Nationwide 4-23-17 by Top Agent Magazine

Ann Adams

NATIONWIDE & INTERNATIONAL EDITION

eatured for the state of Arizona Top Agent Magazine!

ANN ADAMS

KAREN BONOMO

AMY BUBES

LANA BURKE

VENESSA BLAIR

RONNIE CLINE JR.

KRIS FORD

KATRI HUNTER

COTY LEWIS

John Gronley 9-6788 | johngronley@gmail.com

JEREMY FOSTER-FELL

JENNY RICE

LORI HAHN

ASHLEY SCHUBERT

MARY SERLE

NATIONWIDE EDITION

John Gronley is proud to congratulate

Ann Adams

on being featured for the state of Arizona in Top Agent Magazine! 6

COTY LEWIS

ANN ADAMS

KATRI HUNTER

John Gronley (602) 319-6788 | johngronley@gmail.com JEREMY FOSTER-FELL

ASHLEY SCHUBERT

MARY SERLE

CONTENTS 4) 5 REASONS WHY YOU NEED A MENTOR 9) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK

14) PLAYING THE REAL ESTATE MATCHMAKERâ&#x20AC;&#x201D; FOLLOW THESE 8 DATING RULES TO ENSURE YOU MATCH YOUR CLIENT WITH THE PERFECT HOME FOR THEM

19) 5 THINGS YOU CAN DO TO ACHIEVE YOUR BIGGEST GOALS

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

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AMY BUBES

VENESSA BLAIR

RONNIE CLINE JR.

23) 5 SOCIAL MEDIA MISTAKES REAL ESTATE AGENTS MUST AVOID

KAREN BONOMO

KRIS FORD

LANA BURKE

LORI HAHN

27) CREATIVE WAYS TO SAY THANK YOU 33) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

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

JENNY RICE

37) MARKETING LESSONS FROM STEVE JOBS 41) LIVING ON COMMISSION

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

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 4

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 Top Agent Magazine

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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COTY LEWIS

The Coty Lewis Group of RE/MAX New Image in Saginaw, Michigan, brings buyers and sellers a blend of decades-long market experience with cutting edge approaches to technology and marketing. “I grew up around real estate,” says Coty, who became a REALTOR® in 2013 before partnering professionally with his mother, longtime REALTOR® Brenda Vendelboe. Brenda, he explains, is the person who gave him his lifelong exposure to Michigan real estate. Together they serve several communities including Saginaw, Bay City, Midland and parts of Genesee County. A lifelong resident of the area he serves, Coty brings intimate knowledge of market trends, conditions and forecasts to buyers and sellers – and particularly to inves-

tors who are expanding or changing their strategies. For buyers, he has all the information newcomers or first-time homeowners need. “I can answer all their questions on schools and jobs, restaurants, night life and recreation.” He personally takes part in the lifestyle and speaks about it from experience. Coty also stays abreast of the area’s economic development, which is driven largely by the medical technology industry as well as manufacturing, hospitality and services. Besides his deep market knowledge, Coty’s clients most appreciate his willingness to work with anyone without regard or concern for their price point. “I’ve done transactions from $1 up to half a million,” he says. “I’ve sold single family homes, vacant land, luxury properties and more.” Coty prides himself on working harder than other agents. He is eager to help everyone achieve their goals. “Some people sell only houses; I’ll do every deal possible.” In doing so, he broadens his experience and exposure, providing knowledge that buyers and sellers need. As a result, even after only five years, at least three-quarters of Coty’s business comes from repeat clients or referrals. Clients remark that they appreciate Coty’s communication skills; they describe him as someone who makes himself readily available

and finds answers to questions quickly, going the extra mile to make the sale or purchase process seamless. He has even managed transactions from start to finish with a buyer who was out of the country for the majority of the process. That buyer recalled that Coty “is extremely knowledgeable of all procedures in buying a home,” that he “does not miss a thing,” and that he “will give 100% of his time and then some,” all while providing negotiation skills that are the best in the business. “My goal is to get people exactly what they want as quickly as I can,” When listing homes, for instance, Coty pulls out all the stops, offering a blend of wide and deep exposure with paid subscription upgrades on internet real estate portals. In 2016 alone, he closed 160 homes, setting himself apart for the market and the industry, before transitioning to RE/MAX in 2017. Coty says that his new

affiliation was the perfect decision. “RE/MAX offers so many tools for us to do our jobs well on behalf of our clients, which in turn makes us successful.” Coty’s goal, while continuing to increase repeat and referral business, is to work with even more investors as well as to extend himself even further into the community. “We donate to everything we can!” he says, noting his team’s partnerships with local high school fundraising events and program, as well as his newfound passion for supporting Children’s Miracle Network through RE/MAX. And, when he can, to recharge Coty enjoys playing golf and taking vacations to Florida. “I’m grateful for everything we’ve achieved so far,” he says, explaining that he plans to patiently and carefully grow his business maintaining the attentive, detail-oriented service on which his reputation is built.

To learn more about The Coty Lewis Group, visit cotylewisgroup.com, email thecotylewisgroup@gmail.com, or call 989-239-7545 www.

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Ryan Engelmann is proud to congratulate

Coty Lewis

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

Ryan Engelmann | Mortgage Loan Officer | NMLS ID 161285 989.341.7878 | Ryan.S.Engelmann@huntington.com huntington.com/mortgage/engelmann-ryan www.

The Huntington National Bank | 4815 State St | Saginaw MI 48603 Huntington.com www.

The Huntington National Bank is an Equal Housing Lender and Member FDIC. 8

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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. Top Agent Magazine

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ANN ADAMS Over fifteen years ago, Ann Adams made the leap into real estate, and she hasn’t looked back since. “I switched career paths from medical sales, and I already had my license from doing my own investments,” she explains. Although she was six months pregnant at the time, that didn’t stop her from growing as an agent. “I sat open houses almost every day of the week,” Ann says. And once she reached her second year in the business, she decided to become a broker. Today, she’s owner of Ann Adams and Associates Realty, is in the top 1% of Arizona, and is serving the southeast Valley. Although she’s had a large team before, she currently has 3 virtual assistants, a staging specialist, an office manager and eight agents who provide superior service. “I went away from a buyer-agent set up to one where I utilize technology, showing agents and I do most of the selling,” she says.

negotiate and that we know what to ask for, we can save them thousands of dollars,” she says. Many times they aggressively look for off market homes to get their buyers a property they would never have found on their own. Ann is even able to get them great referrals on any home repairs, as well as wholesale prices for cabinetry and flooring.

“It’s all about caring about the people we work for and serving their needs to the best of our ability.” She listens to her clients’ needs, and works hard to get them towards their goals. Guidance is also important, with her virtual assistants helping keep clients informed on what’s happening next. Ann is committed to making it as enjoyable and smooth as possible. This includes offering more than expected in services and doing everything she can to help market her listings and negotiate a good deal for her clients.

Although real estate takes up most of Ann’s time, she does make sure she is involved in the community. She networks with other high producing independent brokers, was a past president of her HOA, plans neighborhood events like Easter egg hunts, and is a member of the Top Producer Book Club. She also attends Tom Ferry coaching events at least twice a year and does business coaching a few times a month.

“We have a professional photographer, internet optimization, professional staging and we do videos on every property we list. We also do our own staging, which helps us control the quality and keep the cost reasonable for our clients. Once that’s complete, they focus in on search engine optimization, social media and online presence. We try to maximize our exposure online. We also fully advertise our open houses online, through print, call our database of buyers and call around the area.” Meanwhile, buyers appreciate Ann’s commitment to getting them what they need. “When they understand we have the ability to

Once the transaction is complete, both buyers and sellers want to spread the word about their experience. One recent buyer said, “Ann was truly a God sent angel. She walked us through the process from start to finish. She has so much knowledge and patience. She always made us feel like a priority and gave us lots of 1 on 1 attention that we needed.” And a seller raved, “Anne Adams was extraordinary her team was excellent. Pride, professionalism, integrity and service just like the old days. She was even picking weeds out of the yard for us. Every little detail was done. She made a difficult situation very easy for us.”

As Ann looks towards the future, she is excited to systemize, add more value and increase her efficiency. “I feel that every part of serving our clients is important and I take pride in all tasks that serve them, from picking up the home prior to photos to negotiating in a firm yet professional way. I’ve been working on slowing down to really set up systems in complete detail, so when something goes under contract, everyone who works for me knows everything they need to do,” she says. And as she continues to grow, she will no doubt love every moment. “I love handing the keys to someone and watching them get excited. It’s so joyful. I also enjoy seeing people get surprised that we do more than we say we will.”

For more information about Ann Adams, please call 480-777-3414 or email ann@annadamsrealty.com 10

John Gronley is proud to congratulate

Ann Adams

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

John Gronley (602) 319-6788 | johngronley@gmail.com Top Agent Magazine

KATRI HUNTER Katri Hunter was not meant to be sitting behind a computer screen. She has the ideal personality and energy level for engaging with others, communicating thoroughly and helping craft creative solutions. Although successful during her decade-long career in the computer consulting world, she craved client interaction. “Then, when buying my own house, I worked with the agent who is my current business partner and team lead,” says Katri, describing Tom Buerger at RE/MAX Allegiance, which serves the Metro D.C. area. “We stayed friends and because I mentioned that I was considering a career change, he encouraged me to get my real estate license. She followed Tom’s advice, even shadowing him while still working full-time in consulting. Within months, she began getting her own leads and made the permanent jump to real estate. As an independent agent for nearly four years, Katri enjoys that everyone on the team supports each other in delivering the best results to clients. Licensed in Washington, D.C, Maryland and Virginia, Katri focuses on buyers and sellers “inside the Beltway,” but will go where clients need her to go. Her clients say they are “blown away” by her knowledge of the D.C. market’s intricacies. They appreciate her attention to detail and deftness with pricing and negotiations. Katri says the detail work inspires her. “I have a lot of experience working with attorneys and negotiating, so I’m focused on the specifics of each transaction,” she says. “Obviously, being out there shopping properties is a huge part of my work and I have a great deal of patience for that. But the best parts are what many agents don’t necessarily enjoy!” Give Katri a chance to carry out complex analysis, negotiations and paperwork and she’ll thrive, showing impeccable organizational skills while keeping transactions moving. She also delights in client interaction and finds that the troubleshooting process helps build relationships. “Obviously everybody

wants an easy, straightforward transaction, but the complicated ones are often the most rewarding,” she says. “You’re not only learning, but building stronger relationships by spending more time with those clients.” She cherishes opportunities to educate clients. “It means a lot when they see that they would not have been able to achieve their goals without a REALTOR®.” Much of Katri’s business is for people whom her clients have referred to her because of her attentiveness. Both buyers or sellers value Katri’s flexibility and willingness to go the extra mile. One client, for example, described a time when she drove across town (“which in D.C. is no small feat”) to deal with a malfunctioning smoke detector at the home they listed with her. Katri blends personalized service, fairness and creativity into each client relationship. “For listings,” she explains, “we always use professional photography, no matter what the price point of the property is. We do staging if it makes sense for the property, but we always work with the owners or tenants to provide guidelines on making the home as presentable as possible.” Given her strong local contacts, Katri can connect homeowners with trusted vendors to complete finishing touches before listing. She then pushes electronic communications out to every website and personally contacts an extensive network of agents. Katri’s determination to serve others extends to the community. Among the ways she gives back, she has volunteered for a local dog rescue and has fostered 32 dogs over the years. She is also a passionate supporter of the National Kidney Foundation, to which she gives of herself extensively through a variety of capacities aimed at increasing awareness of the foundation’s living kidney donor program. Meanwhile, she takes care of herself, riding her horse early in the mornings and coming to work refreshed and ready to grow her business. “I’m not a team lead and I don’t see that in my immediate future,” she says, explaining that she wants to expand her business while maintaining hands-on client care. “I can’t imagine not being part of a team. We have a great support system between all of our agents.”

To learn more about Katri Hunter, visit buyandselldc.com, email katri@buyandselldc.com or call 650.888.5623 www.

Meghan McDonald is proud to congratulate

Katri Hunter

on being featured in the Washington DC edition of Top Agent Magazine! Meghan McDonald Senior Loan Officer / Sales Manager NMLS #609841 Top 1% Mortgage Originators in America First Home Mortgage Corporation O: 703.840.4202| M: 202.550.7575 mmloanteam.com | mmcdonald@firsthome.com

www.

202.550.7575

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home. When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 14

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day. In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures. Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees? Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 16

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union! When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing. Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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JEREMY FOSTER-FELL

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JEREMY FOSTER-FELL After a successful forty-year career managing actors in the television and film industries, Jeremy Foster-Fell decided to pursue a new path in real estate, after moving from New York City to Vermont in 2007. Before that, Jeremy’s professional history ran the gamut, from serving as a pilot in the Royal Air Force and heading his own talent agency, to acting as a partner in Murena Motors building high-speed luxury cars in Italy. Having spent four decades honing his people skills and proficiency in negotiating, Jeremy’s transition to the world of real estate was unexpectedly natural. Today, his work is based in Stowe at Pall Spera Company Realtors, where he has built a flourishing second act as an agent with a philosophy centered on integrity, enthusiasm, and his affinity for the people he serves. While much of his focus is on servicing the Stowe, Morrisville, and Waterbury areas, Jeremy also goes wherever his clients lead across the state. Because the Stowe area is a desirable living and tourist locale for those in surrounding states as well as abroad— considering its status as a ski capitol of the East—Jeremy also fields international clients and provides an expert’s insight on the local inventory and market. What’s more, Jeremy’s extensive experience brokering deals and working one-on-one with clients has made for a robust rate of referral, an indication of his hallmark level of client care. While his ability to deliver results is unequivocal, Jeremy never loses sight of the individual or family at the heart of every transaction. “It is my job to make my clients feel fully informed and safe,” Jeremy recounts. “I anticipate any issues that might arise so that we’re fully prepared and able to avoid any surprises.” In the same vein, Jeremy’s approach to marketing his listings is all about anticipating what buyers are searching for in a property. With that in mind, Jeremy mines his own experience as a current resident and former out-of-stater, in addition to scrupulously staying on top of the market’s regular evolutions. “The day-to-day changes make this a fun and exciting business,” Jeremy explains. “The industry develops so rapidly that one has to constantly reeducate, understand new systems and platforms, ways of writing contracts, and the like.” Additionally, Jeremy makes full use of the internet’s vast reach, incorporating the leading digital listing platforms in his publicity efforts. He also utilizes the traditional, tried-and-true methods of print advertising and systematically mining his database to ensure that each property he is responsible for receives maximum exposure. 18

Turning his spirit of service toward civic engagements in his community, Jeremy dedicates his time to the Wolcott Town Zoning Board, with which he has been active for the last eight years. He has also volunteered teaching math at an area detention center and is an avid painter and published writer of children’s books. In his free hours, Jeremy enjoys the Vermont countryside and his close and cherished proximity to the state’s Northeast Kingdom. He also relishes classical music, art history, theater, exhibiting his painted works, and spending quality time with his loved ones—a daughter Jera, a son Oliver, and his granddaughter Charlotte. As for the future, Jeremy has plans to continue to grow his business and enjoy life in the idyllic setting of Vermont. Having surmounted a serious cancer diagnosis in the past, Jeremy takes on the daily challenges and fluctuations of life with renewed zeal, a philosophy that lends itself well to his work in real estate. “New experiences in life can change your focus,” Jeremy reflects. “It teaches you to enjoy things more and see circumstances in a new light.” With that in mind, along with a broad and impressive range of professional experiences working with others, the years ahead are sure to yield continued promise for Jeremy Foster-Fell.

To learn more about JEREMY FOSTER-FELL e-mail Jeremy.FosterFell@pallspera.com or call (802) 585-0925 Copyright Top Top Agent Agent Magazine Magazine Copyright Top Agent Magazine

5 Things You Can Do To Achieve Your Biggest Goals If there’s one thing successful people can agree on, it’s that setting goals has been key to their success. Whether you’re creating a five year plan or just settling on what you want to achieve by the end of the day, setting goals gives you the focus and direction you need to complete even the biggest tasks. But there is a method to setting them. It’s a process that takes careful thought and conTop Agent Magazine

sideration up front, which is then combined with the hard work necessary to implement your plan. Luckily there are proven methods to goal setting that you can start using immediately. 1. MAKE YOUR GOALS SPECIFIC

Yes, it’s fun to think in grand terms of where you want to end up in life and in your career, but it’s better to have a specific

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Your plan of action should include daily, weekly, monthly and yearly goals. goal like “Increase my sales by 25%”, than “Get rich.” When a goal is clear and specific, it allows you to figure out the exact steps you need to take to accomplish it. The more general it is, the more paralyzed you might be when it comes to figuring out what to do since, the choices may be overwhelming. 2. MAKE IT ATTAINABLE

Making attainable goals might seem boring, I mean afterall, you want to dream big! But you don’t want to suffer through the disappointment of not reaching your goal, something that may not even be possible at this stage in your life to begin with. One solution to that is creating goal levels. You can have the dream goal, but underneath that you have the realistic goals that are setting up a foundation for achieving the big one. Things that are attainable still take work and effort to achieve. Those small victories will keep you motivated and encouraged to go for the bigger dreams. And don’t forget, those little goals may have been things you wouldn’t have gotten done if you didn’t set out to achieve them, so be proud! 3. PUT A PLAN OF ACTION IN WRITING

Your plan of action should include daily, weekly, monthly and yearly goals. There is something about seeing things in writing and crossing them off the list that is oddly satisfying.The daily goals are especially 20

important in regards to building up those good habits. The first few weeks of your plan of action are critical when it comes to your long term success. Reaching a goal is something you are doing every day, all throughout the day, in numerous ways. Achieving goals is all about creating good new habits. 4. MAKE IT MEASURABLE

This is key, since you definitely want to reward yourself for a job well done, and having a goal that is measurable in some way is a sure way to know. Maybe it’s to increase your lead generation or to cut expenses, whatever the case, have a measurable test you need to meet, as well as a time frame. Then calculate what you have to do to reach that goal. Not only should your goal be specific, but the plan and the measure of success should also be set in stone. 5. ADJUST AS YOU GO

You can have all the best laid plans, and you still might quickly realize that what you thought would help you reach your goal, might not be cutting it. Commitment to reaching your goals is good, but commitment to a plan you know isn’t going to work is not only a waste of time, but will be a devastating blow to your motivation. Sticking to a plan everyday means adjusting it accordingly.

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ASHLEY SCHUBERT

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ASHLEY SCHUBERT After her tenure in journalism, drafting legislation, and working in TV production, Ashley Schubert knew she wanted a career where she could put her passion for people to use on a daily basis. One day, Ashley and her husband came across a flier for a listing and her husband made an astute suggestion. “You could do that,” he said. “You could sell houses.” Inspired by the challenge, Ashley decided to try it out part-time for a while, until her knack for real estate generated so much business in her first six months that she made the transition to full-time. Five years later, Ashley is at the helm of a thriving enterprise, grounded by a professional ethos centered on client-centric care, communication, and a quantifiable ability to deliver results. Likewise, she has earned a myriad of awards and designations, amounting to an impressive list that includes: the 2013 Rising Star Award and the $100,000 Club of 2014, the 2015 OKCMAR Rising Star Award, the Berkshire Hathaway Leading Edge Society 2015, the Berkshire Hathaway President’s Circle 2016, the Multi-Million Dollar Producer designation 2013 through 2017, the Oklahoma Next Generation Under 30, and has earned a spot in the top 5% of agents for Berkshire Hathaway Home Services Anderson Properties. Heading a capable and tightknit team of six—including four agents, and transaction coordinator/assistant that serves the whole—Ashley has put her experience in production to good use to manage her talented ensemble. Together, Ashley and her team primarily serve the Oklahoma City area, extending out to the surrounding areas of Edmond, Yukon, and Piedmont, as well. From beginning to end, Ashley and her team make it a priority to connect with the clients on a personal level, recognizing that at the heart of every transaction there is an individual or family turning the page on a new chapter. “What I love most about my work is being able to work with people every day and guide them as they navigate one of the biggest purchases of their life,” Ashley reflects. “I try to remove stress from the equation as much as possible, so that my clients can feel like the process is completely painless. And along the way, I’m able to build more friendships and meet new people, all the while helping them achieve their dreams.” With an impressive 95% rate of repeat and referral clients, Ashley’s ability to deliver results and provide memorable service to her clients in unequivocal. To market her listings, Ashley relies on a patented blend of the triedand-true traditional and the modern digital. She and her team make wise use of social media’s vast influence to reach potential buyers and clients of varied generations. She also incorporates professional photography, professional staging services, videography, drone photography for larger properties, and custom-designed fliers to ensure that every listing makes the ideal impression—whether in person or online. In that vein, she also throws open houses and brokers’ opens to drive industry and new clientele her way. Additionally, Ashley goes the extra mile and assembled home books filled with incidental information on a property, including facts and figures on the local school district, neighborhood, and nearby amenities. To keep in touch with clients past and potential, Ashley ensures that no stone is left unturned. In combination with sending out quarterly mailers and magnets, she 22

also makes it a point to cultivate face-toface connections by way of popping by with a gift, or sending out invitations for a holiday card photoshoot for past clients. All in all, Ashley ensures that every aspect of her work is energized and made sincere by her personal touch. Turning her penchant for service toward her local community, Ashley participates in a variety of civic and charitable engagements. Not only is she associated with the local Chamber of Commerce, but she also sponsors an organization called Sunshine Kids, contributing a portion from each of her closings. She has also contributed her time and energies as a member of the American Cancer Society for the past ten years. What’s more, Ashley dedicates her free hours to helping train up and coming agents, with a particular focus on Millennial talent rising through the ranks of the industry. In her coveted leisure time, Ashley enjoys hiking in the great outdoors, trying a new recipe, and decorating her home. Additionally, Ashley gives all credit and glory to God for allowing her to be part of such an amazing business. She feels that through praying and believing, she was inspired through her faith to go for it and dream big. While pursuing real estate full-time, Ashley and her husband have also had three children and she is thrilled to have a career that allows her to be successful on both fronts. In that vein, Ashley loves to encourage other women and moms who are trying to do the same, and she often blogs about this topic on her website. Ashley’s husband, Bronson, is her biggest fan and encourages her daily to reach her goals. He is a State Farm Agent in Edmond, OK and they often work together when doing transactions. Ashley is proud to be a realtor, leader, a wife, a mom and above all else, a Christian woman. Considering the future, Ashley has plans to continue to foster her business’s growth, with hopes to expand her web presence and add timely blogs to her site and social media outlets. She has also outlined shortterm and long-term goals that she and her team are aiming toward, developing their skillsets along the way. With five thriving years in the industry already under her belt—along with an assured passion for her daily work—the years ahead are sure to yield continued promise for Ashley Schubert and her team.

To learn more about Ashley Schubert visit theashleyschubertteam.com, e-mail AshleyIsMyRealtor@outlook.com, or call (405) 933-1071 www.

SOCIAL MEDIA MISTAKES

Real Estate Agents Must Avoid There is perhaps no greater marketing tool for agents these days than having a large presence on social media, but there is more to social media marketing than just opening an account and gaining followers. A lot of agents forget the social part of social media. Itâ&#x20AC;&#x2122;s all about engagement, but it needs to be the right kind of engagement. This can often be the first impression potential clients or industry peers have of you, so make it count. There is no second chance to make a first impression, and that is especially true for real estate agents. Hereâ&#x20AC;&#x2122;s just a few things you want to avoid.

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1 Using it to Vent

Social Media is a great place to complain and commiserate about things, but save that for your personal page. A real estate transaction is already a stressful ordeal, the last thing anyone wants is someone who seems like they’ll bring a negative energy to the process. Even worse? Bad mouthing other Realtors® or listings. You’re selling yourself and your skills, so don’t sell anything that shows you in a bad light. Much like marketing a property, everything you put out should be professional and inviting.

Lack of Consistent Branding

Yes, social media is about social engagement, but it’s also about creating brand recognition. While you don’t want it to be purely promotional, you are running a business, so create a consistent branding across all social media platforms. If you can afford a professional graphic designer to help you out with this, that’s great. But at the very least, have the same profile pic, cover image and highly visible contact information, across the board. And don’t forget to share links to your other accounts, some people prefer different social media applications.

3Not Posting Enough

It’s good to create a schedule of how many times you’ll be posting per day and to pick times when you might have the most engagement. Don’t over do it, but three posts a day at the right time, tends to be a good goal. There are numerous tools on Facebook, for example, that

can let you see when interactions are the highest. Stick to your schedule and adjust accordingly. It’s also important to not just post your listings. Be a resource for people who follow your page. Post community events, or other informative articles that are relevant to home ownership. Be a page they want to follow even when they aren’t buying or selling a property. They’ll remember you when the time comes.

Not interacting With Your Followers

It’s called social media for a reason. The more you engage with your followers, the more they see you as a real person, and not just a marketing tool. Not only do you get to know your past clients and potential clients, on Facebook, engagement actually will make your posts seen by more people. So it’s a win/win.

Not Sharing or Linking to Others

It might not seem like a good idea to not promote the blogs, pages or listings of other people, but it’s not only an excellent way to build goodwill, it will also increase your own presence when they reciprocate. So make a point to share posts and links for local businesses and even the blogs of your peers, if it’s a post that offers valuable insight into an expertise you don’t have. That will encourage them to share your posts and even your listings, which will increase your potential buyer pool. This is another incentive to create your own blog. Unique informative content is always of value, and more likely to be shared than promotional links.

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MARY SERLE

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MARY SERLE Growing up with a real estate agent for a mother, Mary Serle’s path to the industry was a natural one. Though she first mounted a successful career in corporate sales—experience that would eventually serve her well in her role as an agent—Mary ultimately returned to the passion she had fostered her entire life: real estate. Today, Mary has been licensed for a decade and recently transitioned into a new role as a broker with Baird & Warner Real Estate. Having completed fifty transactions in the last year alone, securing $10 million in closed volume, Mary is now trending toward $15 million in volume for 2017—an impressive feat indicative of her commitment to client care and ability to deliver quantifiable results. Though the majority of her business is centered in the Chicagoland region, specifically in the metro suburban area, Mary tends to go where her clients lead regardless of geography. Having learned from her mother the value of cultivating personal connections with clients, Mary’s approach to the agent-client relationship is one founded on forthright communication, advocacy, and continued education for her clients throughout the transactional process. With a robust rate of referral and repeat clients already established, the caliber of Mary’s client care is unequivocal and keeps clients coming back. Whether she’s mounting a marketing campaign or working with clients one-on-one to find their dream home, Mary’s methodology is decidedly personalized. “My clients know that I’m their ally and that we’re going to get through this process together,” she recounts. “Whether I’m working with first-time homebuyers— keeping them focused and helping them navigate finding their first home—or if I’m working with a family that’s upsizing to a new property, my number one focus is always on making it a seamless transition. This process can be daunting, but I try to

make it stress-free. When someone else can help you along the way and draw a roadmap, it really makes a difference.” As for her marketing efforts, Mary combines the digital and modern with the tried-and-true traditional. Not only does she make use of the leading digital listing portals, but she also commands social media’s vast footprint in order to secure maximum exposure for her listings. She also incorporates carefully curated print ads and reaches out to her tightknit network of fellow agents. Mary utilizes professional photography, staging, and high-quality customized print pieces for each of the listings she is responsible for, so that each one puts its best foot forward on its way to market. With the help of her two marketing assistants, Mary’s efforts leave clients confident that their listing is in capable hands. While her work has generated proven results for those she works with, Mary never forgets the individual or family at the heart of each transaction she spearheads. “Just knowing that I’m able to make a difference in the lives of my clients is so motivating,” she recounts. “Helping them find the home they’ve always wanted, or move on to a new property and get perfectly settled—it makes me excited to get up every day and do my job.” Positioning her spirit of service toward her local community, Mary is avidly involved working with veterans, a cause close to her heart considering her son is a former military member himself. She contributes her time and efforts to assist veterans with various housing needs, including home repairs, renovations, and construction. In her free hours, Mary is an enthusiastic bike rider, and enjoys taking the occasional weekend trip with friends and family. Looking ahead, Mary has aspirations to continue the development of her growing brand, with plans to increase her volume in the year ahead—all while maintaining the exemplary standard of service her clients have come to expect. “It really is a privilege to be able to do what you love for a living,” Mary reflects. “That’s the philosophy I base my business on.”

To learn more about Mary Serle e-mail mary.serle@bairdwarner.com or call (630) 857-0046 26

Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives. But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. 27

AMY BUBES

Amy Bubes was once a successful bench jeweler, sitting down every day with an array of heavy-duty machinery and raw metals to create a line of Argentium sterling silver and diamond jewelry sold in stores across the country. Finally able to admit her youngest daughter was headed to college, Amy set about finding a new, equally creative, passion that would allow her to step away from the bench and connect with more people. “I wanted to find something visually and intellectually creative but also hands-on,” Amy says. “I had always loved Real Estate. Having bought and sold a few homes with my husband, I looked around and decided it was my time.” Now, Amy is beginning her fifth year as a Realtor with Harry Norman in the Buckhead office of Atlanta, primarily serving the Buckhead area and traveling as far north as Sandy Springs and south as the Old Fourth Ward.

Amy knows these neighborhoods well and has the ability to get to the core of what a client is looking for. Doing so requires a service-based approach tailored to each client. “In my mind, creativity is at the root of every business deal,” Amy says. “In Real Estate, there are no two clients, homes, or deals alike. Every transaction takes a completely unique approach.” She stresses to Sellers that she is selling their home—not their things—and helps them prepare their home so it is seen in that light, often times rolling up her sleeves to work alongside them. On the Buyers’ side, Amy focuses on highlighting the opportunities certain spaces afford, or, if she feels the space may not suit them. She helps clients see the forest through the trees. She also provides clients with a floor-planning program, measuring the space herself and showing them how to input rooms and play with furniture placement. Many of Amy’s clients come from referrals, so she knows earning those referrals means working hard and constantly bettering herself. It’s this challenge Amy loves about working in real estate. The industry is constantly evolving, and being a part of it means engaging in that process. “There are many moving parts involved with buying or selling a property, and I want my clients to feel comfortable and educated throughout the entire process,” Amy says. This is true of first-time homebuyers especially. Many clients become friends, so keeping in touch isn’t difficult, but Amy finds small and creative ways to do something special every year, sending, for example, not only a custom created Christmas card but something unexpected like a Valentine’s or Thanksgiving gift. Copyright Top Agent Magazine

Amy’s clients take notice of her painstaking attention to detail and high standards. For high-end listings, she engages a marketing company to expose clients’ properties internationally, ensuring they receive the broad exposure necessary at a certain price point. Amy is able to provide a weekly report for clients showing them the interest their home is receiving, down to unique website views. It’s a service both she and her clients find extremely valuable considering the recent increase in international buyers. Amy is also exploring other digital marketing opportunities. Amy has become a resource amongst her clients and peers for nearly everything. In fact, the day before she was interviewed for this article, she received a call from a client seeking a personal wardrobe consultant for his wife, a thoughtful gesture for a working mom with a hectic schedule. Amy praised her client and happily pointed him in the right direction. She looks for ways to get even more involved in the community. In addition to her support for Habitat for Humanity, among other organizations, Amy

is always quick to support friends and agents in her office with the causes close to their hearts. When she’s not working, Amy loves spending time with her husband, Mark, their three daughters, and two son-in-laws. “I’m very proud of the girls we’ve raised—the people they’ve become and the work they’re doing,” Amy says. Amy and Mark are excited to become grandparents for the first time this summer. Also special to the family is Putter, their beloved Wheaten Terrier. Amy and her family moved to Atlanta 20 years ago and have since seen the city grow tremendously. The area has much to offer, and Amy enjoys exploring it. Clients see the immense pride she has for not only her community and family but her work as well. It’s evident everything she touches thrives due, in large part, to her creative and genuine spirit. “In the end,” Amy says, “my goal is to help my clients attain the vision of their desired lifestyle. I guide them through the real estate process. I’m with them every step of the way—whatever it takes.”

To learn more about Amy Bubes, visit amybubes.harrynorman.com, email amy.bubes@harrynorman.com, or call 404-213-0987 www.

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VENESSA BLAIR Although Venessa Blair didn’t initially consider a career in real estate, with her background in sales and a love of design and architecture, she was almost tailor made to be successful in the business. “I was told that with my people skills, I would be a good fit for the business, so I decided to give it a try. I was living in Beverly Hills, ordered the books, studied and passed the exam on my first try. I walked down to the nearest Coldwell Banker and got hired. Things just took off right away and here I am 15 years later. It’s been an amazing ride.” After many years as a multi-award winning Realtor® with the International Previews division of Coldwell Banker, Venessa is now with the John Aaroe Group, a full service luxury boutique brokerage firm. She is also a licensed broker in Colorado where she specializes in the lucrative Aspen real estate market. A few of the ways that Venessa has been able to stand out in such a competitive market is with her expertise in design, and the innovative techniques she uses when it comes to marketing. Venessa takes a creative approach to sales, presenting the possibilities of what can be to both her buyers as well as to her listings. “I really take advantage of every opportunity I have to sell the lifestyle that these amazing properties I list offer. I do everything at the highest level, and then make sure they get out to the right buyers by targeting my marketing. I’m currently work-

ing on an incredible property in Aspen and will produce a high-end film of vignettes that show the property throughout the seasons. I love that this job lets me be so creative and fun.” Venessa works a lot with high profile clients, and her down to earth nature and her ability to adapt to all types of people, are just a few things that keep her clients not only coming back, but referring her to their friends and family as well. “I try and roll with the punches, whatever my client needs, I give them. I’m also really honest and blunt, but not in a way that throws people off. I want my clients to always feel good about the decisions they make, and it’s my job to give them the right advice so they can do that.” Venessa is a huge believer in giving back and she is actively involved with her church. She is helping the Laurel Canyon Association, to preserve the area and protect the local wildlife. She is also excited to be starting a global outreach campaign called Namibia in Africa Calls. When she isn’t working, Venessa loves spending time with her daughter, traveling, and making her own wine, which she proudly serves at the her dinner parties. Venessa is considering starting a small team in the future. “I finally feel like I’m at the point in my career where I can guide others to reach the success that I’ve had. This really is a wonderful career and challenging, too. I love helping people through this major transition in their lives. It’s an amazing honor to be a part of that process.”

To learn more about Venessa Blair call 323 646 9444, email vb@venessablair.com or visit www.venessablair.com Top Agent Magazine

KAREN BUONOMO Karen Buonomo always had a passion for sales and marketing, and she had a long and successful career working for a hearing aid company before leaving that to start a family. When she decided to get back into the workforce, she wanted to try something new. Real estate immediately came to mind. “When I was young my father and uncle were flipping homes and I would go with them on the weekends to look at property. I was always intrigued by the business, and it had been on my mind to try it some day. When the opportunity came about, I jumped at the chance. That was 14 years ago and I haven’t looked back since.” Karen made her mark in the industry by focusing on expired listings, something that still encompasses 80 % of her transactions. She leads a small team that includes a buyer’s agent, a social media expert, as well as a professional stager and photographer. Karen is the team’s sales and marketing specialist. The team specializes in New Jersey’s Monmouth County. Karen credits her determination, her marketing expertise and her empathy with her success in dealing with expired listing clients. “People are feeling pretty beat up by the process by the time I meet them. They’re upset with the Realtors® they’ve worked with in the past, so my first job is to really earn their trust. I tell them what I can do, and even have a checklist showing them exactly what that is compared to other agents. I have an impressive record with expired listings, 99% of the time I get the homes sold.There’s nothing better than being at the closing table and having a client tell me they couldn’t have done it without me. My fulfillment comes from giving a success story

to people who had no hope. I have a passion for helping people and making their lives better. My clients are so happy and they usually can’t wait to tell others about me.” One of the ways Karen really stands out from the rest is with her unsurpassed marketing packages, that are comprehensive and customized to each listing. “ Whether it’s a 100 thousand dollar home or over a million, everyone gets the same service and marketing effort. They all get professional staging and photography, virtual tours and expert negotiations. My social media specialist has been key to getting the listings seen by as many potential buyers as possible, and is really zeroing in on the most likely buyers with targeted marketing. I love marketing it’s so much fun for me.” Karen has earned several designations including her ABR®, SRES®, CRS® as well as being e-Pro certified. Karen is involved in a key organization in the real estate industry, RPAC, a political action committee that advocates for Realtors® and legislation that affects them. When she isn’t working she enjoys Sunday dinners with her family. Karen couldn’t be happier with her business and is always looking for the next new and exciting cutting edge technology in an effort to always give her clients a competitive advantage. “This is the biggest investment most people make in their lifetimes. I want people to know that when they choose me as their agent, they not only get the best service, but I do my absolute best to make the process as stress free as possible for my clients.”

To learn more about Karen Buonomo call 732-207-8154 or email realtorkmb@gmail.com 32

Things Successful People Never Do

There always seems to be people around you who find success with ease, but trust me, that is NOT the case. Although luck can often times play a role in someone’s success, most of the time it’s due to hard work and avoiding bad habits. The best way to find your own success is to implement some of qualities you see in people you admire into your own life. The hard work part is still up to you, but by shifting your perspective a bit, and NOT doing some of the following

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things, that success might happen a little quicker.

DON’T JUST WING IT

Successful people plan everything. Not only do they have yearly goals, but weekly and sometimes daily ones as well. By giving your time a purpose, and a clearly defined goal, you’ll eliminate the time you spend haphazardly doing things that might not be a priority. It will also make you feel less scattered, which is always a good thing.

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

Successful people take on what they can do well, and no more. That all starts with a daily ‘do to’ list. They always make sure their list is manageable and then they don’t sleep until that list is completed. If you find yourself not finishing your list, assess whether it was too much or if you slacked off. You’ll be surprised at the feeling of accomplishment you feel when you finish your list. Not finishing will bring you down, so make sure you aren’t biting off more than you can chew.

THEY DON’T WORK HARDER, THEY WORK SMARTER

Yes, having a strong work ethic is key, but that doesn’t mean you should waste time on things that will have less of an impact on your success. Focus on the things that will give you the most bang for your buck. Better to spend the majority of your time there, than spread yourself thin on numerous tasks.

THEY DON’T TRY TO PLEASE EVERYONE

This might seem like a bad call in business, but successful people know when to cut your loses and move forward. Anything or anyone, that frustration into your life, is never a good thing.

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 34

and moving on from mistakes. Yes, you learn from them, but don’t repeat them. Part of being innovative is trying new things, that will keep you fresh and energized, but learning how to let go is an equally important part of the equation.

GO FOR THE SHORT RUN SOLUTION

Successful people are in it for the long haul and therefore thinking long term. When you have a plan for success and the patience to see it through, while you might have a slow start, you’re establishing a foundation for long term success. Going for the easy fix, usually doesn’t pay off.

PAY ATTENTION TO THE NAYSAYERS

Lets face it, we all have people in our lives who might be a little more pessimistic than is healthy to be around. You can’t change them, all you can do is not let them drag you down into their ‘glass half full’ mentality. Have your plans and goals, be confident about them. When you’re insecure, that’s when you’re most vulnerable to those types of people.

THEY NEVER QUIT

That doesn’t mean letting go of things that aren’t working. It means having an end goal. Whatever obstacles or challenges come up, you take them on, always with that end goal in sight. Successful people know that adversity and overcoming those challenges, is how you grow, and will ultimately make you a better business person.

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LANA BURKE Before getting into real estate, Lana Burke had a successful career as an accounting manager, but this natural born people person was growing tired of sitting behind a desk every day. ”When I bought my first home, the Realtor® I worked with thought I would be a natural real esate agent. She convinced me to give it a go, even going so far as having me join her company, and took me under her wing. That was 11 years ago, and I couldn’t be more grateful to her for giving me that push. I get to help people and be out and about in the community, two things I love.” Lana is now one of the most respected and in-demand agents working in Polk County, Florida. Keys to Lana’s success have been her in-depth knowledge of her marketplace as well as her ability to provide customer service that truly goes above and beyond. “Because I really know this area I can not only help clients find the perfect home, but I’m able to help provide them with information that will give them the lifestyle they want as well. I’m wellversed on all the schools and local amenities. I’m also just a hard worker and really devoted to making sure my clients have an experience that’s as stress free as possible. That all starts with constant communication. I make myself available to my clients and always respond quickly to any questions they might have. That can be rare in this business and I think that’s one thing that sets me apart.” When you check out Lana’s testimonials, her clients are quick to praise her patience and her ability to get even

the most difficult deals done. The exceptional experience she creates for her clients not only keep them coming back, but makes them comfortable recommending her to their friends and family as well, so it’s no surprise that Lana enjoys a remarkably high repeat and referral business rate. Lana is always trying to stay ahead of the curve when it comes to implementing innovative marketing ideas, as well as the latest technology. She utilizes the 33 Touch program to stay in contact with past clients, as well as more personal touches such as birthday and Christmas cards. She takes a comprehensive approach when it comes to marketing her listings, using more traditional methods suchs a postcards, as well as extensive online marketing and social media. Lana is also considering using virtual staging to help potential buyers visualize what a property will look like when they make it their own. Lana supports several charities through her brokerage, including ones that feed the homeless, as well as one that provided meals to people with ALS around the holidays. In her free time, she enjoys working out and fishing with her boyfriend on her recently purchased boat. She also enjoys spending time with her three year old grandson, and her three adult daughters. Lana’s business grew 40% from 2015 to 2016 and she would like to keep that pace of organic growth going every year. “I definitely want to stay on top, but ultimately for me it’s about really connecting with my clients and helping them achieve their real estate dreams.”

To learn more about Lana Burke call 863-529-4436 or email lanaburkehomes@gmail.com Top Agent Magazine

RONNIE CLINE JR Living by the motto, “water cuts through rock not because of its power but because of its persistence,” Ronnie Cline Jr. has the drive and the motivation to get the job done every time. He is a standout hard worker that thrives at a challenge and has seen great success in his short four-year career in the real estate industry. He is a hustler that really paved his own way in the business by knocking on doors and shaking hands with all the right people. This has earned him recognition by the Three Rivers Board of Realtors every year because of his efforts. Cline was recognized as a Silver Level Producer his first full year in Real Estate which amounts to over $3 million in sales. In his last two years with the award-winning office Mossy Oak Properties Mozark Realty, he has been recognized as a Gold Level Producer with over $5 million in sales. For Cline, it’s all about setting goals and working to achieve them. With daily reminders of what his short- and longterm goals are, he is able to work towards them on a daily, weekly, and yearly basis to measure his success. It’s no surprise with this level of focus that he was also named the Top Producer and Lister for his office in 2016, which was honored as Office of the Year in 2015. It is the support that he receives from Mossy Oak Properties Mozark Realty that has helped him get where he is today and is part of the reason he is prospering each year continuously. “When you surround

yourself with people that are driven and have the same goals and desires as you do, I think it helps push you,” he says. The ambition that Cline has, comes from his background as a personal trainer, where he was the motivator for other people. He still takes a lot of this experience and brings it to his real estate business, when he works with clients and is a trait they truly appreciate. This has earned him a steady 30 percent referral business as his clients tell their friends and family how much they enjoyed working with him. “You treat somebody right and they’re going to tell someone and that’s going to lead back to you,” he says. The personable nature of Cline also helps to make his clients feel at ease as he sees each and every one of them as part of his extended family in the Southeastern Missouri area he serves with residential, commercial, and recreational properties. “I’m very appreciative of the opportunity to serve them,” he says. It’s easy for Cline to stay in touch in the community as he runs into many of his clients on a daily basis. He is deeply ingrained in the area as his children, Ronnie and Tyler, go to school there and his wife is a well-known teacher in the region as well. Through his office, Cline supports the several local charities and organizations and does promotional work through tradeshows. He is also a member of the Three River Board of Realtors. As more proof of his determination, Cline starts each day at 5 a.m. with a workout at the gym, where he listens to motivational speakers to get him ready for what’s to come. When he isn’t working, he likes to spend time with his family enjoying the great outdoors. They are also avid basketball fans, traveling with their sons’ team Semo Bulls to cheer them on to victory. As Cline continues on with his business, he would like to add rentals to his repertoire and continue to increase his annual production. “I like what I am doing right now,” he says. “I want to keep it growing.”

For more information about Ronnie Cline Jr. call 573-776-3129, or email ronnieclinejr@gmail.com 36

Marketing Lessons from Steve Jobs by Rob Flitton

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

Steve Jobs was the highest master in this.

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

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

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

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

1.What known or unknown or irrational pain, angst, worry, concern, fear, anger or sadness is the potential client experiencing? 2.Do they perceive or feel that they 38

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

KRIS FORD Growing up with a real estate agent for a mother, Kris Ford’s transition to the industry was a natural one. As a child, Kris and her sister would tag alongside their mother to viewings and open houses, passing out the occasional flier to potential clients and getting an early, inside look at the industry she would one day join. After college, she initially pursued a career in television journalism, swiftly ascending the ranks from reporter to producer. However, her work required near-constant travel and with children at home, Kris decided to return to one of her earliest passions: real estate. Today, Kris is an agent of exceptional promise at Century 21 Market Tech and has been cultivating her real estate career for nearly three years, roughly tripling her revenue in that span. Primarily serving southeast Michigan, Kris’s business is mostly centered in Macomb County, though she goes where clients lead, having executed transactions in Oakland, St. Clair, and Wayne counties, as well. Kris’s unconventional path to real estate via television news has had a surprisingly positive impact on her work and insight into the industry, allowing her a comprehensive understanding of branding and marketing—skills readily utilized as an agent. With an already robust rate of referral business, Kris’s clients remember her for her depth of knowledge, dedication to consistent client care, and her connections to the community. Considering her natural intuition—of the same variety that inspired her successful turn in news—Kris is a naturally amenable agent, able to get along with not only her clients, but with the fellow agents she does business with as well. Using her insight and knack for transparent communication, Kris is uniquely equipped to get to the heart of her client’s needs, assuage their fears, inspire confidence throughout the process, and keep the transaction moving minus the stress. “I treat my clients with a mutual respect,” Kris recounts. “Clients feel confident that we’re working together, that the process is inclusive. I like showing people the bigger picture, whether they’re a first-time homebuyer or someone moving up to their next home.” As for keeping in touch with clients both past and potential, Kris generates the majority of her leads naturally, through making organic connections while out and about in town, receiving a positive referral, or putting her social media skills to work to forge a bond with others online. Incorporating her mind for business, Kris also employs systematic marketing efforts to keep in touch with prior clients, including e-mail marketing campaigns, sending out birthday and anniversary cards, and hosting client appreciation events. As a one-woman force, Kris is able to control all the elements of her work and in return, give straightforward, accessible, and personalized service to her clients. Around town, people may recognize her as the woman from the billboard—another driver of leads—but what keeps clients coming back is her personality and Top Agent Magazine

ability to deliver quantifiable results. Able to strike up a conversation with nearly anyone, and a master of engaging with clients to ascertain their true homeownership desires, needs, and goals, Kris’s unflagging energy for her work has already yielded much success. Positioning her spirit of her service toward her community, Kris is actively involved with USA Cares for Michigan, an advocacy group that supports both post 9-11 veterans suffering from PTSD and their families, assisting them in societal reintegration and job placement. Additionally, Kris devotes much of her time to training up-and-coming agents, passing along her earned insight to fellow real estate professionals on the rise. In her free hours, Kris enjoys spending time with her husband and three children, getting outside, and taking in the view of the lake from her home. With her knack for party planning, she also enjoys hosting gatherings for family and friends. Additionally, Kris is a fan of the occasional good, old-fashioned reality TV show. As for the future, Kris has aspirations to launch her own e-brokerage firm, astutely sensing a trend in the way the modern homebuyer does business. She also has plans to shoot a series of commercials in the works, including her clients in the process. Having grown up alongside the industry and having earned experience dominating the business logistics of television and film, Kris’s proficiency in real estate is an assuredly natural fit. With early years of promise already under her belt, the years to come are sure to remain both busy and bright for Kris Ford.

To learn more about Kris Ford e-mail krisfordrealtor@gmail.com or call (248) 687-0151 Copyright Top Agent Magazine 39

LORI HAHN Top Agent Lori Hahn of Tierra Antigua Realty in Tucson, Arizona has developed a sterling reputation as a realtor who truly cares about her clients, and who will consistently go above and beyond to help them through what is often the largest and most emotional transaction of their entire lives.

and among her many glowing reviews is this testimonial: “I am impressed with Lori’s overall knowledge and expertise. She was familiar with details of the location where I wanted to buy a home. She always answered my questions as fully as possible and made herself available for all my concerns. Lori made the process from home searching to home buying a smooth and pleasant experience. I have already recommended Lori and will continue to recommend her to anyone interested in buying a home in Tucson.”

Says Lori, “I think I probably do much more for my clients than I’m expected to do. I do a lot of things that other agents wouldn’t, such as clean things up before taking photos, place staging items to bring warmth and character to a vacant listing and get boxes for my buyers and sellers. I’ve even gone shopping with them to help them pick out furniture and paint colors.” She has also gone out of her way to pick up out-of-town clients at the airport or at their hotel and drive them around to see properties. “It just feels natural to go the extra mile,” says Lori. “I can’t imagine doing less than I do for all of my clients.”

During the rare moments she’s not doing things for her clients, Lori enjoys the great outdoors going camping, hiking, bicycling and spending time taking photographs. Her creative side also seeks other outlets such as scrapbooking and making handmade greeting cards. She can often be found remodeling her home and designing the landscaping in her back yard. She’s also been involved in her community, and in the past has gone into public high schools and economically diverse communities to teach local residents about financial responsibility, getting out of debt, and how they can potentially become homeowners themselves.

Lori entered the real estate industry following long-time careers in both graphic design and massage therapy. A graduate of the Desert Institute of the Healing Arts, she credits her years doing massage with her innate ability to appreciate interacting with her clients on a very personal level, something they clearly appreciate. Having obtained her real estate license in 2005, she entered the business right on the cusp of the market crash. “It was quite a learning experience to begin during that time,” she laughs. Having survived that trial by fire, she is now one of the most sought-after realtors in the Tucson area.

As for the future, Lori has no grandiose plans, preferring instead to focus on continuing the high level of service she demands of herself. “It’s about quality, not quantity, for me,” she says.

Lori, who has the ChRC® (Chartered Real Estate Consultant) and SRES® (Seniors Real Estate Specialist) Designations, enjoys working with people from all walks of life. For no particular reason, she seems to attract more mature buyers and many buyers from out of state. She also enjoys working with first-time home buyers, and finds joy in seeing their excitement of becoming a homeowner and being a part of the process that makes that happen. Being able to education them about the whole process is something else she finds incredibly rewarding. There is another rare quality that sets Lori firmly head and shoulders above her competitors, and that is a willingness to admit when there is something she does not know. While other realtors will often bluff their way through a situation where their experience is lacking, Lori makes an effort to learn so she can educate her clients properly. “No two transactions are identical,” says Lori, “and if I come across something I don’t know, I don’t guess, I seek out the answers from the very best resources available.” This level of honesty and integrity has endeared her to her appreciative clientele, and the result is that her business consists of more than 50% referrals. A solid five-star Zillow rating is evidence of her client’s gratitude, 40

For more information about LORI HAHN, please call 520-429-8149 or email MovinInTucson@gmail.com Copyright Top Top Agent Agent Magazine Magazine

Living On Commission by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept. “I could never live on that!” But loan officers have to do it all the time. The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic. When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation. One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

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

Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all! She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

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

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

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JENNY RICE In 2001, Jenny Rice was looking for a new job, and ended up coming across an Broker/ Owner who was looking for an office manager. With a degree in marketing from the Indiana University Kelley School of Business, she was wellequipped for the job. This led her to discover her true passion for the industry, and introduced her to many opportunities. After taking a different job as a personal assistant to a Realtor, they offered to pay for her to obtain her real estate license. Jumping at the chance, she hit the ground running, and became Rookie of the Year for Indiana in her first year as an agent. “That was a huge deal for me,” she explains. “I’m so grateful to this day for the opportunities I’ve had.” Today she is a full-time Realtor at F.C. Tucker company, serving Hendricks, Morgan, Boone counties and surrounding areas, with nearly 100% of her business deriving from referrals/repeat clients. “What sets me apart is my communication, marketing, and commitment to staying in touch with them,” she explains. Jenny truly values each and every client, understanding how important this transaction is in their lives. Taking her position as a real estate agent very seriously, she works tirelessly to ensure the process of buying or selling is as easy as possible for her clients. All about promoting a positive experience, Jenny treats each buyer and seller as long-term relationships, wanting to become their go-to agent and friend. “When I’ve given them a great experience, that’s when they refer me to everyone they know,” she says. “It’s a big satisfaction of this job to see them happy.” Jenny also credits much of her success to her past training with mentor Jo Mead-Rush, who took her under her wing when she did not know a lot about the industry. “She is just an amazing lady, and has always been a huge influence,” Jenny explains. “I have tried to mirror her from the beginning.” Having the support and knowledge of a fellow agent has given Jenny the drive and confidence to grow her business. And as Jenny continues to expand, she sees more and more people leave glowing reviews about their time working with her. One recent client said, “Jenny is the absolute best! She Top Agent Magazine

helped us buy our first home back in 2008. When it was time to sell, we knew who to turn to. We accepted an offer the day we listed! It completely took us by surprise! We were very impressed with the photographer she uses, too! She gave us great advice and was an advocate for us. We built our new home and she walked us through that process too. We can’t say enough wonderful things about Jenny and our experiences with her!” Although real estate takes up much of Jenny’s time, she does make sure to stay involved in the community. She has a passion for helping others, and is very active in an organization called Hendricks County Clothe a Child, which helps give clothing to children in need. She volunteers at local schools, is a member of Tri-Kappa, Hendricks Regional Health Foundation, MIBOR, and the Plainfield Chamber of Commerce. Jenny, her husband Rich and their four children are also members of Kingsway Christian Church. Years into her career, Jenny can’t imagine doing anything else. She loves every minute of her work. “It’s a rewarding job. Seeing these people leave happy and excited, that’s what does it for me.”

For more information about JENNY RICE, call 317-417-1586 or email jennyricehomes@gmail.com Copyright Top Agent Magazine 43

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