Nationwide 5-21-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

5 Lessons from Silicon Valley to MODERNIZE AND MONETIZE YOUR BUSINESS How to Incorporate Current Events to Your Email Blasts and STAY RELEVANT HOW TO CUT DOWN ON DIGITAL DISTRACTIONS and Up Your Productivity

CARLA BENESH ROGER DECKER DENIE DULIN COURTNEY EMBRY KIM FOWLKES MELANIE HUNT KATHY KALLNER RENEE SABAN JANET LEIGH SCOTT DAVID SGRO DIANE STEFAN SCOTT STEWART SHERI TOWNSLEY BENJAMIN ULLOA

COVER STORY

SARA NGUYEN

NATIONWIDE & INTERNATIONAL EDITION

SARA NGUYEN

KIM FOWLKES DENIE

Denie fell in love with the real estate busi-

DULIN

DIANE STEFAN a remarkable 90% rate of repeat and referral business. 28

ROGER DECKER

24 her own 23 ness when she was buying and selling

COURTN

homes. “We relocated a lot for my husband’s Denie believes strongly that who you work with job and probably bought and sold at least 12 ® How did Roger Decker become property forAgent listing, Rog is Cour really the mattersTo andprepare choosinga the right Realtor homes across the country and overseas. In 2006, Top top selling Shenandoah Valley Realand decision. de-cluttering to ensure their prop a very important She takes aBroker compremy kids were growing up and I was training and Coto working with her clients and tor for farms and land? Real hensive estate isapproach farms, he hires drone and traditional and boarding horses at our farm in Baltimore Realty in Floren relies on the latest wellsale. as some County, which was becoming too physically literally in Roger’s blood. His father scopetechnologies, of the landasfor In addition over a dec old excafashioned15 techniques. “I’m Roger really well hands on.print demanding. Real estate seemed like it would was be a real estate developer and county area, places ad ly-reputable car When client’smedia house, heavily, I spend lots time the perfect fit. I made the transition 12 years ago vating contractor. Roger grew up Iinlist a social butofthe Decker R integrity consulting and educating EMBRY them on what they can and a back.”DECKER ROGER DENIEand DULIN CARLA BENESHand haven’t looked the business, after receiving aCOURTNEY to their marketing and was totally rev do to add value to their home. I also providing take great her m degree in Mechanical Engineering site forallanyone property in pride in presenting relevantlooking facts very andforinforDenie currently leads The Dulin Group of Long best serv from Penn State, he followed in his mation to clients when they are either buying or & Foster, a team of nine highly trained profesbeautiful comm footsteps for afifteen years, working withtheRoger, clients rem house, so they areAfter empowered to make best decisionals, who all share Denie’s commitment father’s to providing an selling state’s northwes a licensed He moved they receive.Denie “I don’t them off o sions for themselves and their families.” has a push good eye exceptionalbuilding customerresidential experience.subdivisions The team isastruly like a contractor. to assist clients in staging has transaction an entire team that family andto allVirginia the agentsinsupport other and theirMadison pursuits University, 1991 each to attend James earning a houses aspect and of the myself,” he s Courtney’s interest inattention a career intheir realsitu e helps. “I hold open houses often and really encourage allto the of striking second the perfect workinand life balance. Although degree Geology. A close friendthey who is a real estate agent sonal one-on-one neighbors to come by so they can refer anyone they know that primarily focus on the Baltimore County & City, they also was young and newly married. “I was urged Roger to give up contracting and pursue real estate full-time. In They also remember Roger’s attention might be interested in the serve the surrounding counties as well. fiveneighborhood.” job,” she explains, “and I really wa

CONTENTS

4) HOW TO 17) 4 EASY WAYS TO 25) CREATIVE WAYS TO 2002, he finally took the leap, and he’s had a successful business ever struction knowledge from being a con INCORPORATE CURRENT REDECORATE YOUR SAY THANK YOU but on I saw other working moms struggling since. He start, opened in by Staunton, years what selling and I know Denie nine would like ago, to add one more I’m person to her team, but my pro When Denie got her she Decker built herRealty business focusingVirginia EVENTS TO YOUR EMAIL OFFICE THAT WILL BOOST life balance. I knew I wanted to havethea c he works his wifewith Monya, who is alsoshe a full-time licensed know constructed from really wants to keep her teamhow smallit’s so she can continue on helpingwhere relocation clients.with By working local corporavide flexibility.” Courtney, a social creat agent, the andmetropolitan two other agents. Located the hearttoof the Shenandoah Roger’s clients are comfo BLASTS AND STAY MORALE IMPRESS provide “the above and plumbing.” beyond service” on which she has tions throughout area,&Denie reallyingained 29) HOW TO CUT wanted a career that would provide inter Valley, Roger and his wife cover every aspect of real estate, but built her strong reputation. This also allows her to support an in depth knowledge of her marketplace and became well has true expertise and can educate the RELEVANT CLIENTS DOWN ON DIGITAL mentor entireple. team in order to favorite help them achieve known forspecialize her empathetic approach to sales. “I’ve in farms and land. One of theirbeen otherand agents is aher licensed selling. part of thereal jobest is When a“My friend suggested that their goals. through what my clients experiencing so I know an what DISTRACTIONS auctioneer andare owns Enlisted Auctions, online auction service, sofor her ertypersonality, a person is looking And when and shefor. decided to gi they need.that It’s people critical that they knowquickly I’m with everytheir property. eager sell canthem auction have it!” to Roger character sion proved be a says goodwith one,his and now al 13) WHY EMPLOYEE 21) 5toLESSONS FROM YOUR forward UP is important to Denie and she is always step of the way and always have their best interests at heart. Paying itAND of interesting folks, and I get to do wh she is the co-owner of her own successfu ways to give back to her community. Denie is a I’m not only helping SILICON them buy a home, but I am also intro- looking for APPRECIATION MATTERS VALLEY PRODUCTIVITY Roger ranks consistently in the top 10 in sales volume in his MLS ducing them to a new community, so I have all the bases member of all the local real estate organizations and is partic& CAN BOOST YOUR TO MODERNIZE AND a result of smooth the exceptional service Roger primarily and Monya stay involved in ularly provides, passionate80% about helping underprivileged children. Focusing on selling waterfron covered toannually. make theirAs transition as as possible. Our Roger of his the business fromYOUR repeat or referral clients.she33) What largest cattle producing county in Vir isn’t keeps working, she still enjoys horses and loves BOTTOM LINE goal is to deflate MONETIZE stress incomes this process.” Her devotion to When can boast of having a business that is ba 6sailboat THINGS ALL Bay. outteam on her in the Chesapeake coming back? clients rave that hegetting and his return atmosphere here,” he says proudly. H her clientshis hasclients paid off and Denie is His proud to have earned referrals and repeat clients. “That’s the BUSINESS SUCCESSFUL phone calls and emails immediately. “Communication and respond-ness,” ketsshe andsays. supports community 4H & “Basically, at this pointF NEGOTIATORS ing promptly is what makes for success,” he says. He and his wifeworking In his internet freeDO time,leads he and wife raise andhisthings like s

work closely to ensure they answer each client query quickly and They also enjoy hiking and kayaking t to my buyer’s agent. The business I do thoroughly. After a transaction is completed, Roger and Monya stay choral society. They have four childr ily, friends, past clients and referrals.” Th in touch with past clients through email and texts, reaching out to and two still in high school. For the fu reasons for this client loyalty, but chief Phone 888-461-3930 | Fax 310-751-7068 see how clients are enjoying their new home or property. They also to continue providing the best possib ney’s honest, egalitarian approach. “W like to give a |high quality gift with their logo that people will retain. community! mag@topagentmagazine.com www.topagentmagazine.com who have bough a $50,000 house or if th No portion of this issue may be reproduced in any manner whatsoever without prior consent of the publisher. Top Agent Magazine is lion-dollar waterfront property, I treat e published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent don’t care how much money they’re spe Magazine cannot be held responsible opinionsmore expressed or facts supplied its authors. To subscribe or change address, send Toforlearn about Denieby Dulin and The Dulin Group inquiry to mag@topagentmagazine.com.

call 410-804-7141, email denie@thedulingroup.com, or visit TheDulinGroup.com http://

Published in the U.S.

Top Agent Magazine

https://www.facebook.com/BaccusRealtyGroup/

KATHY KALLNER

MELANIE HUNT RENEE SABANJANET LEIGH SCOTT dous experience gained Ko Shortly after relocating to Massachusetts in 1993 Unique to real estate renowned in look its best. hiresperson professional photographers To say Renee Saban is anShe active is for an her underand print advertising generates the best results. job as a corporate buyer with a major U.S. relaxed professional a“ 35 36of the sful sales w her caring and career, Kathy showcase home’s best32 features. market 31 atto best. statement A realtheestate professional sinceTo still do some ads in Home Week and Icomp also company, Janet Leigh Scott visited Martha’s Vinemarket is highly assion for real listings, she reaches out to her vast network of real yard for the first time and fell in love with the tion’ market; agents 2004, Renee is also an advocate for the communido open houses,” she says. “I share my listing on Hathaway, wwt dBerkshire her husband agents, as wellbuyers as herand personal sphereupof island. Leading to that time, Janet had bought of community ties where estate she lives and serves sellers my business page on Facebook sense and they’re all ove and enjoy sold multiple properties across the country; in off-island bro Inspired influence. She conducts a thorough social media with unmatched, hand-on service. “I really the real estate websites through ence the MLS and syndi ab ddome. unique her her husband is a contractor. “Over the years, I’ve buyer coming into tow her with the skills and campaign and lists the property on all the major working with people,” says Renee, an extrovert cation with Coldwell Banker.” She also knows tha enjoyed getting into any type of project, be it done transactions wit orporate world real estate websites. who surrounds herself with people whose lives she preparing and photographing a home profession fo onality into becoming residential, commercial, new construction or renocoming up that might ow serves the can impact. As an agent with Coldwell Banker-The vation.” Having made Martha’s Vineyard ally their are the keys to the best online exposure; she i ver 400 Real agents Estate Agents working with Melanie,Illinois, her clients Real EstateAfter Group, out of Lockport, sheremember known for her competitive commission stil re ding permanent home in 2001, Janet was happy to make “I typicallywhile warn my s office in the her caring and her role as and a steady, knowledgeable covers a wide geography of south southwest aggressively marketing. the leap in 2013 from Corporate America to real we’re going to end RENEE SABAN JANET LEIGHULLOA SCOTT MELANIE HUNT KATHY KALLNER BENJAMIN ne oftwenty the Top years, Kathy advisor who helps them through each step of the “Iupto or suburban Chicago. estate. herself as “tethered” lso in the Top process and makes it as fun as possible. What does clients helps to m The as socially, well through as which “thatorganic goodher feeling Benjamin Ulloa hadn’t anticipated a career inSHERI real people themselves, means TOWNSLEY re sd ofanRealtors. Associate Broker, Melanie like real mostestate, aboutthough; her work? “Ibuilds love for people! Janet’s love the Vineyard lifestyle, just 90 you miles by someone land and the one client home,” a $2.1 million house and She39 does more than just she relationships you get when find perfect are what Renee estate,SCOTT but when he was connected 43 to a prominent on to become his friend 45 property 40 STEWART DAVID SGRO ferry from Boston, contributed to her immediate success in real waterfront they’d always w usiness comes from repeat I that also last. really love that real estate is always changing. No trans“I’m very outgoing and I do a broker lot of who expos,” shehim says. about estate. And busyAgent as she is, Savvy, she cancuttin neve invited to “I try hismost handenjoys at the When busi- real speaking with asTop ut Real Estate clientele by estate. But she honed some of her strongest skill sets in the corpoclients’ recent purchase of an $8 mil action is ever the same. I’m able to be very strategic and have sponsor golf outings; I’m very active in ness, the community; a city and seem stop giving back. In of addition toWiliams being an Alderwoman he to theI’m challenge earnedtohis license. When itin comes to listin A rose former actor, Licensed Brohomes Scott also recently comp Sheri Townsley coin David Getting Sgro of Coldwell Banker Ronan with Sunshine Kids, which isina Manhattan.” charity fortheir kids with terminal cance rate world. “In game. a corporate world, a sense of urgency is critical, as Keller sell prior home onSheri’s the Vineya big picture thinking. to the finish line is aker strategy In chambers the ensuing since, of Benjamin has fortified hisfor innovative streak councilwoman; I’m very active in three ofyear commerce Lockport and active with numerous chambers of commerce, she Scott Stewart The Corcoran top deals in Manhattan so far 2018 by enteri Realty in Savannah, Georgia, one says. “I prob ho distinctive set of expeis follow-through and communication,” she says. As a full-time waterfront via dream a reality. To m Realty in Alliston, has spent more David also personally invests in the lion community the creation challenging scenarios arise, IOntario love helping my clients navck and eager to spread the When himself asto anbe agent swiftly onworld the rise. his on bles anonly immersive and (Lockport, Homer Glen and Lemont) and I like out there inSotheby’s belongs toreal acan’t triathlon through which she not Group entered the of Using a club, penthouse with the asking price ofcomplete $27,900, help butalso notice the genubasis so they agent with Wallace & Co. International Realty, she takes advantage of unique networki than a decade successfully building a strong housing for those who may not be able to afford to purchase. age to his advantage, he leverages strong tech-savvy headed to market. Pr igate them to get the best deal possible for everyone involved.” erong level of service that I proca negotiation skills front of people!” Her commitment to people comes naturally. “I triathlons, but sponsor many of the races. “And I’m a Rotarian, estate in 1996. “I was acting and liventhusiasm she projects when money int enjoys the camaraderie and teamwork of the ine office. “We have 12 REALTOR , but youofcan sell with skills to make a sharp market impact on behalf of his 3D Matterport renderin reputation as an agent who is willing to go uild with my clients during treat everyone equally, with the best service I can them as andmore noting that shehighly-competitive still supports the local schools, even afte ing in give Losoperate Angeles and she New York,” In about the Manhattan market, yoc agents and we of aadds, team,” she says, adding that settsEnergetic, Association or NAR,” sheMy expl talking her career. listings. clients. What’s more, dedicated to a service-first presentations that se all ’sart suchfrom an important bond agents Melanie is deeply rooted in availability her neighborhood and volunteers the honesty extra mile to provide very best in“Ihe’s The appreciation David’s clients feel for himallisthe perhaps made mo other with complete and onthe their schedule.” allshare herstar children have completed their educations. Renee also the agents frequently partner up, listings and work together connects agents on the enjoy island. he recalls. was a guest on the table a fierce determination, but Scott also affable, and possessing a true conattitude that prioritizes his clients’ sustained success in-depth tour of a poten preservation group. Every year she pargo through a little bit of a with the neighborhood client service to all his buyers and atmosphere sellers. evident byinvolvement the offor testimonials on website. Among the ma in a ‘Friends,’ team sell properties andslew find homes for buyers. thehis global marketing tools and expo her in Parkview Christian’s Church, volunteering and todoing soap operas of-the-art marketing techniques, which play afin l cern her client’s well-being, she While the above all else. to social media andas thin in quite heras becoming thein “I’m SCOTT STEWART SHERI BENJAMIN ULLOA ticipates aThe large-scale charitable event through herfull-service.” office. TOWNSLEY lients often!” But SGRO Realty, including property-specific w DAVID of agent, real estate knowledge, glowing review iscan thislay one that truly captures the overall experien She adds, incombination no way a pushy but I’m very theof Kids/Garden Backyard Team. and commercials and lots off-offsuccess. “I try to do a lot of added value mar forms toit’s build aud claim& to a solid reputation theanmore In addition, the structure and systems in place at Wallace Co. year we did a big coat drive during our holiday party,” es it easy for her to keep up “Last authenticity humility have endeared of working him: was recommended tolotthese usofby a friend a In the process, she gains and accolades from sellers and buyers who Broadway theater, and I was starving. listings,” he explains. “I do on ato digital optim Based in Newberg, Oregon, Benjamin iswith backed by foremost site an“David agent be trusted satisfyi th agent inchecks thein Berkshire Sotheby’s International Realty allow Janet toasmaximize herwho well-can Janet, who plans to most continue havi says. For every transaction she completes, she donates omplete. She fre- she appreciate her long-term familiarity with Will County market Inmy her personal time, Renee continues to surround herself with him to his grateful client base, one that conwe were glad. David never let any situation become stressful u thethe banner of Berkshire Hathaway HomeServices oftotargeted adsrelation tofor sour Being a nice Jewish boy, mother erties.” He also works hard maintain safely guide her grateful clients “Because of honed organizational skills while meeting the very personal needs ness, even appeared on an October, Keller Williams’ organizations, KW Cares and a, sends helpful newsletters toand Pacific Northwest. There, he always serves clients inenjoys the clients, greater Portbuyers inwith short order.of This hi surrounding Sellers enjoy her strategic approach people and golf, water snow skiing, snow shoeing raised me to bemiles able to take care tinuescommunities. tocharitable grow exponentially. He made himself available toand answer questions. Ifensures it was even traveling some them. si ottsdale office. through the sometimes-treacherous and easy con of her clients. About 14 in length, Martha’s Vineyard encomLife”, and hopes to be in future epi KW Kids Can. Her office also does volunteer for The ion events. land andwork Willamette County regions. Since launching his career, than one-size-fits-all, and engagemen ®

to pricing and her of meticulous attention to detail the that prosnowmobiling and frequent travel to the visit her grown children who myself, and I decided after pursuing for forcareer David weeight would have never gotten house of Martha’s our dreams. passes six during towns. represents buyers and sellers in all of them about the lifestyle real estate waters. 24/7. IVineyar love dW Fugeeswhile Academy, an years Atlanta school for refugee children. In Janet her Benjamin has applied boundless energy as he buyers andnot buyers her patience, resourcefulness and the live outrepresents of state. Clearly no stranger toScott the outdoors, she even that Ithe really had little control my destiny.” Around When he’s working, enjoys spending t and quickly builtover a loyal base ofall clients who refer others to her. She tacular gardens on North Water Str David has beencess, in the real estateappreciate industry entirety of his profesare very grateful and would definitely recommend David to anyone sellers alike. As part of the Digital Native generation, Benjamin ToTO lend that spirit of understand service to “We histh cherished freelocal time,knowledge Melanie spends time4 with herontwo small clients sets her apartTIPS from ON 37) 41) WHY 44) 4 WAYS WIN factstarted that her them zero-in best comperforms in annual alumni shows on a water ski show team. is known forthe conducting thorough analytics both for her buyers to beaches, tennis and other recreat that time, ahelps customer atREASONS a restaurant where he was employed in upstate New York, and refers to himself a sional life. “I got in 2007, when I finished school,” he says. “I Sheri, whosemultifaceted first careerunderstanding was that of a of mortgage career used to be sc a also leverages implicit, tech- broker back by(avolunteering as a middle She her husband love to travel and try tohis go“On onexpert p at night if I don’t feel like children. and her the sellers. Martha’s Vineyard, you don’t have similar and sheprovides happily works withfrom any bu munitiesof for and their needs. Both and sellers value also a family home in says Renee, segueing arranged anbuyers introduction to Barbara Corcoran, farmer.” HisWisconsin,” vineyard themeet wa BEING A GOOD MULTITASKING CAN THE BATTLE AGAINST met theShe broker/owner local brokerage in thefuture, town where Ilegendary live, Staying inhave touch with past clients isinto of times, vital importance Davto sheher began at in the tender age of 23), transitioned real estate people nology to empower his clients today’s competitive marketplace. spare dedicated afruit fewto months a negotiation big trip at the least once a year. For the Melanie plans to my clients,” she says. houses lined up inwas subdivisions like in off-island communities.” price ranges. Meanwhile, although skills. “I am also Certified Relocation agent,” she her goals forhe the next phases of her career. “I will have myas Wiscon and theWhen rest ais,successfully as they say, history. “IPacific this 29-year-old guy his homemade jelly that he often gives gifts to Particularly in the Northwest, where the regional real estate passion for basketball with the next and the relationship started from there. graduating and to that end spends countless hours on the phone, reachi in 2006 when the economy faltered. She then took some time navigate herofbusiness while continuing toVineyard, provide the s, and as a result has a deep TEAM LEADER ACTUALLY DERAIL PROCRASTINATION On the awho multi-million dollar property may sit nextpassion, to allow Belt inme Process Improvement, its aJ explains.growing Because this, she gains traction with people areme.” sinThe license very will to in bothorstates,” with no experience, no rolodex, they retired isreturning another and he is work soon embark on scene is hotter than ever, having precision tech toolssoon, in hiswhich arsenal free hours beyond theto office the ban off to hired have children before to selling full-time When she’s ourforlocalsame college with a degree in business, I and got my realbut estate outthree and letting them know he’s available should they need him. Cr level of service. With her caring dedication to her . In preparing afrom listing a $800,000 property; buyers and sellers need someone who can dedication that her clients appreciat new to the area andactor notice her online presence as well asthis her relo-roleperson she says, mentioning thewith popularity of Wisconsin’s lakes and YOUR DAY immediately sank teeth into new and his talent thespending Silverback Gorillas.” isfamily also goeshis a long way. “As a younger inamong this industry, technology quality timemany withHe his in 2015. Now ranked the to top three individual She right and have been doing it full-time ever since. was ative events like renting a“sit localproducing movie theatre and inviting clients a analyze andItexplain these numbers. Vineyard dreams intochildren. reality. clients, she’s sure to make that dream a reality! ge the property license and make it away cation specialization. communities attract how second-home buyers from Illinois. With is definitely onehe of my he explains. “Ithat understand was made abundantly clear when wasstrengths,” Corcoran’s porter the non-profit organization Smileand Trat agents atawarded her company, she ahas quicklyofare become a force to bemethods munity, my first, and only full-time job.” their children for screening among the many utilized workthen, and how to market properties accordingly. Plus, Looking ahead, Benjamin hasborn major deepmore experience in and passion for both areas, Renee will cerp Rookie of the Year algorithms award. Since Scott hasher spent provide surgical correction for children reckoned with. Chicks thatwie show client appreciation. I’m able to determined utilize social that, media both leads and exposure. his first year in the is To marketing her listings, meanwhile, Renee has tainly continue becoming ahis resource to buyers andindustry sellers incomplet Illinoi than two decades honing his reputation as a for savvy, trusted He andTechhusband, bestselling author Bruce real estate. David is proud in ofher his market, association with Coldwell Banker Ronan Realty, nology already plays a major roleasinwell real as estate, andprovide as we move better goals.for Heunderprivileged hopes to continu a combination of accumulating heavy online exposure local Wisconsin. professional, a slew ofand other awards and comcollegeand scholarships Primarily serving the communities of Savannah, Pooler, Richfurther into selling the future, it’ll play an even more important role. approach as his enterprise grows, wit the most successful brokerage ofmendations, certified agents in the local Intelligent, focused marketing also plays a role in David’s including being recognized by the Wall Street Hudson Valley, among other philanthropicsucce effort mond Hill“We’re and Hinesville, Sheri is brokerage,” Military Relocation Specialist, As for thethef Because my understanding of technology is so ingrained, I’ll able brand his we ownprovide brokerage area. “We have a team atmosphere,” he explains. havethe fifty-fivea full-service heandsays, “so a in consu Journal as ranking“We among Top 250 Real Estate Agents for to adapt and addand thatthe value for of myher clients.” For now,military he’ll continue serving meg aspi bulk business we comes from representing achieved plus agents, and we did 632 year. We’reand number in Corcoran’s tation for staging, have photography including vid ® transactions a fourthlast time in 2017, beingone named Manhattan As forprofessional the future, Scott is looking to grow his bus spirited personnel moving to or from the area. Much of the thissame business is attitude ingand her results client our community. We’re experienced and have of effective team leadership aerial. WeBenjamin do 4K he tours and open houses. WeFinally, always make suo Salesperson the Year in February of 2018.and cantakes continue providing the exceptional level Beyond his understanding of technology, also a clients respect. Benjamin comprised of referrals, and Sherri has many reciprocal referral “I just wantUlt from top to bottom. It’s a very positive atmosphere in our office.” theand home is presented to of showcase in their fullhispotential.” that has become hisabout hallmark. “I’mfield. really happ personal interest in his clients understands the value forging most chosen “I’m in

Kathy’s reassuring attitude, indust Midwest, Kathy attended Indiana University, earning fierce negotiation skills are what s nce and then an MBA in Marketing from St. Louis and what appeals to her clients. Th he got her start in the professional world in sales at the from referrals from past clients or f s Gallo Winery, and then in Advertising sales for NBC, and dedication to serving the need ng over to the mortgage industry, where she became oan officer. This combined expertise was the perfect Top Agent Magazine is seen Kathy’s above and beyond approac or a career as a Realtor . Since moving to Arizona in by Real Estate Agents and markets her aswithwell. “My has become one of the most respected agents working arrangements with agents all over the worldlistings who also work person-to-person connections withtothose hethe serves. He where follows “There’s like seeing A self-professed “Corcoran boy,” Scott is quick singin able I amexplains. right now in thisnothing hundred-millio Brokers every U.S. city and theclosing military. “I’m a former military spouse,” explains Sheri, up long afterReprethe hashe’s been reached tohe seesays. how his reach ourto goal finally get culated and cutting edge. This inth x luxury market. praises of The Corcoran Group, singling out table Managing Director “My plans are giveand mythey clients thefami best David, who specializes in Buyer Representation and Seller When not working, David enjoys spending time with his find out more about Melanie Hunt , Barbara because of learn thatStaying I do know the hardships of relocating to To about Janet Leigh Sco clients faring“and infor their new homes. top-of-mind isHe’s key that excitement and happiness isthat.” so re Dean and Corcoran their unflagging sup-more keep my business at a the levelgym, where I can do Internationally! sentation, has been the recipientElaine of numerous awards andare accolades friends, and with his fiancé. a fan of and is a baseb different bases.” This global referral arrangement means to a sustainable career in for real estate, but Benjamin also connects connect othersthat with marketin the place they’llht photography, customized ontact her email atservice melaniehunt@kw.com port. He also credits CEO Pamela Liebman her professional visit wallacemv.com/agents/15131-Janet-Leigh-Scott or forvia the exceptional he provides. He has also been rewarded Sheri doesand nothockey adhere enthusiast. to a typical nine-to-five workday. “I will REALTOR Vendors and oversight and support. “WhatonPam has done for the firm since with a business that is based more than eighty-five percent repeat 678 517 - 5888. also check her out online atin email or call research 508.662.8 hy -serves all You the can Phoenix area, she specializes Parhappily wake up janet@wallacemv.com atand twosays, in internet the morning tocampaigns, speak to someone shetotook the helm in hasofbeen groundbreaking,” he Please contact clients and referrals. When asked account for learn this2001 level client “One of the mainknow thingsthat I like about this business,” says David, “ in Korea, and they’ll never I was dead asleep,” she To more about Renee Saban, melaniehunt.yourkwagent.com “and keepsausnear at commitment the forefront of sellers the highest RealDavid Estate of professionals tofrom in impl and Scottsdale. Kathy has earned 100% rate of loyalty, points to hisCompanies— and his company’s to helping their that get we get to help people. You get back this business whatCop y laughs. Sheri’s relationships with her clients transcend theassist transprices forvisit our properties by giving us the tools we need to exploit mag@topagentmagazine.com her Website or go to her Facebook page, local community. “We do a lot of community events,” he says. “We put into it. The satisfaction of my clients is important to me, and th action, and she feels for https://www.facebook.com/ReneeSabanRealEstatePro them is evident. “Almost our listings as far and wide as we possibly can.”the concern efforts.” This plan hassorespect earned Kath ferral business, something to the excepNationwide & Copyright Top Agent Magazine sponsor Get a local golf tournamentshe whichcredits has raised $250,000 since goes back to the core values of our company: and integri all of my past clients are not originally from this area, I orallcall 888-461-3930 for email reneesaban@comcast.net or call 708.828.1013. 2007, the she proceeds of which goLaying toclients. local charities. We also worked above else.” invite them to every event at my house, whether it’s Christmas, house quickly and for top dollar. mer experience offers her Kathy strives to claim to a business that is comprised in large part of repeat International andexposure! Thanksgiving or rates Easter. Theyand become my friends.” information. referral clients, Scott’s approach clearly ad inspires an impresher game and is among onlysive 1% agents levelof of loyalty fromnationwide both buyers and sellers. “The reason Copyright Top Agent Magazine The appreciation Sheri’s clients feel for her services is probably for this, I believe, is that I work from heart,” he conjectures. ® my Kathy has beenUlloa married for 20+ distinction of holding all three “major” Realtor I do: desTo learn more about Benjamin visit bulloa.bhhsnw illustrated by the “That’s what I love most about whatbest the connections Iwealth make of five-star reviews on her Zillow. com page, where she is a Premier Realtor. Among the glowing https://www.fac bulloa@bhhsnw.com, call 503 – 840 –grown 2503, or children, visit his Faceb with people.Institute), That’s whyemail I thinkthe my business three A luding the GRI (Graduate Realtor CRSthrives.” they have testimonials is this one: “Sheri is very knowledgeable and very Fo Top Agent Magazine and theThriving 3 easy to“Iwork She understands the military market time be an understatement: havewith. multi-million isn’t working orhousing spending wit sidential Specialist) ABRmight (Accredited Buyer For more informationCopyr ab and was the process of buying my first home to dollar deals going on in all directions, andable lotstoofexplain incredible pointexciting where Itime was comfortable with the wholeSCOTT process. SheSTEWART, ing for triathlons, mountain biking ve). She has also obtained herproperties Broker’s license both on the market. I’m inin athe really in my www.

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https://www.coldwellbanker.com/Coldwell-Banker-The-Real-Estate-Group-12825c/RENEE-SABAN-667653a

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How to Incorporate Current Events to Your Email Blasts and Stay Relevant Email marketing is a cost effective and straightforward method of getting your name and services in front of clients with just a few keystrokes. This tried-and-true approach to digital marketing is a favorite of many, and there are countless ways to customize (and maximize) your email blasts to reap superior results. Despite this, many real estate profes4

sionals are content to standardize their email advertising and take a broad, one-size-fits-all approach to capturing interest and leads. While an up-front sales pitch certainly has its uses and benefits, it doesnâ&#x20AC;&#x2122;t hurt to shake up your routine and refresh your email marketing approach by adding specifics that draw renewed interest from your audience.

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One way to accomplish this is by tying in current events and local happenings to your email blasts. After all, your sphere of influence likely receives countless marketing emails per day. To cut through the noise, sharpen your message with a few specifics that separate your communications from the pack. Not every email should be focused on closing a sale, or else your audience will learn to stop listening. How do you build your brand, stay top of mind, and keep the lines of communication open with your clientele? Here are a few ideas to get you started.

against an old rival? Do they host themed fan days honoring veterans or catering to families? Tailoring your communications to a local sports franchise’s big news or next event can draw intrigue and provide added value for your clients. Remember, not every communication you send should be focused on pitching and closing a sale, otherwise your audience will tune out your emails altogether. Instead, incorporate fun, community-oriented content that lets readers know you’re a resource for much more than real estate.

Sports news makes a splash

Become a one-stop-shop for holiday fun and seasonal ideas.

People love to rally behind the home team. Is a regional, local university, or professional sports team in your area headed to the playoffs or the championship? Are they facing off

From Mother’s Day to Thanksgiving, anyone can send an email wishing clients a happy holiday. While the sentiment is a good one, you’ll be one of dozens flooding inboxes with

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your well-wishes. Instead, go beyond the traditional greetings and good tidings and become a hyper-specific resource for clients. Create a gift guide for Mother’s Day, outline family-friendly local events occurring in your area around the holidays, or engage in a promotional partnership with a local business who’s offering a holiday special of their own. In other words, don’t settle for just saying hello during certain times of the year. Instead, up the value of your email blast by offering clients curated information that relates to their interests and area. Doing so makes your emails a must-read, while demonstrating your ability to go the extra mile.

Pop culture serves as a fun and timely tie-in. Is a new gaming app sweeping the nation? Have your social media feeds been flooded with the same viral video? Is everyone gossiping about the same TV show premiere? Pop culture tie-ins in your email marketing campaigns can be extremely effective, but in order to for

them to work, you’ll need to move quickly and keep your focus on the phenomenon, rather than your service pitch. The goal behind pop culture marketing tie-ins is communicating the progressiveness and hip factor of your brand, while capturing timely, topical interest that’s at a fever pitch. Everyone wants to be in on a running joke or trend, and if you leverage trending pop culture moments in your email marketing, you’ll be able to draw views and clicks from a wide audience.

Plenty of services offer standardized email marketing templates and content for today’s real estate professionals, and while the motivation behind marketing is transactional, your communications don’t have to be. The surest way to make an impact in your clients’ inboxes is to add original value and break apart from the pack. Consider updating some of your routines with these current events oriented techniques and your email audience is sure to take a second look.

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SARA NGUYEN 7

Based in Sugar Land, Texas and serving the Houston region, Sara Nguyen spearheads her work solo with support from a licensed full-time assistant. herself as a consummate professional. Over the course of her lengthy industry tenure, she’s cemented a reputation for integrity, knowledge, and comprehensive care.

SARA NGUYEN Sara Nguyen got her professional start in the corporate world, breaking through the glass ceiling and staging a successful career in investments and financial compliance. When the time came to start her family, she decided to switch gears and pursue a new professional challenge. She craved a career that would feed her entrepreneurial spirit, while giving her the freedom to be her own boss. Inspired by the limitless potential of real estate, Sara earned her license in 2004 and has since established 8 Copyright Top Agent Magazine

Based in Sugar Land, Texas and serving the Houston region, Sara spearheads her work solo with support from a licensed full-time assistant. Considering her professional philosophy, Sara cites integrity, forthright communication, and follow-through as some of the foremost drivers of her success. What’s more, her previous professional experience has fortified her working style when it comes to detail work and analytics. Her prior work in SEC/NASD compliance also ensures her ethical dedication. “I concentrate on making every one of my clients feel like they’re my only client,” she explains. “Along the way, we truly build a bond. Buying or selling a home can be very stressful as it most likely encomTop Agent Magazine

passes their most valuable asset. With this, my clients deserve to feel valued and included in the entire process.” Considering the majority of all of Sara’s business is driven by repeat and referral clientele, she’s demonstrated a remarkably consistent track record of success. When it comes to sustaining relationships with her sizable network of past clients, Sara takes a genuine, organic approach. From pop-by visits and thoughtful gifts, to client Top Agent Magazine

appreciation events that draw familiar faces together—Sara prioritizes the interpersonal component inherent in every transaction. Likewise, she emphasizes the importance of market knowledge and taking the time to empower buyers and sellers with information. “I want my clients to have an understanding of what the entire process is going to look like, so there are no surprises along the way,” she says. Additionally, Sara’s incisive financial knowledge makes her a worthy advisor Copyright Top Agent Magazine 9

during one of life’s biggest financial milestones. Beyond her experience in analytics within the corporate finance world, she also holds a degree in Finance and Management from the University of Houston. “My past professional experience and skills really help me stay on par to know what it takes to ensure my clients’ largest investment is going to be a sound one,” she says. “I also work with a network of business partners, community leaders, and Realtors in the field who have 10Copyright Top Agent Magazine

great respect for each other. These connections really help transactions run as smoothly as possible.” To list properties, Sara’s strategy blends the best of traditional and tech-savvy marketing methods. After incorporating the expertise of a professional stager and professional photographer, she creates a multi-layered strategy backed by the influence of her Better Homes and Gardens Real Estate imprint. Through Top Agent Magazine

their platform, listings are distributed to over 1,000 leading sites and across social media. To create local buzz, Sara also networks with industry colleagues, office and public tours, and conducts events that inspire area interest. All told, Sara’s dedication to a job well done ensures clients are well-positioned for their next chapter. She’s even worked alongside multiple generations of some of the families she’s served. “Every year I’ve been in business has been better than the last,” she says. Top Agent Magazine

“My tagline has always been to be my clients’ Realtor for life, and I love making the process as stress-free as possible. A major part of that is about outlining a plan of action with market knowledge in hand, setting expectations, and ensuring my clients know what’s ahead.” To give back to her Houston area community, Sara is involved in a variety of civic causes. She partners closely with area schools and churches to support educational efforts. Copyright Top Agent Magazine11

She’s also passionate about child advocacy in many capacities, and has volunteered and supported events through the Gulf Coast Regional Blood Center, food banks, Habitat for Humanity and countless other charities in the past. In her remaining free hours, Sara most enjoys quality time spent with her family and loved ones. Looking ahead, Sara shows no signs of slowing down. She plans to continue growing her

business’s steady upward trajectory, while maintaining the concierge-style service her clients have come to expect. Now, fourteen years since her career in real estate began, Sara Nguyen considers what she enjoys most about her chosen field: “I love working with people,” she reflects. “There’s nothing more satisfying than successfully reaching the end of the process and helping my clients get to where they’re going and seeing the smiles on their faces.”

To learn more about Sara Nguyen email sara@saralynhomes.com, visit saralynhomes.com, or call (832) 439 – 7600 www.

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Why Employee Appreciation Matters & Can Boost Your Bottom Line Attracting and retaining talent creates a positive working environment for your business, but it’s also good for your bottom line. When team members come and go constantly, your office becomes a revolving door, with no steady workforce, abiding company culture, or continuity for your clients. What’s more, breaking from your duties to post ads, interview applicants, and train new hires takes up valuable time—and time is money. Instead, creating a working environment with built-in Top Agent Magazine

perks and morale boosters makes everyone happy, including you as a leader. You’ll have fewer fires to put out or squabbles to referee if your employees are motivated, feel appreciated, and inclined to work together for the business’s greater good. In that vein, let’s consider the concrete benefits of employee appreciation and how to apply these principles to your business in meaningful ways.

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What is employee appreciation and how do you enact it? Whether built-in through perks and benefits or by hosting regular events, employee appreciation is about making your team feel valued and part of a whole. No one wants to feel replaceable or voiceless, so it comes down to this basic truth: employees who feel heard and appreciated invest more in their work and your business. Likewise, no one wants to hop jobs every six months. Employees desire reliability and consistency in their work options, but they’ll be forced to move on to greener pastures if they don’t feel like their talents and contributions are recognized, or if there isn’t enough value to match their output. By displaying gratitude through employee appreciation, you’re sending the message that your employees’ efforts are respected and considered integral to your operation’s success. Employee appreciation also sets the right tone for professional relationships in your office to flourish, which makes for better workflow and communication on an interpersonal level. Motivation and morale are closely tied to employee appreciation, so there is a clear symbiotic benefit to investing in your employees’ happiness in order to breed a happier, more productive work environment. How do you make employee appreciation an active part of your business model? To start, keep it simple. Treat your employees to a bagel spread on a Monday morning to boost morale ahead of the workweek. Or, consider 14

an employee happy hour on a Friday, or a group lunch mid-week. Well-timed moments of generosity can lift spirits and signal your intuitiveness as a leader, while creating fuel for upcoming projects and deadlines. If you want to take it to the next level, consider in-office perks from which your employees can derive value or morale. For instance, some offices allow employees to bring in their docile pets. Other offices keep the communal kitchen stocked with sparkling water, fresh fruit, and quality coffee to keep team members satiated. Maybe your office would benefit from a modern décor update, which might make for a more compelling, progressive workspace for your employees to enjoy. Whatever route you take, cultivating a positive office environment can extend employee appreciation on a daily, hands-on basis. Perks and benefits are another way to build-in employee appreciation and demonstrate your investment in your team. Bike-to-work benefits, subsidies for public transportation or gym membership costs, or even supplying your team with their own smartphone—all demonstrate a company culture that’s focused on fueling your team’s morale and productivity. While some of these steps may seem like a costly investment, the returns are unequivocal when it comes to lasting employee retention. Turnover is a blight on your bottom line, so taking a proactive approach to employee appreciation can inspire a dynamic team, lead to a more positive work environment, and boost your financials for the long term.

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KIM FOWLKES

KIM FOWLKES Kim Fowlkes always had a love for real estate. She’d even dabbled in renovations and spearheaded the design of a spec home, as well as her neighbor’s addition. Though she had a natural creative eye and a flair for properties, Kim temporarily set aside her real estate dreams to become a stay-at-home mom for ten years. Then, she returned to school to earn her bachelor’s degree in Business Administration from Averett University and went on to become a Registrar at a military boarding school. For eleven years, she became well-versed in organization, communication, and forged many bonds with community members. She also launched and sold two online businesses in that time—a nod to her determination and follow-through. Two years ago, Kim decided to officially earn her license and return to her earliest passion: real estate. “I wished I’d started years earlier,” she remembers. “It’s been a natural fit for me.” She worked part-time as an agent while acclimating to her new role. Then, in September 2017, she decided to take the plunge and devote her skills full-time to her work. Throughout the arc of her career, Kim has built a steady reputation for personable service, transparent communication, and an intrepid eye for cutting-edge marketing. Today, Kim’s work is largely based in Pittsylvania County, from her hometown of Danville. In short order, she’s managed to cultivate 20% of her business through repeat and referral clientele—a testament to her ultimate staying power as an agent. In summarizing her working philosophy, Kim cites interpersonal relationships and strategic marketing efforts as the foremost driver of her success to date. “Above all, I truly build relationships with my clients and connect with them on a personal level,” she explains. “I also make it a priority to be a resource even after the transaction is complete. I let my clients know that I’m always here to be helpful, and we often stay naturally in touch as friends.” Likewise, Kim emphasizes the important of a market education. Working frequently with first-time homebuyers, Kim walks clients through each step of the transactional process so that no questions go

unanswered. In this vein, communication is paramount, and Kim customizes her approach to each client she works with. “People deserve to know what’s going on during each part of the process,” she says. “I ask my clients upfront how many updates they want and accommodate their preferred communication styles. I always ask for feedback, and people really appreciate being kept in the loop. I want my clients to feel free and comfortable to ask questions. They should feel confident that I’m with them every step of the way. “ To market listings, Kim leverages her personal brand, Lifestyle Homes by Kim, to exceptional effect. She incorporates the far-reaching influence of social media to generate buzz around properties headed to market, and takes care to stylize and standardize her online and in-person presence. She creates educational videos for Facebook Live, maintains a consistent logo and color scheme on all marketing collateral, and uses valuable word-of-mouth exposure to raise awareness of forthcoming listings. In terms of presentation, 3D videos, aerial work, and high-quality photography accompany listings, while Kim’s own decluttering tips and photo-editing ensure listing presentations are both attractive and immersive. To give back, Kim supports her hometown through her support of local businesses and the downtown Danville’s revitalization efforts. She also contributes to a local foodbank called God’s Storehouse and most recently organized a holiday food drive that successfully brought the community together for a worthy cause. In her remaining free hours, she most enjoys weekend getaways alongside her husband to Emerald Isle, North Carolina, where they own a beach home. Looking ahead, Kim has plans to continue growing her business to the status of a top agent, cultivating her personal brand, and becoming even more involved in the Danville community. Now, with a few trailblazing years behind her and an ambitious eye on the years to come, Kim Fowlkes considers what she enjoys most about her chosen field: “I’m passionate about real estate, and I love meeting new people and making new friends,” she reflects. “Homeownership is the American Dream, and so many people don’t realize that it’s a possibility. It’s a very rewarding feeling to walk my clients through that process as they finally close on a home of their own.”

To learn more about Kim Haymes Fowlkes visit LifestyleHomesbyKim.com, email kimfowlkes@comcast.net, https://www.facebook.com/lifestylehomesbykim/ call (434) 250 – 1851, or visit her Facebook page here. www.

4 Easy Ways to Redecorate Your Office that Will Boost Morale & Impress Clients Your office is a battle-station of sorts. It’s where you field business, launch your communications, and make the magic of your enterprise happen on a daily basis. While you’ll certainly need to have all the functional elements of an office in order to get your work done—desk, chair, internet—have you really considered the physical environment you’ve cultivated in the process? Think of it this way: working all day in a windowless, poorly lit room Top Agent Magazine

wouldn’t exactly inspire productivity or morale, would it? The fact is humans take all sorts of social, behavioral, and emotional cues from our environments. And as a real estate professional, you likely already understand the power of the visual and the benefits of making a good impression. With all that in mind, how can you redecorate or retool your

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office space in a way that will boost your mood, productivity, and client relationships? For inspiration, here are a few tips to keep in mind as you consider the ambiance and environment in which you conduct business.

1. A little goes a long way Redecorating your office space doesn’t have to break the bank. Style and décor are often about tiny details adding up to make an overall impression. For instance, paint color, plant life, and lighting are all straightforward ways to rejuvenate a room without spending a fortune. Have dark, drab walls? Consider springing for a lighter, fresher color that will breathe new life into your space. Have bare window sills or empty corners? Buying and potting a few low-maintenance plants like ferns or succulents can add freshness and pops of color to a sparse room. Rely on fluorescent lighting? Consider sprucing up your space with a few well-chosen floor and table lamps that add accents of taste while warming up the tone in your office. A few intuitively placed items can inspire renewed energy.

2. Reduce, Reuse, Recycle One way to make a big change in your office environment without spending a penny is to declutter and reorder. Let’s say you have rows upon rows of crowded, bulky filing cabinets. Try digitizing your records and cut the clutter, opening up square footage in the process. Maybe your desk has faced the same wall for years. Have you considered rearranging your existing furniture and décor? Just by reorganizing the flow of your workspace, you can give your office the cheapest face-lift possible. You can also make work areas flow more intuitively, based on the processes and collaboration you’ve adapted to over time. 18

3. Think like a client Imagine you’re walking into the office for the first time. As a client, what details would stick out? What red flags would come to mind? While you’re used to working in the same space every day, clients are coming into your office with no set expectations. With that in mind, complete a walkthrough of your office area to address eye sores, clutter, and whatever feels unprofessional or amateur. Half the battle of redecorating your space is finding opportunities and seeing things anew, instead of being content with the status quo.

4. Build out your brand Redecorating your space is about aesthetics, but it’s also about creating a unifying setting for your professional brand. If you’re catering to luxury clientele, it makes sense that your office space should appear elegant, high-end, and sophisticated. If you’re selling second homes out in the country, perhaps a more rugged but well-curated ambiance would set the right tone for your services. Maybe you’re courting the Millennial market or touting your tech-forward approach to real estate. In that case, a modern, sleek, progressive layout would speak to your company’s values and culture. Whatever the case may be, think of your office environment as an extension of your brand that communicates with clients, motivates your team, and sets the tone for your day-to-day operations. Even if decorating isn’t exactly in your wheelhouse, there are plenty of simple and philosophical shifts you can make to your space that will maximize your presence and productivity. What’s more, real estate is a business built on relationships—so it doesn’t hurt to create an office where clients are comfortable and confident in the environment you’ve built.

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DIANE STEFAN

DIANE STEFAN Alaska may be the largest state in the U.S., but in many ways the state offers the closest-knit networks and communities, which is one of many reasons people enjoy calling Alaska home for generations. Diane Stefan, of RE/MAX Dynamic Properties, is there to make people’s growing dreams of Alaska life a reality. In fact, having worked in real estate since she was a teen, she wouldn’t change a thing about the trajectory of her career that in 2010 led her to affiliate with RE/MAX. A lifelong entrepreneur and longtime Alaska resident, over the years Diane has entrenched herself in nearly every aspect of real estate in Alaska, from working with buyers and sellers in any price range to new construction, investment properties, relocations, property management and even small business acquisition and sales. She covers a wide geographic area, including Anchorage, Chugiak, Eagle River, and the Matanuska Valley to name a few. Her diverse real estate experience, along with deep knowledge of the market that she serves, position Diane uniquely to assist sellers and buyers through even the most difficult transactions. She loves Alaska and enjoys helping clients assimilate into the Alaska life from elsewhere. “My new website will capture buyers for my listings before the properties are even listed,” she explains. Awarded among the 10 Best in AK Real Estate annually since 2015, Diane’s expanded online presence will certainly increase the exposure of both her listings and her business. In addition, she holds the coveted designation of Certified Luxury Home Marketing Specialist and says she enjoys even the most complicated transactions, turning what might seem impossible into a dream-come-true for a client. For Diane, it’s relationships that matter most. In fact, the importance she places on people themselves directly corre-

sponds to the service she provides for each of her clients. “My clients know I genuinely care about them and their families,” says Diane. “We stay as connected as possible and become dear friends, with some as close as family!” Clients regularly comment that Diane goes above and beyond, but Diane can’t imagine working any other way. “If they feel like they are each the most important people in my world at the moment, it’s because they are!” When putting other people’s needs at the heart of all she does, she eagerly works long hours in order to give each person the attention they deserve. “I will work with people for as long as it takes them to make the right decision for their situation,” she says, noting that she provides a detailed market analysis of figures and property values to all of her buyers and sellers. “I want to help them decide if it’s the right time to sell or to make sure they are comfortable with their purchase price when buying.” In addition to incredible negotiation skills and her passion for helping people achieve their goals, she remains an ongoing resource for her clients long after a transaction. Diane is also a devoted community advocate. “I feel like I always get so much from my community that I can’t ever give too much!” She enjoys giving to Children’s Miracle Network, St. Jude’s, Special Olympics, the Anchorage Fire Explorers and the Anchorage Search Team. “If possible, I volunteer wherever else I’m called to serve!” Meanwhile, as her business grows, Diane plans to continually expand her own knowledge. She has amassed an impressive list of designations that put her in strong standing not only across all of Alaska, but across the country. “I’m also excited to see how the changes to my website and social media marketing are going to enhance the ways I already serve my clients.” Clearly, she’s always on the cutting edge.

To learn more about Diane Stefan, https://www.facebook.com/dianelstefan visit alaskaluxuryhomes.com or go to her Facebook page, email dianestefan.realtor@gmail.com or call 907.229.2250 http://

5 Lessons from Silicon Valley to Modernize and Monetize Your Business Silicon Valley may be the region for disruptors, tech entrepreneurs, and futurists, but even the most forward-thinking, abstract companies are still businesses that have to keep tabs on their bottom line. Thereâ&#x20AC;&#x2122;s much to learn from Americaâ&#x20AC;&#x2122;s fastest-growing sector, and even if Silicon Top Agent Magazine

Valley seems like a world unto its own, there are key lessons prime for adaption in your own endeavors. Below, consider a few ways to translate the trends and teachings of Silicon Valley for your own business, and reap the rewards in the process.

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1. Diversify your value Real estate is a business built on relationships, but your relationships will go stale if the only thing you communicate is you interest in making a sale. In order to sustain relationships for the long term, you’ve got to remain valuable to your clients beyond the transaction. Serve as a local resource, not just a salesperson or real estate expert. Ensure your marketing materials, social media presence, and communications offer useful, relevant, and original content your clients will benefit from. What’s more, vary your communications so that every time you reach out it’s not just about new business or a referral.

2. Company culture matters Silicon Valley tech giants always emphasize the importance of company culture—not just as a way of drawing and retaining talent, but also as a way to appeal to clientele. What are your company’s values? What do you stand for? How you’re positioned in the marketplace is becoming just as important as what you do and how well you do it. Your company culture is part of your branding, and your brand should feel clear and composed to clients eyeing your services.

3.Think big picture More and more, clients want to have an experience, not just a transaction. When it comes to buying a home, this means they care more about a property’s bedroom and bathroom count. As an agent, consider showcasing properties in terms of lifestyle. What neighborhood amenities are nearby? What opportunities are there for community involvement? How does public 22

transportation stack up in the area? Before making the purchase of a lifetime, clients want to envision a complete lifestyle.

4. Leverage multiple platforms By now, you probably recognize that social media is not afterthought. Your social media presence should fit your brand and voice, interact across platforms, and actively engage with your audience. In other words, if you want to reap the benefits of social media, it’s not enough to post a few times a month and walk away. Active engagement means responding to comments, interacting with your followers’ profiles, and posting original content beyond a sales pitch. Likewise, you’ll want to be active across multiple social media platforms and ensure that your profiles are interconnected. That way, you’ll be working from a unified voice and brand.

5. Reputations rule the roost Never underestimate the power of word-ofmouth marketing and testimonials. If you haven’t asked for feedback from past clients, and you aren’t sharing positive testimonials and reviews—you’re missing out on one of the most powerful tools at an agent’s disposal. You can pitch the virtues of your working style all day long, but those courting your business want to hear about positive experiences from the client’s perspective. If you want to take your business to the next level and maximize the twenty-first century values of a company on the rise, look to the lessons of Silicon Valley to get your start. There are always opportunities to innovate, and doing so will help you break from your routine and stand apart from the pack.

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CARLA BENESH Carla Benesh of RE/MAX of Rock Valley in Oregon, Illinois has been providing this quaint community of 3,600 people with the very best customer service available in Ogle County since 1994. With a wealth of real estate knowledge and a strict adherence to The Golden Rule, Carla has firmly established herself as a Realtor who can be trusted to consistently put her client’s needs first and foremost. Carla’s journey in real estate has been rather circuitous. Her mother, who owned a real estate company, encouraged her to join her profession. “I wanted a job that was more flexible than the one I had,” she explains, “so I joined her company.” Not long after that, mother and daughter moved to another company, and then eventually purchased their own RE/MAX franchise. “So I’ve been a Broker/Owner since 2003,” says Carla. “We had the first RE/MAX franchise in Ogle County, which is a pretty big deal for such a small market. It’s a very small-town atmosphere around here.” In 2017, the pair sold the business to one of their agents. “Now, I’m just an agent and it’s a beautiful thing,” she laughs. Carla, who possesses a degree in Business and Marketing, has racked up numerous awards and recognitions during her decades in the industry, including Broker/Owner of the Year in 2007 and 2013 and inclusion in RE/MAX’s Hall of Fame in 2010. She has also been a member of the 100% Club from 2004 – 2017, and received the Excellence in Recruiting Award in 2004. Additionally, with nearly 70% of her business based on repeat clients and referrals, she is clearly doing something right. When asked to account for this exceptional rate of client loyalty, Carla replies: “I provide good service and I look out for my client’s best interests. I treat them the way I would want to be treated.”

The appreciation her many clients feel for Carla is perhaps best expressed in this customer review on Zillow.com: “Carla is very professional and dedicated to helping people find just what they are looking for. Carla has helped us to purchase a couple of houses and helped us through the whole buying process. She’s extremely knowledgeable about the area, real estate and is in tune with what we were looking for. She listened to what we had to say and was always just a phone call away. I would highly recommend her to anyone.” Carla’s approach to selling is decidedly egalitarian. “Our market is so small,” she explains, “that I can’t really say I just specialize in the high-end or luxury homes. I recently sold a mobile home for $7,000. From that sale, I ended up selling a million dollar’s worth of properties. That’s the beauty of this business; you never know where its’ going to come from, or what it’s going to turn into.” Savvy, cutting-edge marketing also plays a large role in Carla’s success. “We have a huge internet presence with RE/ MAX,” she says. “Ninety percent of buyers, if not more, are on the internet.” When not working, Carla enjoys giving back to her community, and enjoys working with RE/MAX to assist the Children’s Miracle Network. She also served for ten years on the board of the local chamber of commerce. A long-time equestrienne who has spent many years showing Arabian horses, Carla is researching opportunities to volunteer in that arena. As for the future, Carla simply want to continue to grow her business and continue offering the very best service available. She has also explored the possibility of growing a team by bringing on a licensed agent to work primarily with buyers. “I want to continue with what my model has been all along,” she says. “Treat people as I want to be treated. Regardless of the client’s situation, I will help them to the best of my ability.”

For more information about Carla Benesh, please call 815 - 985 - 6235 or email Carla.Benesh@gmail.com Top Agent Magazine

ROGER DECKER How did Roger Decker become the top selling Shenandoah Valley Realtor for farms and land? Real estate is literally in Roger’s blood. His father was a real estate developer and excavating contractor. Roger grew up in the business, and after receiving a degree in Mechanical Engineering from Penn State, he followed in his father’s footsteps for fifteen years, building residential subdivisions as a licensed contractor. He moved to Virginia in 1991 to attend James Madison University, earning a second degree in Geology. A close friend who is a real estate agent urged Roger to give up contracting and pursue real estate full-time. In 2002, he finally took the leap, and he’s had a successful business ever since. He opened Decker Realty in Staunton, Virginia nine years ago, where he works with his wife Monya, who is also a full-time licensed agent, and two other agents. Located in the heart of the Shenandoah Valley, Roger and his wife cover every aspect of real estate, but specialize in farms and land. One of their other agents is a licensed auctioneer and owns Enlisted Auctions, an online auction service, so that people eager to sell quickly can auction their property. Roger ranks consistently in the top 10 in sales volume in his MLS annually. As a result of the exceptional service Roger provides, 80% of his business comes from repeat or referral clients. What keeps his clients coming back? His clients rave that he and his team return phone calls and emails immediately. “Communication and responding promptly is what makes for success,” he says. He and his wife work closely to ensure they answer each client query quickly and thoroughly. After a transaction is completed, Roger and Monya stay in touch with past clients through email and texts, reaching out to see how clients are enjoying their new home or property. They also like to give a high quality gift with their logo that people will retain.

To prepare a property for listing, Roger advises clients on staging and de-cluttering to ensure their property looks its best. For large farms, he hires drone and traditional photographers to capture the scope of the land for sale. In addition to the MLS, which covers a 15 county area, Roger places print ads in local magazines and uses social media heavily, but the Decker Realty website is also important to their marketing and was totally revamped last year—it’s a go-to site for anyone looking for property in the area! After working with Roger, clients remember the personal attention they receive. “I don’t push them off on a secretary. I handle every aspect of the transaction myself,” he says. Clients rave that his personal one-on-one attention to their situation made all the difference. They also remember Roger’s attention to detail. “I draw on my construction knowledge from being a contractor. I’m properly educated on what I’m selling and I know my product. I can look at a house and know how it’s constructed from the foundation, to the wiring and plumbing.” Roger’s clients are comfortable because they know he has true expertise and can educate them on what they are buying or selling. “My favorite part of the job is hunting down the exact property a person is looking for. And when I find it they are so excited to have it!” Roger says with his characteristic smile. “I get to meet a lot of interesting folks, and I get to do what I love.” Roger and Monya stay involved in the community. “We are the largest cattle producing county in Virginia, so we love the farming atmosphere here,” he says proudly. He attends local farmer’s markets and supports community 4H & FFA student farming projects. In his free time, he and his wife raise steers on their own small farm. They also enjoy hiking and kayaking together and sing with the local choral society. They have four children, two at Liberty University, and two still in high school. For the future, Roger and Monya want to continue providing the best possible service to their clients and community!

To find out more about Roger Decker, you can contact him via email at deckerrealty@comcast.net or by phone at 540 - 294 - 2420. Or check him out online at decker-realty.com www.

Creative Ways to Say Thank You

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. 25

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DENIE DULIN Denie fell in love with the real estate business when she was buying and selling her own homes. “We relocated a lot for my husband’s job and probably bought and sold at least 12 homes across the country and overseas. In 2006, my kids were growing up and I was training and boarding horses at our farm in Baltimore County, which was becoming too physically demanding. Real estate seemed like it would be the perfect fit. I made the transition 12 years ago and haven’t looked back.” Denie currently leads The Dulin Group of Long & Foster, a team of nine highly trained professionals, who all share Denie’s commitment to providing an exceptional customer experience. The team is truly like a family and all the agents support each other and their pursuits of striking the perfect work and life balance. Although they primarily focus on the Baltimore County & City, they also serve the surrounding counties as well. When Denie got her start, she built her business by focusing on helping relocation clients. By working with local corporations throughout the metropolitan area, Denie really gained an in depth knowledge of her marketplace and became well known for her empathetic approach to sales. “I’ve been through what my clients are experiencing so I know what they need. It’s critical that they know I’m with them every step of the way and always have their best interests at heart. I’m not only helping them buy a home, but I am also introducing them to a new community, so I have all the bases covered to make their transition as smooth as possible. Our goal is to deflate the stress in this process.” Her devotion to her clients has paid off and Denie is proud to have earned

a remarkable 90% rate of repeat and referral business. Denie believes strongly that who you work with really matters and choosing the right Realtor® is a very important decision. She takes a comprehensive approach to working with her clients and relies on the latest technologies, as well as some old fashioned techniques. “I’m really hands on. When I list a client’s house, I spend lots of time consulting and educating them on what they can do to add value to their home. I also take great pride in presenting all relevant facts and information to clients when they are either buying or selling a house, so they are empowered to make the best decisions for themselves and their families.” Denie has a good eye to assist clients in staging houses and has an entire team that helps. “I hold open houses often and really encourage all the neighbors to come by so they can refer anyone they know that might be interested in the neighborhood.” Denie would like to add one more person to her team, but she really wants to keep her team small so she can continue to provide “the above and beyond service” on which she has built her strong reputation. This also allows her to support and mentor her entire team in order to help them achieve their goals. Paying it forward is important to Denie and she is always looking for ways to give back to her community. Denie is a member of all the local real estate organizations and is particularly passionate about helping underprivileged children. When she isn’t working, she still enjoys horses and loves getting out on her sailboat in the Chesapeake Bay.

To learn more about Denie Dulin and The Dulin Group call 410-804-7141, email denie@thedulingroup.com, or visit TheDulinGroup.com http://

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COURTNEY EMBRY Top Agent Courtney Embry, Associate Broker and Co-Founder of Capstone Realty in Florence, Alabama has spent well over a decade building a highly-reputable career based on honesty, integrity and a deep commitment to providing her many clients with the very best service available in this beautiful community located in the state’s northwest corner. Courtney’s interest in a career in real estate began when she was young and newly married. “I was working an eight-tofive job,” she explains, “and I really wanted to have children, but I saw other working moms struggling with finding a work/ life balance. I knew I wanted to have a career that would provide flexibility.” Courtney, a social creature at heart, knew she wanted a career that would provide interaction with other people. When a friend suggested that real estate might be a good fit for her personality, and she decided to give it a shot. That decision proved to be a good one, and now almost thirteen years on she is the co-owner of her own successful brokerage. Focusing primarily on selling waterfront properties, Courtney can boast of having a business that is based almost entirely on referrals and repeat clients. “That’s the majority of my business,” she says. “Basically, at this point in my career I’m not working internet leads and things like that, I hand those off to my buyer’s agent. The business I do is mainly with family, friends, past clients and referrals.” There are a multitude of reasons for this client loyalty, but chief among them is Courtney’s honest, egalitarian approach. “Whether it’s my clients who have bough a $50,000 house or if they bought a half-million-dollar waterfront property, I treat everybody the same. I don’t care how much money they’re spending. Whether it’s a

first-time home or a weekend home, I treat them all with great care and truly want to help them at the end of the day.” A Premier Agent on Zillow, Courtney has earned a perfect five-star rating on that site, comprised of numerous glowing testimonials. Among the raves for her services is this one: “Courtney is a great listener and respects my limits, never suggesting properties that were out of my price range and I sincerely appreciate that. Without hesitation, I strongly recommend Courtney for the virgin homebuyer or the most seasoned. She is knowledgeable, courteous and always follows through with anything she says. I give her my highest recommendation.” Courtney, it seems, has found that work/life balance she so sincerely wished for. The mother of twin girls, she loves nothing more than spending time with them when she’s not working. “They’re big into softball,” she says. She also enjoys boating, and shopping with friends. Giving back to her community is very important to Courtney and Capstone Realty, and she is a past president of her local MLS and Women’s Council of Realtors, and a current member of the Shoals Area Association of Realtors. Courtney is also active with many other philanthropic endeavors, including the Salvation Army’s Angel Tree project that provides Christmas gifts to families in need. The future looks bright for Courtney and Capstone Realty. In addition to continuing to grow her business, she is looking forward to mentoring up-and-coming agents and sharing with them the knowledge she has gleaned during her years in the business. “It’s really hard when you first get into this business,” she explains. “You don’t really know what you want to do, or how to do it. I want to take these new agents and teach them and watch them grow.”

For more information about Courtney Embry, please call 256 - 766 - 0000 or email Courtney@CourtneyEmbry.com 28

How to Cut Down on Digital Distractions

and Up Your Productivity As a real estate professional, staying tethered to your phone and computer are likely par for the course. When your office is on-the-go and you’re fielding round-the-clock questions from clients, it’s only natural that you’ll be drawn to your phone for professional updates. From refreshing your inbox and engaging with clients on social media, to drafting email blasts and coordinating with colleagues by text message— Top Agent Magazine

it can feel impossible to untangle yourself from the worldwide web. As a professional, you may not be able to withdraw from the digital world completely, but there are a few techniques you can use to limit your extraneous digital distractions and streamline the time you spend online. After all, it’s entirely common to faithfully begin one task and then

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get unexpectedly drawn down the digital rabbit hole. To save yourself time and virtual burnout, here are a few ways to unplug, recharge, and make the most of your time online and off.

Focus on one digital task at a time. While multi-tasking may seem like a sound approach to productivity, this method usually results in surface-level progress across a few tasks, rather than reaching the finish line on any. Instead of opening multiple tabs and trying to do it all at once, hone in on one digital task at a time. Have emails to return? Allocate an hour to work exclusively on this to-do list item. Need to post a new blog entry? Pencil in a dedicated half hour. If you focus on one task a time and exclusively devote your energy and productivity to it for a set period, you’ll make a far bigger dent in your list of duties for the day.

Give yourself a curfew. In the real estate business, the hours may seem never-ending, but if you don’t want to slow your productivity with fatigue, you’ve got to set some boundaries. Try setting up a digital curfew for yourself and put your phone away after a certain hour. Devote an hour or two before bedtime to time away from your computer and your phone—read a book, prep your lunch for the next day, or try a round of mindful meditation. Carve out space and time to disconnect from your technology and stick to the habit. By morning, you’ll be refreshed and ready to dive back in. 30

Mute social media notifications and create dedicated check-in times instead. Instead of taking a reactionary approach to social media—waiting for the dings and pings that lure you back to your screen—try muting some of your social media alerts and instead dedicate three timed windows per day to check-in on your timelines and engagement. If you’re constantly interrupted at unexpected intervals when someone likes a post or leaves a comment, your whole workflow can be derailed. Instead, unchain yourself from the instant gratification of responding to every buzz and beep your phone emits. Systematize your professional social media life and you’ll stay organized and on task.

Keep your inbox organized. While it may take some time and effort to create a sorting system for your email inbox, it can go a long way to limiting distractions and stress. Create folders and an organizational flow and every communication will have a place and a priority. That way, when you open up your inbox and have to go digging for old emails or exchanges with past clients, you won’t have to waste time sorting or feel overwhelmed by the clutter. If everything has its place, you’ll have an unobstructed, streamlined canvass to conduct business from. Digital distractions don’t have to derail your day or sap your productivity. Email, internet, social media—all are tools to be commanded. With the right planning, understanding, and consistent execution, you’ll be able to wield the power of each without the downside of distraction.

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MELANIE HUNT How did Melanie Hunt become renowned in Atlanta residential real estate for her caring and service? Melanie discovered her passion for real estate five years ago when she and her husband were house hunting for their first home. Inspired by the real estate agent who helped her with the purchase, she left her job in the corporate world to become an agent herself. She now serves the Atlanta metro area. Her office of over 400 agents is the number one Keller Williams office in the southeast; last year, Melanie was one of the Top 10 agents in that office. She was also in the Top 5% of agents in the Atlanta Board of Realtors. Already a staggering 85% of her business comes from repeat and referral clients. What keeps her clients coming back and eager to spread the word about Melanie? “I think it’s the level of service that I provide and the strong relationships I build with my clients during the transaction,” Melanie says. “It’s such an important bond that after the transaction closes I go through a little bit of a withdrawal when I don’t see my clients quite as often!” But Melanie’s caring for her clients makes it easy for her to keep up with them after the transaction is complete. She checks in frequently by phone or via social media, sends helpful newsletters and hosts bi-annual client appreciation events. Melanie’s dedication to serving her clients sets her apart from other agents in the area. “I don’t sleep at night if I don’t feel like I’m doing the best job possible for my clients,” she says. She stays on top of current market trends, and as a result has a deep knowledge of the area marketplace. In preparing a listing for sale, Melanie helps her clients to stage the property and make it

look its best. She hires professional photographers to showcase the home’s best features. To market listings, she reaches out to her vast network of real estate agents, as well as her personal sphere of influence. She conducts a thorough social media campaign and lists the property on all the major real estate websites. After working with Melanie, her clients remember her caring and her role as a steady, knowledgeable advisor who helps them through each step of the process and makes it as fun as possible. What does Melanie like most about her work? “I love people! I also really love that real estate is always changing. No transaction is ever the same. I’m able to be very strategic and have big picture thinking. Getting to the finish line is a strategy game. When challenging scenarios arise, I love helping my clients navigate them to get the best deal possible for everyone involved.” Melanie is deeply rooted in her neighborhood and volunteers with the neighborhood preservation group. Every year she participates in a large-scale charitable event through her office. “Last year we did a big coat drive during our holiday party,” she says. For every transaction she completes, she donates to Keller Williams’ charitable organizations, KW Cares and KW Kids Can. Her office also does volunteer work for The Fugees Academy, an Atlanta school for refugee children. In her cherished free time, Melanie spends time with her two small children. She and her husband love to travel and try to go on a big trip at least once a year. For the future, Melanie plans to navigate growing her business while continuing to provide the same level of service. With her caring and dedication to her clients, she’s sure to make that dream a reality!

To find out more about Melanie Hunt, you can contact her via email at melaniehunt@kw.com or by phone at 678 - 517 - 5888. You can also check her out online at melaniehunt.yourkwagent.com http://

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KATHY KALLNER With tremendous experience gained from a successful sales career, Kathy Kallner, of Berkshire Hathaway, has leveraged unique skills and her dynamic personality into becoming one of the leading Real Estate Agents in Arizona. For twenty years, Kathy has thrived as an Associate Broker, serving her Real Estate clientele by relying on a distinctive set of experiences and strong negotiation skills to set her apart from other agents and resulted in her becoming the number one agent in the Berkshire Hathaway Scottsdale office.

Kathy nurtures great relationships with not only with her clients, but with other Realtors® as well. Her ability to create win/win situations for every side has earned her the respect of all who work with her. “I pride myself on maintaining relationships and utilizing my reputation in the industry as being fair, honest and straightforward. The catalyst of a successful negotiation seems to be making each party feel as though they got the most out of the transaction whether on the buy side or selling side.”

Raised in the Midwest, Kathy attended Indiana University, earning a BS in Finance and then an MBA in Marketing from St. Louis University. She got her start in the professional world in sales at the world famous Gallo Winery, and then in Advertising sales for NBC, before moving over to the mortgage industry, where she became a successful loan officer. This combined expertise was the perfect foundation for a career as a Realtor®. Since moving to Arizona in 1999, Kathy has become one of the most respected agents working in the Phoenix luxury market. Although Kathy serves all the Phoenix area, she specializes in Paradise Valley and Scottsdale. Kathy has earned a near 100% rate of repeat and referral business, something she credits to the exceptional customer experience she offers her clients. Kathy strives to stay on top of her game and is among only 1% of agents nationwide who have the distinction of holding all three “major” Realtor® designations, including the GRI (Graduate Realtor Institute), the CRS (Certified Residential Specialist) and the ABR (Accredited Buyer Representative). She has also obtained her Broker’s license in both Arizona and Utah. The three characteristics that Kathy believes have set her apart in the industry, are her tenacity, her dedication and her insightfulness. “I work hard for my clients and negotiate the best possible deal for them, making sure they get what they want. With my years of experience, I’ve seen it all, both positive and negative, and I’m able to predict any problems that might come up and have solutions ready to go. And I’m truly dedicated to my clients and always have their best interest at heart.”

Kathy’s reassuring attitude, industry knowledge and expertise and fierce negotiation skills are what sets her apart from other agents and what appeals to her clients. The majority of Kathy’s business is from referrals from past clients or from friends who know her style and dedication to serving the needs of her clients. Kathy’s above and beyond approach to service extends to how she markets her listings as well. “My listing system is strategic, calculated and cutting edge. This includes professional staging and photography, customized marketing, including print, social media and internet campaigns, researched pricing and a vetted team of professionals to assist in implementing each aspect of these efforts.” This plan has earned Kathy a solid track record of selling house quickly and for top dollar. Kathy has been married for 20+ years to her husband Mike and they have three grown children, Ali, Luke and Grace. When she isn’t working or spending time with her family, Kathy loves training for triathlons, mountain biking, and skiing, all of which have instilled in her the dedication and focus she brings to her professional life. So, what does Kathy love about being a Realtor®? “I love what I do. I love the satisfaction that my clients feel when they move into their new home or sell their old one and can move on! While it can be very emotional, I also acknowledge that it’s a huge financial decision. Having the knowledge to guide my clients from an investment perspective is hugely rewarding as well. I’m helping my clients move to the next phase of their lives. It’s so rewarding.”

To learn more about Kathy Kallner call 480.213.3284, email Kathy@kathykallner.com, or visit kathykallner.com www.

6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities. Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations. 34

4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage. Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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RENEE SABAN To say Renee Saban is an active person is an understatement at best. A real estate professional since 2004, Renee is also an advocate for the communities where she lives and serves buyers and sellers with unmatched, hand-on service. “I really enjoy working with people,” says Renee, an extrovert who surrounds herself with people whose lives she can impact. As an agent with Coldwell Banker-The Real Estate Group, out of Lockport, Illinois, she covers a wide geography of south and southwest suburban Chicago. She does more than just real estate, though; she builds relationships that last. “I’m very outgoing and I do a lot of expos,” she says. “I sponsor golf outings; I’m very active in the community; I’m a city councilwoman; I’m very active in three chambers of commerce (Lockport, Homer Glen and Lemont) and I like to be out there in front of people!” Her commitment to people comes naturally. “I treat everyone equally, with the best service I can give them and with complete honesty and availability on their schedule.” She adds, “I’m in no way a pushy agent, but I’m very full-service.” In the process, she gains accolades from sellers and buyers who appreciate her long-term familiarity with the Will County market and surrounding communities. Sellers enjoy her strategic approach to pricing and her meticulous attention to detail during the process, while buyers appreciate her patience, resourcefulness and the fact that her local knowledge helps them zero-in on the best communities for their needs. Both buyers and sellers value her expert negotiation skills. “I am also a Certified Relocation agent,” she explains. Because of this, she gains traction with people who are new to the area and notice her online presence as well as her relocation specialization. To marketing her listings, meanwhile, Renee has determined that, in her market, a combination of heavy online exposure and local

and print advertising generates the best results. “I still do some ads in Home of the Week and I also do open houses,” she says. “I share my listing on my business page on Facebook and they’re all over the real estate websites through the MLS and syndication with Coldwell Banker.” She also knows that preparing and photographing a home professionally are the keys to the best online exposure; she is known for her competitive commission while still aggressively marketing. The people themselves, as well as “that good feeling you get when you find someone the perfect home,” are what Renee most enjoys about real estate. And as busy as she is, she can never seem to stop giving back. In addition to being an Alderwoman in Lockport and active with numerous chambers of commerce, she belongs to a triathlon club, through which she not only completes triathlons, but sponsor many of the races. “And I’m a Rotarian,” she adds, noting that she still supports the local schools, even after all her children have completed their educations. Renee also enjoys her involvement in Parkview Christian’s Church, volunteering in the Kids/Garden Backyard Team. In her personal time, Renee continues to surround herself with people and enjoys golf, water and snow skiing, snow shoeing, snowmobiling and frequent travel to visit her grown children who all live out of state. Clearly no stranger to the outdoors, she even performs in annual alumni shows on a water ski show team. “We also have a family home in Wisconsin,” says Renee, segueing to her goals for the next phases of her career. “I will have my Wisconsin license very soon, which will allow me to work in both states,” she says, mentioning the popularity of Wisconsin’s many lakes and communities that attract second-home buyers from Illinois. With her deep experience in and passion for both areas, Renee will certainly continue becoming a resource to buyers and sellers in Illinois as well as Wisconsin.

To learn more about Renee Saban, visit her Website or go to her Facebook page, https://www.facebook.com/ReneeSabanRealEstatePro/ email reneesaban@comcast.net or call 708.828.1013.

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JANET LEIGH SCOTT Shortly after relocating to Massachusetts in 1993 for her job as a corporate buyer with a major U.S. company, Janet Leigh Scott visited Martha’s Vineyard for the first time and fell in love with the island. Leading up to that time, Janet had bought and sold multiple properties across the country; her husband is a contractor. “Over the years, I’ve enjoyed getting into any type of project, be it residential, commercial, new construction or renovation.” Having made Martha’s Vineyard their permanent home in 2001, Janet was happy to make the leap in 2013 from Corporate America to real estate. Janet’s love for the Vineyard lifestyle, just 90 miles by land and ferry from Boston, contributed to her immediate success in real estate. But she honed some of her strongest skill sets in the corporate world. “In a corporate world, a sense of urgency is critical, as is follow-through and communication,” she says. As a full-time agent with Wallace & Co. Sotheby’s International Realty, she also enjoys the camaraderie and teamwork of the office. “We have 12 agents and we operate as more of a team,” she says, adding that the agents frequently partner up, share listings and work together in a team atmosphere to sell properties and find homes for buyers. In addition, the structure and systems in place at Wallace & Co. Sotheby’s International Realty allow Janet to maximize her wellhoned organizational skills while meeting the very personal needs of her clients. About 14 miles in length, Martha’s Vineyard encompasses six towns. Janet represents buyers and sellers in all of them and quickly built a loyal base of clients who refer others to her. She is known for conducting thorough analytics both for her buyers and her sellers. “On Martha’s Vineyard, you don’t have similar houses lined up in subdivisions like in off-island communities.” On the Vineyard, a multi-million dollar property may sit next to a $800,000 property; buyers and sellers need someone who can analyze and explain these numbers.

Unique to real estate on Martha’s Vineyard is the more relaxed professional atmosphere. “While the real estate market is highly competitive, we’re truly a ‘co-opertition’ market; agents work together and a have greater sense of community than you normally would experience in off-island brokerages,” Janet says. “If I have buyer coming into town, I’ll reach out to agents I’ve done transactions with to ask if they have anything coming up that might not be on the market yet.” “I typically warn my clients that the odds are strong we’re going to end up friends!” says Janet, describing herself as “tethered” to her phone. She sees many of her clients socially, which helps her to meet their longer-term goals. “I sold one client a $2.1 million house and several years later found them a waterfront property they’d always wanted,” Janet says, describing the clients’ recent purchase of an $8 million home. She helped the couple sell their prior home on the Vineyard helping to make the multimillion waterfront dream a reality. To market and sell her listings, Janet takes advantage of unique networking options on the island. “I am a REALTOR®, but you can sell without being part of the Massachusetts Association or NAR,” she explains, “We have a separate site that connects all the agents on the island.” She also takes full advantage of the global marketing tools and exposure from Sotheby’s International Realty, including property-specific websites and custom brochures. Janet, who plans to continue having fun while growing her business, even appeared on an October, 2017 episode of HGTV’s “Island Life”, and hopes to be in future episodes in 2018. She’s passionate about the lifestyle Martha’s Vineyard offers. From walking the spectacular gardens on North Water Street in Edgartown with her dogs, to beaches, tennis and other recreation, she knows the living is good and she happily works with any buyer or seller, regardless of their price ranges. Meanwhile, although she is a certified Lean Six Sigma Belt in Process Improvement, its Janet’s personalized service and dedication that her clients appreciate as she helps turn their Martha’s Vineyard dreams into reality.

To learn more about Janet Leigh Scott, visit wallacemv.com/agents/15131-Janet-Leigh-Scott orhttps://www.facebook.com/wallacemvsir/ go to Facebook, email janet@wallacemv.com or call 508.662.8204 www.

Tips on Being a Good Team Leader Your business is booming, so much in fact, that you’ve finally made the decision to start a team. You’ve made sure it’s financially feasible, and you’ve found the right people, but there is still one other component of a successful team. And that’s an effective leader. It’s your job to not only generate business, but to motivate your team, which in turn increase productivity. Here are a few simple tips on being a good team leader. 1. Evaluate each team member, making sure to utilize their strengths Hiring the right people is one of the first steps in creating a successful team, but once you have those people it’s really Top Agent Magazine

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine. 37

Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to… 2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results. Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future. 38

Don’t forget to always take in what you can do to be a better team leader as well. 3. Stay connected and in communication These are your team members! There’s more to that than just a label. Be connected to them on a daily basis. Clear, open and honest communication is important on a busy team and that’s much easier if you actually like and trust your co-workers. Sure you want to succeed for yourself, but knowing that other people you respect are counting on you, is an additional motivating factor, that is certain to lead to everyone going above and beyond creating a wildly successful business. 4. Be inspiring and supportive If you’re enthusiastic about what you’re doing, it really will be infectious. Encourage innovation and creativity. Yes, systems and consistency are great but don’t let your team get in a rut either. Support their individual careers, always encourage them to go for more, let them rely on you for mentorship. If they sense that you want each member to succeed as much as you have, you won’t find more loyal employees. And perhaps most importantly focus on what’s being done right. Don’t be the boss that just points out things they don’t like. Let them know when they’ve done an amazing job and be specific about what it is. Make them feel valued and they will become a valuable asset to you and your business. Top Agent Magazine

DAVID SGRO David Sgro of Coldwell Banker Ronan Realty in Alliston, Ontario has spent more than a decade successfully building a strong reputation as an agent who is willing to go the extra mile to provide the very best in client service to all his buyers and sellers. The combination of real estate knowledge, authenticity and humility have endeared him to his grateful client base, one that continues to grow exponentially. David has been in the real estate industry the entirety of his professional life. “I got started in 2007, when I finished school,” he says. “I met the broker/owner of the local brokerage in the town where I live, and the relationship started from there. When successfully graduating from our local college with a degree in business, I got my real estate license right away and have been doing it full-time ever since. It was my first, and only full-time job.” David is proud of his association with Coldwell Banker Ronan Realty, the most successful brokerage of certified agents in the local selling area. “We have a team atmosphere,” he explains. “We have fifty-fiveplus agents, and we did 632 transactions last year. We’re number one in our community. We’re experienced and have effective team leadership from top to bottom. It’s a very positive atmosphere in our office.” David, who specializes in Buyer Representation and Seller Representation, has been the recipient of numerous awards and accolades for the exceptional service he provides. He has also been rewarded with a business that is based more than eighty-five percent on repeat clients and referrals. When asked to account for this level of client loyalty, David points to his and his company’s commitment to their local community. “We do a lot of community events,” he says. “We sponsor a local golf tournament which has raised $250,000 since 2007, the proceeds of which go to local charities. We also worked

with Sunshine Kids, which is a charity for kids with terminal cancer.” David also personally invests in the community via the creation of housing for those who may not be able to afford to purchase. The appreciation David’s clients feel for him is perhaps made most evident by the slew of testimonials on his website. Among the many glowing review is this one that truly captures the overall experience of working with him: “David was recommended to us by a friend and we were glad. David never let any situation become stressful for us. He always made himself available to answer questions. If it wasn’t for David we would have never gotten the house of our dreams. We are very grateful and would definitely recommend David to anyone.” Staying in touch with past clients is of vital importance to David, and to that end he spends countless hours on the phone, reaching out and letting them know he’s available should they need him. Creative events like renting a local movie theatre and inviting clients and their children for a screening are among the many methods utilized to show client appreciation. Intelligent, focused marketing also plays a role in David’s success. “We’re a full-service brokerage,” he says, “so we provide a consultation for staging, we have professional photography including video and aerial. We do 4K tours and open houses. We always make sure the home is presented to showcase in their full potential.” When he’s not working, David enjoys spending time with his family, friends, and with his fiancé. He’s a fan of the gym, and is a baseball and hockey enthusiast. “One of the main things I like about this business,” says David, “is that we get to help people. You get back from this business what you put into it. The satisfaction of my clients is important to me, and that goes back to the core values of our company: respect and integrity above all else.”

For more information about David Sgro, please call 705 - 435 - 4336 or email info@davidsgro.com Top Agent Magazine

SCOTT STEWART A former actor, Licensed Broker Scott Stewart of The Corcoran Group entered the world of real estate in 1996. “I was acting and living in Los Angeles and New York,” he recalls. “I was a guest star on ‘Friends,’ and doing soap operas and commercials and lots of off-offBroadway theater, and I was starving. Being a nice Jewish boy, my mother raised me to be able to take care of myself, and I decided after pursuing that career for eight years that I really had little control over my destiny.” Around that time, a customer at a restaurant where he was employed arranged an introduction to the legendary Barbara Corcoran, and the rest is, as they say, history. “I was this 29-year-old guy with no experience, no rolodex, but they hired me.” The retired actor immediately sank his teeth into this new role and his talent was made abundantly clear when he was awarded Corcoran’s Rookie of the Year award. Since then, Scott has spent more than two decades honing his reputation as a savvy, trusted professional, accumulating a slew of other awards and commendations, including being recognized by the Wall Street Journal as ranking among the Top 250 Real Estate Agents for a fourth time in 2017, and being named Corcoran’s Manhattan Salesperson of the Year in February of 2018. A self-professed “Corcoran boy,” Scott is quick to sing the praises of The Corcoran Group, singling out Managing Director Elaine Dean and Barbara Corcoran for their unflagging support. He also credits CEO Pamela Liebman for her professional oversight and support. “What Pam has done for the firm since she took the helm in 2001 has been groundbreaking,” he says, “and keeps us at the forefront of helping sellers get the highest prices for our properties by giving us the tools we need to exploit our listings as far and wide as we possibly can.”

homes in Manhattan.” Scott also recently completed one of the top deals in Manhattan so far for 2018 by entering into contract on a penthouse with the asking price of $27,900,000. In the highly-competitive Manhattan market, you must bring to the table a fierce determination, but Scott also leverages stateof-the-art marketing techniques, which play a large role in his success. “I try to do a lot of added value marketing with my listings,” he explains. “I do a lot of digital optimization of properties.” He also works hard to maintain relationships with past clients, even traveling with some of them. When he’s not working, Scott enjoys spending time on his farm in upstate New York, and refers to himself as a “gentleman farmer.” His vineyard provides the fruit from which he makes his homemade jelly that he often gives as gifts to clients. Travel is another passion, and he is soon to embark on a trip to Rwanda to “sit with the Silverback Gorillas.” He is also an ardent supporter of the non-profit organization Smile Train, which helps provide surgical correction for children born with cleft palates. He and his husband, bestselling author Bruce Littlefield, also provide college scholarships for underprivileged students in the Hudson Valley, among other philanthropic efforts. As for the future, Scott is looking to grow his business as long as he can continue providing the exceptional level of client service that has become his hallmark. “I’m really happy and comfortable where I am right now in this hundred-million-dollar space,” he says. “My plans are to give my clients the best experience and keep my business at a level where I can do that.”

Laying claim to a business that is comprised in large part of repeat and referral clients, Scott’s approach clearly inspires an impressive level of loyalty from both buyers and sellers. “The reason for this, I believe, is that I work from my heart,” he conjectures. “That’s what I love most about what I do: the connections I make with people. That’s why I think my business thrives.” Thriving might be an understatement: “I have multi-million dollar deals going on in all directions, and lots of incredible properties on the market. I’m in a really exciting time in my career; I’m getting to flex my muscles representing absolutely beautiful properties, but I’m also a buyer’s broker and I’m proud to say that I just helped two different couples buy their first 40

For more information about

SCOTT STEWART, please call 917 - 806 - 4068 or emailScott.Stewart@corcoran.com Copyright Top Top Agent Agent Magazine Magazine

4 Reasons Why Multitasking Can Actually Derail Your Day Common wisdom dictates that a master multitasker is likely to garner the most success. After all, doesn’t juggling multiple projects at once mean you’ll work faster than if you took each one as it came? While multitasking is often cited as a desirable skill—and surely serves its purpose now and again—studies show that a mere 2% of individuals can actually multitask effectively. Meanwhile, the remaining 98% might be doing more harm than good by trying Top Agent Magazine

to tackle too much at once. Take a look below at some little-known facts about the risky side of waging a routine built on multitasking.

1. Multitasking decreases productivity While multitasking gives us the illusion of completing two tasks at once, it actually means

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our focus and productivity is split. In other words, switching back and forth between two activities doesn’t mean they’ll each be completed sooner; it means that you’re getting half-as-much complete as you would if you focused on a singular task. Multitasking fatigues your brain, elicits stress, and make you less efficient in retaining new information.

2. Multitasking is actually addictive While watching TV or taking a walk, have you ever noticed the impulse to check your smartphone or scroll through your social media feed? Even though we think about multitasking as a workplace skill, it’s also an addictive form of mental stimulation. By satiating our need for distraction with constant check-ins online, we become accustomed to frequent breaks in our focus, training us to crave updates, messages, and push notifications—we even hit refresh when we’ve checked in five minutes prior! This negative habit-building makes it difficult to complete sustained bouts of concentration.

3. Multitasking has negative physical side effects Studies show that those who juggle multiple focus-intensive activities actually show spikes in cortisol, a stress hormone. Likewise, frequent multitaskers display symptoms of sleep deprivation: fatigue, disorientation, and lack of focus. Studies in Europe have recently 42

discovered that those who consistently multitask may actually show decreases in empathy and emotional control. What’s more, a constant sense of anticipation—readying to switch from one task to another, or persistently checking for e-mail updates—can potentially cause a decrease in overall IQ.

4. Multitasking breeds mistakes When our attention is split between tasks, it’s difficult to perceive and retain detail-oriented information. Because of this, mistakes—typos, clerical errors, mislabeled documents, and the like—occur with greater frequency. We’re in such a hurry to complete a portion of a task and switch to the next project that we lose sight of prompts, deadlines, and tying up loose ends. This means multitaskers are far more likely to overlook a glaring error than an individual who is devoting 100% of their attention to the task at hand. Now that we understand some of the dangers of multitasking, what can we do about it? While our tech-driven day-to-day might make focusing on a singular task a difficult endeavor, it’s the surest way to produce efficient, error-free work—while cutting down on stress, fatigue, and miscommunication. Try approaching your tasks for the day with a clear-cut schedule, moving one task at a time down your to-do list. This approach can eliminate some of the inefficiency inherent in multitasking and make for your most productive work routine yet.

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SHERI TOWNSLEY When speaking with Top Agent Sheri Townsley of Keller Wiliams Realty in Savannah, Georgia, one can’t help but notice the genuine enthusiasm she projects when talking about her career. Energetic, affable, and possessing a true concern for her client’s well-being, she can lay claim to a solid reputation as an agent who can be trusted to safely guide her grateful clients through the sometimes-treacherous real estate waters. Sheri, whose first career was that of a mortgage broker (a career she began at the tender age of 23), transitioned into real estate in 2006 when the economy faltered. She then took some time off to have three children before returning to selling full-time in 2015. Now ranked among the top three producing individual agents at her company, she has quickly become a force to be reckoned with. Primarily serving the communities of Savannah, Pooler, Richmond Hill and Hinesville, Sheri is Military Relocation Specialist, and the bulk of her business comes from representing military personnel moving to or from the area. Much of this business is comprised of referrals, and Sherri has many reciprocal referral arrangements with agents all over the world who also work with the military. “I’m a former military spouse,” explains Sheri, “and because of that I do know the hardships of relocating to different bases.” This global referral arrangement means that Sheri does not adhere to a typical nine-to-five workday. “I will happily wake up at two in the morning to speak to someone in Korea, and they’ll never know that I was dead asleep,” she laughs. Sheri’s relationships with her clients transcend the transaction, and the concern she feels for them is evident. “Almost all of my past clients are not originally from this area, so I invite them to every event at my house, whether it’s Christmas, Thanksgiving or Easter. They become my friends.” The appreciation Sheri’s clients feel for her services is probably best illustrated by the wealth of five-star reviews on her Zillow. com page, where she is a Premier Realtor. Among the glowing testimonials is this one: “Sheri is very knowledgeable and very easy to work with. She understands the military housing market and was able to explain the process of buying my first home to the point where I was comfortable with the whole process. She listened. She explained. She was able to guide. I will recommend her to any of my friends and family who want to rent, buy, or sell a home.” Top Agent Magazine

Savvy, cutting-edge and often-clever marketing play a large role in Sheri’s continued success. “I do put in a lot of effort,” she says. “I probably call between 200 – 300 realtors on a weekly basis so they can get out and see my properties. I also put a lot of money into advertising. I don’t skimp when it comes to my listings. My clients are paying me for a service and I go all out.” While the financial rewards of her job are not inconsiderable, it’s the more personal side of the transaction that Sheri finds most satisfying. “I’m very much a people person,” says Sheri. “Because of my job, I’m able to meet people and have simple and easy conversation. When it comes to real estate, I can talk 24/7. I love doing what I do, and I love helping people who don’t understand the VA and giving them that knowledge, because I used to be a mortgage broker also. This job makes it easy to meet people and make friends.” When she’s not working, Sheri enjoys traveling with her four children. She is also passionate about giving back to her community, and to that end she facilitates a group called Real Estate Chicks that educates inner-city girls about potential careers in real estate. As for the future, Sheri’s plans are simple: having already achieved mega-agent status, she wants only to continue providing her clients with the best service available in The Peach State. “I just want to sustain what I have and be happy,” she says.

For more information about

SHERI TOWNSLEY, please call 912 - 707 - 9607 or email townsleyhomes@gmail.com Copyright Top Agent Magazine 43

4 Ways to Win the Battle Against Procrastination One of the most common professional afflictions is procrastination. The funny thing is, everyone knows that procrastination is negative—it’s a waste of time, a creator of stress, and is entirely a problem of our own making. Still, knowing all of this doesn’t necessarily decrease our odds of procrastination. There are plenty of explanations we give when putting work off until the last minute. Perhaps you convince yourself that you work best under pressure, but it’s truer that you’re used to working under pressure by necessity. Maybe you’re a perfectionist and the fear of getting it all wrong puts you off from the task. Whatever the justification may be, overcoming procrastination requires some willpower and technique. With that in mind, take a look at a few tricks below to jumpstart your motivation and nix the last-minute time crunch. After all, you owe it to yourself and your business to operate like a procrastination-free professional.

1. Make Your Intentions Known As realtors and mortgage professionals, you may serve as your own boss. So, when the time comes to complete a task and you put it off—perhaps you’re only disappointing yourself. This is easily remedied by making a new promise to try again tomorrow. On the other hand, it’s much harder to break promises and commitments to others. Try verbalizing your intent and commitment to your team, or to an assistant who can hold you accountable, or better yet—to a business partner or to a client. Make a hard deadline public and you’re likely to perform for fear of embarrassment or losing face. In a way, this puts the pressure of expectation on you, instead of the pressure of the ticking clock.

2. Take a Baby Step When tasks pile up, it’s easy to get overwhelmed. If you’ve got a number of items on your to-do list, including some heavy hitters that require a lot of attention and time, begin by taking on something simple. Identify an easily completed job that needs 44

attention and put it first in your queue. Duties that are straightforward and aren’t time-intensive can lead you to the rest of your to-do list, fueling you with the satisfaction of a task already complete. Even if it’s as small as returning e-mails, or dropping off your dry-cleaning, one simple thing off your list can inspire you to continue on to the next item in the spirit of productivity.

3. Work in Windows If work is the last thing you want to do and you can’t seem to self-motivate, make a compromise with yourself. Agree to work just fifteen minutes, and mean it. This tiny window of time is easy enough to complete, isn’t overwhelming, and you’ve already agreed to move on once time is up. The truth? Odds are that just fifteen minutes of active work will inspire you to keep going. After all, the most difficult part of procrastination is getting started. By putting in those fifteen minutes, you’ll trick yourself into diving into the action.

4. Switch Up Your Environment If you’re stuck in rut when it comes to procrastination and productivity, try changing your surroundings. If the office feels stale and stressful, take your work to the nearest coffee shop and try to tackle your tasks there. Perhaps the quiet, studious ambiance of a library can make you focus, or a picnic table outside the office can stimulate the senses. Sometimes changing your scenery can breathe new life into your routine and give you the extra push you need to get work done. There’s no one way to overcome procrastination. In fact, it’s likely a lifelong process of building discipline, finding techniques that work for you, and simply prioritizing your time more effectively. Don’t lose hope—remember these tricks and winning the war will be possible, even if you lose a few battles along the way.

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BENJAMIN ULLOA Benjamin Ulloa hadn’t anticipated a career in real estate, but when he was connected to a prominent broker who invited him to try his hand at the business, he rose to the challenge and earned his license. In the ensuing year since, Benjamin has fortified himself as an agent swiftly on the rise. Using his age to his advantage, he leverages strong tech-savvy skills to make a sharp market impact on behalf of his clients. What’s more, he’s dedicated to a service-first attitude that prioritizes his clients’ sustained success above all else. Based in Newberg, Oregon, Benjamin is backed by the banner of Berkshire Hathaway HomeServices Pacific Northwest. There, he serves clients in the greater Portland and Willamette County regions. Since launching his career, Benjamin has applied boundless energy as he represents buyers and sellers alike. As part of the Digital Native generation, Benjamin also leverages his implicit, multifaceted understanding of technology to empower his clients in today’s competitive marketplace. Particularly in the Pacific Northwest, where the regional real estate scene is hotter than ever, having precision tech tools in his arsenal goes a long way. “As a younger person in this industry, technology is definitely one of my strengths,” he explains. “I understand how algorithms work and how to market properties accordingly. Plus, I’m able to utilize social media for both leads and exposure. Technology already plays a major role in real estate, and as we move further into the future, it’ll play an even more important role. Because my understanding of technology is so ingrained, I’ll able to adapt and add that value for my clients.” Beyond his understanding of technology, Benjamin also takes a personal interest in his clients and understands the value of forging person-to-person connections with those he serves. He follows up long after the closing table has been reached to see how his clients are faring in their new homes. Staying top-of-mind is key to a sustainable career in real estate, but Benjamin also connects

through organic means, since many of his clients go on to become his friends. When it comes to listing properties, Benjamin puts his innovative streak to the test. First, he assembles an immersive and attractive profile for listings headed to market. Professional photography and 3D Matterport renderings create memorable online presentations that allow prospective buyers an in-depth tour of a potential property. Then, he takes to social media and the leading digital listing platforms to build an audience. Beyond top visibility on these foremost sites, he also enlists the power of targeted ads to source the ideal demographic of buyers in short order. This ensures his approach is tailored, rather than one-size-fits-all, and engagement has been high as a result. To lend that spirit of service to his community, Benjamin gives back by volunteering as a middle school basketball coach in his spare times, dedicated a few months out of the year to share his passion for basketball with the next generation. In his remaining free hours beyond the office or the basketball court, he also enjoys spending quality time with his family and loved ones. Looking ahead, Benjamin has major plans for the future. Now that his first year in the industry is complete, he’s set his sights on bigger and better goals. He hopes to continue to parlay his tech-forward approach as his enterprise grows, with ambitions to one day open and brand his own brokerage in the Oregon area he calls home. For now, he’ll continue serving aspiring buyers and sellers with the same spirited attitude and results-driven methodology that his clients respect. Finally, Benjamin Ulloa considers what he values most about his chosen field. “I’m in it 100% for my clients,” he explains. “There’s nothing like seeing people’s reactions when we reach our goal and they finally get the keys to their house. Seeing that excitement and happiness is so rewarding. I love being able to connect others with the place they’ll call home.”

To learn more about Benjamin Ulloa visit bulloa.bhhsnw.com, https://www.facebook.com/ulloabenjamin/ email bulloa@bhhsnw.com, call 503 – 840 – 2503, or visit his Facebook page here. www.

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