NATIONWIDE & INTERNATIONAL EDITION
FEATURED AGENTS
GAIL BALLARD HALL MICHELLE BROWN JASON CLARKE MARIE COLLINS ERIN COOPER ANDREW DICKER JOSUE GALLARDO SHEEZA & WILLIAM GORDON TERRY MILLS JACKIE O'CONNOR-STAHL JAN & FRANK RAMIREZ
COVER STORY
BLAIR MacPHERSON TURKS AND CAICOS ISLANDS
SUCCESS– These 7 Habits Are the Real Secret to Success Things You Can Do to ANTICIPATE YOUR CLIENT’S NEEDS TURN OPEN HOUSES Into Destinations
NATIONWIDE & INTERNATIONAL EDITION
Jennifer Row is proud to congratulate
GAIL BALLARD HALL
Jan & Frank Ramirez
Marked by a distinctive 1800s Lighthouse atop the cliffy Mohegan the south end 6 Bluffs, Block Island sits just off11 of mainland Rhode Island. A mix of beautiful beaches line the 7-mile long, 3-mile wide Island filled with ocean views and recreation such as bike riding, hiking, horseback riding bird-watching and water sports. It was here, where Gail Hall had vacationed as a child, that in 1984 she decided to build her career and life.
marketing as with listings’ here is personal outreach,” paper comes in print and everyone gets it, includin here year-round.” People s with friends and family, w quickly. The agency is on MLS, which pushes listings are also members of a Luxu “I rented a house through a real estate firm and at the GAIL BALLARD HALL realestate.com. Additionall JAN & FRANK RAMIREZ BLAIR MacPHERSON end of the season, they needed to hire someone because a detailed list of what to e their main agent was taking a job as town clerk,” says ing time and expense rela Brown of RE/MAXon Realty she has carved out a niche for herself as being featured for the statelistings, of Arizona Gail,21who soon was who licensed immersed unique world “If their 25 property is in need of updating 22 in Lake in the Canadian provan agent can and get top dollar andthenegotiate the of in Top Agent resort-community Magazine! realfor estate. owner BallardasHall Estate, stagers for them and assist in that proce d and Labrador offers her best deals her As buyers andofsellers, wellReal as to When her newly-licensed fri To achieve nearly Gail and herpropagate seven agents at her brokerage were the top producers real estate advice; but does her listings to as many potential buyers as for instant success Jason’s sellers in particu with the that, excitement show shortly after moving into a new indusresources heinprovides. Not sales volume on Block Island in a recent, five-year stretch. Gail, who Gail enjoys the fact real of estate, esty and a true commitment possible. “People prefer to deal with someone who ings anstill agent, Marie try involves already having the skills foras“I prices higher thanCollin the s is also licensed in Connecticut, works independently when serving home is unique. learn somethin m through what is often the is younger and more in tune with the social media intrigued atpeople, the prospect ofthm and resourcefulness for that sional andthro buyers, but aspect teams up a showing agent for listings. Given her ter-required “I love meeting newphotography going heir lives. of with marketing,” says Michelle. “I utilize a lot in real estate. At the time, sh industry. Such was the case for Jason him through RE/MAX, rific reputation, she works 100%and onIreferrals, placing new business ability to be outside.” In addition, herJa of classified groups, use multiple social media homes when one of her clie Clarke, who had more than 15 years campaigns for listings and in the diligent care oflike herFacebook agents. “These agents areI get phenomenal. include SCUBA, swimming, hiking, sk opulation of approximately JENNIFER ROW platforms, and Instagram. a lot happened to an well-est agent— ofothers sales already andMARIE marketing experience “I also share in t Manager | Senior Loanare Officer | NMLS 193425 who Two my mentors trained me, and the had Also, because shebeownership is so JASON CLARKE COLLINS at the outlet of the upper Branch of buyers from Facebook advertising.” MICHELLE BROWN BLAIR MacPHERSON before venturing into realfamily. Office: (520) 777-4322 | jrow@sunstreetmortgage.com Marie get her start in the indu estate in further demonstrating that the basis for success when they started,” she says. “I’ve just helped is fitting that Gail has held numerous bo ng off as a small camp to homeloansbyjennifer.com TURKS AND CAICOS ISLANDS Kelowna, BC. “For 10 years I helped as her assistant. Ready to 3430 E Sunrise Dr, Ste 190, Tuscon AZ 85718 refine the attention to detail and professionalism we’re known for.” roles with organizations such as the Li s of a paper company, the BR The gratitude her clients feel for her services is NMLS 1397036 | AZ BK 0907366 challenge, Marie make the leap. Twenty-f build and run Canada’s largest direct mail company,” says decided Jason. toAdditionally, Jason is a vis ship committee, the Block Island Conser d in 1950, and today boasts its own airport best expressed by these stellar reviews found on her compa“After I came to Vancouver to build it out there, my daughter was “I like to get to know my she has crafted a sterling career based on the principle Thatwebsite: reliable,“Michelle friendly Brown servicewas putsfantastic. buyers and state chapter of the Nature Conservanc economy. Michelle has lived for the past ny’s Shesellers helped at usease find with born andEstate. we moved to very Kelowna; there’s just atodifferent kind ofmuch with cards, phone calls, te service, industry knowledge, and a can diligent work ethic Gail and Ballard Hall Real “I pay serious attention there is so you do in this com with her son Cameron, and truly embodies the perfect home for our family and helped us sell our house… vibe living here.” Intrigued and inspired by that vibe, Jason chose cation I know they prefer.” detail,” she says. available, “We create always relationships with people. care and community. In addition to the aforemenquickly! Always pleasant, always We honest ® to pursue his longtime desire to becomePrimarily a REALTOR Kelowna area that peop . St. Cloudtheand serving Central Florida people tend to remember that. But the most important thing is that One of those ways ofthe helping is continui so possesses a solid ethic that her and an absolute17) pleasure to do business with.” And this one: 4) work 8 THINGS THINGS YOU 27) TURN OPEN or resources they may nee spearheads her work solo under the banner of Berks I aim to make transaction extremely friendly easy.” Gail area by holding such a strong, respectab ppreciate. “Michelle Brownevery is awesome. She’s seem knowledgeable, and eduyouThere, can golf, swim andansno Earlier in TO his career, Jason had worked in sales in the homeRealty. HomeServices Results she’s built SUCCESSFUL PEOPLE CAN DO HOUSES INTO catesknows and informs people every step of their transaction, business. “I plan to stay in real estateen f sure how to help herthrough customers find their dream home.” but has and a young family an improvement industry, which helped make estate a isnatural 60% real of business driven bywho repeat referral client keeps them free from background details that could feel overwhelmadding that she strives to grow and cha y percent of her business based on repeat NEVER DO ANTICIPATE YOUR love his but hisher favos transition for him. “I’ve worked with DESTINATIONS atolot homeowners, soan agent. herofstaying power as Inwork, considering ing. “Then say, ‘Oh, this of justher went really smoothly; thank you and to continue building her Connecticu ichelle is obviously touching a chord with Despite the they financial rewards profession, it’s the more with family. Jason is also I was able to hit the ground running,” he says of his start in real Marie cites responsiveness, personalized care, and att CLIENT’S NEEDS so much!’” try Real Estate LLC, managed by her pa . “It’s really all about being honest,” she personal side of her career finds so most rewarding. community outreach “I’m throu estate.that His Michelle business grew steadily that 2017 as in thelate key tenetsand of early her professional philosophy. 8) SUCCESS–THESE 31) TURNING YOUR Carlson, which offers properties for sale to account for this level of client loyalty. “I love meeting new people,” she enthuses. “Deer Lake is a small support of Children’s Mira 2018 he brought two agents and an assistant onboard, forming ented and I really care about my customers during In a vacation destination community with only awith small population area around Old Lyme, CT. “I don’t kno re for them, whether it’s on the weekend town, so everyone knows I just love being around all 7 HABITS ARE THE 23) 3 everyone. MENTAL TRICKS PROFESSION Jason Clarke and Associates RE/MAX The teamINTO the“Icommunity. homeKelowna. sale or purchase,” sheefit says. account forHe’s all tha of people year-round residents, staying in touch comes naturally. Wordbe, but I do know that I’ll continue to s hichever is most convenient for them.” the here in town that I’ve worked with.” Damn, a group who meet primarily serves Kelowna, West Kelowna and Lake Country, plus even making sure that a home’s utility bills are in the REAL SECRET TOof-mouth is theTHAT WILLThisTAKE A PASSION best Peachland marketing. is true as much with business fessional and personable.” variousitlocal charities and communities of the Big White on topskiofarea. every file and I follow through frominben reer in real estateSUCCESS in 2011. She had been Michelle, who enjoys spending her time off TO just hanging out YOUR BUSINESS I make sure everything is aligned, so that there are outique, which her current broker owned. at home with her family, is also passionate about giving 35) 3theyalong SUREFIRE Years more, of marketing experie Jason’s clientsLEVEL speak volumes about theback service receive problems the from way.” What’s Marie emphas THE NEXT ed to get her real estate license,” says to the less fortunate, and to that is involved withwhat an annual to meet people’s needs ar Jason. Theirend accolades reflect hetance mostofenjoys about real accessibility and steady communication, und METHODS THAT MAKE ple of years later, the market was really Christmas charity that RE/MAX supports the ness growth. “The estate. “Real estate is fun that everybenefits day,” heamidst says, a the sentiment histhe cli-transactional stress of process, it’ssky’s her jo gested that I get my license too. So now I Salvation Army and its mission. FOR Adown-to-earth, PRODUCTIVE ents remember when writing reviews, calling him planI’m to keep growing mym t and attentive. “For my clients, available pretty AX.” teams on in the city,” hemy says. friendly and an excellent communicator. They most appreciate explains. “My phone is always and I tell c As for the future, Michelle simply planshis onhelpfulness continuingand toMEETING do readiness and ability to the needs of others and his professionalism, his time you have a worry, thought, or need, shoot me a r Lake may be a rustic tourist playground, what she’s been doingto all along: provide the they very have. best service his I’m teamable.” members. answer every question message. I respond the minute o her craft is decidedly modern. Utilizing available in the real estate industry. “I love my job. It’s been Phoneto 888-461-3930 | Fax 310-751-7068 cutting-edge strategies marketing her good to me, and I take it very seriously,” she says. To stay in touch with her clients and continue to bu mag@topagentmagazine.com | www.topagentmagazine.com tionships, Marie connects through various means. and up with clients a month No portion of this issue may be reproduced in any manner whatsoever without prior consent of newsletters, the publisher.she Topfollows Agent Magazine is months after closing—just to be sure that their move published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent https://www.facebook.com visit blockislandproperty.com or ctbeach.com, go to her Faceb transition has gone smoothly. Likewise, she’s sure t 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. email gail@blockislandproperty.com or call 401-741-70
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MICHELLE BROWN
JASON CLARKE MARIE COLL
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CONTENTS
To learn more about Gail Ballard Hall,
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Published in the U.S.
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Agent Magazine To learn moreTop about Jason Clar
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visit jasonclarke.ca and searchkelowna.ca, or go to h http://
DAN IHARA
Those who are look With a natural talent for building relation17 RENEE CLARK 21 REAL 25 29 ESTATE GROUP RIZ GILANI ships with others, Dan Ihara has paved a phenomenalKARE servic successful career path for himself in the the Ihara Team. On Since college, Riz is actively involved a small feelaround and thegraduating In addition to aRiz personalized approach to“The thein ht rea real estate With industry. After town traveling a doubt, having Gilani has spent his entire to support many charities. fi of bigcity living, buying and selling process, Clark uses her®was marke the world convenience selling waterproof cameras, it REALTOR in tothe time,” ERIN COOPER career in and around the real Dream Town Realty, he lik the North and Northwest suburbs skills to transform any home property listing into hi ANDREW was his wife Julie, who encouraged him DICKER was aa de while di estate industry. Initially workCoat Angels, an organizat ofhave Chicago areAndrew known forclients, theirErin provides sought-after property. “Careful preparation of explore industry which allowed REALTOR’ way to real estate her listing a thorough list and engaging “Tothrough do thisto work well, youanother to love it,” saysFor in touch through social, in asOther much faceestate. ing inprepare land acquisitions, withAbove coats, hats and gloves topek“ 30 he yields JOSUE GALL 29home 26with of him more family flexibility hishow family, and clients but theirpric was working for Verizon theybeautiful can best the property for sale. Dicker. “And I do.” to-face as possible. all, favors a personal atmosphere and intimeadvance usually a higher career. an personality portionsaid of every commiss touch, preferring to build relationships with clients nes when a broker client She talks with clients about which repairs will ensure the abilitycommunities. to utilize his many talents. Af-approachable dinary. This was nhI When thepast goal of a busin And no one knows a shorter period of time,” Clark. From tion.” moving to Nashville from his native Ireland in and present by finding a natural point of connection. her. He finallyAfter talked her a quicker sale. “I will say, ‘If you would like to sell and a real ability to connect Dream Town matches my ter speaking with a close friend who attends sale....road bumps truly serve and herhelp real this region quite like Clark decorating ideas ato professional stapa 2005, built a career in the service industry. WhenRenee “What I need love most aboutto whatusing I do is watching people ller Williams for an Andrew interquickly and into atwith this dollar amount, we to do its chances of success sky people, it was only a go volunteer and help del church with Dan, He began looking a zoning variances, t RENEE CLARK REAL RIZ GILANI DAN IHARA KAREN IRACE ® his regular customers—who be the grow,” “I’ve first workedimpression withhusband, so many young, firsther Ron, wereforgoing for her license one andofbegan repairs/updates. budget is he not as large, atIf your andestate. her happened team oftothese REALTORS creating asays. great is paramount. Ct Such isthe the case San An matter of time before Riz kids in December. I usuall career in real of property, w owner a thriving real estate firm—suggestedthen that we he can do these items and expect time homebuyers. Seeing how their families grow in ®time he ESTATE GROUP personal “At the two yearsthe ago. She of now toteam land closer Josuebu G TX, REALTOR Renee Clark Real Andrew Estate Group of @properties. and her this.lives. They know that RYAN YOUNG join his growing enterprise, decided to make the the home they’veunderstand bought—it’s awesome. I their really enjoy moved into residential sales. “In 2005 I decided to birthday and it’s great to expertise, pat were unsuccessful in starting a that includes her husband to this price.’” She also helps “soft stage” properand The Veteran Team w Six years later, he’s uncovered a passion builtof of my clients create by getting thejust prop-athe As aleap. group of professionals, they are some the most arehelping searching for aequity lifestyle--not home. Dan received his license inand May 2005, and has been moving and willingness, noon matter time®fo something so wonderful get my license and here we are 11 years later.” photography. We have professional After a successful career as a chef, gent; an executive admin; ties and hires professional photographers to capture for something to do evenings Goodwin REALTORS .a a reputation on personalized service, industry awareness, erty ladder. That way, their goals can grow with them.” JOSUE GALLARDO ERIN ever COOPER ANDREW DICKER photography onprovide all listings so37 we can when Ryan Young decided toPAT move 30 33 34 successful realcommitment estate agents in the area, receiving offer clients a wide array of resources to prepa mountains since. Today, he and his wife Julie, as well mornings) to assistance, and a inator. Erin andandher each listing’s best features. “Going over all the small SHEPPARD entered the business in Although she thought it would b GIUSE an team abiding to his clients’ goals. JOE produce the high end brochures. Our back MUELLER to his homedetails town of Cleveland, multiplenumerous buyer specialmakes aannual huge difference,” she explains. as ten agents and two admin staff, make up The Ihara Team. successful sale.” after honing in on his de When it comes to listing property, Andrew draws on his college recognitions for achieving high said Clark. “Once preparation is complete, we Riz would like to expand One of the Greater Chicago area’s most in-demand soon realized her true passion website is light years ahead of any he saw it as the perfect opportunity to Williams Realty develop deep client relatio Basedgroup. in Nashville, Andrew serves the greater metro area, but also degree inround videoteams production to of create immersive listing presentaclient event, som Although Pat Sheppard is business, now They have quickly become recognized as one of34 theuse top the others inappreciation our market. We are make a career change. Both his mom Inspired b month after receiving her licens SHEEZA & WILLIAM GORDON Joe Mueller’s inspiration for acommureal estate up new but rather marketing the properties priority is always providin agents, Riz has built his reputation on providing JACKIE O’CON 37 sales volume. But as proud members of the a professional photographer to take picture TERRY MILLS 33 ® Erin, afield wherever clients lead. At the start of his foray tions. Applying his own expert eye, he shoots photography and Knoxville andgoes all farther of the After working with her clients remember her and see project through always pushing to stay ahead of the and dad are successful REALTORS , ward to doing regularly. “I r one of the most in-demand in the state of Hawaii, having closed over 557 properties and As Dan and the team look towards the his first husband were chosen as foster pc career didn’t come from the fact that he for clients. An important distinction he thinks. He takes above and beyond. “I don’ a truly unsurpassed level of customer service that Mother and son estate team Sheeza. “We advertise in three magazines, we postcards, we use ofsays Ree alleach marketing outlets, including digital, print nities in estate, which theycutserve, Clark and her co-agents in real Andrew his and teeth on aateam that closed thirty to video for home headed to market. Should adjustments trend. WeMills want tothree beJackie the with strong background inreal the quick response time, excellent team, fantastic communication start to finish. “There areearned ofdotrendsetter.” usO’Connor-Stahl onneed our his team,” Fresh from college, Terry expand reach to ®and rented out a restaurant and it’s and respected agents working focus on the well being of senior citizens and investors on the plans in mind. They would like to exp Zerillo ea 11 year old girl, who is today the grew up in the home of a REALTOR tage of numerous advanced tools to promote his listings. Sheeza and William Gordon of Zillow, Trulia, and a ton of other websites. We also utilize high-end Nichols Real Estate in Gard sixty deals a month, an experience that helped him confidence, be made, works in consultation withteam, clients to determine the just the best. We’re alO heavily prioritizes communication. “The level and hospitality industry, the choice tosellers join tobefore describing hisexperience four years’ inalready the Marine Corps. skills. “We try tobuild answer questions our he clients even have social media.” are passionate about helping buyers and his professional inservice theflyers extensive Watson Realty ERA in Bakersfield, photography and of videos, drone footage, and all sorts of helping herhome with her marketing efforts as tion tofirst 3D tours and aerial drone photography, Joe isfor als Kansas embodies everyth daughter, Christy. 2008. An island of Oahu. The foundation of their business has proven to Hawaii, and also onto the west codM Ryan is actively involved in his comhis family in of the industry made perfect party, with lots of things k in the greater Atlanta area, it and skill inrepeat short order. Last year, Andrew took his efforts best strategies for the respective home and marketplace. To drum up his team members served more than 21 years in the y percent of herefficiency, clients come from them,” she says. “We take each process of buying or selling a a meeting every Monday speed communication I offer is insane. I’m high-octane field munity of private probation tal charitalisting city platform California have their fingerconsumer on the interest, awesome stuff.” with a wide range of real estate needs. and supports several sense. “I had always been passionate this Midwestern and solo whilebe remaining under the banner of Blackwell Realty. Six no stone is left unturned—from open houses and early as when he was in high school. On fessional photographer himself. “Every home has its ow Giuseppe a solid model. “It’s become very done property firm, with plans my clients know how grate took aIlarge, bit ofWe’ve nudging from her Corps and theorganizations other served 30 to years with the Air What keeps her clients coming back business and about house andand make itof astoday’s stress-free as possible.” pulse real so estate market. work. For nine years, hemanagement diligently heading to U.S. market. addicted to my phone, respond almost instantly. and what’s not w ble including the MS food wine, and growing up residents value: honesty, auth years after his start in thethe industry, roughly half of Andrew’s business neighborhood door-knocking that create aworking local buzz, to extensive Though Clark utilizes several Internet marke contrary, it was Joe who, in his early its own theme. I take time to write the copy, create the pho Today she works with RE/MAX than dete $68 million in business last year.” And while many would Dan’s passion is helping others to achie “We’re a unique team, given our skillsets and mindsets. Honest, trustworthy, dedicated and What their clients remember most about working with them, Sheeza about Erin? “I put myselfover through college in my life.” mother for this natural REALSociety and through KW Cares, charthought I would open restaurants at worked his way up the ladder to channel promotions ticity and a tireless work e Communication is something in this business that goal of providing the most is now driven by repeatteens, and referral clientele—a testament to his his mothexposure sequence across social media and the leading digitalout listing plat-buyer we th inspired and everything that calls to the hard-working, they have believes, is their solid work ethic. “Our past clients say that we’re the ®established ans are resilient, quick thinkers who easily adjust to new inoffer Orland Park, and founded The leaving th Erin has aand degree inI was Psychology from Maryville College with aid. “So I“We have knack clients I sold ities that service to Veterans. some point, but I encouraged found equally approach the real estate process as more of a tools, she’s currently working on ways to incr be satisfied maintaining that number, Dan insists they are only his employees to a high standard. Dan become a director at his company, but tations are immersi TOR that has propelled her to the to finally take the leap. forwho working wellEstee with others and delivering consistent results. forms. While Andrew takes his role seriously, he also does his best ®as Realtors everyone talks about, but most don’t necesble.know, Iexpanded love what do. I get to themselves who trulypeople hardest working Realtors thatKaren they and that it’slast a Icompletely passionate about real estate. The . “She worked er alove REALTOR pay thethan most for the home.” He provides both quality an action.” year by jo ones to, and who I now just sell said houses to.”to become an emphasis in nonprofit andtwo she believes strongly inof being of than ever herin beginning to grow. “We plan to be 4-5 times larger with Keller Williams, his goal is With to be soon it was time for athechange. Eager short order. to eliminate undue stress from the process, instilling aofsense ofprofession. secuTERRY MILLS JACKIE partnership,” Clark. “We getting to know social media presence and company branding. Pat is a huge supporter of K “My mom had been a Broker SHEEZA & WILLIAM put their client’s best interests front different experience from last time they worked with a Realtor. The sky is truly the limit for Young industries are really very similar, so it ® JOE MUELLER PAT SHEPPARD YOUNG GIUSEPPE S. ZERILLO sarily do it Andrew properly. If there’s ancalm issue, I Knoxville get ahead go to a®fifteen job I love. Not ma jobhisshe didn’t enjoy and was considertity in marketing, efficiently spending marketing g strong relationships taking careanext of service. She has a four-year-old son rity andRYAN wants to make years of at experience, Mike ness partner, REALTOR broker said that when the m When itand comes defining working style, the and in those he serves. “You have toand have with to stretch his entrepreneurial skillset this into the three years.” working with more agents adollars high O'CONNOR-STAHL and center. They cannot believe how fastREALTORS are how quick ourwhat response time GORDON was anand easy transition Icites think mythis Team ,fun asthinking they look to for years and was always trying to get me towith do awe portion of every commisi so interesting people being aand part of are poised for growth in the local market,” said C Flexibility and outside-the-box are terrific as has developed a reputation as ing amany afundamentals new career,” he says. “I’d always had my eye on real estate tured online listings and other things that increase expos of it. If I can’t answer a question, I let them know I get to make connections the way. “It’s genuine relationship with a better place for him to live. “The Cooper Group partners of good service and steady communication as the key you do,” he says. “There’s the old saying: people don’t care how 90beand percent of their busi going to slammed, but Ipassi wa is. We get things done quickly. We aggressively getoffer the job done and while serving others in Nearly the process, To extend his success has a lot to do with that expeexpand their team their ambitions and passions unfold he is est an industry where unexpected circumstances can aris it. When my youngest daughter entered graduate organization of her company agent who can be trusted to assist her many buyers and sel important transaction.” “And we really want to expand our reach on his success to date. lot of people think that real estate is much you know until they know how much you care. That statement he says. She focuses ontodoing everything six nonprofits in the community,” she says. Those groups include and Idrivers encouraged her to try it“Aand she quickly became a new home grab buyers’ attention. “When it comes to marketing on Sheeza began working in real estate in 2004. “Two of my very we don’t take ‘no’ for an answer.” I’mThe onof it.repeat/referral If Iis say inmy touch move forward and really mi rience. best part I still I’ll get tobe enjoy passiontomorrow unsurpassed levelaon of service to even more people. up of repeat and referrals, Terry set hiswith sights the world of clients community, Terry closing short sales before mos With their percentage business standing at Silver Spoons, which helps care for old time. While atoften least aItime third ofwe Josue’s team’s clients are with what is the largest transaction ofwith their lives. an industry rooted in sales, buthad it’s really a service industry,” Andrew goes a East long way, and my clients that really care about what friends thought I’dImake a great real agent,” she ess as easy as possible for hersuccessful clients. The Society of East Tennessee, Tennessee Suicide school, finally decided it was time to take aknow her working the hom for food, while making a mark inestate my new career.” “We’re all about creating opportunities forcustomer others. We consultant” Before Joe even hisHumane driver’s license, he was lendan ever changing landscape, but stay relevant and stuc especially in the north and northwest suburb real estate. He’d always been interAssociation andcou its their superior service detailed market analysis, I do it. I always do what lives. It’s very rewarding!” what a short-sale was, he about 40%, and hissure team are to new clients all military orputveterans, “ordinary also appreciat work seven days Dan a week to make alland of my areof friends they’re achieve.” says, “because ofPrevention, my connections myintroduced network andtrying Astofor the future, continued expansion isanything. on thecivilians” horizon. “We want to don’t wantPallito a ceiling onclients Astechnological long as East Tennessee Children’s Hospital—Pain and ing aargues. hand “Iinin histhe mom’s business, thrilled to be soclients close tobeen home we can continue offering our top an chance.” In 2006, Patricia attended Bob Wood Real well. ested intransthe power of property, so in 2015 he earned hisreal license board for thethe local service we provide and But nearly nine years later, the Formerly pet supply business, Clark transiChicagoland.” I say I’m going to do. After a transaction I keep Jackie’s exposure to estate goes back more than thb acquaintances. Also, I am a natural salesperson, and I’d working grow our business, especially in Ventura County,” says Sheeza. up-to-date and understand everything that’s going on in the Serving the Greater Cleveland area, in just a few there’s opportunity to grow, we’re going to strive to approach. “One of the hallmarks of being a veteran is pe at the time. Many buyers, sellers and investors learn of the Ihara It is clear he and the team will grow ative Care, The Love Kitchen, Faith Charities, and The Joseph om her talent at keeping in touch. “I call sales.actional It wasprocess.” from inthere that passion real estate grew. petitive advantages,” he says. “There are some amazing and launched his next under the banner of Keller Williams. Leaders ofagents Americ Estate School, where she graduated atachieve the top of sales since Ihis was a teenager. They talked me into it, and I’ve act her mother has been a with licensed realtor since Jackie with our clients,” she sayw years, Ryanisrelationships has quickly made a doing name for himself asoffice, it. We’d like toform offer expertise inthings every sector employs four licensed What’s more, Andrew afor proud member of the Beyond the Andrew most enjoys time spent his family toyears: detail,” he says. “We recognize that other people those going. like face-to-face intertioned estate nearly 14 years ago. What Hampton Memorial Fund, which isan aIeventuveteran’s fund. Erin is also unicate with them, into and Team letreal them know through seminars that Dan regularly gives. in the coming years. What keeps Dan with virtual reality coming down the pike and other tech never looked back. It was a great decision.” Her son William What it all comes down to, says Sheeza, is that she truly enjoys what Today, Terry is agent swiftly on the rise who has built a solid neurship and profe aeducational rising star in the industry. With a team of twelve, of the real estate world. I just love what I do, solving of junior high school age, and her father was a local buil ever-growing Nashville community and has watched his adoptive and loved ones, exploring new destinations in Nashville, and her class.inSo She joined Bob Woodand Realty andnot quickly she looks to grit keep inSteady touch with clients and worry about.As People also notice thatcontinue we’re not trans soon. growth, heto says, actions. yes Ibuilt do emails cards, but Ithat love ays. For ahappened pasthometown client who loves music, very active her church, Faith Promise. In It her time, she loves next was quick progression into real isfree these efforts and more that continue imp These seminars free and open to the public, and cater to the serve others. “I love serving aat ally signed for the asteam well, and since then they have been she does for a living. “Iare love helping people,” she says, almost “and going Ryan and his have their reputation on problems, overcoming obstacles, helping people andpeople Though her career in real estate seems predestin After earning his own realaon estate license in 2009, Joe built The in our industry going to shake things up and we reputation for personalized service, lasting relationships, and a haul.” remaining free hou evolve significantly inare theadventure past six years. “Ifor worked in the escaping on travel adventures a few times afor year. Looking ahead, he based; we’re in this the long Josue is always basis. We have several client ev made a name herself in the competitive Atlanta Pat also plans to expand her focused approach. phone and call12 toSouth let him know a band to spend time with her family, hiking, kayaking and exploring recognized as being among the Top 50 teams currently working in the above and beyond their expectations and delivering results that they the high level of customer service they offer. “Our providing opportunities for my team, I really love all going out to dinner, as well as being out and about Jackie initially decided to pursue a career in teaching. local senior community. Hewatched has held upwards of 600 their goals, whether are buying o area a well long time, and I’ve really the commutoand continue growing his business steadily, with hopesthey to mindproven ability toplans deliver onseminars his professional promises. and loved onesto and MOVEsuccess Group, afor thriving team affiliated with RE/MAX Results ing on the front edge ofthe that” estate as as athe long list of satisfied clients retain customers. “We don’t measure suc see the joy on the faces of people who were able pu including picnics, movie d Golden State bymission Realoutdoors. Trends Magazine, just one their numerous are and excited about. We’re passionate about what we do and imp ofYear. it.to It’s really been perfect career path for me.” statement istheto provide anRookie unparalleled market and was awarded of the like to make awife. real wn. Her clientsnity love and Andrew appreciate her For future, she plans to continue growing The wasn’t sure if a I would wanted tonow, sellclient real estate,” she explains, “s grow,” says. “I’m passionate about being part of of this fully develop a happy team in the next few years. For he’ll continue in the neighborhood. I really make an effort to stay side his over the last ten years. The other 60% of their client base find come part of our clients’ families, an in the South Suburban Minneapolis-St. Paul area. “Our goal is a home, upgrade to a bigger one, or sell a home quickly and awards. makes ustobetter the rest.” to our clients, one client at Ia time. Wethat partners incommendations the community. “I She always knew through sales numbers,” said Clark. more. We like ato do all kinds offor d“a As Managing Broker and Owne Cooper Group. also hopes found her simply own serve ackgroundand in sales informs her work as experience to than college and got my teaching degree taught city and community.” supporting thenonprofit aspiringwent buyers andTerry sellers of the Nashville area heand gle mothers, cause that is cl Serving thetodo Birmingham metropolitan region, works with to be a small team of A players who, per-person, can outperform In seven years, Joe has closed more than $75 million in hom in of people.” This effort has paid off and Riz offer afront concierge style service. We whatever we a good price. “We become their resource and stay in the team through open houses, social media or word-of-mouth. Whileservice sheents.” enjoyed that profession, she longstan and hersubu husb the Tri-County area and help underserved populations toyears.” become en I was wanted selling makeup that you have who work with her calls home. With six years of proven to hisThose name and a steady to work insays real estate,” recalled Clark when success istouch by the number of of the northwest Chicago In 2009, she joined Keller Williams Realty, where husband passed away when can toemploy ease the stress for our clients Ifof need hand the support two assistants and in–measured conjunction with another Looking ahead, Ter Sheeza andexpressed William aincredible full-time staff seven days athey week that to help them when they might need a painter, many larger teams,” Joe. That team right now includes Joe and leverages that experience to provide the best to ever One client gratitude for a 1031 Exchange Seminar has an repeat and referral business rate ® a firefighter – needed more financial stability to raise th To keep in touch with his clients, Andrew takes a multifaceted eye on the future to come, the road ahead is bound to be bright for my previous careers I learned how to financially self-sufficient. With her talents and dedication, she’s the long-term, as they can’t ima says 100% of his business isma holding, we hold their hand. If they need resources, REALTOR Vendors and enables them to provide constant service to their many grateful clients. asked about her start in the profession. “And now I client relationships we have.” agent—his mother. Together, this mother and son duo serve clients ishing enterprise, wr she continues to cement her reputation as an agent and it was hard but I really a home cleaner, a financial advisor or anything else. as primary along with a Licensed Executive Administrator every time. Joe has plans for steady growth toward becom growing family, and she decided to follow in her moth approach that blends print media via monthly newsletters, keeping Andrew Dicker. saying, “We attended one of the Ihara Team 1031 Exchange of over 90%. sure to make those worthy goals a reality! build relationships, andagent stay in touch.” weinprovide that –for them. There really is nothing we Selling primarily Kern County mostly inall thekinds, of Bakersfield - enjoying one else. After receiving consta leads,” hesomething says. “Iwhere don’t believe ofand with Terry aIt’s particular knack formy working Hedoes also hopes like we’re a on beacon for people in their day-tohave a successful team five agents and a tocity licensed footsteps. thought I’d try I’d have a li who goes above beyond herand In 2012, own. I year. would love to who also assists with buyers’ agent functions. “We also have some ofclients. the top teams in“I Minnesota. And while he want won’t or can’t do. Our goal is always gofor above the team is alsoof expanding into Ventura County. Seminars and learned about exchanging one rental property ance, and support throughout the reputation were built from pre alongside first-time homebuyers. In just a few years’ time, he’s bring his brand of day life.” This eagerness to nurture relationships Real Estate Companies— more flexibility and be able to make more money, so thr beyond what’s expected. For us me it’s more thanTeam just a and great partnerships withwith newand home consultants that help represome RE/MAX award and ranking thresholds, the notorie she formed the True Visions received helps single moms, offering assistant working me.” for another capital gains. We were impressed with Dan Riz takes a comprehensive approach to marketing ents know they couldn’t have m Those clients return for the 24/7 stems the that forms between clients and whenfrom I gotthrough my trust real estate license.” That was in 2003, and also cultivated roughly half of his business repeat and the Southeast. Fina transaction there’s a lot of emotion involved. ” With nearly 90% of their business based on repeat and referred clients, sent my builder’s needs”, says Top Joe. what drives him. Positive reviews,that happy clients andthem refe Listing Team, Top Closing Team, #1 Team services will help Ihara’s knowledge and explanations and his concept of a team... since. thehasn’t members ofback Josue’s team, especially given it comes to deciding on expand ahow REAT referral clientele—a testament to hislooked memorable working his chosen career, Sheeza and William are clearly doing something right. Premier Agents utilizing both traditional andtrue more technology provides along with an attitude Get Nationwide & International exposure! much more valuable to him. Going forward, he’ll Closed, Award, Million Dollar Club kids further the InUnits addition to the personal focus, Ryan and his Zillow, the pair can boast ofawith having aPinnacle perfect rating that isteam activehome theyget are intheir theand communities they serve.than bringing together people the expertise tomy facilitate all the style. “Most of clients are first-time buyers, when Igofor theclients. course my w quite simple, we focus onof servic Clark and Group’s her onteam work with variety offive-star buyers do anything “If som driven techniques to make sure his listings The MOVE customer service mantra ensures that people with people who embrace that same mindset. “I’ll be loo have set themselves apart with their professionalism Though Jackie primarily sells in Johnson County in this no comprised of more than 70 stellar reviews. Among the glowing testiMember, BOLD and numerous other recognitions. allowed me to give that to my started in this business, I knew I wanted to be a resource,” Terry you can do is to hel transactions that would be required. wants to see a house at 11:00, and from home buyers, executive maximum “Before listings are even and ability toexposure. stay onservice the cutting edge ofmy techknowsellers-how much they first-time care. Joe says he often measures year’s top quality people who ourshe motivation andinincluddrive.” monials attesting to their their exceptional client isa this standout: eastern corner ofshare Kansas, isAntonio also licensed Missouriw Covering all of the Greater San area, explains. “Many of the families I work with never thought they’d that homeownershi Helping people with the large Part of what makes Karen so s nology. run business a Ibusiness. It can “Sheeza Gordon and her“We team have helped us with several real estate assisted family and friends in that state. Able to on boast Agent Magazine is seen by success not only by Top how many families he is able tolike help, but available toour the public, do a lot of pre-marketing. relocation clients, to luxury properties--regardless inghas just south and just north, Josue and teamthat focus be able to buy a home, but when we’re able to build some trust, know I can use be a casual industry, but we are true professionals. transactions in Bakersfield. In every case they have worked diligently she is always in pursuit of stay ed For itareall comes down to her motto, Always do lives, making them comforta Dan they & The Ihara Team well-known inin the area for their business based 95% upon repeat and referral clie The same goes for communica Alongside success ina isreal estate, Joe his family more-so by what say about hisPat team through positive testitheher clients’ needs, not the area. Heand explains that thisgoin Iyes, market the my office and I’m in So we treatto this like aagents business but at the same of the price point or sell range. But it’s her personal I can show them the steps necessary to get things done. Once what keeps me on our behalf. They are immediately responsive to phone calls and Jackie is obviously doing something right toIfinspire s training. She has earned the CR specialized industry knowledge, community service, and suthe right thing, it will surprise some and astonish what they want, it’s just a gre I’m going to answer. for so Real Estate Agents and ed toBrokers community. anin active member hisbetter church monials, endorsements referrals. also holds certime weagent don’t lose site ofpriority, theseveral emotional element of highest-produccan create more work, buttheir that it helpsof them texts. Weand always felt weJoe were their top even though topthat network available towethe they’ve achieved that milestone, they can’t He’s help but tell incredible loyalty. When asked what might account for t philosophy behind each and every transaction that Council of Residential Specialis perior, unparalleled service. “It’s the high level of service we they’ll get a call back immed every transaction. We really care for our clients. Our the rest. “When I came the business, the market serve people while also growing business. “We spend aissponsor of local youth sports charities. “M tifications and therefore a higher thangoing normal ofrecommend serknow theyoffers have many transactions all the level time. We To learn more about Ryanteams Young friends thatinto homeownership possible with the right guidance.” Jackie points to the relationships she and forms with her clie ing agents in Chicago, where Ias can promote my tight systems with our customer service ® brings these customers back. Active listening, coned to brokers who have a high them without reservation as the combined only team to use inexplains. Bakersfield.” from me, not an assistant or aw call The Young Team at 216-378-9618, time in areas outside San Antonio keeping abreast of provide that helps us stand out,” Dan “On the listing every U.S. city and Internationally! ily and I also participate in Feed My Starving Children, vice. “I’m a Certified Negotiation Expert (CNE ), a Certified was down and I did short sales. I never judged. To learn more about Andrew Dicker “They become my good friends,” she explains. “They beco To find out more about Erin Cooper, haslistings. really been unbeatable combo.We also stay at of time Ianwork hard and spend afocuses lot getting visit www.YoungTeamRealtors.com ® completed numerous advanced trends in those specific areas, so that when we show “We have a reputation for bei sistent communication, keen market knowledge, side, we provide The Complete Solution™ which on based in Eagan,” he says. “I really like to be part of the c ) and Residential Construction New Homes Specialist (CNHS Facebook friends and I invite them to our annual custom Iproperties empathized and told them that they would get the forefront of technology. Our marketing includes To build that essential trust between agent and client, Terry goes There are manyAndrewDicker2000@gmail.com, reasons their clients demonstrate such intense loyalty or email ryan@youngteamrealtors.com email call (615) 596 –party, 7510, looking stellar before they go live. I ® houses there we can also give them the good advice estate. Karen earned the Certifie appreciation which is at a pumpkin patch and they br erin@thecoopergrouptn.com or call 865-776-8147 (cell) customers.” He extends this thi everything from drone videos to three dimensional ) and am a member of The Institute for Luxury nity in any way I can. We carve out time to do events, vo Certified (RRC helping older adults decide where they should live.” With his and results--alltowards theseSheeza ingredients form aoutdependable of And his way toismaintain steady communication with clients, and William. “Our extensive experience one another house soon. I’ve helped many of them they need toand make a sound their kids grandkids. I investment.” see inlove the community work with clients up front, painting, cleaning, and ing Specialist (CLHMS) designa visit his website here, or visit his Facebook page here as well, offering training and un Home Marketing” says Joe, who also holds a Minnesota contracing and contributing to worthy causes and contributin reason,” says Sheeza. “We also provide great service combined with atable To learn more about Rizat G two other companies, Senior Move Managers and Declutter even after the closing has been reached. Not only does he them Copyright Top Agent strategy success in today’s market. “It’s an honor get back in homes. I stayed with them and helped 65 - 694 - 5904for (office), or visit thecoopergrouptn.com kid’s sports activities.” For Jackie, the Magazine transaction is about strong work ethic. We’re willing to work harder and longer than other Please contact mag@topagentmagazine.com her specific training to market lu staging. I believe if you make a big effort up front, For more information about the Renee Clark Re agent who joins his brokerage. tor’s license. Hawaii, “I strive Dan to maintain a broad spectrum skillset andpresence community.” maintain a steady on socialmore media, but Terry also hosts truly provides complete guidance for his clients or email Riz@dre than Team just buying or selling. “I getofso The Veteran earns more than 85% itsinvolved businessin th them through bad times. become to partner so closely during this imporagents, andwith we re-invest a get significant amountthose of our revenue back intoMy clients allow our clients to leverage my experience in contracting, renobeen for three years itpeople really pays off in the end.” atospecialty Facebook group for his past clients, creating an licensed online For more information about D Estate Group, visit reneeclarkhomes.com, when comes selling their home. “These companies speCopyright Top Agent Magazine lives. There’s so much stress going on throughout the w tra from referrals. In addition to a robust CRM system ouritbusiness. Weto also pay close attention detail, and just make sure my family and friends. Iad truly care about them and tant process,” she said. “More often than not, we space they can turn to for market updates, home advice, and or call 888-461-3930 for rates and information. vating homes and interior design to help plan and make decisions selling. She didn’t have the sup action, and I get so attached to people while I’m helping th that everything is done in a timely manner.” or contact Renee @ (847) 612.0027; cialize in helping people downsize, declutter, prepare homes Ihara Team, please email dani go home the extra mile. It’s not about theThree money me. If Top Agentfriends Magazinebecause 3much continued connection. timesfor athrough year, he I also hosts it. don’t think client they realize how I mont missCo th regarding improvements to their or whatever is necessary become we work together on such a homes in her his first five for sale and increase their homeI don’t value.get I importance have closing email renee@reneeclarkhomes.com Staying in touchit’s with something past clients is of paramount to I after the deal paidafor, stillteam help them. appreciation events that bring together new andcloses.” familiar faces. or call 808-256-7 so it’s 100% market ready.” personal level.” that Sheeza takes and it from Copyright Top Agent Magazine William,contract and to that to endclose.” they“To sendme, out holiday cards and For more information about 3feeds his what’s most importantapproach is being a friend Terry reputation That’s who I am.” With her personal to to others,” Top Agent Magazine Giuseppe’s emails to maintain those important relationships. “I also try to make Jackie also points to the values she inherited from her pare notexistaboutthat chasing check. I believe you can never giveGordon, The vast majorityphone of Joe’s business comes fromsays. within his Sheeza and William sales, it says comes as no“It’s surprise Pata and her also believes his community calls whenever I can,” Sheeza. Copyright Topand Agent Maga as ateam reason for her success. “My brother sister and Iw Copyrigh than so I tell the people I’m working with that ing contacts, who find they receive a highmore level of you service referrals. “Giving istreat key,” have such a 75-80% repeat andreceive, referral business rate, raised to do the right thing,” she explains,back “and to peo http://blackwellrealtyandauction.com/agent-detail/Andrew-Dicker/99986/ www.
https://www.facebook.com/AndrewDickerBlackwellRealty/
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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.
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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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Top Agent Magazine
2
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.
3
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.
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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.
5
REPEAT THE SAME MISTAKES
Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working Top Agent Magazine
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.
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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.
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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.
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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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JAN & FRANK RAMIREZ After retiring from their successful careers in executive sales, Jan and Frank Ramirez were ready to take on their next challenge. Both were born and raised in Ohio, but they packed up their home and beloved dogs and set out for the West— landing in the idyllic city of Tucson. After purchasing a fixer-upper, their broker suggested they try their hands at real estate. Ready to rise to a challenge, Jan and Frank made the leap and have never looked back. Eight years later, this husband and wife team have carved out a reputation for personalized service, positivity, and a genuine investment in their clients’ long-term happiness. Today, Jan and Frank’s primary service area lies within the Tucson region, though they prefer to go wherever clients may lead. Under the banner of Keller Williams, Jan and Frank have cultivated a wide variety of clientele over the course of their second-act career, generating roughly 40% of their overall business from repeats and referrals alone. In considering their success, Jan and Frank cite a personable approach as a driving force. “We’ve been in the people business our entire lives,” Jan explains. “What could be more fun than meeting wonderful new people every day? We consider ourselves facilitators, and love showing people what our cute little city has to offer.” From first-time homebuyers and second-home buyers to seniors seeking adult communities and those relocating from around the globe—Jan and Frank’s enthusiasm and straightforward approach instills a sense of calm and security in those they serve. In fact, Jan has earned her Senior Real Estate Specialist designation, while Frank has earned the rank of Associate Broker. “It’s our goal to build lifelong relationships with our clients and become a resource they can always go,” Frank says. “We take our time to learn about our clients and their specific needs. We don’t rush through the process; we sit down and explain every detail in a way that’s easy to understand.” When it comes to marketing, Jan and Frank cite Keller Williams Southern Arizona’s international reach and supportive platform as a major value-add they pass along to clients. “We love working
with Keller Williams Southern Arizona,” Jan says. “It’s an amazing company, and you can very easily meet agents from around the world and they all have the very same mission statement. It’s been a great experience—rewarding, educational, and every day is different and fun in its own way.” Jan and Frank also draw upon their extensive experience in sales to ensure maximum exposure for properties headed to market, from online visibility to well-chosen print placement in area magazines and digests—like a local publication highlighting area golf resorts. They also host timely open houses that successfully draw local buzz. “We don’t just sit back and let things come to us,” Frank recounts. “The market it constantly shifting and we try to stay on top of that and have our business and practices evolve accordingly.” While Jan and Frank have cultivated a proven track record of success, their mission is authentically focused on the wellbeing of the people they serve. “It’s not just what you say to someone, it’s how you make them feel,” Jan says. “To us, it’s not about the dollar value, it’s about making people comfortable, treating them honestly, fairly, and making sure they’re happy with their experience.” To give back to their community, Jan and Frank are involved in a variety of charitable and civic efforts. Together, they serve as co-Presidents of The Ohio State Alumni Club of Tucson & Southern Arizona. Through this organization, they work with 100+ local graduates who come together to support worthy causes, such as student scholarships and Big Brothers Big Sisters. Through Keller Williams, the pair participate in the company’s worldwide Red Day, while Jan serves on the Keller Williams Leadership Council mentoring new agents in the industry. In their free hours, Jan and Frank most enjoy time spent with their two Dobermans, scuba diving in exotic locales, hitting the road on their Harley Davidsons for travel and meet-ups, and visiting new destinations abroad. Looking ahead, Jan and Frank have plans to continue meeting new faces through their business, doing their best to build community in the Tucson region they call home. Now, with eight years of proven experience behind them and abiding eye toward service to come, the years ahead are bound to be bright for Jan and Frank Ramirez.
To learn more about Jan and Frank Ramirez email janramirez@kw.com or frankramirez@kw.com, visit janandfrankselltucson.com, https://www.facebook.com/janandfrankselltucson/ page here. call or text (520) 907 – 8846, or visit their Facebook www.
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Copyright Top Top Agent Agent Magazine Magazine
Jennifer Row is proud to congratulate
Jan & Frank Ramirez
on being featured for the state of Arizona in Top Agent Magazine!
JENNIFER ROW Branch Manager | Senior Loan Officer | NMLS 193425 Office: (520) 777-4322 | jrow@sunstreetmortgage.com homeloansbyjennifer.com www.
3430 E Sunrise Dr, Ste 190, Tuscon AZ 85718 BR NMLS 1397036 | AZ BK 0907366 Top Agent Magazine
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Success– These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all? The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 8
their lives don’t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few. It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high
Top Agent Magazine
Top Agent Magazine
stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.
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BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.
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BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t
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fear asking questions. They fear not asking those questions and growing stagnant.
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BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.
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BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty. Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.
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BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.
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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.
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BE FEARLESS Successful people know that to give in to fear is a choice. They don’t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears. All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, don’t give up if you fail the first time. You must always try and try again.
Top Agent Magazine
Top Agent Magazine
BLAIR MacPHERSON TURKS AND CAICOS ISLANDS Top Agent Magazine
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Blair MacPherson is among the most sought-after realtors currently working in the Islands of the Turks and Caicos. The Turks and Caicos Islands ranks high on the list of the most beautiful places in the world, a tropical paradise that is among the most popular travel destinations for those seeking out relaxation, a beautiful climate, beaches that rank among the best on the planet and an offshore tax free jurisdiction to boot. For this 12Copyright Top Agent Magazine
reason the Turks and Caicos Islands are on the radar of many savvy investors looking for their next hot real estate investment. Top Agent Blair MacPherson, co-owner of RE/MAX Real Estate Group TCI, understands how blessed he is to live and sell in this beauTop Agent Magazine
tiful corner of the Caribbean. “The Turks and Caicos Islands are often advertised as the best place in the world to do nothing. I really enjoy the relaxed way of life the islands afford me. I have a boat and I like to fish, play golf and walk on the beach. I know that sounds like the perfect world, and I know I’m blessed to live where I live and do what I do. I love the location and I don’t miss those long Canadian winters.” Blair began his career in real estate 25 years ago in Canada with a commercial real estate firm before relocating to the Turks and Caicos 15 years ago. Prior to that, he worked in sales and marketing, including stints with Hostess Frito-Lay and the Coca Cola company. Top Agent Magazine
Despite his access to paradise, Blair’s downtime is fairly limited, as he is among the most sought-after realtors currently working on the Islands. While the Turks and Caicos are comprised of eight islands, the majority of Blair’s business transpires on the most densely populated of these, Providenciales. The majority of his business is made up of international clients who are looking to purchase their own small piece of paradise. Marketing, therefore, takes a decidedly different bent than most. “In our particular situation,” says Blair, “we focus heavily on internet marketing. It’s a little different than purchasing in your own country, city or town. Our clients are leaving their country to come here to invest in real estate, so a lot of the legwork and due diligence, so to speak, Copyright Top Agent Magazine13
“Turks and Caicos is really an undiscovered Island and from a real estate standpoint the timing is really good, we’re on the front end of some considerable growth and development.” happens online combined with relying heavily on my honesty, integrity and market expertise to provide them the best advantage possible when making their final decision to purchase in the Turks and Caicos Islands.” The properties he represents include villas, condos, and luxury vacation homes, and he also sells land for those who wish to build their island dream home. “We’ve stayed in our lane, focus14Copyright Top Agent Magazine
ing on high-end properties,” says Blair. “We’re not trying to be the leader in number of listings, we prefer to spend more time with our vendors and buyers, and offer better overall service. It’s proven to be a better business model for us and we’ve been successful with it.” Despite the level of success that he’s achieved, it’s about much more than the transaction for Blair. “I really enjoy what I do,” he says. “I get the Top Agent Magazine
chance to meet people from all over the world, and I like to say I don’t just sell real estate, I’m more into making friends. Once you become friends with people and they respect and trust you, the real estate becomes a lot easier for them to buy. I’ve made tremendous friends from all over the world over the last fifteen years, and sold a fair amount of real estate along the way, I can’t ask for much more than that” “Turks and Caicos is really an undiscovered territory and from a real estate standpoint the timing is really good, we’re on the front end of some considerable growth and development. Top Agent Magazine
The timing is great, the beauty is here, and we’re frequently rated as the number one beach in the world. We don’t have to sell the beauty.” As for the future, Blair’s plan is to simply continue with what his company is already doing. “We’re happy with where we are positioned with the RE/MAX Fine Homes and Luxury Property brand,” he says. “I’m very happy with our International branding and our local position in the market. Our buyers can have a great deal of comfort knowing they are dealing with an Internationally acclaimed firm with strong local expertise.” Copyright Top Agent Magazine15
For more information about Blair MacPherson please call 649 - 432 - 5677 or email Blair@BlairMacPherson.com 16Copyright Top Agent Magazine
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Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.
tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.
The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-
From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate
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goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job. You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction. Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance. Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.
SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client. This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer. This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 18
likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly. Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.
FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on. There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.
TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed. Top Agent Magazine
GAIL BALLARD HALL Marked by a distinctive 1800s Lighthouse atop the cliffy Mohegan Bluffs, Block Island sits just off the south end of mainland Rhode Island. A mix of beautiful beaches line the 7-mile long, 3-mile wide Island filled with ocean views and recreation such as bike riding, hiking, horseback riding bird-watching and water sports. It was here, where Gail Hall had vacationed as a child, that in 1984 she decided to build her career and life. “I rented a house through a real estate firm and at the end of the season, they needed to hire someone because their main agent was taking a job as town clerk,” says Gail, who soon was licensed and immersed in the unique world of resort-community real estate. As owner of Ballard Hall Real Estate, Gail and her seven agents at her brokerage were the top producers for sales volume on Block Island in a recent, five-year stretch. Gail, who is also licensed in Connecticut, works independently when serving buyers, but teams up with a showing agent for listings. Given her terrific reputation, she works 100% on referrals, placing new business in the diligent care of her agents. “These agents are phenomenal. Two are my mentors who trained me, and the others already had the basis for success when they started,” she says. “I’ve just helped refine the attention to detail and professionalism we’re known for.” That reliable, friendly service puts buyers and sellers at ease with Gail and Ballard Hall Real Estate. “I pay very serious attention to detail,” she says. “We create relationships with people. We care and people tend to remember that. But the most important thing is that I aim to make every transaction seem extremely easy.” Gail educates and informs people through every step of their transaction, but keeps them free from background details that could feel overwhelming. “Then they say, ‘Oh, this just went really smoothly; thank you so much!’” In a vacation destination community with only a small population of year-round residents, staying in touch comes naturally. Wordof-mouth is the best marketing. This is true as much with business
marketing as with listings’ marketing. “The first step here is personal outreach,” Gail explains. “Our local paper comes in print and online and it’s authentic; everyone gets it, including the people who aren’t here year-round.” People see listings and share them with friends and family, which often helps sell homes quickly. The agency is on the statewide Rhode Island MLS, which pushes listings to all internet portals; they are also members of a Luxury Real Estate site, Luxuryrealestate.com. Additionally, Gail provides sellers with a detailed list of what to expect when selling, including time and expense related to preparing the home. “If their property is in need of updating prior to selling, we’ll find stagers for them and assist in that process from start to finish.” Gail enjoys the fact that, in real estate, each transaction, client and home is unique. “I still learn something new each day,” she says. “I love meeting new people, going through houses and having the ability to be outside.” In addition, her personal outdoors passions include SCUBA, swimming, hiking, skiing and traveling with her family. Also, because she is so well-established on Block Island, it is fitting that Gail has held numerous board positions and volunteer roles with organizations such as the Lions Club, a school scholarship committee, the Block Island Conservancy and the Rhode Island state chapter of the Nature Conservancy. “I love being involved; there is so much you can do in this community.” One of those ways of helping is continuing to be an advocate for the area by holding such a strong, respectable presence in the real estate business. “I plan to stay in real estate for a long time,” says Gail, adding that she strives to grow and change along with the industry and to continue building her Connecticut business, Shore & Country Real Estate LLC, managed by her partners, Elizabeth and Aulay Carlson, which offers properties for sale and for rent in the shoreline area around Old Lyme, CT. “I don’t know what those changes will be, but I do know that I’ll continue to stay current and remain professional and personable.”
To learn more about Gail Ballard Hall, visit blockislandproperty.com or ctbeach.com, go to her Facebook page, email gail@blockislandproperty.com or call 401 - 741 - 7001. https://www.facebook.com/GAILBALLARDHALL
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MICHELLE BROWN Top Agent Michelle Brown of RE/MAX Realty Professionals in Deer Lake in the Canadian province of Newfoundland and Labrador offers her clients not only expert real estate advice; but does so with integrity, honesty and a true commitment to helping each of them through what is often the largest transaction of their lives. Deer Lake, with a population of approximately 5000 residents, sits at the outlet of the upper Humber River. Starting off as a small camp to support the employees of a paper company, the town was incorporated in 1950, and today boasts its own airport and a thriving tourist economy. Michelle has lived for the past decade in Deer Lake with her son Cameron, and truly embodies the ethos of this rural community. In addition to the aforementioned honesty, she also possesses a solid work ethic that her clients have come to appreciate. With more than eighty percent of her business based on repeat and referred clients, Michelle is obviously touching a chord with her buyers and sellers. “It’s really all about being honest,” she explains, when asked to account for this level of client loyalty. “Also, I’m always there for them, whether it’s on the weekend or in the evenings, whichever is most convenient for them.” Michelle began her career in real estate in 2011. She had been working at a bridal boutique, which her current broker owned. she says. “She decided to get her real estate license,” says Michelle, “and a couple of years later, the market was really busy here, so she suggested that I get my license too. So now I work for her at RE/MAX.” While the town of Deer Lake may be a rustic tourist playground, Michelle’s approach to her craft is decidedly modern. Utilizing both old-school and cutting-edge strategies to marketing her
listings, she has carved out a niche for herself as an agent who can get top dollar and negotiate the best deals for her buyers and sellers, as well as to propagate her listings to as many potential buyers as possible. “People prefer to deal with someone who is younger and more in tune with the social media aspect of marketing,” says Michelle. “I utilize a lot of classified groups, and I use multiple social media platforms, like Facebook and Instagram. I get a lot of buyers from Facebook advertising.” The gratitude her clients feel for her services is best expressed by these stellar reviews found on her company’s website: “Michelle Brown was fantastic. She helped us find the perfect home for our family and helped us sell our house… quickly! Always available, always pleasant, always honest and an absolute pleasure to do business with.” And this one: “Michelle Brown is awesome. She’s knowledgeable, friendly and sure knows how to help her customers find their dream home.” Despite the financial rewards of her profession, it’s the more personal side of her career that Michelle finds most rewarding. “I love meeting new people,” she enthuses. “Deer Lake is a small town, so everyone knows everyone. I just love being around all the people here in town that I’ve worked with.” Michelle, who enjoys spending her time off just hanging out at home with her family, is also passionate about giving back to the less fortunate, and to that end is involved with an annual Christmas charity that RE/MAX supports that benefits the Salvation Army and its mission. As for the future, Michelle simply plans on continuing to do what she’s been doing all along: provide the very best service available in the real estate industry. “I love my job. It’s been good to me, and I take it very seriously,” she says.
For more information about Michelle Brown, call 709-636 -1056 or email michelle.brown@remax-realtyprofessionals.com Top Agent Magazine
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JASON CLARKE To achieve nearly instant success shortly after moving into a new industry involves already having the skills and resourcefulness required for that industry. Such was the case for Jason Clarke, who had more than 15 years of sales and marketing experience before venturing into real estate in Kelowna, BC. “For 10 years I helped build and run Canada’s largest direct mail company,” says Jason. “After I came to Vancouver to build it out there, my daughter was born and we moved to Kelowna; there’s just a different kind of vibe living here.” Intrigued and inspired by that vibe, Jason chose to pursue his longtime desire to become a REALTOR®.
Jason’s sellers in particular, value the thorough marketing resources he provides. Not only does he sell homes quickly, but for prices higher than the sellers expected. In addition to professional photography and the robust marketing tools available to him through RE/MAX, Jason conducts social media marketing campaigns for listings and advertises through local media outlets. “I also share ownership in two local newspapers as well,” he says, further demonstrating that he’s a creative entrepreneur at heart.
Earlier in his career, Jason had worked in sales in the home improvement industry, which helped make real estate a natural transition for him. “I’ve worked with a lot of homeowners, so I was able to hit the ground running,” he says of his start in real estate. His business grew so steadily that in late 2017 and early 2018 he brought two agents and an assistant onboard, forming Jason Clarke and Associates with RE/MAX Kelowna. The team primarily serves Kelowna, West Kelowna and Lake Country, plus Peachland and communities of the Big White ski area.
Additionally, Jason is a visible resident in the area he represents. “I like to get to know my clients and stay in touch by email, with cards, phone calls, texts or whatever method of communication I know they prefer.” He has become such an advocate of the Kelowna area that people come to him for tips on things to do or resources they may need. “Kelowna is a town where at times you can golf, swim and snow ski all in the same day,” says Jason, who has a young family and gets out whenever possible. He may love his work, but his favorite pastime is spending quality time with family. Jason is also gradually becoming more involved in community outreach through RE/MAX, including his office’s support of Children’s Miracle Network and local events that benefit the community. He’s also member of 100 Men who give a Damn, a group who meet quarterly to help donate and benefit various local charities in need of funding.
Jason’s clients speak volumes about the service they receive from Jason. Their accolades reflect what he most enjoys about real estate. “Real estate is fun every day,” he says, a sentiment his clients remember when writing reviews, calling him down-to-earth, friendly and an excellent communicator. They most appreciate his professionalism, his helpfulness and his readiness and ability to answer every question they have.
Years of marketing experience, combined with a genuine desire to meet people’s needs are the keys to Jason’s imminent business growth. “The sky’s the limit in real estate!” he says. “I plan to keep growing my team so we can become one of the top teams in the city,” he says. But he will do by dedicating himself to the needs of others and by instilling that mindset in each of his team members.
To learn more about Jason Clarke, visit jasonclarke.ca and searchkelowna.ca, or go to hishttp://www.facebook.com/jasonclarkeremax/ Facebook page, email jason@jasonclarke.ca or call 250.215.9011 http://
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3 Mental Tricks That Will Take Your Business to the Next Level It’s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next Top Agent Magazine
level and achieving longevity in a sector that requires so much self-discipline. With that in mind, we’ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.
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Visualization helps you work efficiently and keep your cool.
This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.
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Distill concepts into their simplest terms for ultimate understanding. As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your com-
plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.
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Accept that mistakes will be made.
While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game. If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do. The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.
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MARIE COLLINS When her newly-licensed friend regaled her with the excitement of showings and closings as an agent, Marie Collins was instantly intrigued at the prospect of making a career in real estate. At the time, she was cleaning homes when one of her clients—who also happened to be an agent—suggested that Marie get her start in the industry by serving as her assistant. Ready to take on a new challenge, Marie decided to make the leap. Twenty-five years later, she has crafted a sterling career based on the principles of client-first service, industry knowledge, and a diligent work ethic. Primarily serving St. Cloud and the Central Florida region, Marie spearheads her work solo under the banner of Berkshire Hathaway HomeServices Results Realty. There, she’s built an enterprise where 60% of business is driven by repeat and referral clientele, a testament to her staying power as an agent. In considering her success to date, Marie cites responsiveness, personalized care, and attention to detail as the key tenets of her professional philosophy. “I’m very detail-oriented and I really care about my customers during and after their home sale or purchase,” she says. “I account for all the moving parts, even making sure that a home’s utility bills are in the budget. I stay on top of every file and I follow it through from beginning to end. I make sure everything is aligned, so that there are no surprises or problems along the way.” What’s more, Marie emphasizes the importance of accessibility and steady communication, understanding that amidst the stress of the transactional process, it’s her job to be present and attentive. “For my clients, I’m available pretty much 24/7,” she explains. “My phone is always on and I tell my customers—any time you have a worry, thought, or need, shoot me an email or text message. I respond the minute I’m able.” To stay in touch with her clients and continue to build on her relationships, Marie connects through various means. Beyond emails and newsletters, she follows up with clients a month and then three months after closing—just to be sure that their move-in process and transition has gone smoothly. Likewise, she’s sure to follow up to
ensure her clients are filing for the Homestead Exemption come tax time, once again covering all the bases. “I want to make sure they save money and have the best homeownership experience they can have,” Marie says. When it comes to marketing properties, Marie leaves no stone unturned. For years, she’s cultivated strategic campaigns that ensure maximum visibility for homes headed to market. She secures targeted ads that fill top spots on industry search engines, while ensuring that online listings are optimized to their fullest potential—from in-depth written descriptions to immersive professional photography. “It’s very important that the public has the fullest picture of a home,” she says. Additionally, she leverages social media and prime placement on the leading digital listing platforms to lure prospective buyers in short order. She also makes use of traditional marketing materials that rouse local interest, such as Just Listed and Just Sold postcards. “My practices are constantly evolving to market homes ahead of the curve, because our whole industry changes on a regular basis,” Marie explains. To give back, Marie is involved in a variety of community organizations and charitable causes. In conjunction with a local builder, she gives to an annual holiday drive donating gifts to children in need. She also serves as the President of her Homeowner’s Association. In her remaining free hours, Marie most enjoys spending time with her husband and loved ones, making a good meal together, or watching the latest movie from the comfort of their home. Looking ahead, Marie has plans to continue building her business steadily, showing no signs of slowing anytime soon. “I just want to continue what I’m doing, help other agents, and support my clients,” she says. After twenty-five years in the business, and in command of an impressive track record of success, Marie Collins reflects on her favorite aspect of her career. “I get such a thrill out of my clients’ excitement when they find the right home or when their property sells,” she says. “I love working with people as they begin a new chapter. It’s always been in my nature to go above and beyond to make sure everything clicks.”
To learn more about Marie Collins visit MarieCollins.com, email marie@mariecollins.com, or call (407) 791 – 8232 www.
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ERIN COOPER Erin Cooper found her way to real estate through her talent for sales. She was working for Verizon selling tablets and phones when a broker client started trying to recruit her. He finally talked her into coming down to Keller Williams for an interview. Erin then studied for her license and began her work as an agent two years ago. She now leads The Cooper Group that includes her husband Chaz, who is also an agent; an executive admin; and a transaction coordinator. Erin and her team also work closely with multiple buyer specialists within their Keller Williams Realty group. She and her team serve Knoxville and all of the surrounding counties. Already a staggering sixty percent of her clients come from repeat and referral business. What keeps her clients coming back and eager to spread the word about Erin? “I put myself through college selling makeup,” Erin said. “So I have clients who I sold Estee Lauder to, then sold phones to, and who I now sell houses to.” Erin focuses on building strong relationships and taking care of each client every step of the way. “It’s a genuine relationship with a lot of transparency,” she says. She focuses on doing everything she can to make the process as easy as possible for her clients. Erin’s success comes from her talent at keeping in touch. “I call my past clients, communicate with them, and let them know what is going on,” she says. For a past client who loves music, Erin might pick up the phone and call to let him know a band he loves is coming to town. Her clients love and appreciate her thoughtfulness. Erin’s background in sales informs her work as an agent. “I learned when I was selling makeup that you have to set yourself apart. In my previous careers I learned how to personalize my service, build relationships, and stay in touch.”
For her listing clients, Erin provides a thorough list of how they can best prepare the property for sale. She talks with clients about which repairs will ensure a quicker sale. “I will say, ‘If you would like to sell quickly and at this dollar amount, we need to do these repairs/updates. If your budget is not as large, then we can do these items and expect to land closer to this price.’” She also helps “soft stage” properties and hires professional photographers to capture each listing’s best features. “Going over all the small details makes a huge difference,” she explains. After working with Erin, her clients remember her quick response time, excellent team, and fantastic communication skills. “We try to answer questions before our clients even have them,” she says. “We take each process of buying or selling a house and make it as stress-free as possible.” Erin has a degree in Psychology from Maryville College with an emphasis in nonprofit and she believes strongly in being of service. She has a four-year-old son and wants to make Knoxville a better place for him to live. “The Cooper Group partners with six nonprofits in the community,” she says. Those groups include The Humane Society of East Tennessee, East Tennessee Suicide Prevention, East Tennessee Children’s Hospital—Pain and Palliative Care, The Love Kitchen, Faith Charities, and The Joseph Hampton Memorial Fund, which is a veteran’s fund. Erin is also very active in her church, Faith Promise. In her free time, she loves to spend time with her family, hiking, kayaking and exploring the outdoors. For the future, she plans to continue growing The Cooper Group. She also hopes to found her own nonprofit to serve the Tri-County area and help underserved populations to become financially self-sufficient. With her talents and dedication, she’s sure to make those worthy goals a reality!
To find out more about Erin Cooper, email erin@thecoopergrouptn.com or call 865-776-8147 (cell) or 865 - 694 - 5904 (office), or visit thecoopergrouptn.com www.
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Turn Open Houses into Destinations People are busy. Even those who are actively looking to buy a house or want to learn about the market for a future purpose have busy schedules. But with bit of added time, creativity and investment in making open house into destinations, you’ll see greater turnout. And we all know that greater turnout increases the likelihood of offers. There are several creative ways to hold an open house with a mindset of hospitality and with the goal of providing something of value to each person who attends. Top Agent Magazine
The neighbors-only open house Some agents embrace the “nosy neighbor” concept as a benefit, not an eye-rolling challenge. With his client’s permission, Wesley Peters, a Keller Williams broker in the Baltimore Metro Area, often gets the neighbors together before a home hits the market. “We invite other brokers, too, but we include as many neighbors as we can,” he says, explaining that he schedules these events for a Thursday or Friday evening, happy hour-style, rather than midday on a Sunday. They get a better turnout at 5:00 pm than
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midday on a weekend when the neighbors are busy with their lives. In a relaxed setting, conversations flow, neighbors can mingle and catch up, and the buzz begins before the home is listed. In advance, prepare invitations and hand-deliver them to homes on the streets you and your client agree are best to include. The destination is the event; the value each attendee receives is the social interaction and the removal of any awkwardness over visiting their neighbor’s house. Your client’s benefit is the buzz. A turnkey block party any time of year Once a property is listed, some agents take on the role of party planners. Certain streets or neighborhoods, they find, are perfect for lowkey social occasions. In some place, such as neighborhoods with many young families, a bounce-house or games may even ramp up the fun factor. But the idea of a seemingly spontaneous block party during an open house can be easy to pull off, whether you’re serving lemonade and cookies or coffee and pastries. The chance to meet prospective neighbors turns the event into a destination for both buyers and the neighbors; the value comes in buyers’ ability to see how the neighbors interact. Your seller’s benefit is that the grapevine will be filled with happy stories about their home. Tips: By keeping basic supplies in storage, you’ll be ready for a pop-up block party any time. Promote this type of event with targeted social media marketing and fliers or postcards to communities within a short distance of your listing. Invite other professionals It’s common mortgage lenders to attend open houses. But why not provide even more value to people who attend? Chances are, you have more than a handful of professional partners who welcome an opportunity to join you at your open house. Consider inviting an interior designer, a contractor, a gardener, even a gardener or a painter. Invite them to your broker’s open in advance or give them time to view the property 28
before the open house begins. Then encourage them to stroll the property during the open house or to sit with you. When visitors ask about needs or concerns they may have about the house – such as loan questions, the cost of improvements or upgrades or even remodeling – you’ll be able to introduce them to an expert on the spot. For that matter, your invited pros don’t even necessarily have to be in home-related businesses! Prospective buyers always want to know about the community when visiting open houses. Consider inviting representatives of community
organizations, like youth sports group or owners of mom-and-pop retailers to help your visitors get a feel for the neighborhood or town. For this type of open-house, prepare a flyer or card with your community contacts on it so visitors can leave with resources as well as information. Open house should be about the buzz. They’re about creating a conversation about your listing and making the home memorable to visitors. By giving people a unique experience they won’t forget, you’ll show your sellers how creative you are in meeting their needs.
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ANDREW DICKER “To do this work well, you have to love it,” says Andrew Dicker. “And I do.” After moving to Nashville from his native Ireland in 2005, Andrew built a career in the service industry. When one of his regular customers—who happened to be the owner of a thriving real estate firm—suggested that he join his growing enterprise, Andrew decided to make the leap. Six years later, he’s uncovered a passion and built a reputation on personalized service, industry awareness, and an abiding commitment to his clients’ goals. Based in Nashville, Andrew serves the greater metro area, but also goes farther afield wherever clients lead. At the start of his foray in real estate, Andrew cut his teeth on a team that closed thirty to sixty deals a month, an experience that helped him build confidence, efficiency, and skill in short order. Last year, Andrew took his efforts solo while remaining under the banner of Blackwell Realty. Six years after his start in the industry, roughly half of Andrew’s business is now driven by repeat and referral clientele—a testament to his knack for working well with others and delivering consistent results. When it comes to defining his working style, Andrew cites the fundamentals of good service and steady communication as the key drivers to his success to date. “A lot of people think that real estate is an industry rooted in sales, but it’s really a service industry,” Andrew argues. “I work seven days a week to make sure all of my clients are up-to-date and understand everything that’s going on in the transactional process.” What’s more, Andrew is a proud member of the ever-growing Nashville community and has watched his adoptive hometown evolve significantly in the past six years. “I worked in the 12 South area for a long time, and I’ve really watched the community grow,” Andrew says. “I’m passionate about being part of this city and community.” To keep in touch with his clients, Andrew takes a multifaceted approach that blends print media via monthly newsletters, keeping
in touch through social, and engaging in as much faceto-face time as possible. Above all, he favors a personal touch, preferring to build relationships with clients past and present by finding a natural point of connection. “What I love most about what I do is watching people grow,” he says. “I’ve worked with so many young, firsttime homebuyers. Seeing how their families grow in the home they’ve bought—it’s awesome. I really enjoy helping my clients create equity by getting on the property ladder. That way, their goals can grow with them.” When it comes to listing property, Andrew draws on his college degree in video production to create immersive listing presentations. Applying his own expert eye, he shoots photography and video for each home headed to market. Should adjustments need to be made, he works in consultation with clients to determine the best strategies for the respective home and marketplace. To drum up consumer interest, no stone is left unturned—from open houses and neighborhood door-knocking that create a local buzz, to extensive exposure across social media and the leading digital listing platforms. While Andrew takes his role seriously, he also does his best to eliminate undue stress from the process, instilling a sense of security and calm in those he serves. “You have to have fun with what you do,” he says. “There’s the old saying: people don’t care how much you know until they know how much you care. That statement goes a long way, and my clients know that I really care about what they’re trying to achieve.” Beyond the office, Andrew most enjoys time spent with his family and loved ones, exploring new destinations in Nashville, and escaping on travel adventures a few times a year. Looking ahead, he plans to continue growing his business steadily, with hopes to mindfully develop a team in the next few years. For now, he’ll continue supporting the aspiring buyers and sellers of the Nashville area he calls home. With six years of proven service to his name and a steady eye on the future to come, the road ahead is bound to be bright for Andrew Dicker.
To learn more about Andrew Dicker email AndrewDicker2000@gmail.com, call (615) 596 – 7510, visit his website here, or visit his Facebook page here http://blackwellrealtyandauction.com/agent-detail/Andrew-Dicker/99986/
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JOSUE GALLARDO When the goal of a business is to truly serve and help people, its chances of success skyrocket. Such is the case for San Antonio, TX, REALTOR® Josue Gallardo and The Veteran Team with JB Goodwin REALTORS®. Josue entered the business in 2012, after honing in on his desire to develop deep client relationships and see project through from start to finish. “There are three of us on our team,” says Josue, describing his four years’ service in the Marine Corps. One of his team members served more than 21 years in the Marine Corps and the other served 30 years with the U.S. Air Force. “We’re a unique team, given our skillsets and mindsets. Veterans are resilient, quick thinkers who easily adjust to new plans of action.” Flexibility and outside-the-box thinking are terrific assets in an industry where unexpected circumstances can arise any time. While at least a third of Josue’s team’s clients are current military or veterans, “ordinary civilians” also appreciate their approach. “One of the hallmarks of being a veteran is attention to detail,” he says. “We recognize things that other people might not worry about. People also notice that we’re not transaction based; we’re in this for the long haul.” Josue is always thrilled to see the joy on the faces of people who were able to purchase a home, upgrade to a bigger one, or sell a home quickly and for a good price. “We become their resource and stay in touch to help them when they might need a painter, a home cleaner, a financial advisor or anything else. It’s like we’re a beacon for people in their day-today life.” This eagerness to nurture relationships stems from the trust that forms between clients and the members of Josue’s team, especially given how active they are in the communities they serve. Covering all of the Greater San Antonio area, including just south and just north, Josue and team focus on the clients’ needs, not the area. He explains that this can create more work, but that it helps them better serve people while also growing business. “We spend time in areas outside San Antonio keeping abreast of trends in those specific areas, so that when we show houses there we can also give them the good advice they need to make a sound investment.” The Veteran Team earns more than 85% of its business from referrals. In addition to a robust CRM system 30
that keeps them ahead of the curve technologically, they maximize the power of in-person interactions, stopping by to deliver seasonal gifts or catch up with clients. Their most important marketing, however, is not for the business but for their listings. “We do a listing consultation and offer the seller a consultation with a stager if they want it.” In addition to high-quality professional photography, they maximize the SEO of each listing, conduct social media marketing ad pay for inclusion on 130 websites targeting potential buyers everywhere possible. Meanwhile, Josue’s service-minded business also gives back to the local community. In particular, The Veteran Team is involved with a local nonprofit that helps veterans combat PTSD through organized sports, donating both financial resources and time to the veterans by playing in softball or basketball tournaments “It gives the veterans hope to see veterans like us being active and successful,” says Josue. The team also helps Paws for Purple Hearts, through which veterans enjoy training service dogs who are then partnered with veterans with disabilities. Just as important as getting out and about is taking care of himself, says Josue, who has a young family and enjoys time with them and playing golf whenever possible. He strives to maintain life balance as he continues increasing his business. “I’d like to focus even more on serving veterans and those with VA loans,” he says. “I’ve still got a lot of years ahead of me; I want to continue to grow and be that resource for people.” With his excellent customer service and desire to help people achieve homeownership, he most certainly will succeed.
To learn more about Josue Gallardo, visit mynewhomesa.com https://www.facebook.com/josueknowsrealestate/ or go to his team’s Facebook page, email jgallardo@jbgoodwin.com or call 210.559.0765 www.
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Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine
of life, but will likely make you more successful in the long run. BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-
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esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing. THINK ABOUT THE BIG PICTURE
and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again. TAKE RISKS
CONNECT WITH LIKE-MINDED PROFESSIONALS
One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.
Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active
Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.
Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.
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SHEEZA & WILLIAM GORDON Mother and son real estate team Sheeza and William Gordon of Watson Realty ERA in Bakersfield, California have their finger on the pulse of today’s real estate market. Honest, trustworthy, dedicated and hard-working, they have established themselves as Realtors who truly put their client’s best interests front and center. Sheeza began working in real estate in 2004. “Two of my very successful friends thought I’d make a great real estate agent,” she says, “because of my connections and my network of friends and acquaintances. Also, I am a natural salesperson, and I’d been working in sales since I was a teenager. They talked me into doing it, and I’ve never looked back. It was a great decision.” Her son William eventually signed on for the adventure as well, and since then they have been recognized as being among the Top 50 teams currently working in the Golden State by Real Trends Magazine, just one of their numerous commendations and awards.
Sheeza. “We advertise in three magazines, we do postcards, we use Zillow, Trulia, and a ton of other websites. We also utilize high-end photography and videos, drone footage, flyers and all sorts of awesome stuff.” What their clients remember most about working with them, Sheeza believes, is their solid work ethic. “Our past clients say that we’re the hardest working Realtors that they know, and that it’s a completely different experience from the last time they worked with a Realtor. They cannot believe how fast we are and how quick our response time is. We get things done quickly. We aggressively get the job done and we don’t take ‘no’ for an answer.” As for the future, continued expansion is on the horizon. “We want to grow our business, especially in Ventura County,” says Sheeza. What it all comes down to, says Sheeza, is that she truly enjoys what she does for a living. “I love helping people,” she says, “and going above and beyond their expectations and delivering results that they are happy and excited about. We’re passionate about what we do and that makes us better than the rest.”
Sheeza and William employ a full-time staff seven days a week that enables them to provide constant service to their many grateful clients. Selling primarily in Kern County – mostly in the city of Bakersfield the team is also expanding into Ventura County. With nearly 90% of their business based on repeat and referred clients, Sheeza and William are clearly doing something right. Premier Agents on Zillow, the pair can boast of having a perfect five-star rating that is comprised of more than 70 stellar reviews. Among the glowing testimonials attesting to their exceptional client service is this standout: “Sheeza Gordon and her team have helped us with several real estate transactions in Bakersfield. In every case they have worked diligently on our behalf. They are immediately responsive to phone calls and texts. We always felt that we were their top priority, even though we know they have many transactions going all the time. We recommend them without reservation as the only team to use in Bakersfield.” There are many reasons their clients demonstrate such intense loyalty towards Sheeza and William. “Our extensive experience is one reason,” says Sheeza. “We also provide great service combined with a strong work ethic. We’re willing to work harder and longer than other agents, and we re-invest a significant amount of our revenue back into our business. We also pay close attention to detail, and just make sure that everything is done in a timely manner.” Staying in touch with past clients is of paramount importance to Sheeza and William, and to that end they send out holiday cards and emails to maintain those important relationships. “I also try to make phone calls whenever I can,” says Sheeza. Cutting-edge, contemporary marketing techniques have also played a vital role in the team’s success. “We do a lot of marketing,” says Top Agent Magazine
For more information about Sheeza and William Gordon, please call 661 - 617 - 3771 or email Gordon@GordonTeamRealty.com Copyright Top Agent Magazine 33
TERRY MILLS Fresh from college, Terry Mills earned his first professional experience in the high-octane field of private probation work. For nine years, he diligently worked his way up the ladder to become a director at his company, but soon it was time for a change. Eager to stretch his entrepreneurial skillset while serving others in the process, Terry set his sights on the world of real estate. He’d always been interested in the power of property, so in 2015 he earned his license and launched his next act under the banner of Keller Williams. Today, Terry is an agent swiftly on the rise who has built a solid reputation for personalized service, lasting relationships, and a proven ability to deliver on his professional promises. Serving the Birmingham metropolitan region, Terry works with the support of two assistants and in conjunction with another agent—his mother. Together, this mother and son duo serve clients of all kinds, with Terry enjoying a particular knack for working alongside first-time homebuyers. In just a few years’ time, he’s also cultivated roughly half of his business through repeat and referral clientele—a true testament to his memorable working style. “Most of my clients are first-time home buyers, and when I started in this business, I knew I wanted to be a resource,” Terry explains. “Many of the families I work with never thought they’d be able to buy a home, but when we’re able to build some trust, I can show them the steps necessary to get things done. Once they’ve achieved that milestone, they can’t help but tell their friends that homeownership is possible with the right guidance.” To build that essential trust between agent and client, Terry goes out of his way to maintain steady communication with clients, even after the closing table has been reached. Not only does he maintain a steady presence on social media, but Terry also hosts a specialty Facebook group for his past clients, creating an online space they can turn to for market updates, home advice, and continued connection. Three times a year, he also hosts client appreciation events that bring together new and familiar faces. “To me, what’s most important is being a friend to others,” Terry says. “It’s not about chasing a check. I believe you can never give more than you receive, so I tell the people I’m working with that I’m here for life—even after the deal is done. That commitment makes a big difference. We’re fortunate to have friends, family, and clients that continually support out business and that’s because we build relationships.” When it comes to marketing listings, Terry takes a multifaceted, tech-forward approach. As a big believer in the power of social media, Terry takes his curated online presence to new heights by pairing with a local media company who feature his posts and 34
expand his reach to 20,000 additional viewers. Aside from his already extensive database, he also leverages the leading digital listing platforms to ensure maximum exposure for homes heading to market. Professional photography, video work, and channel promotions on YouTube also ensure that listing presentations are immersive and memorable to lure prospective buyers in short order. To extend his passion for service toward his local Birmingham community, Terry is an avid supporter of the American Heart Association and its annual fundraising walks. He also sits on the board for the local high school’s chapter of the Future Business Leaders of America, where he mentors students on entrepreneurship and professional opportunity in the real world. In his remaining free hours, Terry most enjoys time spent with family and loved ones and escaping for new travel destinations alongside his wife. Looking ahead, Terry has plans to continue growing his flourishing enterprise, with ambitions to double his volume year over year. He also hopes to develop an expansion team in the future to bring his brand of relationship-focused service to new regions in the Southeast. Finally, reflecting on what he enjoys most about his chosen career, Terry Mills has this to say: “I’ve learned over the course of my work experience that the most rewarding thing you can do is to help others. Helping people who never imagined that homeownership could be a possibility is so motivating. To know that I can use my services and skills to help others—that’s what keeps me going.”
To learn more about Terry Mills email TMillstheRealtor@gmail.com, visit tmillsrealtygroup.com, call (205) 253 – 8017, or visit his Facebook page here. www.
https://www.facebook.com/TMills-Realty-Group-273103933129675/
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3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile? Top Agent Magazine
The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about what’s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.
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1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.
2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 36
points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.
3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties. Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office. Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.
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JACKIE O’CONNOR-STAHL Jackie O’Connor-Stahl of ReeceNichols Real Estate in Gardner, Kansas embodies everything this Midwestern city and its residents value: honesty, authenticity and a tireless work ethic that has propelled her to the top of her profession. With over fifteen years of experience, she has developed a reputation as an agent who can be trusted to assist her many buyers and sellers with what is often the largest transaction of their lives. Jackie’s exposure to real estate goes back more than thirty years: her mother has been a licensed realtor since Jackie was of junior high school age, and her father was a local builder. Though her career in real estate seems almost predestined, Jackie initially decided to pursue a career in teaching. “I wasn’t sure if I wanted to sell real estate,” she explains, “so I went to college and got my teaching degree and taught for six years.” While she enjoyed that profession, she and her husband – a firefighter – needed more financial stability to raise their growing family, and she decided to follow in her mother’s footsteps. “I thought I’d try something where I’d have a little more flexibility and be able to make more money, so that’s when I got my real estate license.” That was in 2003, and she hasn’t looked back since. Though Jackie primarily sells in Johnson County in this northeastern corner of Kansas, she is also licensed in Missouri and has assisted family and friends in that state. Able to boast that her business is based 95% upon repeat and referral clients, Jackie is obviously doing something right to inspire such incredible loyalty. When asked what might account for this, Jackie points to the relationships she forms with her clients. “They become my good friends,” she explains. “They become Facebook friends and I invite them to our annual customer appreciation party, which is at a pumpkin patch and they bring their kids and grandkids. I see them in the community at my kid’s sports activities.” For Jackie, the transaction is about far more than just buying or selling. “I get so involved in their lives. There’s so much stress going on throughout the transaction, and I get so attached to people while I’m helping them through it. I don’t think they realize how much I miss them after the deal closes.” Jackie also points to the values she inherited from her parents as a reason for her success. “My brother and sister and I were raised to do the right thing,” she explains, “and to treat people Top Agent Magazine
the way we want to be treated.” Clear, consistent communication is also paramount to Jackie’s thriving business. “I don’t shy away from calling people, even if it’s bad news. I’m always available. When they’re stressed out and have a question about something, I always tell them not to hesitate to call me because they shouldn’t have to worry.” When asked what she enjoys most about what she does, Jackie again points to the relationships she’s formed, both with clients and co-workers. “I think it’s the people I get to meet on a daily basis,” she says, “I think that’s the best part of my job. And there is a great camaraderie among the people that I work with in our office. We’re very cohesive and we work well together.” Jackie, who enjoys spending her down time poolside with her husband, is also very much involved in her community. “I do a lot with the Catholic school and in the Catholic community,” she says. She has also adopted a local in-need family through the Mayor’s Christmas Tree Fund among other philanthropic efforts. As for the future, Jackie is mulling over the idea of recruiting additional agents, and simply continuing to provide the unparalleled customer service that has become synonymous with her name. “Our industry gets a bad rap sometimes,” says Jackie. “But if you can find agents who are honest and trustworthy, it’s a win-win for everyone.”
For more information about Jackie O’Connor-Stahl, please call 913 - 707 - 7241 or email JackieO@reecenichols.com Copyright Top Agent Magazine 37
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