Nationwide 4-30-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

BRAD BESS

TAMATHA COSTELLO

CHRISTINE HOLWELL

JODIE JENEWEIN

BING LI

THE MESSING GROUP

VICTORIA PROWANT

JERRI SALIBA

BARBARA SMED

CHARLES TAMOU

LIZ TARDO

ISABEL VELEZ

DENISE WILLIAMS

DANIEL WINKLER

NATIONWIDE & INTERNATIONAL EDITION

TAMATHA COSTELLO

BRAD BESS

CHRISTINE HOLWELL

19 JODIE JENEWEIN

BING LI

THE MESSING GROUP

CONTENTS 4) BE THEIR REALTORÂ® FOR LIFE: HOW TO BUILD A RELATIONSHIP THAT WILL LAST A LIFETIME

9) 7 SIMPLE TIPS THAT ARE PROVEN TO HELP YOU STAY AHEAD OF THE COMPETITION

18) PRODUCTIVITY KILLERS: 4 WAYS TO MAKE BETTER USE OF YOUR WORKING HOURS

13) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

21) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published in the U.S. 2

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VICTORIA PROWANT

JERRI SALIBA

LIZ TARDO

BARBARA SMED

25) BRANDING BAD IN REAL ESTATE MARKETING

CHARLES TAMOU

DENISE WILLIAMS

DANIEL WINKLER

ISABEL VELEZ

29) ARE YOU IN OR OUT?

33) 8 TIPS ON USING DISRUPTIVE THINKING TO IMPROVE INNOVATION

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Be Their REALTOR for Life: ®

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

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

2. Be an Inquisitive Learner and an Empathetic Listener:

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

3. Watch for Nonverbal Clues:

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

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

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

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

4. Prove your honesty and credibility:

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

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

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

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

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

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

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TAMATHA COSTELLO

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TAMATHA COSTELLO Top Agent Tamatha “Tammie” Costello of Coldwell Banker Residential Brokerage understands the importance of staying on top of her game in the highly competitive real estate industry, and this has resulted in her reputation as a well respected agent working in the business today. A Union County native, Tammie, has a vast local knowledge of the communities she services. She began her journey to the top of her field at the relatively young age of twenty-five, back in 1995. “I thought real estate was a great opportunity to achieve the American dream for myself and purchase my own first home, which I did soon after starting.” Helping others achieve that dream as well has been her steadfast focus for the last twenty-two years, and Tammie’s many grateful clients have come to appreciate the attention to detail and amazing customer service she provides. Says Tammie, “I pride myself on really listening to my client’s needs, and helping them make informed decisions when they’re buying or selling a home. Then, I don’t just meet their expectations, I exceed them at every opportunity. I think it’s very important to keep up with the times, because the things I did with my business twenty years ago are not going to work today.” Scores of five-star reviews on Zillow are a testament to Tamatha’s work ethic and willingness to hold her client’s hands through what is often the most expensive and emo-

tional purchase of ones lifetime. One such review reads: “Tammie was a pure delight to work with. She understood our needs right from the start and helped us set the right price. The photos she had taken of our house were so good we barely recognized it. We got our asking price within a couple weeks of listing and the negotiation process was smooth. Tammie was a pleasure to work with and I’d highly recommend her to anyone.” In her constant drive to stay ahead of the curve, Tammie avails herself of the latest and most cutting edge technologies for marketing her listings. She utilizes social media platforms that include Facebook, Twitter, Instagram, You Tube, and Google +. She is also experimenting with SnapChat as a means of reaching out to the millennial crowd. Professional photography and interactive floor plans are among her arsenal of marketing techniques. In addition she utilizes professional and virtual staging when necessary. “I have a good eye for design but I also have a relationship with a stager, so I’ll decide which is best depending on the listing.” When Tammie isn’t working, she enjoys spending time traveling with her family. She is an avid decorator and likes to dabble in the garden. Actively involved in her community, she is a Girl Scout Leader and a busy participant in her children’s school activities, including the PTA. As for the future, Tammie’s plans are to continue to provide her clients with the same top-notch service based on a solid work ethic and a positive attitude, all while continuing to stay ahead of the curve.

For more information about Tamatha Costello, please call 908-296-6173, email Tammie.Costello@cbmoves.com or visit tammiecostello.net www.

7 Simple Tips that are Proven to Help You Stay Ahead of the Competition So you’ve created a successful business, congratulations! You probably did it by providing an unsurpassed level of customer service that not only meets customer expectations but exceeds them in a way that has made you stand out from the rest. As anyone can tell you, starting a successful business is not easy. Now comes the even harder part. Not only sustaining that high level of performance, but continuing to grow and outpace the competition. There is no resting on your laurels in a competitive business market. Companies that stay successful for the longterm, make an active effort to keep on top. Here are just a few ways you can do the same. Top Agent Magazine

1. Know the competition It’s not enough to know what you excel at or what makes you unique, you need to know what your competitors are offering that makes them stand out. This serves two purposes: it will allow you to more clearly define your differences, or it may help you identify an area that you hadn’t considered before, opening up a potentially new way in which you can excel above the rest.

2. Know your customers You might know your clientele very well, but as economic conditions change, so does your

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customer’s needs. What might have been a priority a year ago, won’t be if we are in the midst of an economic downturn, for example. As a business owner you should always be evaluating your strategies in every area constantly, knowing what your customer wants and needs from you is key. In fact you should be using your expertise to analyze potential market changes and anticipate those needs to stay ahead of the curve.

3. Have a strong understanding on what makes you unique Once you accomplish the first two, you should have a clear idea of what unique advantage you offer people. This needs to be clear to everyone, so you can then take that idea and run with it. Find your niche and then market yourself with a focus on that idea. If you have a clear thing you’re selling, it is well worth the investment to market yourself to the hilt with that in mind.

5. Think like your competitors One way your competitors looks to gain customers is by potentially taking yours. It goes without saying, you don’t want to let that happen. You’ve probably built great relationships, so really maintain those relationships by not only providing great service, but service that truly goes above and beyond. Find ways to give more to your customers. You might even want to start offering surveys, where your clients can tell you exactly what they’d like to see.This makes your clients not only feel heard, but blown away when you implement any changes they suggest.

6. Look for untapped markets Don’t settle for maintaining what you have, there could be untapped markets out there. If you don’t get to them, your competitors will. So even if they come eventually, hopefully you’ll already be the dominate force in that market.

4. Keep up to date

7. Be a great boss

This goes for everything from technology to systems, marketing, and even your own personal image. If you have a brick and mortar location, you want to also keep things looking fresh and modern there, as well. First impressions are important for a reason. Everything about your business should tie into your marketing and branding. What are you selling and does everything line up to support that, from your business cards to your social media pages. Remember the key to branding and marketing is a consistent message.

One of the best things you can do to keep ahead of the rest, is by being a company where top talent and motivated newcomers want to be. Be the company that offers more than a competitive paycheck. Be a place that fosters talent, and offers scheduling and compensations packages that appeal more to people who think outside of the box. This will attract more innovative thinkers who value flexibility. Not only will you benefit from their talents, more importantly, your competition won’t.

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BRAD BESS For eight years there has been one name that has dominated the Riviera Bay area of St. Petersburg, Florida. That name is Brad Bess. Brad had always been in sales, but in 2009, after buying a home in the area, he met a Realtor®, David Price, who not only helped him purchase a home, but encouraged him to get into the business. Brad hit the ground running and is now one of the top producing agents in the marketplace. “About four years ago I attended a Tony Robbins weekend, and that really motivated me to tackle the area I wanted to focus on, my neighborhood, Riviera Bay. I walked around the neighborhood with my son in a little red wagon, passing out marketing material I had hand made. From that, I got a call from a man who was selling his house. He had never used a Realtor® before, but took a chance on me. I ended up selling his home for over $150,000.00 more than the surrounding homes. He ended up being a builder and I’ve sold ten homes for him now. It was really a mind set and an attitude that I took on, combined with hard work, that got me to where I am. I believe you have to go for what you want. Excuses are non-existent for me.” Brad is still with The Price Group at Coldwell Banker, which consists of two assistants and five agents, all of whom share Brad’s business philosophy of operating yourself with the utmost integrity while providing customer service that goes above and beyond. “I conduct my business while following the Golden Rule. I treat people the way I want to be treated. When you work with me, you know I have your best interests at

heart. If it’s not the best deal for my client, then I’m happy to walk away until we find the right house. I build trust with open and honest communication. My goal is never to earn a commission, it’s always to help my clients accomplish their goal. I think I do a phenomenal job for my clients and that accounts for my high referral rate.” Brad keeps those relationships that he builds going long after the active transaction. He stays in touch in numerous ways, including his most popular gesture, hand delivered flowers on Mother’s Day. “I’m really into those personal touches. I want them to think of me, when they think of real estate.” Giving back is important to Brad, and right now he is mentoring an 8th Grader at Thurgood Marshall Middle School, helping him learn how to set and achieve his goals, on his way to earning a college scholarship through the program. When he isn’t working, he enjoys spending time with his family and being out on the water. Brad’s love of mentoring has extended to his business as well. He’d like to expand the team and guide new agents to find their own success in the industry that Brad is passionate about. “I love what I do and I think it shows. Even agents on the other side always have a great experience working with me. I just try and make the process easier for everyone involved. It’s so fulfilling when your clients show gratitude for the job you did for them. I just believe if you do the right thing, you’ll have a successful business in return.”

To learn more about Brad Bess call 727-324-3077 or email bradbess@gmail.com Top Agent Magazine

CHRISTINE HOLWELL Top Agent Christine Holwell of Revelation Real Estate in Chandler, Arizona has made a name for herself as an agent who can be counted on to understand the ins and outs of the industry, and to constantly stay on top of the ever-changing world of real estate. As an individual agent, Christine closed 50 transactions in 2016, with a total sales volume of $11,012,681.00. “There is so much to this business that people don’t realize,” says Christine, “and that includes new agents. Many of them don’t understand how much time and dedication it takes in order to get the job done properly. It’s something that has to be taken very seriously, since this is most likely the largest purchase your client will ever make, and they need someone who is going to pay attention.” Christine, who entered the real estate business in 2004, transitioned from a job in corporate America. After receiving notice of her impending layoff, her boss at the time gave her encouragement, both financial and emotional, regarding her desire to become a real estate agent. “I couldn’t explain why I wanted to be an agent, I’d just always had a desire in the back of my mind to do it,” says Christine. “My boss allowed me to go to real estate school – and paid for it - while I was still working for him, and when the layoff came I already had my license.” There was little equivocation regarding her new career, and Christine jumped in with both feet and hit the ground running. Despite the luxury of now having a flexible schedule, Christine refused to view her new career as anything but a full-time endeavor. “I always made sure I was doing at least eight hours of real estate a day, even though it was usually more like ten

or twelve,” she says. This immediate dedication to her newly chosen profession has led to her reputation, thirteen years on, as one of the most highly respected realtors currently working in her corner of Arizona. Perhaps another factor in Christine’s success is her client’s recognition that she is helping them because she truly wants to help them, not just pocket a commission. “No matter what the price point is,” she says, “whether it’s a $100,000 home or a million-dollar home, I give my clients the same service. I also work with them to keep them on budget, because I feel that’s looking out for their best interests.” In just the past two years as a Zillow Premier Agent Christine has racked up 56 five-star reviews, a stunning achievement by any measure. One of these glowing testimonials reads: “Christine was AMAZING! She was patient with our backand-forth wavering on whether or not we were actually going to buy, and still made us feel like her top priority. When we finally decided to really commit to buying, she was there and on top of every question we had. Her timely responses were wonderful, and we couldn’t be happier with the end result.” If one can pinpoint the main reason for Christine’s success, it would most likely be client service, and her impressive responsiveness. “I’ve heard from many of my clients that my level of responsibility is far above what they’ve seen from other agents they’ve work with. I truly care about their wants and needs.” Another factor in Christine’s success may be the simple fact that she loves what she does, and her clients can sense that. “I love the diversity of this job, getting to meet so many different people. No day is ever the same. It’s been thirteen years, and there hasn’t been a dull moment.”

For more information about Christine Holwell, please call 602-750-0312, email Christine@ChristinesAZhomes.com or visit christineholwellrealestate.com www.

5 Morning Habits to Make Your Day Super Productive For many, most mornings begin with a rush—a rush to get dressed, a rush to find something edible for breakfast, a rush out the door and into rush hour. Likely you have heard articles advising you to set your

alarm early to give yourself some flexibility —which is sound advice, of course—but consider a few of these additional tweaks to your morning routine that can set a productive tone for your day at large.

1. Keep Screens Away Until Breakfast Oftentimes, our first instinct upon waking is to check-in on our phones, tablets, or computers, to scope out the latest social media updates and e-mail correspondence. While diving into the action might seem productive, studies show that waylaying screen time until you’re up and dressed, and have had a good breakfast, will actually make your first pass Top Agent Magazine

at all things digital more focused, clear, and efficient. Instead of answering a few e-mails, checking out a friend’s photos, and then hurrying to shower and dress, instead make a resolution to keep the online world at bay for the first half-hour to an hour after you rise, then you’ll approach the digital world with fresh eyes, energy, and adeptness.

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2. Meal Prep Sometimes hitting the snooze button is inevitable, but if you make prepping breakfast the night before a part of your routine, then grabbing something healthy on the go will be a snap—and your stomach will thank you for it. Load up your coffee machine ahead of time, so all you have to do

is hit brew. Or, chop up a fruit salad, mix a smoothie, or simply put a granola bar and a grapefruit in your lunch bag, ready to be grabbed on your way out the door. Even if it’s small or basic, keeping yourself fueled will keep distractions, inefficiency, and mood swings at bay.

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts. Not only will it get you thinking about the topics of your industry—while expanding

your professional vocabulary—it will also wake up your brain and get your head in the game as you prepare to launch your day. Use your commute time to bump up your knowledge and conversation points, and you’ll be ahead of the curve before you reach the office.

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect. Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

list items, then map them. By giving yourself a bullet point system of what you need to accomplish and by when, you can undo some of the anxiety that a busy schedule promotes.

5. Walk It Out, Even If You Missed the Gym While we often rely on coffee for our morning buzz, exercise provides a potent burst of energy that can supercharge your day. But, let’s say you’re running behind and skip the gym—all is not lost! Take fifteen minutes in

the early morning to take a walk around the block a few times. The fresh air and aerobic exercise will wake you up, get your blood moving, and provide your morning with a natural injection of motivation.

Everyone’s morning routine varies, but perhaps the first step is identifying aspects of your routine that could be improved, and tackling them from there. From waylaying

screen time distractions to getting in a little blood-pumping exercise, keep these tips in mind as you launch your most productive morning routine ever.

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JODIE JENEWEIN Jodie Jenewein got her start in the real estate industry fresh from college at the age of twenty-two. Her first job was as an assistant to her best friend’s mother, a mentor as well as a top-selling agent. From the start, Jodie knew that she wanted to incorporate her creative side into her work, and began an interior design practice in addition to her role as an agent. Along the way, Jodie has served numerous individuals and organizations, from pairing with new construction builders and high-end multi-housing projects to lending clients her keen eye for design. Today, Jodie is at the helm of a thriving career with BRIX Real Estate, defined by her personalized approach to her work and her proven ability to deliver on her clients’ successes. Primarily serving the downtown Minneapolis and western suburbs region, Jodie has a particular specialty in spearheading sales and acquisitions of lofts and condos in Twin Cities bustling metropolitan center. With the majority of her business driven by repeat and referral clientele, Jodie’s approach to the agent-client relationship is guided by an ethos of communication, knowledge-sharing, accessibility, and patience. “I don’t think the buying or selling process has to be tedious,” Jodie explains. “Of course, I’m always intuitive and sympathetic to each of my clients’ unique situations and reasons for buying or selling a property, but if the situation permits I love to have fun and try to maintain a sense of humor.” Likewise, Jodie cites honest communication and first-hand knowledge as distinct attributes that guide her practice, recognizing that many of the stresses inherent in the real estate game can be eliminated by an expert’s guidance and resolve. To keep in touch with past clients, Jodie takes a personal approach. In addition to catching up by phone, Jodie also makes it a point to meet with clients face-to-face for coffee or dinner. A decid-

edly twenty-first-century agent, Jodie maintains a social media presence to stay up-to-date on her clients’ day-to-day lives. To market her listings, Jodie incorporates her design sensibilities by applying staging services to the properties she’s responsible for, ensuring that each listing makes a memorable first impression whether in person or online. She maximizes her listings’ exposure by employing the leading digital listing platforms, while also maintaining relationships with fellow agents in the area to facilitate the transactional process. Applying her spirit of service toward her local community, Jodie is active in a variety of civic and charitable contributions. Considering her extensive background in art and design, Jodie has been avidly engaged with the Free Arts organization. Additionally, she was a mentor with Art Buddies and sat on the selection committee for the Minneapolis-St. Paul Airport Arts and Culture Committee. Likewise, her longstanding relationships with builders allows her to contribute her efforts as chair for a range of upcoming fundraising events for the Builders Association of the Twin Cities Foundation (BATC). A forthcoming fundraising gala will support veterans’ housing needs—from accessibility upgrades to home updates. In her free hours, Jodie relishes her time on Lake Minnetonka with friends and loved ones, an area she’s called home for most of her adult life. Recently married this past summer, Jodie and her husband enjoy spending quality time with their kids. They also enjoy camping and hitting the road for long rides on their motorcycle. As for the future, Jodie has plans to continue her business’s upward trajectory, incorporating her creative expertise and cultivating ongoing relationships with new-construction developers in the area. With over twenty years of hard-won industry experience, a unique creative ability attuned to spaces, and a proven track record of success—the years to come are sure to be bright for Jodie Jenewein.

To learn more about Jodie Jenewein visit brixtwincities.com or www.

www.

julianjanedesign.com, e-mail Jodie@brixtwincities.com, or call (952) 239-4652

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BING LI After moving to the United States twenty-four years ago, Bing Li was working a successful career in medical research at Emory University, while back in China, Bing had worked as an anesthesiologist. But, it wasn’t until she found herself helping an outof-state friend source a home in the Atlanta area that she realized what her true calling was and soon after, Bing became a licensed real estate agent. Fast forward to today, ten years later, and Bing has crafted a flourishing career as a real estate agent with Chapman Hall Realty, where she is a top producer and #2 in volume for 2016. There, Bing determinedly delivers her clients’ goals, no matter how big or small, steadfastly pursuing her professional passion each and every day.

referrals to continue to grow. What’s more, Bing makes modern use of digital listing platforms and social media to keep in touch with clients both past and potential, keenly aware of the integral role that technology plays in today’s real estate commerce. Likewise, Bing has little trouble keeping up with former clients, as it’s not uncommon to stay involved in their everyday lives, whether sending a text message or e-mail, or making a personal call just to check in.

Working primarily in the Gwinnett, north Fulton, and Atlanta areas, Bing’s drivers are her commitment to her work, understanding the diligence required to succeed, and her uncompromising love for what she does. Considering her business is based almost entirely on referrals, Bing’s devotion to quality client care is paramount. Not only does she stay accessible at all hours, but Bing also employs deep reserves of patience, no matter what goals a buyer or seller may be pursuing. “Whether I’m working with a 50,000 home or a 500,000 home, I never rush my clients and always give them the personal attention they deserve,” Bing recounts. “You have to love your career and have a passion for what you do, and this business is all about people. I love meeting people from all different backgrounds, cultures, and languages. It’s a challenge, but I like that challenge.”

Extending her spirit of service to her local community, Bing takes part in a variety of civic and charitable causes. Foremost, Bing donates her resources to the Sino-USA Next Generation Foundation, making yearly donations that support five low-income students in rural China, covering their academic expenses from elementary school until their completion of high school. While her work dominates much of her days, in her free hours Bing enjoys spending quality time with her family, including her two daughters—one already off at college.

Much of Bing’s business comes from international clients, which requires a high level of communication in order for all parties involved to be successful. With manifold experience in that arena, Bing’s forthcoming and patient nature endears her to clients and other agents she comes into contact with, allowing her network of

While the transition from anesthesiologist to real estate agent might sound uncommon, to Bing successful career folk are similar in plenty of ways, no matter what fields they belong to. “This work is complex, and challenging,” she reflects. “I’ve worked other career paths before, but it was this one that I really fell in love with, for all its challenges, and because I’m able to meet and help so many different people along the way.”

Looking ahead, Bing has plans to continue to grow her business, with hopes to expand her social media and digital presence, make connections with new clients, and continue to develop her brand. She also has ambitions to expand to more commercial real estate work, a market she’s already begun to tap into through local partnerships. With a decade of experience in real estate already under her belt, and a thriving passion for all that she does—delivering transactional results as well as guiding clients toward their dream homes—the future ahead for Bing Li is sure to be filled with many more successes to come.

To learn more about Bing Li e-mail bing.dreamhouse@gmail.com or call 678-862-4180 Top Agent Magazine

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

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

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

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

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset. 18

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

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THE MESSING GROUP Dee and Adam Messing of First Team Real Estate are a mother-son real estate team in Temecula, California. And as 25-year residents of Los Ranchitos, a community in Southern California, that has grown from 20,000 to more than 127,000 residents in that time, they offer unique knowledge and perspective while providing uncompromised service. “Our primary focus is estates above $1 million, in Temecula, Murrieta and other high-end communities in the Temecula Valley,” says Adam. Dee holds particular expertise in the Los Ranchitos community where she lives, along with Santiago Estates and surrounding neighborhoods. Dee and Adam partnered in 2011, about a decade after Dee entered real estate. Together, they value excellent communication. “Between the two of us, we cover all the bases,” says Adam, who describes Dee as the relationship-builder, which helps both Dee and Adam develop long lasting friendships with their clients. The people are the best parts of what we do,” she says, describing clientele from all over the world. “My whole career has been all about meeting with and helping people.” Prior to entering real estate in 2001, Dee worked with the Riverside County Sheriff’s Department and, before that, for American Airlines. “I obviously love the sales and marketing pieces, too, but for me, it’s all about serving the needs of my clients and building those relationships.” Adam, meanwhile, takes charge of conveying every important detail with sellers and buyers. “Estate clients have very complex questions regarding properties; we provide them with everything they need to know,” he says. “We keep them up-to-date and involved with everything from start to finish.” Their clients enjoy being part of the entire process, which means that all decisions they make are educated and comprehensive. “We’re proactive, not reactive,” says Adam. This approach has fueled a business driven by referrals and repeat clients, some of whom have bought or sold as many as six houses with The Messing Group, including some retired real estate professionals.

Because of their affiliation with First Team Real Estate, Dee, Adam and their clients enjoy access to robust marketing tools through the company’s association with Christie’s International, Leading RE and Luxury Portfolio International. “We offer marketing that no one in the Valley can compete with,” says Adam. “Typically if we get in front of the home owner and have the opportunity to speak with them about our custom tailored marketing strategy, we get the listing; our marketing package is that good.” Besides their automatic reach to global, luxury buyers, they are backed by First Team’s multimillion dollar online and offline advertising budget that boosts listings on every online real estate portal while targeting buyers. “We also have a robust social media marketing campaign, which helps with selling listings and increasing word-of-mouth about the business,” says Adam, explaining that they also connect with the community on a personal level through social media and community events. Among the pleasures of helping make peoples estate dreams come true, Dee says she cherishes the ability to work not only with her son, but with her daughter, Stephanie, who is the team’s escrow officer. “Our clients often say we should have a reality TV show,” says Dee. “We can get quite entertaining at times!” The team’s closeness and their mutual interest in supporting the business translates to the utmost in client care. When Dee and her husband take RV trips or go out on their boat from San Diego Harbor, for instance, Adam handles the business. And when Adam travels or takes in his hobbies of off-roading with his Jeep club or enjoying the outdoor life and attending sporting events, Dee covers for him. “We know everything will be handled the right way, because we care about our clients and about building the business,” says Adam. The future promises more growth, even as Dee considers retirement a few years down the road. “I want Adam to be able to run the business or to bring in someone else alongside him if he chooses.” No matter what, The Messing Group will always value total communication, involvement and commitment to each and every one of the estate clients they serve.

To learn more about Dee and Adam Messing, visit deemessing.com or themessinggroup.com, email deemessing@gmail.com or Adam.Messing@yahoo.com, or call 951-551-2499 or 951.265.9844 www.

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VICTORIA PROWANT After moving to Mississippi from Eastern Europe ten years ago, Victoria knew she would be here for the long-term. She attended Mississippi College, earning a business degree, and soon met and married her husband. They began building a new home in 2010, and ended up renting out their previous one. That was when real estate became Victoria’s main career goal. “We had great tenants and decided to continue buying and flipping houses,” she explains. Victoria became a licensed agent and soon found herself helping others pursue their real estate goals. “I really enjoy meeting new people and making their dreams come true,” Victoria explains. She worked at Keller Williams for four years, and recently moved to Three Rivers Real Estate, where she is the managing broker. She is a top producer in the central Mississippi area, and is continuing to grow every year. Her success is no doubt due to her strong work ethic. “I grew up in a country that’s still considered third world. You have to work hard to accomplish anything, that’s the way my parents raised me,” she says. Whether it’s 8 at night on a Sunday or normal business hours, Victoria is always available and ready to help her clients. “In today’s world, we want everything instantly,” she explains. “You have to call them right then if you want to get the lead. I’m not afraid of prospecting and getting out there.” She jumps at every opportunity, always eager to see where it leads her. This has led to about 40% of her business being made up of referrals and repeat clients. Victoria also ensures she is going above and beyond expectations, wanting to make the process as easy as possible for both her buyers and her sellers. “It’s an agent’s job to take on all the pressure and stress, the less the clients know about the drama, the better,” she says. And once it’s all over, she stays in

touch through cards, Facebook, phone calls, and in person meetings. Clients don’t hesitate to leave her glowing reviews. One recent testimonial read, “If you are looking for someone who is going to help you from start to finish and always answer the phone, Victoria is your agent. She sold my house fast and was very patient helping us look for our next home. I do not know if I could have been able to sell and buy a home without her. If I could give her 1000 stars I would. Thank you Victoria for everything.” Another said, “Victoria worked tirelessly for my wife and I. She never seemed to get her feathers ruffled by the 8th, 9th, or even 10th phone call in a day for status updates! She always has such an infectious positive attitude! Every house we saw and turned down seemed to strengthen her resolve find us our perfect home. Which she did. We are SO happy with our purchase. She also sold our house at the same time! She is professional, attentive, detail-oriented, and has an unrivaled determination to satisfy her customer. Great work!” In addition to her work in real estate, Victoria also devotes time to the community. She is a Sunday School teacher at her local church, and is a member of the Young Professionals Network. During any off hours, she is spending time with her two children and husband. As she continues to expand, she is eager to get more involved. “I understand that buying or selling a home is more than just a transaction: it’s a life-changing experience. That’s why as a real estate professional I am dedicated to providing exceptional, personalized service for all of my clients. I take pride in the relationships I build and always work relentlessly on the client’s behalf to help them achieve their real estate goals.”

For more information about Victoria Prowant, please call 601-750-7151 or email victoriaprowant@yahoo.com visit victoriaprowant.com www.

4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation. Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them. Top Agent Magazine

1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances. Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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the success of the team and business is what’s most important, as long as it’s done ethically and with respect for everyone involved.

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team. If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward. While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 22

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely. Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

4. They are self-motivated learners A key thing to remember is that while experience is a valuable commodity, intelligence and intellectual curiosity is usually something that can’t be taught. Yes, you might request employees get additional training or attend seminars, but exceptional employees will be seeking out educational opportunities constantly. Even if they don’t have a lot of money for weekend retreats, they will be getting books from the library, downloading audiobooks, and most importantly, taking advantage of one their greatest resources, YOU. Exceptional employees know that the way to stay ahead is to always be at the forefront of new technology and systems. They don’t see educating themselves as a burden, they actually enjoy it. They realize that everything they take in, will one day make them not only an exceptional employee, but an exceptional boss as well.

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JERRI SALIBA When a friend suggested Jerri Saliba become a real estate agent, she decided to explore it more. After falling in love with the career, Jerri has now been an agent for 13 years. Today, she also owns a brokerage called Premium Real Estate, which serves Tulsa and surrounding regions. Jerri loves to help her clients, and has established a solid following in her town. “My business is about 90 percent referrals,” she explains. “The reason for that is, I focus on building a relationship with everyone I work with. I don’t just sell them a house. I become their go-to real estate person.” For Jerri, real estate is an industry that’s more about the people, and she takes her people very seriously.

out the year to keep their supply filled. During crises cases involving children, the bears are given to them for comfort. When she has any down time, she is riding horses, reading, or watching her daughters run barrels at the rodeo. As Jerri looks towards the future, she is excited to continue growing. She has her sights set on purchasing a commercial building which she can rent out to smaller businesses in the area. Expanding her team is also a priority, with the ultimate goal being to double her team from 10 agents to 20. No matter how big her business becomes, she will never stop enjoying every minute of it. “I just absolutely love my clients.”

“I give them personalized service and take care of them. That’s my focus,” she says. Although she has been recognized for many accomplishments, and has received multiple awards, she does not make that a focal point. “I don’t tell them how many awards I’ve won or that I know the market better than anyone else. I do tell them that I will take care of their needs.” When coming to Jerri for real estate services, one can expect to be guided throughout the process. They will feel as if they are her only client, as Jerri’s attention is always on them and their goals. Because she has built a trustworthy reputation in the area, and is always seen around town, it is easy to get to know her. “Staying in touch with my clients is natural. I invite them out to dinner, I’m in and out of town all day long, and sometimes I give them a call to catch up,” Jerri says. “I live and work in the same community they live and work.” After a transaction is complete, Jerri’s clients also help spread the word about her, wanting to share their positive experiences with everyone. One recent review read, “Listed my house with Jerri and 6 hours later she called and had a full price offer. She always returns my calls with the information needed. Jerri has also helped us with a purchase of a house and sold a property we renovated. She has always made our real estate shopping and selling a smooth, pleasant experience.” Another said, “I highly recommend Jerri Saliba! She has done a great job of finding my dream home! I told her what I was looking for and she found it. Jerri was very informative in this process and figuring out what I needed to do next.” In addition to her work in real estate, Jerri is also involved with the community. She volunteers at a local dog rescue company, and is a member of her local church. Jerri drops off Teddy Bears at the local police station several times throughTop Agent Magazine

For more information about JERRI SALIBA, please call 918-640-7392 or email premiumrealestateok@gmail.com Copyright Top Agent Magazine 23

BARBARA SMED Conversations with Barb Smed seem to circle back to her core motivation – a desire to help others. “Problem solving and creating win-win situations have always been part of who I am,” says Barb, REALTOR® and Managing Broker/Part-Owner of Keller Williams Premier Realty in Northeast Iowa. “I listen. I learn people’s motivations and keep their needs and goals at the center of everything.” Barb holds a bachelor’s degree in sociology and a master’s in social work; she has completed extensive training in mediation and has even owned a mediation business. “Transformative mediation,” she explains, “is all about helping people find the solutions within.” When she first entered real estate in 2007, she instantly saw how real estate sales and purchases were driven by people’s need for personalized solutions. Almost as quickly, she noticed how her own training, along with her instinctive desire to help others and her interest in marketing, translated to success. “I’m also a little competitive, but at the core I’m a helper!” Although she was still working three other parttime jobs while keeping family as her top priority, in her first year Barb outsold everyone at the brokerage she joined. But it was never about herself; success only mattered if she added value to her clients’ lives. She draws great joy out of getting to know people, finding out where they’ve been, what they’ve done and what their immediate and long-term goals and dreams are. “Obviously these relationships are built on trust.” Currently leading a Keller Williams branch that includes an associate broker and five sales associates, Barb covers a vast geography on both sides of the Mississippi River in Northeast Iowa, Southeast Minnesota and Southwest Wisconsin. Her office is located in Waukon, the county seat of Allamakee County, which boasts a single stoplight and plenty of outdoor recreation, scenic rivers and bluffs. Historic architecture and charming downtowns are filled with family-owned businesses and surrounded by thriving agricultural landscapes. “I am in the Northeastern-most county of Iowa, but I easily cover a 60-mile area encompassing all three states,” says Barb, whose entire team transitioned to Keller Williams with her in 2014 from the independent brokerage she had owned since 2009. Barb and her team specialize in various types of real estate, including residential, farm, land, commercial and relocations. 24

Going forward, Barb plans to work with even more sellers in Minnesota and Wisconsin, both of which are less than 20 minutes from her office. Her new sellers will appreciate the service that prompts existing clients to return to her for as many as three transactions apiece. In her marketing package for sellers, Barb guarantees heavy internet exposure, complete with high quality photography for all listings. “Our listings are all over social media and the syndicated websites. We also do postcard mailings and focus on networking with other agents.” That networking is a key component of client services and business growth. Another marketing tool offered sellers is drone video, when appropriate. She readily provides drone services through a company formed with her husband. As a Certified Residential Specialist (CRS), Barb volunteers with this not-for-profit affiliate of the National Association of REALTORS®, helping with CRS training courses. She plans to begin teaching real estate courses. While she is of course busy with her brokerage and her cherished family, which now includes two grandbabies, Barb can also see herself offering her mediation services for real estate and other business purposes. After all, she truly enjoys troubleshooting to reach win-win results. In addition, she actively volunteers and/or financially supports chosen causes at the local, state, national and global levels and has twice received the Governor’s Volunteer of the Year Award. “I live by the belief that anyone can make a difference.” Barb feels

To learn more about Barb Smed, visit smedrealty.com, email bsmed@kw.com or call 563.568.7159 www.

Branding Bad in Real Estate Marketing by Rob Flitton

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

with their brokerage company is a mistake that is causing them to be invisible to a large pool of potential clients, and lose traction or growth in their business. This mistake sees them repeating anemic efforts season after season to hunt for clients, instead of reaping the much larger benefit of farming or growing clients. In any given marketplace there are, say, a dozen major real estate brokerage brands. Just like some people love Ford and hate Chevrolet, or like Apple and hate Microsoft, they will either like or love the brand you’re with, or be indifferent to it—we can ignore the indifferent category, because they make the case that the company’s brand isn’t very important. By choosing to co-brand or line up with their brokerage, the agent therefore has as much as an 11 out of 12 chance of alienating a potential client. And there is another devastating result—the agent ends up financing the brand of their brokerage. 25

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

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

And finding potential clients comes down to two fundamental activities: hunting—the effort to find “right If an agent ever decides to look into now” business every day form a changing their brokerage they are variety of sources; and farming—the somewhat trapped. Not only do they effort to grow a reliable bounty of lose any equity or money they spent leads by having a long term online on co-branding and collateral mater- and offline strategy with the agent, ials, and the reliance on having some and not their company, as the central leads here or there, but they are empty- core of a targeted branding strategy. handed vis-à-vis Google Juice—each time they leave a brokerage, they are Rob Flitton is a Seattle Real Estate Marketing specialist helping independent starting all over. The solution for any agent is to drill 26

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

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CHARLES TAMOU Top Agent Charles Tamou of Remax First has been setting and then exceeding standards of excellence in the Detroit area since 2009. His attention to detail and commitment to providing the very finest in customer service have set him firmly at the head of the real estate pack. Working with an amazing team of skilled agents, Charles truly views real estate as a career, and not just a nine-to-five job or a means to a paycheck. Treating his work as a lifestyle choice is the difference, he believes, between an average realtor and a Top Agent. Considering how deep his commitment to real estate is now, it’s interesting that his initial foray into the industry was something of a fluke. “I was eighteen years old,” Charles says, “and I was looking for a summer job. I saw that Century 21 was hiring agents, so I went there and one thing led to another, and I got my license. The rest is history.” Charles took to the business like a duck to water, and almost immediately demonstrated his prowess with representing both buyers and sellers. Among his many accolades are his recognition as a Remax Chairman Award Winner, Remax Titan Team Winner, and Platinum Team Winner. He was also recognized two years in a row as being among the top 5% of Realtors in the Detroit area.

always available, and very knowledgeable. My home listed and sold very quickly. He is very honest and trustworthy. Never pushy and takes the time to walk you through every step of the process. I would recommend him to anyone and would be the only Realtor I would use again.” Staying in touch with clients post-transaction is important to Charles, and is something that solidifies the faith his clients place in him. “A lot of my clients have become personal friends,” he says. “We do things together on the weekend, we’ll go out for a beer or get our families together. We stay in contact with everybody.” During those very rare times when he’s not working, Charles loves to travel, though even when he’s away he still finds himself consumed by real estate. “Honestly,” he says, “I’ve made my work my hobby in some ways, and it’s just become my life.” Only one thing takes priority over his work, and that’s the time he spends with his wife and one year-old child. As for the future, Charles is already looking to expand and has set some lofty goals for himself and his team. “We want to take our team from 20 million-plus production to over 40 million-plus production. If his past is any indication, Charles Tamou will absolutely meet and exceed this goal. “I love what I do,” says Charles. “It’s always changing, it’s always different. I wouldn’t want to be doing anything else.”

His dedication to top-notch client service has kept his customers coming back to him for repeat business, and has resulted in scores of referrals. “My clients keep coming back,” says Charles, “because no matter how busy I am, I’m going to answer my phone and get back to them within the hour. They know that I care, that I’m willing to go out any time of the day to get something done for them. That is the driving force of my business.” As a Premier Agent on Zillow, Charles has been rewarded with dozens of five star reviews from satisfied clientele. Among them are this glowing testimonial: “Charles is great. Perfect throughout the whole process. Helpful, Top Agent Magazine

http://www.DrRealEstate.org Copyright Top Agent Magazine 27

LIZ TARDO With a roster of certifications and recognitions that would make any of her competitors envious, Liz Tardo of Keller Williams Realty in New Orleans is solidly positioned to provide her grateful clients with unparalleled service and guidance. A Platinum top-producing agent who has been excelling in the real estate field since 1997, Liz possesses a passion and determination that has not only never waned, but has grown in intensity since her rookie days. “When I set my mind to something,” she says, “I want to be the absolute best at it, so I constantly spend time perfecting my craft.” While licensing laws mandate 12 hours of continuing education on a yearly basis, “I had over 60 last year because I’m constantly on a quest to be the best that I can.” Her expertise and dedication has resulted in her being voted on to her local Board of Realtors, and her serving on the Leadership Council of her Keller Williams office. She is also on the board for YPN. Her clients sincerely appreciate her services, and an almost 80% rate of repeat and referral business is testament to this. “The vast majority of what I do is referral-based,” says Liz. A solid five-star rating on Zillow is comprised of multiple glowing testimonials. Reads one: “Liz was an absolute delight to work with. She was professional, responsive, knowledgeable, and made the whole process flawless. She always responded to our questions immediately, and made the process easier since we were out-of-state buyers. She had excellent referrals to other professionals (inspectors, etc.), and we never doubted that we were taken care of, even though she represented both the buyer and seller in our transaction.” Liz truly loves every facet of being a real estate agent. “I like that it’s always something different, that it’s never stagnant.” Her authenticity has also become one

of her hallmarks. “I don’t see myself as a salesperson,” she says. “I see myself as a dream-maker. There is nothing like a firsttime home buyer who didn’t think they’d be able to buy a house. Seeing them sitting at the closing table with tears in their eyes, knowing what they went through to get there, seeing their gratitude, it’s incredibly satisfying to be a part of something so special,” says Liz. As the 2017 President of the Women’s Council of Realtors, Liz is passionate about giving back to her community. A local women’s shelter is among the projects she supports, and to that end hosted a fundraiser that resulted in a $20,000 check being given to that charity. “I was thrilled that my first order of business as President was to be able to provide them with that money,” she says. “They’d been hit so hard with budget cuts and we were able to help them provide their clients with clean linens and other basics that they needed to help these women and children.” The mother of teenage daughters, Liz enjoys spending time with her family during those rare moments when she’s not working. She and her husband are currently renovating a historic home, and they look forward to moving into it soon. She is also an avid runner, and has participated in multiple marathons that have raised money for charities that include the Leukemia and Lymphoma Society. As for the future of her business, Liz plans to grow a team whose support will afford her some occasional vacation time. A client once summed up Liz’s essence: “Liz has a soft heart, but she is a tough competitor. She pushes herself to succeed, and in the process, she always manages to turn clients into friends.”

For more information about Liz Tardo, please call 504-723-4011 or email Liz@Nolahome.com 28

Are You In or Out? by Barry Eisen

Have you ever felt like you’re doing all the right things but your wheels are just spinning? You’ve invested a lot of time into a business, a job, a relationship, a sport, a course of study, but the results don’t justify the effort or time. You have so much invested, you just can’t walk away. You can see the light at the end of the tunnel but it doesn’t seem to be getting closer. What to do, what to do? As a business/personal coach I hear feedback every week from those who feel frustrated, powerless, and stuck in one or more areas. The reasons, or justifications for continuing doing things they tolerate rather than love are many. But, like panic attacks, unless you address the issues and make changes they get worse and you get more of them. For most, not paying attention and continuing in the same direction is a mind numbing experience, which produces a low selfesteem and is a recipe for a boring life. Ask yourself the question, “What area Top Agent Magazine

or areas of my life am I tolerating and simply taking the path of least resistance?” In other words, “Where am I painting by the numbers?” (That’s a reference to the over 50 reader.) Without being defensive (that’s the part of the ego that says everything is all right and points the finger of blame outward rather than to the real inward source) are there areas in which you’d like to be more passionate, confident and more in tune? When I ask those who feel stuck or trapped if they know what to do to make the positive change, most everyone knows their own truths. Knowing and doing are very different. As Khalil Gibran once said, “To know yet not to do is to not really know.” And most are honest enough to admit that they’ve lost their vision of what was important and let distractions get in the way. (Damn those bright shiny objects!) A remedy that works most of the time is to refocus by identifying the area of concern, setting a short term goal 29

Visualize the success you desire. Top performers do this in every field. Do it too...with consistency.

(such as six months), creating a plan of action and following through like your hair’s on fire for that period of time. Six months simply represents a period of time to get past the learning curve of establishing new attitudes and actions. At the end of the six months, do a reality check. Is the success you’ve created by doing things right without excuses worth the effort you’ve put in? Or, was the victory not so satisfying? If not, move on to something else. But whether you stay focused on your successful makeover or decide to move on, you decide KNOWING, not playing mental gymnastics with yourself. Not knowing is the pain of guilt many carry. “What if?!” Passion, confidence and a positive self-esteem don’t develop by working on them, they happen by creating victories. Keys to getting unstuck: 1) Be willing to own your shortcomings 30

and poor attitude as well as your strengths. The truth CAN set you free. 2) Be teachable and open to learn better ways of thinking and acting. Learn from those ahead of you, not the ones behind you. 3) Associate with those who will support, not tear you down. 4) Consistently read or go to seminars, from those who have done their homework, to get new ideas and reinforce the basics. 5) Accountability buddies and coaching work. Live up to goals. 6) Visualize the success you desire. Top performers do this in every field. Do it too...with consistency. Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 Top Agent Magazine

ISABEL VELEZ The beginnings of Isabel Velez’s career in real estate were born as an assistant, just before graduating from Mount St. Mary’s University in Brentwood, CA in 2004. By first working in mortgage loans, Isabel quickly gained the inside track on the industry she would soon join, ultimately earning her broker’s license in 2009. Fast forward to today, Isabel is a top producing agent with Redfin, which is a full service, technology-driven real estate brokerage. In addition to having the benefit of being supported by a full team of transaction and marketing professionals, Isabel is earning stock options in the company as a result of her outstanding performance and proven results for her clients. Primarily serving the Los Angeles Westside, Isabel is an experienced real estate investor in her own right, bestowing her with an expert’s knowledge of the local inventory, market, and processes inherent in buying and selling a home—all of which is knowledge readily passed along to her clients. What’s more, Isabel’s approach to the agent-client relationship is based on personalized attention and understanding. “There’s usually a big life event that leads a person or family to decide to buy or sell a home,” Isabel explains. “From my clients, I learn what brought them to this point in their lives and what their goals are, now and in the future.” With an impressive 70% rate of repeat and referral clients, Isabel’s close connections to her clients are unequivocal. “I always put myself in my clients’ shoes, and advocate for them the way I’d want someone to advocate for me,” she recounts. “My goal is to make a raving fan out of every client. I earn their trust by going above and beyond, being thorough and communicative, and delivering answers before questions arise.” At Redfin, Isabel has access to cutting-edge technology that pairs well with her modern approach to marketing and client relationships. To keep in touch with clients both past and potential, Isabel makes use of social media’s vast online footprint, in addition to the face-to-face time and personal attention that often converts clients

to friends. With the most incisive digital marketing tools at her fingerprints—courtesy of her office’s tech-forward approach—Isabel is able to streamline communication and secure maximum exposure for her listings, making for a systematic, responsive, detail-oriented campaign. Having attended school for interior design—in addition to fostering her own passion for architecture and design—each listing Isabel is responsible for receives the star treatment. “I take a lot of pride in often being able to earn my clients more than expected for their home,” Isabel says. “Much of that success is about how well you prepare—prepping, staging, showing—and having candid conversations with clients in order to make their investment yield.” Likewise, in the decade plus that Isabel has been active in the industry, she has sharply honed her powers of negotiation, an aspect of her work that she derives much satisfaction from. When it comes to her own investment properties and entrepreneurial streak, Isabel’s hands-on experience in the areas of negotiation and marketing provide her clients a seasoned and capable guiding hand within one of the country’s most competitive markets. Positioning her spirit of service toward her community, Isabel is an active member of the Los Angeles chapter of the Women’s Council of Realtors, where she previously served as president for two years. Having gotten her start in the business at the young age of twenty-one, Isabel prides herself on her efforts to mentor other up-and-coming realtors on the rise, imparting her earned knowledge of the industry’s inner-workings. In her free time, Isabel enjoys spending quality time with her family and dog. As for the future, Isabel has plans to further expand her brand and business, with continued inroads made into the luxury real estate and international markets—all while maintaining the hallmark care her clients have come to expect. With her certifications in listing international and luxury properties and her proficiency in Spanish—along with a year capped by a few celebrity clients of her own—Isabel is poised for professional growth. With a flourishing career already under her belt and a passion for her work that energizes her daily, the years ahead are sure to remain both busy and bright for Isabel Velez.

To learn more about Isabel Velez e-mail Isabel.Velez@redfin.com or call (310) 401-0216 Top Agent Magazine

DENISE WILLIAMS Seventeen years in real estate and DeNise Williams is just as passionate as ever. It’s easy to see why she has an 80 percent repeat and referral rate— she’s all about building relationships. Couple that with her business expertise, work ethic and heart of gold, and it all falls into place. DeNise and her husband, Bud, opened Lake City Realty Group on January 1, 2017. “The relationships we form are our biggest and best source of keeping business coming,” she says. “It’s nonstop. We love our huge network of friends and we love introducing everybody to everyone!” DeNise got into the business to help people. She had been a homeowner for 15 years, and when she sold, somehow she ended up with only $1,500 despite all the equity she had built. She didn’t know what the agent had done, but she knew she could have done better. “I swore I wouldn’t let that happen to anyone else if I were involved,” she says. She earned her real estate license in June 2000. She and Bud now serve the southwestern part of Salt Lake City. When a new client comes their way, DeNise does a one hour sit-down to get to know them and make sure they’re a good fit. She listens carefully, then lays out what the client can expect from her and vice versa. She educates them upfront on the steps in the process and what types of things can happen, sending them home with all the information. “We keep them as informed as we can,” she says. “Being on the same page from the beginning is great, and it makes it fun.” Fun is definitely part of relationship building. DeNise starts by getting clients signed on to her Facebook account. Then she stays in touch long after the sale, using everything from

monthly postcards and phone calls to pop-bys and client appreciation events. Last Halloween she filled glasses with chocolate kisses and plastic bugs, attaching a card that read, “Bugs and kisses from your Realtors.” At last year’s client appreciation casino party, she let the dealers know she wanted everyone to have fun and instructed them to help the clients win. Even her marketing campaign is fun. She and Bud began putting dogs into it; i.e., a picture of a golden lab with a cell phone in its mouth saying “We’re house trained.” The response has been huge. “Dollar for dollar, referrals are our best source for marketing listings, too,” DeNise says. She’s a partner agent on Redfin, but sending those listings to friends, family and former clients is most effective. Whether helping clients or the community, DeNise totally immerses herself. She works with Habitat for Humanity every summer and holds a Christmas party benefitting Toys for Tots every winter. “The outpouring of love, just from the volunteers when we give them the boxes of toys, is overwhelming,” she says. “There’s nothing like it.” Her busy schedule actually energizes DeNise. Skiing is a favorite pastime, along with home improvement. She doesn’t know how to just sit around! Of course, with the new brokerage, that won’t be a problem. As they bring agents on, they want to sit down with each one, educating them on the best ways to operate. “We’re also going to give them a 90 percent split,” DeNise says, “because they deserve it. Agents work very hard.” Obviously DeNise works very hard, too. A dedicated goal-setter, she’s hit every target she’s set in the last 20 years. With a track record like that, there will be no stopping her. Her clients will be the winners.

For more information about DeNise Williams of Lake City Realty Group, South Jordan, Utah, please visit lakecityrg.com, call 801.916.9991 or email denise@lakecityrg.com www.

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

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

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

1. TAKE RISKS

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

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were achieved by playing it safe. Embrace mistakes. Learn from them, they often provide valuable insight and that will lead to great success on your next attempt. 2. FAMILIARIZE YOURSELF WITH A COMPLETELY DIFFERENT INDUSTRY This might seem counter-intuitive, but you’d be amazed at what you can learn by looking into successful companies, no matter what the business type is. You’re almost certain to find valuable solutions, systems or technology, that might fit your business, giving you a unique advantage over the competition. 3.BE CURIOUS Break some of your daily habits, even if it’s as simple as ordering a new dish at your favorite restaurant. Even the smallest changes can help spark a new idea. Always be on the lookout for new ways to do things. Little innovation are all around you. If you remain curious and keep an open mind, you’ll be surprised as to what might spark the next great idea. 4. PICK THE BRAIN OF A NON-EXPERT Yes, there is a lot to be gained by having access to someone with an expertise in your field, but you can learn a lot from a newcomer as well. They are a blank slate, and may inspire you with their completely unique point of view on things as someone just starting out. 5. BE LESS JUDGMENTAL It’s very easy to dismiss a new idea. You have experience and that can oftentimes lead 34

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

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DANIEL WINKLER When it comes to helping people in distress, Daniel Winkler strives to please all his clients. He’s affectionately been compared to a golden retriever for his passionate care of people. “I love making my clients happy,” Daniel says. “That’s why I do it.” Head of a brokerage with 35 agents and five administrative employees, Daniel is living proof that he’s making people happy: in 2016 he personally closed 63 escrows and $43 million in volume. An entrepreneur from the get-go, Daniel began taking care of people early on—he opened his own restaurant in Marin County when he was just 20 years old. His first customer was a real estate developer who was fascinated that someone so young could be so enterprising, and the two became close friends. In Daniel’s third year in the restaurant, he had an epiphany. He was in the kitchen at 3:00 a.m. making chocolate mousse for his New Year’s Eve party the next night when he heard “Happy New Year from Guam!” on the radio. He realized that he was the only guy in Marin awake at 3:00 a.m. to hear that it was New Year’s in Guam. He wanted a new vocation, because he did not need to know that fact! Daniel considered selling the restaurant and asked his developer friend if he would give him a job. He agreed. Two years later, Daniel began as a host at a subdivision his friend had built in Mill Valley. From there he moved into administrative work in his office. “I wanted to learn how to build houses,” Daniel says. “I asked him when I could go on a job site. He said I couldn’t!” Daniel had such a great way with people that his friend wanted him to get his real estate license. He did. That was 1989. He worked with his friend in Sacramento, then

Cupertino, and finally Bayside Commons in Albany. His friend left the business in 2001, at which point Daniel hung his own shingle. He’s never looked back. Now Daniel has a 95 percent repeat and referral rate, serving an area from San Leandro to El Sobrante and east to Walnut Creek. Clients love that he puts their interests first. “They trust me,” he says. “People buy from people they like and trust. In 29 years, I have learned that if you take care of the client, everything else will fall into place. Clients first.” Daniel works with excellent stagers and professional photographers for his listings, developing individual websites complete with 3-D tours and drone shots for each property. In addition to listing the homes on the MLS and the usual websites, he places full-page ads in the Chronicle Real Estate section three–four times a month, sends email blasts to the agents and postcards to homes in the area, and holds broker tours and Sunday open houses. Daniel has no plans to retire—he loves the diversity and variety of the job. He shares his time and success with the community, donating generously to Albany schools and civic projects and volunteering as a basketball coach for Montera Middle School in Oakland. When he’s not working, he loves traveling, watching movies, going out to dinner and cooking (he started in food service, after all). Daniel had his eye on the future even during the recession. While other real estate companies were going out of business, he bought a building “to send the message that our company would be permanent,” he says. He recently did a gorgeous remodel and is changing his brand name to Winkler Real Estate Group to “step up our game, raise our bar.” And to continue making clients happy.

For more information about Daniel Winkler of Daniel Winkler & Associates, Inc. (Cal BRE #01090765), Albany, California, please visit danielwinklerinc.com, call 510.421.4528 or email daniel@danielwinklerinc.com www.

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