Nationwide 5-22-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

RENA CHAVEZ

JULIE COFFMAN

TESSI DAVIS

STACY DEUTSCHMANN

ROBIN FLYNN

BRYAN GARRITY

JENNIE HENDRICKS

NOBU ITO

BRITTNEY JEANSON

DANIEL JOWITT

JANE LEE

SHANA LUNDELL

JOHN McSHERRY

DUSTIN REED

JESSICA ROSATO

NATIONWIDE & INTERNATIONAL EDITION

JESSICA ROSATO

JOHN McSHERRY

JANE LEE

BRYAN GARRITY

RENA CHAVEZ

STACY DEUTSCHMANN

JULIE COFFMAN

CONTENTS 4) SUCCESS â&#x20AC;&#x201C; THESE 7 HABITS ARE THE REAL SECRET TO SUCCESS

20) ARE YOU DOING BUSINESS AS YOU ON FACEBOOK?

29) IS FINDING A NICHE MARKET RIGHT FOR YOU?

11) 8 THINGS SUCCESSFUL PEOPLE NEVER DO

23) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

33) A COMPILATION OF GOALS FROM MY COACHING CLIENTS

15) CREATIVE MEDITATION FOR THE REAL ESTATE PROFESSIONAL

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

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TESSI DAVIS

BRITTNEY JEANSON

37) ARE YOU A VALUE- ADDED AGENT?

ROBIN FLYNN

JENNIE HENDRICKS

DANIEL JOWITT

SHANA LUNDELL

41) WHY FLEXIBILITY HURTS (NOT HELPS) YOUR ABILITY TO CLOSE SALES DEALS

NOBU ITO

DUSTIN REED

45) IS BRANDING THE WAY TO TAKE YOUR BUSINESS TO THE NEXT LEVEL?

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Successâ&#x20AC;&#x201C; These 7 Habits Are the Real Secret to Success What is it that makes some people so successful and others not? Is there a secret recipe one can follow, as easy as baking a cake, which will give them the strength to achieve their ultimate goals and have it all? The answer is that, in a manner, there is. The trick is in how you think about success and what it means for you. Many people define success as achieving their personal goals, but could this be leading them to look at the world a little too narrowly? The people that are truly successful in every aspect of 4

their lives donâ&#x20AC;&#x2122;t stop at simply achieving their personal goals. They succeed in many avenues of their life, including their job, relationships, health, and family just to name a few. It turns out that ultra-successful people tend to have quite a number of things in common. One main skill many seem to possess is high emotional intelligence, or the ability to manage your emotions so that you can stay calm and focused even in high

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stress situations. Luckily, it seems not all of them are simply born with this ability, but have many strategies they use to help them achieve higher emotional intelligence. Here are seven strategies and habits that will help you achieve success in every area of your life.

BE COMPOSED The first thing successful people always seem to have under control is their composure. Successful people stay calm and composed when the going gets tough and fingers start pointing. They don’t panic. The secret? They understand that in life things are always changing. It doesn’t matter if something is bad at the moment because that will change soon enough. In this topsy turvy life all you can really do is adapt in order to stay happy and remain in control of how you react.

BE KNOWLEDGEABLE Have you ever noticed how successful people always seem to have such a wide range of knowledge and interests? Successful people do know more because they are always working to grow and learn. They strive to constantly increase their self-awareness. If a spare moment exists, then they will fill it with some kind of self-education. They do this because they are passionate about learning new things and ways to improve their life. Ignore the fear of being judged and ask questions, because that is the only way you can learn. Successful people don’t

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fear asking questions. They fear not asking those questions and growing stagnant.

BE DELIBERATE It is important to think and reason before you come to a decision. Successful people don’t rush. They seek out advice from other, they think of all the aspects, and sleep on their thoughts before finally making their decision. Your gut instinct can be misleading, and lead you to make a rash decision that you will come to regret later.

BE CERTAIN, AND SPEAK WITH CONVICTION Successful people speak with certainty. Unless you communicate your ideas with conviction and certainty, then you will have a hard time getting people to listen to them.

BE POSITIVE Successful people use positive body language when they are talking to other people. Their tone is enthusiastic, they maintain eye contact, leaning in towards the person speaking to show interest. Successful people use it to draw those other people in. How you say something can be just as if not more important that what you say to people. Positive body language can completely alter how your speech is perceived by others, and helps to keep attention on you and what you are saying.

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BE MEMORABLE BY LEAVING A STRONG FIRST IMPRESSION You only have once to make a first impression, and they are incredibly important, as they are closely ties to positive body language. You have around 7 seconds to convince a person to like you after you initially meet them. That is how long it takes them to decide when they meet you. After that a person is simply spending the rest of the conversation justifying that initial reaction they had. You can make sure you make a good first impression by having strong posture, a firm handshake, a warm smile, and open shoulders.

BE FEARLESS Successful people know that to give in to fear is a choice. They donâ&#x20AC;&#x2122;t let the fear take over, instead focusing on the rush of euphoria that comes with conquering fears. All of this adds up to having a high emotional intelligence. What helps you to succeed is the ability to control those whirlwind emotions so you can stay calm and focused on actually succeeding. These habits can help you gain a higher emotional intelligence, but as you probably already know, anything involving dealing with your emotions in a healthy manner takes serious work. So, donâ&#x20AC;&#x2122;t give up if you fail the first time. You must always try and try again.

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JESSICA ROSATO

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JESSICA ROSATO There is a reason, a story, a motivation behind every major decision people make. Jessica Rosato’s desire to embrace each person’s unique set of aspirations is the theme behind her success story as a luxury REALTOR®. “There’s certainly more involved than just the decision to buy or sell a home,” says Jessica, the 2016 Top Producer at Nestler Poletto Sotheby’s International Realty with offices in both Delray Beach and Boca Raton. “I look at it not as a sale, but as helping people achieve whatever it is that’s motivating them.” Given her contagious drive and passion, Jessica’s clients know she genuinely cares about them and wants to successfully navigate them through home buying or selling with patience and expertise. “I’ve noticed patience can be rare in this industry,” she says, pointing out the importance of listening closely to find solutions tailored to people’s needs. “It’s the social grace of knowing your buyer or seller.” Her interest in providing the attention people deserve has defined Jessica’s professional life. A 14-year resident of Palm Beach County, Florida, her first local business venture was the launch of a Ben & Jerry’s Scoop shop she and her father opened together on Atlantic Avenue in Delray Beach in the early 2000s. “I became friendly with the broker at the Coldwell Banker nearby who told me I’d be perfect for real estate given my knack for people and my focus on the highest level of customer service.” But first, Jessica gained still more relevant experience working in high-end tour coordination, organizing custom, global performance tours for choirs, bands and orchestras. But following her daughter’s birth, Jessica craved proximity to family. She returned to Florida, where her experience, attention to detail and market knowledge set the stage for success with Sotheby’s. Faced with the sluggish 2011 market, Jessica embraced opportunities to learn the industry, familiarizing herself with the ins and out of real estate while building her database. Within five years, she has not only built a strong business, but positioned herself as a market leader. In 2016 she served as president of the Greater Palm Beach Network of the Women’s Council of REALTORS®, received numerous awards and designations, and was featured in

top magazines and newspapers. Her company’s broker/owner, John Poletto, attributed her 2016 Top Producer status to her deep market knowledge and ability to understand her clients’ needs. “I’m also a big stats person and believe in keeping up with market trends and inventory,” says Jessica, explaining her ability to connect with people who are most interested in the numbers as well as with those who are more emotionally tied to the process. Relatability and analytical thinking lead to results with listings. “We use high-resolution photography and video and expose properties via social media, the internet, websites and the Sotheby’s network, which encompasses exclusive partnerships,” she says, describing additional direct mail and email campaigns plus international showcasing of luxury listings. Jessica actively promotes properties through various networks, including her partnership with a top REALTOR® in New England, which is a bastion of Florida buyers. “I also have a great group of professionals who are focused on getting the job done correctly.” These include mortgage bankers, title companies, inspection companies, designers and others she partners with on behalf of clients. Additionally, Jessica immerses herself in her community. “During my time as president of the Women’s Council, we started the first annual ‘Bras for a Cause’ fundraiser,” she says, describing an event featuring men modeling bras to raise money for the American Cancer Society. She is an ambassador of the Delray Beach Chamber of Commerce and donates/volunteers with numerous other nonprofits such as the Achievement Centers for Children and Families. In her free time, she supports the visual and performing arts, which she enjoys sharing with her daughter. Backed by her networking prowess and local visibility, Jessica is heading into a growth phase. She earned her broker’s license two years ago, but for now wants to focus on building her existing customer base with Sotheby’s and leveraging her support team, which, in addition to her New England connection, includes an assistant and a new agent she is mentoring. “Whether customers or colleagues, everything I do comes down to relationships,” says Jessica.

To learn more about Jessica Rosato, visit bocadelrayluxury.com, email Jessica.rosato@npsir.com or call 561.777.3463 www.

C ongratulations J essica Rosato to

for continually demonstrating the highest level of professionalism.

From the entire team at

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200 East Palmetto Park Road, Boca Raton, FL â&#x20AC;˘ 561-997-7227 900 East Atlantic Avenue, Delray Beach, FL â&#x20AC;˘ 561-381-9090 npsir.com Each Office Is Independently Owned And Operated

Elite Property Inspection and Management is proud to congratulate

Jessica Rosato

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

Elite Property Inspection & Management 561-420-0277 | info@myeliteinspector.com www.MyEliteInspector.com 10

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Things Successful People Never Do

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

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things, that success might happen a little quicker.

DON’T JUST WING IT

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

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THEY DON’T TAKE ON MORE THAN THEY CAN ACHIEVE

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

THEY DON’T WORK HARDER, THEY WORK SMARTER

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

THEY DON’T TRY TO PLEASE EVERYONE

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

REPEAT THE SAME MISTAKES

Similar to not trying to please everyone, successful people are also diligent about accepting when something isn’t working 12

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

GO FOR THE SHORT RUN SOLUTION

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

PAY ATTENTION TO THE NAYSAYERS

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

THEY NEVER QUIT

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

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BRYAN GARRITY

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BRYAN GARRITY Bryan Garrity has an approach to real estate that puts the clients in the driver’s seat. Allowing his sellers to become part of the strategy to get their home sold, he is really standing out in the crowd of agents as a realtor that cares about the best interest of his clients. “I really think the sellers always need to be part of the plan,” he says. “They need to understand that they are the boss.” Giving his clients this independence in the selling process, has helped Garrity grow his reputation in the real estate industry and maintain a staggering 100 percent repeat and referral business as a top agent in the San Diego market he serves. Garrity is well known in the real estate market, making a name for himself through several media outlets as an expert in the industry. He used to appear as the Real Estate Expert every week on a Channel 6 news segment called San Diego Living, and had his own radio show for four years on ESPN called Big Daddy Radio. He plans to revive that show in a different format soon. He has also appeared three times on reality show Win This Listing that pits agents against each other to win a seller’s listing. He was the chosen agent twice for that show. This media presence not only helps him to get his name out in the industry, but it allows him to serve his clients better through the vast experience he is gaining and the expanded sphere of influence he has developed. “I think it really helps the clients because I have a broader base with more people,” he says. While Garrity is on a path to dominate the industry with his knowledge and legal background, it hasn’t been easy as he had to have several surgeries recently that had him working his business from afar. This didn’t stop him or his business

as he continued to power through the tough times with a positive attitude and the dedication to his clients that he has always possessed. “It’s going well so I am happy,” he says. Through the support of his hard-working team, Garrity is back to focusing on his business and the clients that mean so much to him. Despite being down for a period of time, he still managed to secure a spot in the top 5 percent of agents and has been a top producing agent for the company since 2014. The success that Garrity is experiencing is no coincidence as he and his team, the Garrity Group , are extremely customer centric and really work hard to walk their clients through the entire buying and selling process so they feel at ease every step of the way. Garrity also brings a unique background to his real estate business as he worked in the law industry previously and can really guide his clients on the legal aspects of their investment in a way that is understandable and relatable for them. Leaving his career in law in 2002 after a major medical circumstance, he knew that real estate would suit his career goals and allow him to use his experience to his advantage. “Real estate was something that I thought would be a good fit,” he says. Community is also important to Garrity, who seems to have done it all and more. He is currently on the Board of Directors for the MARYAH organization, which is dedicated to providing homes to at-risk youth that are homeless. He has also served as president of the Greater San Diego Business Association, the Greater San Diego Charitable Foundation, and the Aids Walk to name a few.

For more information about Bryan Garrity at Keller Williams SD Metro, call 858-525-3202, or email bryan@bryangarrity.com. 14

Creative Meditation

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

easily into the daily hustle & bustle world of the busy real estate agent. First, think about when you are alone each day. Here are some possible times to practice mediation during the work day: • When driving to the office in the morning • When driving to a showing or to meet a client • Before your open house begins • After the open house • Driving home in the evening 15

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

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

2 Repeating a mantra can be very calm-

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

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

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

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

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JANE LEE 17

JANE LEE When Jane Lee graduated from college, she set off in search for the ideal career path to meet her skillset, ambition to serve others, and desire to grow. Considering a career in real estate, Jane wisely saw the potential to assist others in navigating the path to homeownership, while enjoying the freedom of being her own boss. Inspired by the challenge, Jane decided to take the leap and joined RE/MAX as a buyer’s agent. That was twenty-six years ago, and today Jane has crafted a prosperous career as a real estate agent, guided by her devotion to client-centric care and the consistent ability to deliver results. Primarily serving the northeastern Illinois region, Jane and her team specialize in Lake County specifically, but often serve clients far afield in counties to the west and south. What’s more, Jane heads a tightknit, capable team that includes a customer care department, closing department, customer coordinators, and a group of buyers’ agents. Each team specializes in a particular part of the buying and selling process and is available around the clock to field questions, schedule open houses, and handle attorney reviews and property inspections. With dedicated experts ready to support clients at every turn, Jane offers those she serves an extraordinarily comprehensive experience, designed to ease stress and make the transactional process as seamless as possible. With professional experience spanning more than two decades, it’s little surprise that a sizable contingent of Jane’s clients have worked with her multiple times over the course of her career. Accordingly, repeat and referral business comes naturally, given the long-standing agent-client relationships Jane takes care to cultivate. “I’m an advocate for my clients,” she explains. “It is my number one priority to get them the best deal possible. Always, I am motivated by the happiness and success my clients enjoy when I’m able to deliver their goals.” To ensure that each of her listings reaches the widest audience possible, Jane mounts strategic marketing strategies, deployed across manifold platforms both online and in person. Firstly,

Jane pays particular attention to staging and professional photography, in order to highlight each property’s atmosphere and natural charms. Likewise, Jane stays on the cutting edge of emerging tech trends, incorporating aerial photography, video, and 3D tours to create impressive, and all-encompassing online presentations. Additionally, Jane sends out targeted mailers to make potential buyers in the area aware of her offerings. Considering her lengthy industry tenure, Jane makes use of her extensive network in order to publicize listings, tapping into her longstanding professional sphere of fellow agents and offices. In a similar vein, Jane’s twenty-six years of experience provide her nearly unparalleled insight into the local market—knowledge that she readily passes along to her clients. As for staying in touch with past clients, Jane enjoys hosting a large holiday party each year, with nearly six-hundred connections in attendance. Fondly remembering each family she serves, Jane also gives out pies at Thanksgiving to share in the joy of the season. Altogether, the overarching ethos behind Jane’s professional life is her authentic passion for her work, striving each day to deliver memorably superior service to her clients. When Jane finds free hours away from the office, she loves to spend as much time as possible with her husband and children. As her family grows older, they enjoy traveling and exploring together when their schedules permit. Jane is also active in her local community, supporting numerous local cultural institutions, including a nearby school that focuses on Chinese language education. As for the future, Jane and her team are in the process of an exciting expansion. With plans to double her business between now and 2020, Jane is gearing up to add more team members and ultimately add another office location. With an eye toward growth and a philosophy fixed on her clients’ successes, the years to come are sure to remain busy and bright for Jane Lee and her team.

To learn more about Jane Lee, visit JaneLeeHomes.com, e-mail jane@janeleehomes.com, or call 847- 295 - 0800 www.

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

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

Tonya Eberhart is the Branding Agent to Business Stars and founder of BrandFace®, LLC. Michael Carr is America’s Top Selling Real Estate Auctioneer & BrandFace® partner. Together, they focus on personal branding and marketing designed to help real estate professionals become the face of their business & a star in their market. BrandFace® for Real Estate Professionals is a book, professional speaking series and an exclusive workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. For more information, visit www.BrandFaceRealEstate.com. 20

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JOHN McSHERRY

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JOHN McSHERRY Real estate is the kind of career that requires a number of talents—and sometimes it’s years before the link among those talents becomes clear. That was John McSherry’s experience. A leading agent in Manhattan, Brooklyn, Queens and Nassau County, John always knew he wanted to improve people’s quality of life, but he thought his path was through design. He became an industrial designer 20 years ago, focusing on making life better for people through everyday things, such as interiors, products, architecture and graphics. “Strangely enough,” he says, “my design background became one of my strongest assets in real estate.” About 10 years ago, a shift occurred while John was watching HGTV. He saw homes that were transformed through design improving the quality of life for many people. “That really inspired me,” he says. “From that point, real estate became my driving passion. I started buying, fixing and flipping homes, which led to my helping other people do the same. I saw an opportunity to help people buy their perfect home by helping them visualize the possibilities that other buyers and agents might overlook.” Thanks to his own real estate and investment experience, John is able to put himself in his clients’ shoes, whether as a buyer or seller. He understands what his clients are going through and how they feel from day to day throughout the process. He’s been there. He can also help guide clients toward the investment opportunities of real estate. With his passion for improving the quality of life at the basis of all his work, he delivers outstanding service 24/7. Clients know he’ll do what ever it takes to get the deal done for

them, and for that reason, repeats and referrals account for 90 percent of his business. John builds strong relationships and keeps in touch with past clients by text or on social media. “I love the people, helping them and building relationships,” he says of his job. “Real estate has enabled me to do something I love and meet some of the most amazing people.” Working for Douglas Elliman has contributed to John’s success. Through the company network and its partnership with Knight Frank, he’s able to help clients not just in New York but anywhere in the world. The company provides “the best marketing materials in the business,” John points out, including mailers, PR materials and online advertising. His passion for helping extends to numerous local charities that support children, cerebral palsy and sustainable community initiatives, and he’s a member of both LIBOR and REBNY, associations that donate extensively to charities. In those rare moments when John has spare time, he likes to spend it with his family, exploring the city, and working out. But his mind never strays far from real estate. As he expands his business, he’s open to hearing from anyone looking to network or learn more about investing. He plans to continue building his team and increasing his marketing, and he’s working on documenting his real estate investments. John appreciates the fact that he didn’t study real estate while he was in college, but his studies in design are directly related to what he does today. It couldn’t have turned out better for him. And for the myriad people he’s helped, his choice couldn’t have turned out better for them, either.

For more information about John McSherry of Douglas Elliman Real Estate, New York, NY, please visit johnmcsherry.elliman.com, call 610.805.9699 or email John.McSherry@elliman.com www.

Daily Habits That Will Increase Your Mental Strength When it comes to building physical strength, the solutions are obvious, but keeping up your mental strength isn’t as easy as going to the gym. Although physical exercise does help clear your head and relieve stress, there are other things you can do daily that will help your mind be as strong and flexible as your body after a workout. Here’s just a few things you can do to help clear your head and make you more productive.

DON’T WASTE YOUR BRAIN POWER That might seem obvious, but think about how much mental energy you might use up worrying about negativity or things you have no control over. Instead of focusing on problems, focus on solutions. This actually take a lot of effort, we’re all conditioned to let worry paralyze us sometimes. Try and catch yourself when you’re wasting time thinking about about past mistakes or current dilemmas you don’t have the power to stop. You really only have so much mental energy, and if you have kids and an especially stressful work situation, that might be even less than normal. Start treating your brain like the precious resource it is. You don’t want to be running on empty when it really matters.

STEP OUTSIDE YOUR COMFORT ZONE A lot of mental energy can go to dealing with anxiety. One way to deal with that is by forcing yourself to try new things and take on new challenges, that you might normally avoid because they make you feel unsure or scared. Challenge yourself daily, even with small things. This is definitely something that becomes easier with practice. Start small, and in no time you’ll be taking on things you never thought were possible. The simple task of trying something new every day will have you feeling energized and put you on the path to self-growth.

BE SELF-AWARE Your emotions affect everything you do, even if they’re not at the surface. Recognizing and labeling them is key. A lot of the above exercises require self-reflection. It’s okay to have the emotions you have, understanding why and where those emotions come from allows you to focus on dealing with them rather than just wallowing in them. Being self-aware is also about self-care. Know the things that help relax and rejuvenate you. That way you can handle everyday stresses and remain calm even during the most turbulent times.

BE MORE POSITIVE

BE WILLING TO LEARN

Eliminating negative thoughts is essential to increasing your mental strength. Carrying around negativity is like swimming with all of your clothes on. You might be okay at first, but eventually you’ll feel like you can barely stay afloat. Don’t drown in negativity, use positive thoughts as a lifesaver. This doesn’t mean you should ignore things you need to improve, just approach them with solutions rather than beating yourself up. Constant monitoring of this is important since it’s really easy to slide back into negative thinking.

A lot of people are still hung up on the idea that learning is a boring and tedious process, but you aren’t in junior high anymore. You can find something you’re actually interested in and immerse yourself in it, which engages your mind like nothing else. Whether it’s learning a new technology that will improve your business or something that will make you a more well-rounded person, the learning process keeps you engaged and open to new ideas. A curiosity about the world and new things is something that all mentally strong people have in common.

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RENA CHAVEZ “I am here to educate my clients—I inform them on market conditions, and deploy strategies to get them the home they want. It’s a very competitive market, especially for first-time buyers.” Even at the young age of nineteen, Rena Chavez knew she wanted to become a real estate agent. Motivated by the prospect of her dream job, by age twenty she had earned her license and launched a promising career. Rena spent her early years in the business garnering experience working with new home builders, then entered the resale market in 2008. Today, with an amassed fifteen years of experience to date, Rena now runs her own company under the HomeSmart brand; Rena Chavez Real Estate Group, an outfit devoted to client-centric care, accessibility, and quantifiable results. Until a year ago, Rena worked solo until she and her husband John decided to join forces to create her imprint, the Rena Chavez Real Estate Group. With John using his firsthand experience in home building, the two work as a team, offering clients unique insight throughout the process.

Together they serve Cave Creek and North Scottsdale, with the majority of their clientele consisting of second-time home buyers and retirees. As Certified Military Residential Specialists, Rena and John also work regularly with military professionals. Foremost, Rena considers her work driven by service, recognizing that buying or selling a home is one of the biggest financial decisions an individual or family will make in a lifetime. Accordingly, Rena makes a concerted effort to remain accessible to clients at all times during and after the transactional process, empowering them through information throughout. “I am here to educate my clients,” she explains. “I inform them on market conditions, and deploy strategies to get them the home they want. It’s a very competitive market, especially for first-time buyers, so it’s important to me to help them attain their goals.” Altogether, Rena’s considered and professional approach to the agent-client relationship inspires a sense of secu-

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rity and stability in her clients. Considering her favorite aspect of her work, Rena reflects, “I love helping people navigate the biggest purchase of their lives. This industry is always changing. I learn from every sale and it never gets boring. I like to share my knowledge and experience with my clients, in service of their needs and goals.” Reflecting on a recent success story, Rena recounts, “Just a month ago, we helped a veteran short-sell his home, and by the end, were able to give him a $35,000 check at closing.” Moments like those keep Rena excited to go into work each day. When it comes to listing properties, Rena offers her clients a range of options to ensure maximum exposure. With a tiered marketing platform, clients are offered a customized, property specific plan unique to their home. Rena also belongs to an international MLS platform, allowing listings to reach potential buyers in multiple languages and around the globe. “When people buy a home, they’re buying into a certain type of lifestyle that the home represents,” she says. “That’s what I focus on to reach the best possible prospects.” In her time away from the office, Rena loves to stay active and spend time with her husband and family. As her husband is an Army veteran, together the two research and support a military-related charity each year, with past institutions including Pets for Vets and the Wounded Warriors Project. Rena is also actively involved with her local church and efforts to support Mercury One, an organization that seeks to restore the lives of Christian minorities in the Middle East. As for the future, Rena is always working on personal development as a real estate professional in order to expand her knowledge and offer clients the best resources possible. In fact, just last year she became a Certified Luxury Home Marketing Specialist. The internationally recognized CLHMS designation, administered by The

Institute for Luxury Home Marketing®, recognizes residential real estate professionals who have demonstrated their experience and proficient sales performance in the top 10% of their given market. Rena hopes to grow her brand in the time to come, with plans to ultimately bring on likeminded, talented team members. With fifteen years of industry insight firmly in place, along with a professional philosophy squarely focused on her clients’ long-term successes, the years ahead are sure to yield continued promise for Rena Chavez and the Rena Chavez Real Estate Group.

To learn more about RENA CHAVEZ, e-mail renachavezrealtor@gmail.com or call (480) 201-9798 Top Agent Magazine

STACY DEUTSCHMANN

With her extensive experience working with new construction properties, Stacy Deutschmann readily passes along her expertise to those she serves. During her successful tenure in the corporate world, Stacy was pregnant with her second child when she first decided to transition to part-time work. She began as an administrative lead with a builder and fell in love with the industry—working with new builds, posting spec homes to online portals, and showing model homes on weekends and evenings. Inspired by the potential path before her, Stacy began taking night classes to earn her license. That was sixteen years ago, and today Stacy is at the helm of a thriving career as one of the top agents in her office, guided by the principles of integrity, follow-through, and forthright communication.

more, the foundational tenet of Stacy’s practice is her commitment to her clients’ best interests. Accordingly, she has earned a robust rate of repeat and referral clientele—demonstrable evidence of her ability to deliver results. While Stacy lends her capable hand to each transaction she spearheads, she is also a sociable, inviting presence, often befriending her clients during the buying or selling process. “I’m never afraid to strike up a conversation,” Stacy explains. “I’ve worked with three builders in my career and I’ve even built my own home, so my clients know that they can trust my opinion and that I’ll always be honest with them about their options.” With her extensive experience working with new construction properties, Stacy readily passes along her expertise to those she serves.

Primarily serving the Oakville region, Stacy was born and raised in St. Louis and fosters an expert’s understanding of the local market. Likewise, she has served clients across the South County area and has even earned a specialty designation as a Certified Agent for Relocation. Working solo, Stacy manages each aspect of the transactional process, ensuring every step of the way is executed with attention to detail and efficiency. What’s Copyright Top Agent Magazine 26

To keep in touch with past clientele, Stacy takes a considered and personalized approach that incorporates e-mail, a cross-platform social media presence, mailers, and holiday cards—to name a few. To market her listings, Stacy mounts similarly tailored efforts. Not only does she ensure that each property receives maximum exposure across digital listing platforms, but she also incorporates video tours and sends out just-listed postcards. While Stacy’s ability to deliver her clients’ goals is proven, she never loses sight of the family or individual at the heart of each transaction she capably closes. “There’s nothing more rewarding than that sense of accomplishment I feel when my clients get a great price for their home and the transaction goes smoothly,” she explains. “It’s so rewarding to achieve what we set out to do. Many of my clients are first-time homebuyers who never thought their dream home was possible. I love the feeling of helping them, witnessing how happy and excited they are to move in to their new home.” Positioning her spirit of service toward her local community, Stacy participates in a variety of civic and charitable efforts. She is a staunch animal advocate and rescuer, and is a frequent fosterer of strays and rescues. As an owner of three dogs—two of them Golden Doodles—Stacy doesn’t limit her animal rescue efforts to dogs, instead opening her home and heart to animal in need. In her free hours, Stacy enjoys staying active and spending quality time with her kids and loved ones. As for the future, Stacy has upcoming potential plans to bring a transaction coordinator to her team while continuing to grow her business and sphere of influence—all while upholding the signature, Top Agent Magazine

superior experience her clients have come to expect. “I’m passionate about what I do,” Stacy reflects. “I love being able to help my clients—easing their fears, educating them, and making the process as smooth as possible.” With a heart dedicated to client-centric care—along with sixteen years of hard-won industry insight and experience—the future ahead is sure to yield continued success for Stacy Deutschmann.

To learn more about STACY DEUTSCHMANN, visit StacyDSells.com, e-mail SDeutschmann@cbphomes.com, or call (314) 497-7444 www.

JULIE COFFMAN Julie Coffman’s career in real estate can be traced back to the encouragement of her stepfather, a fellow agent who recognized Julie’s talents early on. At the time, Julie was in search of a challenging and fulfilling career path that would make use of her people skills, and her stepfather suggested she take the leap and earn her license. That was in 2002, and today Julie is at the helm of a flourishing career, now leading a team of three agents at Parkside Realty. In addition to her stepfather’s suggestion of real estate, her father was her role model from early childhood. “He instilled in me a great work ethic—be honest, and make each day count,” she says. Though her initial entry into the industry saw her working alone, her swift success inspired her to expand her business and bring on additional agents to field the momentous volume at her fingertips. Once she took the first leap of faith, Parkside Realty exceeded her expectations and is continuing to grow. Primarily serving the Whitewater Valley area, Julie and her team of three conduct business throughout Union, Fayette, Franklin, Wayne and further surrounding counties. With 50% of their business stemming from repeat and referral business, client satisfaction is at the heart of every transaction executed by Julie and her team. With a professional philosophy fixed on accessibility, skill, forthright communication and a desire to serve others, Julie and her team instill a sense of confidence and security in their clients. Julie cites her deep well of compassion for others as a main driver of her daily work, placing a high premium on listening to those she serves in order to truly understand their homeownership needs and goals. Establishing trust with her clients is a priority for Julie, and she considers her job to include far more than selling houses, but rather, serving her community, as well. “Some days we win and some days we learn,” she laughs, “I learn how to be a better agent everyday just from listening to my clients.” Astutely recognizing that the majority of the real estate hunt begins online, Julie utilizes the leading digital listing platforms to ensure each of her properties receives maximum exposure and makes the ideal first impression—whether in person or online. Of course, life in a small town means that Julie is well-connected within her community, and often uses her sphere of influence and the local paper to publicize her 28

properties, as well. Julie remains hands-on by shooting her own photos for each listing. To keep in touch with clients past and present, Julie takes advantage of her town’s tightknit nature and often sees those she’s worked with as she goes about her day. She enjoys checking in face-to-face to see how all her professional connections are faring. Considering her favorite aspect of her career, Julie recounts, “Faith is a big part of what I do and I share my faith when an opportunity arises. I really love helping people and being able to brighten their day,” she says. “It’s a joy if I can bring a little light into people’s lives.” Positioning her spirit of service toward her local community, Julie is deeply involved in efforts both civic and charitable. In addition to serving on the worship team at her church as a song leader, she also coaches cross-country at the local middle school and serves as a member on the Union County Development Corporation. In her free hours, she enjoys staying active, either by running or soaking up the great outdoors. Reveling in the joys of motherhood—and dedicating herself to being a mother above all else—Julie’s foremost priority is her two children, and they keep her busy with sporting and school events, which Julie always attends. “I am deeply thankful God gave me two amazing children. They are my joy, my everything,” she says. Having earned over a decade of faithful industry experience—and grounded by an ethos of client-centric care—one thing is certain: the years to come are sure to be bright for Julie Coffman and her team at Parkside Realty.

To learn more about Julie Coffman visit JulieCoffmanHomes.com, e-mail juliemcoffman@hotmail.com, or call (765) 993 - 2947 www.

Is Finding A Niche Market Right for You?

A lot of Realtors® take the ‘jack of all trades’ approach to their businesses, and some are extremely successful with doing it all and doing it well. But taking that approach can also make it hard to stand out if there are a lot of agents in your area taking the same approach. If you’re looking for a way to stand out from the rest, finding a niche market might be the way to go. Although it might sound limiting at first, with the right branding and marketing, your specialty and expertise may help you lock up a market after you become well known for being the ‘go to’ Realtor® in a certain demographic. Having a niche helps you target your marketing, making it more effective, until eventually people are seeking you out as you build your reputation as the foremost expert in your particular niche. Top Agent Magazine

Despite the benefits of taking on a specialty, it’s still something that only a small percentage of Realtors® do, which means you have a great opportunity to get in on the ground floor in your area by being ahead of what is sure to be a looming real estate trend. You want to claim your stake on the niche that best fits not only your passions, but something that fills a void in your market. If this all sounds good to you, the next step is finding your niche! Here are a few things you need to consider:

There are two approaches to having a specialty, one that is truly your all-consuming passion or a sort of revolving niche, one that changes with the market 29

In addition to creating a thriving business, finding a niche may even unlock a hidden passion. Does your area have a large historic home inventory? Are you passionate about helping first time home buyers realize their dreams? Having a personal connection to what you specialize in is always a great way to start out. If you’re passionate about something, you’re almost guaranteed to have the work ethic it takes to have success in a niche market. Once you hone in on a niche, make sure the market data backs up your focus. Another approach is changing with the market. If you’re truly an expert in a few areas of the business, it might be good to have sort of a revolving niche. In a down market you might specialize in short sales and foreclosures. When things pick up, you may take your innovative approaches and start applying them to luxury homes. Whether you take the consistent niche approach or the flexible one, it’s really all about figuring out what best suits you and your market.

Fill a void in your market Maybe you don’t have an instant passion for one particular niche. In that case, there are several areas you can consider. A lot of it will start with really researching and analyzing your market and having a good eye for what future trends will be. Is there a certain demographic that is surging in your area? Cater your business to serve them. Maybe you are fluent in Spanish and your area is seeing a rise in a Latino population, who are emigrating from other countries. Or perhaps, you live in an area that has a larger retirement population. There 30

are numerous demographics that truly need expert real estate advice. Be the one to fill it. You can also focus on a particular neighborhood or gated community. Helping people navigate the ins and outs of a particular HOA can be a lifesaver.

Are you already serving a niche? Of course, sometimes you may already have a niche and are unaware of it. Maybe you are already dealing with a lot of first-time homebuyers. Look over your sales records and see what might already be there, then make it official. Figure out why you’re drawn to that area and then nail down the reasons you’ve excelled with that niche and use it to create a marketing plan and branding.

Find ways to really sell your expertise Once you figure out your niche, get the training, designations, and certifications that will enhance your expertise. Another way to let it be known that you are the ‘go to’ Realtor® in your particular niche is to become a resource online. Create a website with informative blogs and marketing information. Make a mark on social media where you can link back to your site, so potential clients can actually interact with you. There is a lot to consider when you’re thinking of going the niche market way with your business, but if you consider everything carefully and focus in on something you can be passionate about, the rewards could be a major win for you and for your clients. Top Agent Magazine

TESSI DAVIS Tessi Davis has one goal: to make sure her clients are happy, comfortable and confident in their decision. She guides them through the process to their perfect match, whether it’s a new home or a buyer for their property. Tessi was just 23 when she got into real estate in 2012. At that age, she had a network of friends who were ready to become first-time homebuyers. “That became my niche,” she says. “I really enjoy being a source my clients can rely on, someone they can turn to, someone they feel comfortable asking any question.” Tessi’s first Realtor put her on the path she treasures today. At 22, she was working at Nordstrom and wanted to buy a condo. She didn’t want to use a big realty company, so she found a great agent online. A year later, when she was ready to sell and move up, she used him again. As they drove to a showing one day, he said, “Why don’t you come work for me?” So she did! Now a broker associate, Tessi serves a wide swath of Chicago, from the Gold Coast to Lakeview, the West Loop and Chicago’s northern suburbs. About half her sales are leads from her team and half referrals from friends and family. The longer she’s in business, the more she’s seeing the natural turnover of people’s homes and appreciates that those clients are coming back to her. She’s devoted to her clients, never ending her day until every last question is answered. “I do residential real estate because these people are buying homes for themselves, they’re not investors,” she says. “I’m loyal to them. Today we deal with a lot of multiple offer situations, which means getting them in to see the property as soon as it comes on the market and helping

them through the offer process. I open all my days to them and whatever they need.” That’s the kind of sincerity and dedication that’s putting Tessi on an upward trajectory. “The beauty of this business is that I’m working with people,” she says. “Other agents, sellers, buyers, lenders. It’s an honor to be part of such an important decision in someone’s life.” When listings are involved, she starts with professional photos, critical in today’s digital world. She’s also a firm believer in open houses. “Today’s buyer goes online to look for open houses before they even have an agent, or they might not want to bother their agent, or they don’t want a salesperson talking their ear off,” she says. Every listing goes on the MLS and, through her company, to agents in the area. But it always comes down to open houses. “Every day brings new buyers,” she says. “Every day a new person is looking online. The open house is a powerful tool.” Tessi takes that same dedication into her community, where she recently applied for a seat on the Board of Education, hoping to help maintain the community as a place people continue to want to move into. She also served on the Good Neighbor Awards Committee for the Chicago Association of Realtors and is eager to serve on another one. When she’s not working, family is a huge part of Tessi’s life— particularly her four nephews, whom she loves deeply. She and her husband also enjoy traveling whenever they can. Looking to the future, Tessi plans to continue growing through networking. “I work with an incredible company that’s always helping us be more, do more, be a greater presence,” she says. “I’m looking forward to that.”

For more information about Tessi Davis of Conlon Real Estate, Guarnero Real Estate Group, Chicago, IL, visit SeeChicagoRealEstate.com, call 847.682.2982 or email Tessi.Leigh@gmail.com www.

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ROBIN FLYNN When a new real estate agency opened in her hometown, Robin Flynn was immediately intrigued by the prospect of mounting a career as an agent. Inspired by the challenge, Robin struck out on the perfect career for her skillset—blending her knack for interpersonal relationships, problem solving, creativity, and project management. After she earned her office’s Rookie of the Year award, she knew she had made the right career change. As Robin worked tirelessly through the next few years, her business soared, compelling her to hire and personally train agents to create her own real estate team. Eventually Robin and her team transitioned to Keller Williams Realty, relishing the creativity and resources her new company has afforded her. With fourteen years in the industry, Robin is now at the helm of a thriving career, having founded her practice on the philosophies of client-centric care, exceeding real estate marketing standards, and extensive local knowledge. Primarily serving the Merrimack Valley, Robin and her team also serve clients in southern New Hampshire. Heading a capable team, Robin leads four other realtors and a marketing and transaction coordinator. Together, Robin and her team prioritize forthright communication throughout a transaction, staying in regular, clear contact with clients in order to reduce stress and demystify the buying and selling processes. With a robust rate of repeat and referral clientele, Robin and her team consistently demonstrate their commitment to curating a positive experience for those they serve. “I’ve been working with people I’ve known for years, and as a twenty-two-year resident I’m very entrenched in the local community,” Robin says. “People can see and feel that we are partnering with our clients to achieve their goals, and our satisfied clients refer us to friends and family.” Robin also cites listening as an important tenet of the agent-client relationship, allowing her to ascertain her clients’ needs, while acting as an effective conduit between all involved parties. All in all, Robin’s overarching methodology is rooted in forward-thinking and an authentic passion for her work. “I enjoy helping my clients transition to the next chapters of their lives,” she reflects. “For many, it’s a stressful process, so it’s my job to keep the transaction positive and as seamless as possible, while having fun along the way.” Ensuring that each listing reaches the widest possible audience— while looking its very best—Robin and her team take a strategic approach to their marketing efforts. In addition to providing professional staging to demonstrate each home’s unique features, Robin also employs professional photography and video tours 32

to make online marketing shine. Each listing is equipped with a personalized story that includes details regarding the home’s upgrades over the years, key features, and perks about the neighborhood and town. Robin and her team take care to highlight properties on the leading digital listing platforms, ensuring maximum online exposure, as well. Because each property is marketed using comprehensive information, many potential buyers are drawn to open houses that Robin and her team host. At each event, Robin and her team provide a customized, upscale home brochure that documents the details of each home, and also a town booklet that includes relevant information regarding area schools, recreational activities, and local amenities. Beyond the office, Robin stays engaged in her community through her work with a local charity called Project Home Again (www.phama.org). This organization provides low-income families with new and gently used household goods, furniture and appliances necessary to live with comfort and dignity. Every spring, Robin invests in extensive advertising to attract donations which she and her team collect the first Saturday in May for Project Home Again. In her free time, Robin enjoys being with family and friends, travelling and relaxing at the beach— her favorite way to recharge. As for the future, Robin has a strategic plan to continue growing and fine-tuning her real estate team. She has aspirations to increase her volume and generate new leads, expanding her network across the community—all while maintaining the memorably superior standard of care her clients have come to expect. With more than a decade of industry experience and insight under her belt, along with a demonstrable commitment to client satisfaction, the years to come are sure to be filled with limitless potential for Robin Flynn and her team.

To learn more about Robin Flynn, e-mail robin.flynn@comcast.net, visit robinflynnteam.com or call (978) 257 - 0677 www.

A Compilation of Goals from My Coaching Clients By Walter Sanford

Many times, new coaching clients don’t know what to ask for. They don’t get “turned on” until they hear what others are planning to get. Real estate sales is like a buffet – almost anything you can imagine. My clients tweak lead generation, answer objections with value, speed up the process, and don’t get involved in bad deals or with low/no profit individuals. They start seeing their needs met and then seed capital for the future. It is interesting that many of my second and third year coaching clients have very similar goals. I thought you might be interested in them as well. 1 Transfer 20% of every commission check to an online account like Fidelity.com at the same time as the deposit. 2 Obtain disability insurance. 3 Open a 5-2-9 account for my child’s college education. 4 Set up a plan to pay all non-real estate secured debt that has higher interest rates than the rate on my highest mortgage. 5 Buy one more break even or positive cash flow property with no balloons. 6 Start one in-house lead generation activity aimed at a hot demographic to have less reliance on paid consolidator lead generators. 7 Create a manual for all office activities so we do not forget profitable activities and find it easier to train an assistant. Top Agent Magazine

8 Break database solicitation down to a call session every working day. 9 Buy a good quality, used vehicle with low mileage. 10 Get up a half-hour earlier and read the Bible. 11 Eat all frogs (distasteful activities) in the first hour of office time. 12 Establish vacation and time off goals. 13 Plan capital improvements to rental properties. 14 Buy guns, ammo, dehydrated food, water, generator or other disaster preparedness items. 15 Create better habits including gym time, walking, running, cardio, weightlifting, less sugar, better food. 16 Determine net worth for comparison with future years. 17 Set friend goals – either increase the number or have deeper relationships. 18 Make a will or better yet, a trust. 19 Refinance into fixed rates. 20 Pay all estimated taxes and keep income taxes current. 21 Institute various plans to increase the “at bats” with sellers. 22 Reduce money on buyer generation and move it to seller generation. 23 Fund retirement accounts. 24 De-clutter using eBay and garage sales. 25 Plan fun activities to look forward to with family. These top twenty-five represent most of the ideas contained within my clients’ goals for 2016. I hope this will give you some ideas in finding your passion. Copyright©, 2016 Walter Sanford. All rights reserved.

To obtain Walter’s training for your business in a seminar or personal coaching, call us at 800.792.5837 to create a plan that works for you. Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 34

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JENNIE HENDRICKS With almost 20 years in the industry, Broker Jennie Hendricks of Century 21 Prestige Realty in Cedar City, Utah has a firm grasp on the concept of exceptional customer service, and has turned her office into one of the most successful in this picturesque, tight-knit community. “I got started in real estate in 1998,” says Jennie. “I had been working in the accounting field, and also in customer service management. The company I was working for was no longer a good fit, and on the suggestion of a friend I took my real estate exam. I had never been exposed to it before, but it turned into something I became passionate about, and have been ever since.” In 2005, she opened Century 21 Prestige Realty.

Maintaining client relationships is also important to Jennie, and to that end they employ sophisticated CRM software, coupled with a more traditional approach that living in a small community allows. “We see a lot of our clients out and about. We also keep in touch via mail and social media.” Marketing is another area where her team distinguishes itself. “Our market has not been very big on open houses,” says Jennie. “But we do them, which is another way we provide market exposure for our clients.” In addition, the company utilizes cutting edge marketing strategies including social media. A multitude of glowing customer testimonials on her website attest to the quality of service Jennie and team provide. One of these reads: “Jennie Hendricks was absolutely amazing to our family. She was very accommodating to our schedules and questions throughout the process. She is very knowledgeable regarding the area and t he home buying process. We were always able to ask her questions and get quick and thorough answers. Because of her efforts, we are in our new home and settling in very comfortably. I wouldn’t recommend anyone else.”

That passion has turned into a solid business that currently employs twelve dedicated, highly professional Realtors plus support staff, and has further translated into a customer base that is comprised of over 60% referrals from satisfied clientele. “We really focus on building relationships,” says Jennie. “We’re not just a transactional brokerage, we’re also extremely involved in the community. There isn’t a brokerage in this town that volunteers more than we do, and that is certainly one of our hallmarks.”

When she’s not working, Jennie can be found outdoors, availing herself of the natural wonders living in an area of national parks provides. “I love to hike, I love to ski,” she says. I’m also a huge reader, so when I get home I like to read a book to relax.”

This community involvement includes Jennie’s seat on the Cedar City Planning Commission and her membership on the Downtown Economic Development Committee. Her office is also deeply involved in raising money for charitable causes, including the local Iron County Care and Share food bank. Jennie has been a Director with the Iron County Board of Realtors for many years, and is currently the President-Elect. She has also taught the NAR Ethics class to new agents for over 15 years.

As for the future, Jennie plans on growing her business, but not at the expense of the quality of client service that has become synonymous with Century 21 Prestige Realty. “The plan,” she says, “is for steady, sustained growth. Because of the size of our population, I’m not going to have 40 or 50 agents, I’m going to have a smaller number of Realtors who are professional, full-time, and focused on customer service. That’s the sort of philosophy that has gotten us to where we are now.”

For more information about Jennie Hendricks, please call 435-586-2112 or email Jennie@PrestigeRealtyUtah.com Top Agent Magazine

NOBU ITO Nobu Ito brings a unique and trained, people-focused perspective to the real estate profession. “I was a social worker for 20 years,” she says, describing how over the years she had always bought and sold her own homes, even completing construction management and contracting courses to learn how to build homes from the ground up. She eventually took real estate classes so she could make informed decisions on her own investments and construction projects. But when she found herself sharing knowledge with others, she decided it was time to become a licensed real estate broker. Immediately, Nobu became rookie of the year at KW East Bay and top-producing agent the next year, before joining Keller Williams San Francisco/Oakland in 2016, where she is the top individual producer in the market center. Now Nobu has created a thriving real estate practice driven by her goal of making everyone she works with feel special. “I love connecting with people. Real estate folds all my skills into one, from contracting and construction management to people skills, listening, and negotiating, which is so important in this business.” She takes her time meeting every person’s individual needs with her ability to listen to what they say, understand what they want and incorporate that into the house and lifestyle they are seeking. “I had one client last month who said, ‘I can’t even believe you spend so much time with me. I feel like I’m the only client you have,’ but that week I not only got them but four others into contract!” For listing, she takes full advantage of Keller Williams syndication to more than 1,000 sites plus targeted social media; brokers’ tours; access to top professionals in staging and photography; and even some 3D Matterport tours. Personalized customer service is the cornerstone of Nobu’s business. “I have a happiness scale when working with clients,” she says, explaining that her scale helps clients determine how happy they are about a particular property

as well as the process of working with Nobu. “I want them to be happy no matter what, even if it that means walking away from a deal,” she says. “They find exactly what they’re looking for and they appreciate that I have their back.” In gauging each client relationship’s happiness, Nobu creates clients for life. “I’m with them long after the transaction; I’m always here to help them.” Nobu helps by remaining in contact over time, staying engaged in people’s lives and communities. “I also send out newsletters, but I love seeing people, hearing about their lives and staying up-todate in-person and on social media.” People know how involved she is in giving back to communities in the San Francisco Bay Area. “I’ve been a social worker most of my life, so community involvement has always been important.” Nobu donates to various community events and is a longtime supporter of the dance and the arts in Berkeley and Oakland. “That gives me a large sphere of influence; people know I’m an active community member.” In addition to taking an active role in the vitality of the Bay Area, Nobu does all she can for the real estate profession. “I not only keep my buyers or sellers happy, but I work collaboratively with other agents,” she says. “That fairness has helped my reputation. I want to be fair, to be a good person and to make every transaction a win-win for both sides. It’s like we become family during these transactions,” she says, adding that her own family time includes outings with Nobu’s girlfriend and her girlfriend’s daughter. With family, clients who become like family, and in the broader community, Nobu cherishes opportunities to connect with people and show them that there are ways of doing things in which everyone can be happy. She’s even considering enhancing the happiness scale by having a cotton candy machine at her open houses. “It’s all about the happiness scale,” says Nobu. “I love what I do.”

To learn more about Nobu Ito, visit nobusellsbayarea.com, email Nobusellsbayarea@gmail.com or call 510.594.688 www.

Are You a Value-Added Agent?

I’ll bet if I asked ten real estate agents, all ten would answer ‘yes’ to that question. Yet, when I ask agents how they are value-added, they say things like: • I communicate regularly with my clients. • I have a written listing presentation. • I am honest. • I am trustworthy. Are these ‘value-added’ attributes? Or, does the client expect these attributes and services? Top Agent Magazine

Are these exceptional services or average services? I’m writing this article at the beginning of a New Year. It’s a perfect time to re-assess your professionalism and master being that ‘value-added’ agent.

Client Expectations are Higher than Ever Unfortunately, too many real estate agents assume they are ‘value-added’ because they are providing the services they want to provide— 37

the services they think the client values. However, there’s a real client out there, and the client has different expectations. How do I know that? Because so few agents regularly survey their clients. In fact, when I’m speaking to an audience, I survey them, and find that less than 25 percent gather after-sale surveys! So, the majority of agents don’t know if the services they are providing are average or exceptional.

Why Bother Being Exceptional? • Because you want to set yourself apart. • You want to create client loyalty. • You want to create at least 50 percent of your business from client referrals (the latest National Association of Realtors survey Profile of Members found that the average Realtor got only 18 percent of their business from referrals. That’s a hard and expensive way to run a real estate business! • Because you want to run a more pleasant, profitable business.

Four Actions Value-Added Agents Take How can you identify value-added agents? By their actions. Here are four actions I believe show agents that are above just ‘average’. The principle here is:

Watch the actions, not the words. If I were a manager, or a seller or a buyer, and I wanted to find a value-added agent, here’s what I would look for:

1. Has a database and populates it This agent is committed long-term to his clients and to his business. He uses a contact management program (CRM) to manage ‘leads’, so none are lost — and clients do not feel neglected. After all, it takes much longer today to convert a ‘lead’ to a sale than it used to take. Actively using and maintaining a CRM means the agent is committed to forming long-term professional relationships over time. Other demonstrable actions concerning the agent’s CRM are: • Has a rapid-response method to deal with Internet inquiries and other inquiries via email. (The average client expects a response within eight hours—but a recent survey showed the average agent responded in 50 hours!). • Has a method to follow up on all leads until they ‘buy or die’. As a client, that means I won’t get lost. As a seller, it means my agent will follow up with all leads and give it 100 percent to sell my home. 2. Invests in the technology and follow-up pros have This agent makes every decision based on their vision of their career at least three to five years in the future. For example, instead of selling someone a house anywhere just to get a sale, my value-added agent sells only in an area they define as their ‘target area’. That way, they’ll get known, and can build on their reputation. The value-added agent has the ‘guts’ to turn down business! Because they care more about the well-being of the client than getting one grimy commission check, they learn to Top Agent Magazine

‘tell the truth attractively’, and work harder to retain the client than to make one commission.

Adding those Client Benefits to your Dialogue

3. Works for referrals, not just sales I said the agent learns to ‘tell the truth attractively’, even if the buyer or seller may not want to hear it. For example, if it’s in the best interests of the seller to list their home at a lower price, the value-added agent has the strategies and the statistics to prove that the seller won’t be well served by pricing higher.

Of course, it’s not enough to actually take these actions. You need to explain to the client why these actions are in their best interests, and how you stand apart from most agents by employing them. Why? Because your client won’t know you run your business so professionally. And, the client probably doesn’t know most agents don’t run their businesses this way!

And, this value-added agent has the intestinal fortitude to walk away if they know the home will not sell at the client’s desired price (but doesn’t have to too many times because they create a stellar reputation amongst their clientele).

TIP: Always show your clients, don’t just tell them. You do have a Professional Portfolio and evidence on your website, don’t you?

4. Keeps the buyers and sellers’ best interests in mind Our value-added agent makes every decision to grow trust, not just to make a fast buck. For example, the agent sits down with a prospective couple and finds out they can’t purchase right away and creates a plan with them to save for their down payment. Then, the agent keeps in touch over a period of months, offering helpful information and market updates.

Put Yourself to the Test

How many of these actions P. S. Managers and team leaders—two tips do you exhibit? What do you want to work on to become a true 1. Call each of your agents’‘value-added’ phone mails. What’s the impre agent? Are they professional? Do they state the company n TIP: represent your culture and image? Managers, give your agents a 2. Create a quick class in phone messaging using the ‘test’ on these four points. In other words, this agent practices seller or buyHow many pass? this blog. er agency representation, not ‘agent agency’!

Carla Cross,CRB, CRB, MA, is theoffounder andSeminars, president Carla Cross & Carla Cross, MA, President Carla Cross Inc.,ofand Carla real management and sales. Herspecializing internationally s Crossestate Coaching, is an international speaker in realbest-selling estate management and Running business planning for all professionals. agents, Up and in 30 Days, is real nowestate going into its 5thHer edition sevenexperience internationallyas published books, including Up and Running in 30 Days , vast a top-selling agent and award-winning manage and 20 agent and management programs have helped thousands of real sales podium, blending her musical background with her proven estate professionals to the greater productivity and teaches profitability.someone Reach Carla strategies (she uses piano AND even to at play—f 425-392-6914 or www.carlacross.com. and practical). Find out more at www.carlacross.com. Top Agent Magazine

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BRITTNEY JEANSON Brittney Jeanson knows she is blessed. With a heart of gold, unending gratitude and positive energy, she embraces the fact that every day of her life’s work is different from the next. Hers is a heartwarming story of how blessings and hard work have propelled not only her own success, but that of her own family and hundreds more. “I love the challenges real estate brings,” says Brittney, who entered the industry in Southern California’s Inland Empire about a decade ago. “I’m people-oriented; I love forming relationships. Challenges and problem-solving help me grow, learn and serve people even better.”

the Keller Williams referral system at her Riverside office. “I have two showing agents, a full-time executive assistant who is also a showing agent, and an amazing support team supporting me.” She serves the entire Inland Empire plus parts of Orange County and San Bernardino County. In her spare time, Brittney enjoys time with her husband, her children and their spouses, and friends and family.

It was nearly by accident that Brittney ended up a REALTOR® after being fortunate enough to be a stayat-home mom for 20 years with her two children. “My husband and I married young and raised our kids in a small house,” she recalls. “When we finally decided to move up the road to a larger home, I had so much fun looking at and buying houses that I wanted to get my license.” Still raising her children, she had no plans to work full-time, but pursued her license anyway. Then the recession hit, causing her husband to lose his business, which was tied to the new housing industry.

Her approach to listing and selling homes illustrates this devotion. “I get upset when listings don’t include nice pictures,” she says. “I represent my seller, so the images are a reflection of them.” To present clients and their homes in the most flattering way possible, Brittney personally hires and pays for a professional photographer. She also engages an outside service for videos, tours and some drone work. Once staging and photography are complete, her listings reach more than 500 websites through the Keller Williams syndication, social media boosts and her large, personal database that includes buyers whose profiles may match a listing. She is visible in the community and on social media, where she not only promotes listings, but connects personally with people. “If you’re blessed, you need to give back,” adds Brittney, an active church member who eagerly helps friends and others when they are in need. As her business grows, she wants to help others enter the industry, to train them and eventually add people to her team. “I want to represent Keller Williams to the best of my ability and keep growing and learning, but I won’t get so big that I can’t personally connect with clients.” By continuing to invest in relationships with sellers and buyers, Brittney keeps expanding the trust factor she has established over the years.

“We had run our own business for 24 years and suddenly things fell apart,” she says. “We almost lost our home.” One day, a friend visited Brittney and noticed Brittney’s real estate license hanging from her bulletin board. “She helped me get started and that’s how it all began!” Energetic about working, Brittney entered real estate with a local broker. After the many years her husband provided for their family, she felt it was her turn to pitch in and relieve some of the stress. A decade later, Brittney thoroughly enjoys the benefits of collaborating through

People appreciate Brittney’s genuine nature. One buyer, an attorney who was unfamiliar with real estate law, wrote online, “The best compliment that I can give Brittney is to state that if she worked in the legal field, I would pay whatever it took to hire her,” describing her as “extraordinary and “caring”. “I’m very passionate about what I do,” says Brittney. “Before I got into real estate, I came to realize that some people may not have their clients’ best interests at heart. I want to show that there are plenty of honest, hard working people who do the right things on behalf of others.” While the pay she earns is a blessing that supported her family during a trying period, Brittney is “not all about the money. My passion is serving others; my focus is people.”

To learn more about Brittney Jeanson, visit brittneyjeanson.com, email brittneyjeanson@kw.com or call 951-906-7298 www.

Why Flexibility Hurts (Not Helps) Your Ability to Close Sales Deals By Kendra Lee

For many sales reps, being flexible throughout the sales process seems like the best, consultative approach to establish a strong prospect relationship and win more sales. Rather than suggest what a prospective client should buy, reps opt to empower the client to dictate their needs. In doing so, the thought process is that reps convey patience and a commitment to ensuring the client gets exactly what they want, which will in turn improve their chances of closing the deal. Here’s what that approach accomplishes instead: Slower buy cycles and lower closing ratios. Truth is, most buyers don’t know exactly what they need from you. Sure, prospects know the outcome they want to achieve. They might even have an idea of which tools or services might help accomplish it. But they don’t know which specific products, services, or solutions will get them there. Other prospects know the outcome they want to achieve, but have no idea how to get started, let alone which products, services or solutions to look at. Top Agent Magazine

Either way, to achieve the outcome they’re aspiring to, buyers often look to you to guide them toward the right decision. When you don’t provide that guidance, it stalls the sales process and dramatically reduces closing ratios. Here’s why: 1 Flexibility doesn’t empower buyers — it confuses them 2 Forcing work on to your buyers typically causes them to look elsewhere for someone who can figure out how exactly to address their problem In both cases, your performance suffers. Ultimately, buyers — particularly in the earlier stages of their buy cycle — don’t want total flexibility or the freedom to choose any possible solution. They want, and need, guidance from you to navigate toward the right one. When you provide that definitive insight in the early stages of the buying cycle, customers gain confidence that you’re the right person to get them to where they need to be. To put it more bluntly, being “flexible” is a cop out. It might make you feel better, but it’s not helping prospects. If you really want to empower small and mid-size businesses to make meaningful change, you have to be willing to make a definitive, confident recommendation and show prospects a clear path to addressing their problem. When you do that, you’ll close sales faster and your clients will be happier. They’ll get what they need (and want), and your closing ratios will trend in the right direction. Copyright©, 2016 Kendra Lee. All rights reserved.

Contact details for Kendra Lee: Phone: 303-741-6636 (Old fashioned, but very effective.) Email: Info@klagroup.com (Yes, I get every one of these personally.) Twitter: @KendraLeeKLA (And I do follow all direct messages on Twitter!) KLA Group is a sales consulting and training firm focused on helping clients get more customers in the Small and Midmarket Business (SMB) segment through lead generation, prospecting, hiring and onboarding strategies. 42

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DANIEL JOWITT Daniel Jowitt began his career in real estate seven years ago, before he was even eighteen years of age. Since then, he’s mounted a thriving enterprise as an agent and is responsible for tens of millions of dollars worth of successfully settled property transactions. In his productive career thus far, Daniel has been recognized as one the most experienced and fully-licensed agents for his age in the country and even the world. Energized by serving his clients and the ever-changing nature of his work, Daniel has grounded his successful career by the tenets of professionalism, honesty, and demonstrable follow-through. Primarily serving the southeast Queensland area, Daniel has averaged an impressive 70% rate of repeat and referral clientele for hundreds of satisfied clients. Wisely recognizing that clients are initially skeptical of his youthfulness, Daniel relies on his performance and delivery to demonstrate his professional capability. Combining his high energy, detail-oriented level of service, and hard-won knowledge, Daniel relishes the joy and sense of security he’s able to inspire in those he serves. As a big believer in doing things once and doing them properly, Daniel’s number one asset is his reliability; above all else, he delivers on his professional promises. Likewise, Daniel understands that for most, buying or selling a home is the investment of a lifetime. Accordingly, he remains accessible at all hours to field questions and concerns from his clients, keeping accessibility at the forefront of professional philosophy. In addition to picking up and returning phone calls, touching base to keep all parties in the loop and up-to-date, Daniel also makes an effort to get to know clients outside the office, too. “I am a friendly and genuine person,” he reflects. “I enjoy helping people achieve results in what is ultimately one of the biggest purchases of their lives. It’s a very gratifying experience.”

Understanding the importance of maintaining an online presence in the digital age, Daniel dedicates extra attention to his virtual marketing efforts. Noting that a picture is worth a thousand words, Daniel incorporates professional twilight photography, ensuring all his listings are shot just as the sun is going down to highlight the natural warmth and charm of a home. Staying up-to-date with the latest technological trends, Daniel utilizes drone and aerial photography, along with 3D video to ensure that each home makes the ideal first impression online. Taking a distinctive approach to putting a home on the market, Daniel first posts listings without a price, then assesses commentary from the buying public, and prices a home with that insight in mind. In his experience, this has moved his listings three to five weeks faster than the industry average. To stay in touch with past clients, Daniel always checks in on the anniversaries of closing dates, and makes time to catch up over coffee anytime he’s in the neighborhood. In his time away from the office, Daniel stays active in the community through various charitable and civic efforts. In recent years, Daniel participated in what he considers as one of his greatest achievements—a charity push bike ride from Sydney to Brisbane for the Royal Brisbane Children’s Hospital. Over the course of ten days, Daniel rode 1,100 kilometers, raising over $20,000 for the event. To unwind, Daniel relishes backpacking and exploring different regions around the world, with past travel exploits including Japan, Vietnam, Thailand, Fiji, and New Zealand. A natural socializer, Daniel also enjoys catching up with friends and spending quality time with family whenever his schedule permits. As for the future, Daniel ultimately plans to start his own real estate business in the beautiful, coastal region of Byron Bay. With aspirations to serve the burgeoning coastal market with his trademark enthusiasm and expertise, the future is sure to remain busy and bright for Daniel Jowitt.

To learn more about Daniel Jowitt, check out his profile online, e-mail dj@styleproperty.com.au, or call +61-438-512-661 Top Agent Magazine

SHANA LUNDELL Top Agent Shana Lundell of Coldwell Banker has been making a name for herself as one of the most trusted and dedicated real estate agents in the Upper Cape Cod / South Shore areas of Massachusetts since 2003. That was the year Shana watched an episode of “The Oprah Winfrey” show that posed the question: “What are you doing with your life?” and decided to make a change. She put in her notice at the corporate job, and entered into the real estate industry, following in her late mother’s footsteps. Working solo, Shana sells Upper Cape Cod, Plymouth, and the surrounding areas, with a focus on the town of Bourne. Her reputation as an agent who provides the very best in client service stems, she believes, from her experience working in corporate America. “I’m very professional,” she says, “I really listen to my clients and I’m very thoughtful about hearing what they need and how I can best help them succeed and reach their real estate goals.” With an impressive 60% of her business generated by repeat and referral clients, it is the sense of empathy that accompanies her professionalism that keeps her customers returning for her services. “I truly care about my clients, and they become part of my life and my world,” says Shana. “I’m very good at building relationships and rapport, because I want to be a part of their lives and understand why and what they’re trying to achieve. I think people can feel that authenticity, and that I’m truly grateful to be working for them.” Shana’s professionalism is reflected in her impressive standing on Zillow as a Premier Agent, and the accompanying 45 five-star testimonials on her profile page.” An impressive marketing approach also plays a hand in her success. “I provide professional photos for all my listings, and I take it a step

further with virtual floor plans. If a property needs virtual staging,” she says, “I’ll do that for a focus room as well.” Making sure all her listings are presented in their very best light is imperative. “If there are props needed to enhance the feel of the home, I will do so with extra decor to add flair when needed, I have all kinds of things in my toolbox that I bring to really help warm the property and make people have that emotional connection to it.” I partner with my clients to share why they have loved living there accompanied by top area amenities to share an insiders sneak peak of their future haven. Her business is about far more than the transaction for Shana. “What I love most about what I do is the opportunity to meet so many different people,” she says. “It’s pretty amazing, getting a front row seat to their goals and dreams. It’s truly awesome to be a part of helping them get to the next level. It can be stressful for them, and being able to break it down with a coaching approach and style to help them on what they need to do is exciting.” As for the future, Shana is looking to continue to grow her business and expand into the local luxury & beach property markets. She is also marketing a 48 new construction cottage-style condo project, and is completing a single-family home project with only three remaining properties out of 122. From these neighborhoods she now has the opportunity to assist with many re-sales as people relocate, which contributes to her repeat referral business. If she could offer any advice to more novice realtors, Shana says, “Real estate is a profession that requires commitment. But where there’s a will, there’s always a way. Learning to continue to create options and solutions for each scenario we encounter is a must as you navigate through the real estate process and journey together. You can do it no matter what is going on with your life, just show your clients you care and make it your goal to make their goals a reality.”

For more information about SHANA LUNDELL, please call 508-221-5124 or email shana.lundell@nemoves.com 44

Is Branding the Way to Take Your Business to the Next Level? Despite the importance of finding a Realtor® that is the best person to serve their needs, a lot of people only end up interviewing one Realtor® when they’re thinking about buying or selling a home. A lot of times people make that decision based on a referral, but why not do everything you can to be the name they think of when they make the decision to hire a real estate professional outside of referrals? Especially if you’re starting out and haven’t built up any repeat and referral business yet. Top Agent Magazine

When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 45

SO WHAT EXACTLY IS BRANDING? Branding is a long term marketing strategy that builds your carefully crafted image over time through consistent repetition. A common misperception about branding is that it’s is the same thing as marketing. While the two go hand and hand in many ways, branding is specifically about creating and reinforcing the perception of not only who you are as a person, but what your business values are, and getting that out to the world in a consistent way Everything from your logo, to your website

to your social media presence, should all line up and reinforce your brand. It’s that repetitiveness that will hammer home the perception you are trying to create. Your brand informs your marketing, while your marketing strengthens your brand. Of course then you have to do is make sure your service lives up to what you’re selling. Getting them in the door is one thing, but you’re in it for lifetime customers and referrals. Every brand is strengthened when it is built on a foundation of integrity and trust.

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap. This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 46

not you have a niche, another important part of branding is coming up with a memorable tagline that sells your brand or niche. All of your graphics, picture and information, should be consistent across all social media platforms, marketing materials, advertising and websites. If you are interested in branding yourself, there are numerous books on the subject that will give you an in-depth tutorial on the process and the steps you need to take. But what it basically all comes down to is commitment. Find a brand that is true to you, one that you can commit to performing and then back it up by not only meeting, but exceeding what you promised. If done right, soon you’ll become an in-demand agent whose name is synonymous with success! Top Agent Magazine

DUSTIN REED Dustin Reed came from a long lineage of real estate professionals—from having a brokerage owner for a great grandmother, to having a host of family members active in custom building. After breaking into the industry in 2005 and serving successful stints at a handful of offices, Dustin decided to go into business and begin EPIC Home Realty, a company whose name and ethos is representative of Excellence, Professionalism, Integrity, and Candor. Beyond his role as owner, Dustin is also an agent in his own right, passing along his firsthand insight to the sizable office of agents he mentors. Under Dustin’s leadership, EPIC Home Realty stands apart for its full-service approach to real estate, offering forward-thinking practices and unparalleled resources to agents and clients alike. Primarily serving the West Valley area of Phoenix, Dustin combined the best, most effective practices of his prior professional experiences to craft the comprehensive philosophy EPIC Home Realty applies today. Because his primary role is to develop talent in his office and provide support to his team, Dustin has cultivated a business that has resources built in to its framework. By providing access to the most cutting-edge professional technology, in addition to ongoing educational opportunities and one-on-one coaching, his staff has all the tools and training necessary to build a fruitful, sustainable career for the long-term. Since opening his doors, Dustin has grown his business from a team of seven to a team of fifty-one in just a few years’ time. “We’re a true-full service brokerage,” Dustin explains. “All of our agents have access to every piece of technology they might need—from lead generation sites and full back-end management to listing enhancement tools and client relationship management systems.” With their own in-house marketing team and dedicated professional education courses every Thursday—called the EPIC School of Success—those that Dustin oversee are put on a path toward prosperity, earning confidence, knowledge, and building a greater sphere of influence along the way. While Dustin’s own real estate work is largely handled by his wife now that he’s focused on his role as owner, in addition to training and coaching his staff, the techniques employed to market their listings are the same techniques used by the agents at EPIC Home Realty. Dustin and his team favor a holistic approach, combining the tried-and-true traditional with the modern and digital. Not only does his team make use of professional photography, the occasional aerial drone footage, and video tours, but they also incorporate social media, the leading digital listing platforms, and a custom website for each listing that provides useful information on the area’s neighborhood and schools. Top Agent Magazine

Dustin and his office also host memorable open houses to forge face-to-face connections as well. All in all, Dustin and his team’s efforts ensure that each listing receives maximum exposure and makes the ideal first impression, whether in-person or online. To keep in touch with clients both past and potential, Dustin and his team favor a 40-touch system that combines physical and digital mailers, pop-bys, and personal outreach over the course of a year to ensure that agents create opportunities to connect with those they have served in the past, in turn creating opportunities for the future. As a leader, Dustin makes it a point to give back to the community and inspires his office to do the same. Together they support a variety of civic and charitable causes, including fundraising for the Special Olympics, annual school supplies drives, arts and crafts events for children through St. Vincent de Paul, and even have plans to throw a family friendly community event once their newest office opens. In his own free time, Dustin and his wife are soon to welcome their first child. They enjoy taking trips to their family cabin up north in Flagstaff, and he also enjoys camping, fishing, and visiting the nearby lake. As for the future, Dustin has aspirations to continue his business’s swift upward trajectory, with plans to open more offices—he has currently branched out to three locations in the area—and to recruit passionate and capable agents to add to his ever-growing team. At the helm of an exceptionally successful business that supports community members on their path to homeownership—along with a professional philosophy dedicated to self-empowerment and service—the years to come are sure to be filled with continued promise for Dustin Reed and the team at EPIC Home Realty.

To learn more about Dustin Reed visit makeyourcareerEPIC.com, e-mail Dusin@EPIC-homerealty.com, or call (623) 547-6710 www.

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