.facebook.com/KathyWoodruffRealtorWSignatureProperties/ Facebook page here. www.

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