Nationwide & International 6-4-18 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS

CHRISTOPHER BALLENGER JORGE CASALINS KAYLYN CONNETT MARIANA COSTA GAURAV GAMBHIR SUSAN D. GRAVES ADAM GROSSMAN JANELLE HOLTE MARY PAHL ISABEL QUIROZ LEE SMYTH LISA ST. CLAIR-KIMMEY BRAD WILLSON

COVER STORY

CATHY RICHARDS & NANCY DALASKA EPIC WASATCH HOMES

NATIONWIDE & INTERNATIONAL EDITION

Jim Goldstein is proud to congratulate

Gaurav Gambhir 11

CATHY RICHARDS

NANCY DALASKA GAURAV GAMBHIR CATHY&EPIC RICHARDS on being featured for the state WASATCH HOMES of Pennsylvania in Top Agent Magazine!& NANCY DALASKA

JORGE CASALINS

29 KAYLYN 31 CONNETT CHRISTOPHER BALLENGER MARIAN Kaylyn Connett got her start in real

ffkee. There, sh

beo Top Agent Chris Ballenger is relatively Investing At heavily marketing estate by happenstance. the ageinMariana effortsCosta and in char Jim Goldstein | NMLS - 133321 real estate agents she took on abest job light, ports rel new to the real estate industry, ofbuttwenty-one, has shown in their thecauses proper National Affinity Director | Mortgage Advisor Finance of America Mortgage as a real estate assistant and began father are forme already achieved a level of success that on the market. Professional photogr o: (215) 591-0222 x1304 | c: (215) 880-7549l Mariana Costa isn learning the ropes the only industry Kaylyn en most other agents would find enviable. videosofare a small part most of Chr jgoldstein@financeofamerica.com | FOAmortgage.com/jgoldstein metlicoochie before. Her w first-hand, guided the wing of a River HORSHAM BRANCH | 300 Welsh Road | Building 5 | Horsham, PA 19044 As Team Leader and Listing Specialist home and I’ll explain to them what local Top Producer. Then, after two box, no matter h for Keller Williams Success years Realty’s up and increase the curb appeal,” he oneWith of her greate of MARIANA faithful service, her boss her career CHRISTOPHER KAYLYN CONNETT COSTA BRAD WILLSON The Payne Group, his name is already ter and stage the home properly on th suggested that Kaylyn earn her own toward the futur what truly define BALLENGER license. Intrigued the challenge ambition. She synonymous with unparalleled customer trackbyrecord with theHorizonte, way we approa Maria and real readyestate to takeknowledge. her work to the next level, Kaylyn decided education and pf Brazil in July of 2001. Joining her mother service and to rise to the challenge and become an agent in her own right. that she has time in the U.S to develop her understandin BRAD For Chris, it’s all about the client.bui “W four years after she launched her second Kaylyn is in knowledge launch of her ro WILLSON Chris was previously an industrialNow, was on a act, mission tohe absorb like construction worker who made contribution,” says. “We consider command of a promising enterprise, equipped with a reputation enjoys most abo after rather arriving, herRealtors. mother reveal the switch to real estate following for multiple surgeries due to a personalized back21 months lated first, than w responsive communication, andthem indisable to findIfear my time hadservice, come for to return home, 4) 3 MENTAL TRICKS injury. “I had 21) TURNING YOUR 28) ARE YOU DOING done construction my whole everything from getting you on to your with,” next endeavo pensable arealife; knowledge. she says. to restaurants and industrial work. After myMariana goals, then we’re failing ourselves. THAT WILL TAKE YOURhomes to commercial PROFESSION INTO BUSINESS ASdecided YOU to stay in the U.S alone t Today, Kaylyn serves themy regions of Marion County and Lake injury, I tried to find a career where I could still support family just shy of $100 in her pocket. She started BUSINESS TO THE NEXT A PASSION Sumter, but primarily caters ON FACEBOOK? the 55+ retirement community but not injure my back any further,” he explains. This was into2016, to skills, the community WithGiving limited back English she got a fewisjo of The Villages, Florida. This unique region was founded thirty LEVEL and after nine months in the industry he transitioned from solojobsand The on Payne Group.her“We do a lo focused developing language sk years ago to create a retirement paradise for active seniors. For agent to working with Jeff Payne and The Payne Group. From his it comes to disaster relief and thin houses, Mariana saw a check for $38,000 specialty knowledge of this community is an 5 SIMPLE her part,heKaylyn’s 33) 7 SIMPLE TIPS Fearful of losing her job, questioned he the business to his second, increasedfor histhose business recently in past she year when Hur 8) 6 THINGS YOU NEEDfirst year in25) invaluable advantage interested in buying andthe selling MINDSET SHIFTS THAT ARE PROVEN TO askknow her boss what hewater did forand a living. When a staggering %1100, an almost unheard-of feat. Additionally, his tractors full of supplies. homes in this distinct marketplace. “I The Villages like TO DO TOBE A GREAT Mariana’s courage spoke the back of my hand,” Kaylyn “It’s atogether complex market efforts landed him theWILL prestigious Payne Group Rookie of theexplains. Year putSTAY to show up thatlouder we’rethan here THAT HELP YOU HELP YOU AHEAD MENTOR single question that changed everything. H to wrap your head around, and it’s very unique, but I’m attenaward, and ACHIEVE he is currentlyYOUR one of the Top Listing Agents with all OF THE COMPETITION estate broker; andopen Mariana quickly recog tive and responsive. I’m a good listener who’s always to of Keller Williams Success Realty. When he’s not working, Chris enjoy determination, a fresh perspective, and an i GOALS answering questions, and I’m resourceful in finding solutions.” 17) 3 SUREFIRE METHODS time his to wife Maria and their t and sellingwith the Considering a robust contingent of her business ishouses generated by island. After eight Located in Panama City Beach, repeat Florida, widegottrack ovan and Isabella. “Being in real est THAT MAKE FOR A and Chris referralservices clientele, aKaylyn’s record of success her real estate license and began selling swath of the Gulf Coast region. With nearly half of his business focus more on my family and kids,” is well proven. As a Graduate of the Realtor Institute, she also was only 19 years old. PRODUCTIVE MEETING bringsheanisexpert eye to her transactional based on repeat and referred clients, clearly inspiring cus- role. is obvious. “They are my priority w tomer loyalty. This, he believes, is due to The Payne Group’sAfter a decade of servicing her communit To keep in touch with past clients, Kaylyn takes com-Chris’ lished herself asfuture, ana expert in theplan industry utilization of what he calls “Systems of Success” andher “Different As for the is toan c prehensive approach to communication thatHomes speaksand to Estates her DREAM International, by Design” strategies. “We like to stay top of mind with our cli- and providing excellent client servii dedication and diligence as an agent.for From weekly emails and realized that wha the money, butmight I soon Phone 888-461-3930 | Fax ents,”310-751-7068 he says, “and we treat them as special as possible. dayappreciation when he transition out of monthly newsletters, to a grandEach scaleference client event everyday in my clients’ lives,” she client is different, but that’s always our goal.” they might sponsored annually that includes writtensoinvitations andone fol- day enjoy the sa mag@topagentmagazine.com | www.topagentmagazine.com going to work everyday.” She partnered wit her experiencing. gratitude in gestures No portion of this issue may be reproduced in any manner whatsoeverlow-up withoutcalls—Kaylyn prior consentdemonstrates of the publisher. Topleads Agenta Magazine currently team of tenis that includes big anda small. When it comesabreast to listing property in the commuWorking solely with sellers, Chris has talent for staying published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published Agent serving materials, Cape Cod Top & the Islands. Mariana nity estate of The Villages, Kaylyn leverages tech-savvy mindset of current market analytics and real market trends, some-andher “What I love about this business is t Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send the expansion of DREAM; she plans to achieve masterful results. She markets across every social thing that benefits every one of his clients and has played a largeBoston Chris. “It’s just Hill. a great feeling know and Chestnut As a result of the inquiry to mag@topagentmagazine.com. media outlet, reaches a wide audience through mass emails to Tothan learn role in his rapid ascension in the industry. That,and I think, is even a bu pa her team, 98%better of Mariana’s her database, and ensures superlative Mariana visibility through targeted Published in the U.S. email referral clients. ads on search engines and online listing platforms. www.

CONTENTS

visit

What keeps her clients coming back? “We To give back to the region she calls home, Kaylyn is involved Top Agent Magazine or to the way service in a few local, charitable organizations that arewe close to herour sales,” Mariana a plumber, anythin heart. She serves as a chairman of the board fora plasterer, the Womena babysitter, visit h

ADAM GROSSMAN

Adam Grossman’s passion for real estate and To stay in touch with past clients, Adam hosts 35 helping people make the transition to32 owning their frequent client appreciation36events, sends handown homes comes from personal experience. His written cards, takes people out to lunch, and Evenher in work? her teens, Janel When Susan Graves moved to attends What does Susan most about father was an anesthesiologist who lost his medical important eventslike in his clients’ lives such as “I just lo loved real estate, often s Davenport, Florida from Georgia weddings the land. keeps me outside and notinstuck license as a result of his drug addiction. Because of and It baby showers. “I’m involved my in an offi into houses to check out w in 2012, she decided it was the clients’ everyday,” shesays. says.“Texting, “I just love being inviting outside with the land this, Adam had sat through over a 100 AA meetlives,” he calling, on theSusan market. Jokingwit ings and visited numerous treatment centers by time to start a new career. clients to goinvolved with me in to her try community, new restaurants, I’mvolunteers perfect To stay took her life’s steps in a n the time he was ten. “That time taught me so much She studied for her real estate always the reaching Sunshineout.” Foundation, as well as with Keller William tional order, she explains about addicts and human psychology, and gave me license and, after graduating and Red Day and other charity events. In her cherished free tim had two sons earn incredible compassion,” Adam says. Adam grew up theADAM it comes to marketing listings, Adam isofbefore JANELLE HOLTE taking state exam, she worked When Susan loves spending time with her husband 33 years a SUSAN D. GRAVES GROSSMAN four-year college degree in an apartment complex in Durham with his single very hands-on. He conducts thorough marketing LISA ST. CLAIR-KIMMEY in residential real estate for three their two daughters. “Family is very important to me,” in s mother. When his grandmother passed away, she left She found she wanted to get campaigns viathesocial media, video and to“Igrow communication. evenh years. says. For future, she’s creates excited to continue did Isabel his Quiroz become rising to star inme. also shares information about listing and their fam For 25She years, Lisa Clair-Kimmey beeneach and atHow a corporate It’sahome. about helping people realize their goals andofhas mother enoughaback money her“I’m first 3D thriving tours properties, conducts openlaw houses school, dec to herbuy roots. cattle“It farmer from Georgia,” sheSt. said. business. “I hope I can ered invest in land laterbut down t ® 39 43 45 working with my know one of the most respected Realtors 40 Tri-City real estate? Isabel had always dreamed within her broad sphere of influence. was a life-changing experience for me at the age of 12 to go from every weekend until a property sells. After working with Adam, the way. She dreams. I think commitment to my clients isAndneeded I needed to be “I realized I loved the land. So I that decided to start the accredroad.kids I want atomother help as more manythan people as I can,” shean saya in the state his Maryland. From thehisstart, Lisa ketplace is rea of being self-employed whencomplex a realtor acquainthe apartment we had been in tothat actual house,” clients remember ofworthy humor and toshe make eer, something something really sets me of apart, and why they sothose Isense gotare into sales.” Byability 2001, wasthe licensed and e itation process toliving become a an land agent. As soon as I turned Now goals and one’s she’s sure to achiev followed her own path to success. When she herREALTOR ® tance encouraged her to study for her license, What does Isabel like most about work? he says. “It was an incredible experience.” A natural in sales, Adam experience as enjoyable as possible. “If an agent does things Americ When Lee Smyth explains great momentum for about a decade in the Twin Citie d as a working feela comfortable me to their friends my business into land business, recommending it took off! I currently have got “As her“Ilicense atitfact the age 21, most Realonly knew a young age that he wantedand to work real estate. right, should a fun process,” he says, “especially inVirginia thisLisa notthis insisting she would beat a great fit for the industry. like the thatofIbecan educate myhethe clients. ma that serves aIgroup of South fourteen listings, I just in closed twotors® listings today.” Susan Area. When market crashed, Janelle left real est had represen- soon as I got into the and family.” working thenmarket.” were in their 40s. In 1998, she maintains business in 2005, it immediately clicked,” he strong commu communities such as Mecklenburg, She received her real estate license and began mostly serve the Hispanic community because is a realtor at Keller Williams at the Lakes in Celebration. porarily for another career. “But I’m the type of per ded up doing a says. she purchased her first RE/MAX franchise Brunswick and Lunenburg, as wellwith as them thou “It was likeisI was born to do it.” He’s now the broker/owner her new career in 2016. Isabel nowhas an received indeI speak Spanish. My spanish speaking clients She six awards with KW since the beginning doesn’t stop; I knew I’dpeople be back.” So, in 2015, while becoming the youngest broker/owner of anjob? several clientw atpendent processbilingual and of the Another area in which Mary really stands out is parts of Central North Carolina, he is Lee, AMG Realty LLC, leading the Grossman Group, a team of What’s his favorite part of the “I love and getting agent with Keller want someone who can aexplain to them what of theWilliams year, and is slated to receive several more. Sheknown mainly full-time job and putting two kids through college internationally company worldwide. the year. It’s ap being referring to that much more than Hespeaking serves Raleigh, Durham and Hill, as wellapproach as in their lives. I mean, I’m aispsychologist half thegeography. time,” adserving also owned her Chapel comprehensive to marketing thatthe English ten andagents. Spanish clients inwith they involved are signing and what process so serves the area to the west of Celebration, though she’s open She eventually bought a second franchise friendships I’v got relicensed and began working as an agent. areaLISA was hit very hard during Cary, and nearby areas. Hisall catch phrase, “Let’s do they a innovations, he saysfully with his characteristic smile. passionate about givingthe time fri ISABEL QUIROZ LEEunderstand SMYTH ST. CLAIRMARY PAHL around it, and the latest industry as well a how “This Kennewick, Pasco andKnightdale, Richland, asserving well asland theuses can it willHe’s affect before selling them both in 2011. just been amaz to clients in other areas as well. as he u recession. A lot of the properties are in deal!” conveys energy and easygoing nature. back to his community, donatingKIMMEY to fundraising events ural fit for me. more traditional approaches listings are fea-constantly surrounding area. Already 70%hisoffantastic her business their“My lives.” buyers disrepair and require major rehabilitaIn her first year back, while still transitioning from for local schools and supporting community members in need due from repeat and referral clients. mycomes license with tured onshe Realtor.com I have big presence on Inand 2015, Lisa ation became atobroker for she Keller Giving back previous career, designed being sold. OneHis of team the things we try do isout fund the job, had become the #1atoagent of 90 inpresenc her ois A staggering 75% In of her his business comes from repeat andhomes referralandtocommercial illnessprior or other misfortune. conducted diaper drive Tocreated give back to the community, is says a Lee, describingparticularly Williams Gateway helping them launchselling thatIsabel pa s 26 years ago, clients. “My clientsbuildings social media as well. We also have a large network paper repairs ourselves before them,” the for an engineer. In that role she also layouts are typically raving fans,” he says. “I become that raised over 10,000 diapers,taken, and a listings sock drive thatand raised over written.a listings sold contracts market center. Last year sheorganizes began building her own team nizations that and help people s What keeps her friends clients with coming back and eager to refer Isamember of the committee that the Keller Wilfamily business of his father, Sid Smyth, a respected agent seek him for new subdivisions and septic designs for each individual of Realtors® we’ve built trusted relationships with, my clients.” His past clients say he’s a true real 15,000 pairs of sockspened for homeless people. In his freeshe time, he “When because of myand passion,” says. I’m ®affected by K2 Home Group, that currently includes an Foster assistant family has been bel to their friends and family? Her communication is top liams’ annual Red Day event in the Tri-Cities. This year associate broker with Long & Real Estate. A REALTOR sivenes 37) HOW TO THROW 41) HOW TO SEND 44) PRODUCTIVITY lot. “My boss taught me a lot about different types of soils including the top so we estate professional who does a great job for them and producers really cares in our lovesarea, to work out.really He’s also a big foodie, and enjoys supporting opportunity tofollowing dobut what I truly to do, do any a buyer’s agent. The team covers most ofFriend’s the state, whowant knows me I’ll knows wh since 2017, Leewith joined Sid’s team an astounding decade keeping notch and isabout toThey educating her clients Keller Williams will be partnering My Place,prias well,” she says. “Having that extra experience, and also them. keep coming back because he’s professional excellent local arestaurants. He loves traveling, watching basketAdedicated NETWORKING EVENT SMARTER EMAILS KILLERS: 4 WAYS agent, 12 she years ago, Mary get the word out through about our upcoming listings. We have strong make it work.” For Janelle, “doing anything” applies marily focuses on Anne Arundel County, Baltimore County important it is to me to help of success in construction equipment sales and rentals. every step of the transaction. She’s easygoing and focused, a local nonprofit that helps homeless teenagers. curtaking to become accredited as a land agent, has does an excellent job, classes but also puts things layman’s terms. ball, and is a voracious reader. HeShe’s enjoys cracking open a craft on Gate Realty and Group, with record of achieving fast in sales andand getting top dollar.” to her clients’ needs. THAT CAN PUT YOUR TO MAKE Harford County. With her in-depth experience and her BETTER are affected by addiction and He also and understands“Ihow to make process smoothly assets rently adomember of various prominent realty organizations, given mego me apart from other agents in connect withthe my clients inknowledge aasway thatthat most realtor’s not.” beer with friends, family or clients. For the future, he advocate wants to when it come dedication to providing an unparalleled level of the customer a big on. Iron Gate Realty Group Lee explains that since he joined family business, the team custom BUSINESS ON THE MAP USE OF YOUR possible. She uses skillsclients she developed when she was rais- including the and Tri-City Association of agents Realtors the them to emancipate the area.” Susan understands both wetlands dryearned lands. Adam’s understand that he has incredible expertise and mentoring new andofand helping service, Lisacontinue has aPast remarkable 91% rate repeat back on track.” isthem alsoso has was grown from one full-time agent one part-time agenttotoLisa “People know I’lland doand whatever it takes findmake premier brokerages Mary actively involved herwhere community. She Presing her boutique five children andjust studying for a is degree in of Business National Association of Realtors (NRA). Additionally, Isadoesn’t give “There advice—he his own money his themselves from the daily 9-5 grind. “I want toHOURS take what I’ve are aputs lot things to in know when buying or selling WORKING referral business. Her team“In is already becoming onetoluxury ofsell thetheir Moose and also supports W six agents. addition to marketing farms and running a Lee. Fu fect property or property.” She puts her ipal broker, andmouth right now I organized identin of the Alumni Board andis currently serves on Booster Management—she’s incredibly professional. bel certified in New Home Specialist and is. “They know I’m aand staunch investor. I owe everything learned andthe help people to become investors and build athat through land Florida.” most in-demand in Construction the area andother sold anbusiness, impressive homes all only 1st homes Responders v property management we87 personally repair busines interests above her own, not bringing them suc t want to grow too big,topast since Board at her alma aResidential private high school. She’s I have this clients business.” He’s invested inmater, real estate himself, and business. That’s what it’s to apart,” be about for me“We’re in the in next 30 of real est She stays in touch with by sending out monthly Construction. Isabel loves togoing spend time with lastCatholic year. have been lingering and falling he says. a sort earning their trust and referrals. “It’s really about now 27 properties. His real past estate company offers 40Renaissance years,” he says. Now that’s a worthy goal andWhen one the he’s sure eemails for myfullclients, asowns well as rental also passionate about helping homeless and is involved with of helpful information and market trends. She her the five children. She also enjoys hiking, reading and lisTo stay in touch with clients, Susan sends or handwritten shecommuisnt working, Li period in our area, working to improve ships, maintaining a level of commitment to excelle property well. to accomplish! sendsthem past to clients birthday cardscards or as just reaches outby towhose let mission tening to audio books. She’s track to her number or reaches out phone. She also contacts expired list-on want live up tomanagement our “Diversity As Gift” is to with the homeless. One of work the keys to Lisa’s success istriple that she sees whatofshe parks and rivers. nity and increase property values. Many homeowners choose to Lisa Leeloves pla caring about the people that you work with.” That a ings, their owners aboutdoes her services as awhich land knowinshe is thinking of them. transactions inbeing 2018!more “I’m proud of setting goals being as about building relationships sales.a solution being outdoors, as well as co work with us because we helpand tothan provide when they, He note althem manner which we conTheyletting also sponsor the know Children’s Book Project, donates leads to lasting friendships with her clients. “Over otherwise, doIsabel not have the resources the necessary with tha not athem,” transactional agent. I always bestorto formake singing. agent. not another land agent working for Keller able to “I’m achieve she says. plansdo towhat’s add one books“There’s to underprivileged children. When she isn’t working, that they notice I’m sincere, genuine and caring.” themselves,” says Lee. “We fixshe homes here. W my clients. clients all within becomethe my friends and they feel up at our expense Williams in Central Florida, often people areMy glad to hear To market listings, Isabel creates a unique for and two buyer’s agents torepairs her team next year, and Mary loves towebsite spend time with hercomfortable family and enjoys cooking. receive reimbursement at closing. Essentially, escrow hunting recommending me to their friends and Lisawewould liketheto continue expertise the service provide.growing Itand helps a team every single property, which alsoabout helpsmyher captureand buyer hopesItocan continue her in all theofyears to come, ukie and primarily serves the lot that people know land is my focus,” repairs. This isher oneJanelle thing that makes soclisuccessful.” loves walking intogoal a beautiful homeadvanta know I’m now selling properties to the children of us past of an expansion team in Susan says. She also and seller leads. She makes high quality flyers, conducts and to family. mentor new agents. With dedication to serving hea Eastside. She’s earned an Mary is looking to add another agent in the near future, but her of the w ents and that really is the greatest compliment. I think that’s be happier with her decision her team will be the driving forces behind selling it keeps close contact purwith local “If her I have land in she’s sure to make those thorough social media campaign for in each property, andbuilders. educating community, This business strategy doubles as expectations a community service. Byit, investing to us, a because I listen to what my client’s desires and passion. “I’m still here aft referral business which she main goal is to always be a trusted resource for people who are seeing how owners took care of raised their fam their area, I’llopen contact them and let them know. As a result, chases Facebook ads, and hosts well-attended houses. dreams a reality! in thethem health of the local economy through realThere’s estate, everyone saysaLe are andreally then I guide to the right choice for themselves truly never been dto and and want the next person that buys it is going puts her client’s needs first. I’ve looking to buy or sell a home. “We form partnerships sold several lots in less than a month.” wins. “We even recently bought an older motel that we’re turning of takin as loving toward it.” That said, no one will catch ople really appreciate when with our clients. This is the biggest financialinto transaction most a 55+ community.” That property had become so overrun by his clie beating around theout bush. In a it. listing appointment, and beyond to market herresponsibility listings. She uses find about lf with complete integrity. I Susan do in goes theirabove lifetimes, and take out our inand that sericrime that noTo one else wanted tomore touch “Now it’s desire Towe find moredamage about Adam Grossman question she asks the seller is whether they want h the resources available through it’s Keller Williams, posting going to be a modest 55+ apartment complex.” In addition to hat isn’t right for them. I’m all ously. My motto is “Because not just a house…It’s your email adamdoesdeals@gmail.com,SUSAN call 919 -D. 451 - 5717, his hoping GRAVES listings on over 300 real estate websites. But she also creates brutally honest or to sugar-coat things. “I in the community, he also supports charities like the won’t worksug ha nce I always want people to home” and I really enjoy helping people find investment that perfect place check him out online high quality flyers that sheor sends to local builders and every at adamdoesdeals.com email at susan.graves@kw.com so I tell them not to shoot the messenger!” She gi ly not about a paycheck for to call home.” real estate agent in Orlando and the surrounding areas. them straight, explaining what needs to be done to

JANELLE HOL

SUSAN D. GRAVES

MARY PAHL ISABEL QUIROZ

LEE SMYTH

REALTOR Vendors and Real Estate Companies— Get Nationwide & International exposure!

Top Agent Magazine is seen by Real Estate Agents and Brokers in every U.S. city and Internationally!

Please contact mag@topagentmagazine.com or call 888-461-3930 for- 7680 or call Top 770 - 364 Copyright Agent Magazine to present well from a buyer’s perspective. She set ad rates and information. staging before hiring a professional photographer a www.

To learn more about Lisa St.Clair-Kimmy and

To find out more about Isabel Quiroz,call 410 - 977 - 6965, email lisa@k2homegroup.com, or Agent Magazine youTop can contact her via email at iquiroz@kw.com or by phone at 509 - 380 - 8934. Or you can check her out online at tricities.homesellingnow.com http://

3 Mental Tricks That Will Take Your Business to the Next Level Itâ&#x20AC;&#x2122;s no secret that running a successful business requires careful planning and a tireless work ethic. Beyond those obvious ideals, it also takes the right mindset in order to capitalize on professional opportunity. In the world of real estate and mortgage lending, mental fortitude is a major component to reaching the next 4

level and achieving longevity in a sector that requires so much self-discipline. With that in mind, weâ&#x20AC;&#x2122;ve compiled a few key mental tricks you can employ to reinvigorate your working philosophy. Incorporate these techniques into your daily mindfulness routine and your business will surely benefit.

Top Agent Magazine ÂŽ

Top Agent Magazine

Visualization helps you work efficiently and keep your cool.

This may sound like one of the oldest tricks in the book, but there’s a reason why Olympic athletes and those serving in first-responder positions use visualization as a time-honored mental technique. Not only does visualizing your daily tasks help you organize your mind, but it amps up your ability to focus on what’s important. Visualization also helps reduce stress in the moment, since you’ve already created a mental expectation of the task ahead. Whether you’re preparing for a negotiation or a pitch to new a client—visualization primes your brain and affords you an extra sense of control as you tackle your day.

Distill concepts into their simplest terms for ultimate understanding. As an agent or loan officer, you’re likely juggling numerous clients and commitments on any given day. That’s why it helps to distill your responsibilities in clear, definitive terms. Let’s say you have a meeting set with a client to outline a marketing approach for their property. You may understand the broad strokes, but beforehand, try verbalizing the exact takeaways you’d like to impart to your client. This may seem obvious, but one of the best ways to clarify your communication and ensure your com-

Top Agent Magazine

plete understanding of a subject is to explain it aloud in its simplest terms. This crystallizes your main point and can come in handy if you drift off-topic or need to double-down on your message.

Accept that mistakes will be made.

While it’s natural to fear failure, sometimes the dread of making an error can overwhelm your ability to perform. As the saying goes: don’t let the fear of striking out keep you from playing the game. If you accept in advance that set-backs will occur, challenges will come, and things won’t always go accordingly to plan—you’ll be less confounded when hurdles do arise. What matters is keeping an even keel as you sort through unexpected delays or mishaps. Accepting that mistakes will happen allows you to shift your focus towards a solution or contingency plan. In other words, don’t spend your energy trying to achieve perfection. Aim high and work hard, but be in touch with reality: upsets are bound to occur. Accept this and you’ll be ready when they do. The path to lasting success is ongoing, and there are bound to be challenges along the way. It takes mental fortitude to make it to the top, so keep these tricks in mind as you continue to grow as a person and a professional. Seeing situations in a new light can make all the difference as you adapt, evolve, and take your business to the next level.

Top Agent Magazine ®

GAURAV GAMBHIR After graduating from Drexel University with a degree in computer science, Gaurav Gambhir never imagined a career in real estate. Amidst a trying market, he took his tech-savvy skills into the commercial real estate field. Immediately, he enjoyed the entrepreneurialism of being out in the field and getting back what he put in, so he soon expanded to create Mega Realty and later The Condo Shops, an imprint of Keller Williams Realty. For the last twelve years, Gaurav has also built a reputation for superlative service that goes above and beyond, while cultivating an office environment that breeds teamwork and mutually assured success. Today, Gaurav and the team at The Condo Shops serve the Philadelphia region, with expansions set for southern New Jersey and the coastal area. With close to sixty agents in-house across three office locations, Gaurav’s leadership and ability to deliver results have built a formidable business model. Not only is he in command of one of Philadelphia’s largest real estate teams, but he also closed on over $110 million in sales last year—a demonstrable track record of success. In The Condo Shops, Gaurav has created a one-stop-shop for city dwellers looking to buy, sell. or rent a condo or home, while also offering the comprehensive services of a property management company. In a booming real estate atmosphere like Philadelphia’s, Gaurav’s vision has capably filled a niche market need. “Our company culture is what keeps our agent and clients working with us,” he explains. “Customer service isn’t a word we use loosely. We spend a lot of time and energy making sure our clients are serviced the way they deserve to be. We also have a strong administrative staff supporting our team. We don’t take shortcuts, and our support staff ensures agents are equipped with the support necessary for a job well done. Our team, our training, and our support staff come together to create an exceptional package.” In considering his professional philosophy, Gaurav cites the interpersonal component inherent to buying or selling a home. In that vein, he and his team keep in touch with their vast network of past clientele through consistent follow-ups—from birthday cards and relevant market updates to client appreciation events that draw familiar faces back together. “We stay in touch even after the transaction is done,” he says. “So many of our

clients become friends for the long term.” What’s more, Gaurav’s background in computers inspires his professional approach. He understands the benefits of leveraging digital tools to yield results. This insight comes in handy during the process of listing a property, as Gaurav ensures maximum visibility for each home headed to market. “I run my business like a marketing company specializing in real estate,” he explains. “When a seller comes to us, it requires more than just putting a home on the MLS or doing an open house. We get in front of any and everyone who might be interested. We build out strategies by getting a home in front of the maximum number of people, and with my computer science degree, technology plays a big part.” From top placement ads on social media and the leading digital listing platforms, to targeted emails and word-of-mouth buzz, Gaurav and his team ensure properties enjoy ultimate exposure. Likewise, listing presentations are memorable and fully optimized for the digital era, leveraging video, 3D floorplans, and professional photography to reach an average audience of 35,000. To give back, Gaurav is active in a variety of civic and charitable organizations. He and his business support and participate in the Building Industry Association of Philadelphia and the National Association of Residential Property Managers. On a personal level, Gaurav contributes to causes supporting research and relief for muscular dystrophy, including an annual fundraiser that’s managed to raise up to $250,000 every year in the past. He also contributes to the Child Fund, supporting scholarships for underprivileged girls in India. In his remaining free hours, Gaurav most enjoys spending time with his family and loved ones. Looking ahead, Gaurav has plans to continue growing his enterprise steadily, without compromising the boutique-level care his clients have come to expect. In addition to his expansion to New Jersey, Gaurav also plans to develop and support his team on the path to financial security and prosperity for the long haul. Now, with more than a decade of incisive service behind him, Gaurav Gambhir reflects on what he enjoys most about his chosen field. “I love making a difference in people’s lives,” he says. “If someone is spending their life’s savings buying a property, especially as a first-time buyer, then it’s our job to provide the best financial advice possible. That satisfaction as a trusted resource is a very important part of my work. I also work hard to make my team happy and ensure that their families enjoy all the success they deserve. Our company culture has always been exciting to us, and from day one we’ve worked hard on it. It defines who we are.”

To learn more about Gaurav Gambhir email Gaurav@thecondoshops.com, call 215.MY.CONDO x320, https://www.facebook.com/TheCondoShops/ visit TheCondoShops.com, or visit his Facebook page here. www.

Jim Goldstein is proud to congratulate

Gaurav Gambhir

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

Jim Goldstein | NMLS - 133321 National Affinity Director | Mortgage Advisor Finance of America Mortgage o: (215) 591-0222 x1304 | c: (215) 880-7549l jgoldstein@financeofamerica.com | FOAmortgage.com/jgoldstein www.

HORSHAM BRANCH | 300 Welsh Road | Building 5 | Horsham, PA 19044

Top Agent Magazine

6 Things You Need to Do to Be a Great Mentor

Everyone reaches the point in their career where they feel they have gained enough experience and wisdom about business and what it takes to succeed, to actually help someone else achieve the same. Although you may have trained or given advice over the years, taking on the official status as a mentor to someone is a whole new ball game. 8

Although mentorship is an unpaid endeavor, you’ll be surprised to find out how much you’ll gain from the experience. You’ll also grow as a business person through the process of teaching someone else. It’s also an endeavor that many will pay forward one day, creating a business atmosphere that is based more on mutual success than competition, which is better for everyone.

Top Agent Magazine

If you were mentored, you may already have an idea of what it entails, and what you liked or didn’t like in your mentor/mentee relationship. Although it is a personal relationship that will need an individual approach, there are certain things that are key when it comes to being a great mentor: 1. Be a good listener

est about your own failures. It can be a huge relief to find out someone they look up to has gone through similar experiences and still managed to come out on top. As we all know, oftentimes the greatest lessons come from failures, which can be times when our character is truly tested. Building trust through mutual respect and honesty will make every aspect of your mentorship more effective.

You’re basically a sounding board who needs to hear your mentee’s ideas, plans and goals in order to advise them. Strong, constant and clear communication is key to any successful mentoring relationship. Sometimes just letting them talk things out with you, will lead to them to discovering the solution they were looking for. 2. Set expectations and goals at the start When listening to your mentee in your first meeting about the potential relationship, it’s important to establish the parameters of what that relationship will be: What can you give them? What do they need or expect from you? Once the terms are agreed upon, you may want to set specific goals you’ll be working on together so that there’s a defined plan of action, timeline and result you can both expect. 3. Be honest This is important when it comes to offering them constructive criticism or tough love, but more importantly, you need to be honTop Agent Magazine

4. Get them to think, don’t make decisions for them Sometimes being a mentor is being a bit like a psychologist. By asking certain ques-

Top Agent Magazine

tions you can lead your mentee to their own conclusions about their business dilemmas and strategies to reach their goals. Being a mentor is all about guidance. Build confidence by drawing out the best in your mentee rather than just presenting them with solutions. 5. Look at the situation objectively One of the key strengths you offer your mentee is a complete emotional detachment to their business. You have no sentimental attachment to doing things a certain way or working with an incompetent vendor because you ‘go way back’. Your only motive is what’s best for your mentee and their business. Although emotions cans still get in the way sometimes, having a detached perspective on hand to guide you is invaluable. 6. Don’t just offer constructive criticism, be supportive Yes, being a mentor is sometimes advising your mentee that he’s doing something ineffectively, but your main purpose is to alway approach everything like cheerleader. You need to let them know that through it 10

all, you are a reliable support to them and have a complete belief in their abilities. Make sure to always praise their accomplishments. Remember: your job as a mentor is more about guidance than constant feedback. Your goal is to help someone become the best they can be, not someone who just does everything the way you do it. You’re helping them build confidence in their own intuition, which will hopefully lead to a lifetime of success, and one day, they too might be a valuable resource to another mentee down the road.

Top Agent Magazine

CATHY RICHARDS & NANCY DALASKA Top Agent Magazine

EPIC WASATCH HOMES 11

CATHY RICHARDS & NANCY DALASKA Decades of experience in resort community real estate may seem reason enough to want to work with Cathy Richards and Nancy Dalaska. But as soon as people meet Cathy and Nancy, they discover much more to the team’s offerings. Clients rave as much about the their ability to market and sell properties as they do about the fact that they are “delightful to work with.” As leaders of Epic Wasatch Homes with Engel & Völkers in Park City, Utah, Cathy and Nancy wouldn’t have it any other way. 12Copyright Top Agent Magazine

Cathy, who entered real estate in 1987 after the excitement of investing in apartment buildings with her husband, has a longtime love for the intricacies of real estate. Likewise, having owned and renovated many investment properties with her husband prior to moving to Park City in 2008, Nancy decided to combine her love for real estate with her sales experience and business consulting. In 2016, Cathy and Nancy combined their innovations and passions by forming their highly respected business. Top Agent Magazine

“We’re known for our attention to detail,” says Cathy. “We’re persistent. We’re very good at presenting our homes.” The team’s methodical approaches to the steps of buying or selling homes have helped them earn client loyalty, with at least 80% of their business coming from repeat clients and referrals. With listings, for example, they meticulously prepare homes before hitting the market. “We want it to feel perfect to the buyer from the minute they see it online throughout their first visit,” says Cathy. From Top Agent Magazine

professional photography and video distribution through social media to close networking within their own Engel & Völkers office and hundreds of others in key feeder markets, they Copyright Top Agent Magazine13

never expect that a property will sell itself. “As a big second-home market, Park City attracts people from all over the world and we’re able to reach those people through target advertising and marketing directly to agents in those markets,” says Nancy. 14Copyright Top Agent Magazine

Nancy’s and Cathy’s motivation and energy are forces to be reckoned with. “We follow our processes every day,” says Nancy. “And we’re very competitive. We want to find the best price for somebody if they’re a seller and get great satisfaction out of finding the perfect property for a buyer.” Cathy notes that their clients appreciate that they work full time and are available seven days a week. “Even after more than three decades, I still love real estate,” she says. “I get ramped-up when we’re going on a listing Top Agent Magazine

appointment; I find out as much as I can about the property and the person I’m going to meet before we arrive,” she adds. “It’s extremely important that we form a good connection with people.” Besides reaching new heights within Engel & Völkers, the greatest rewards of their real estate service are the relationships Cathy and Nancy form. With clients, every relationship continues long after closing. “Many of our clients reach out to us regularly and, because Top Agent Magazine

we’re in a big second-home resort market, they’ll give us a key to their house in case they forget theirs or need to let someone in,” says Cathy. Both women enjoy being a resource to clients, whether recommending contractors, designers or restaurants and hiking trails. Copyright Top Agent Magazine15

As they grow their business, Cathy and Nancy serve as ambassadors of sorts for all Park City offers. “If it’s a sport, I do it!” says Cathy, listing skiing, hiking, snowshoeing, bicycling and running. Nancy adds that nearly everyone buying in Park City does so because they love the outdoors. She and her husband particularly enjoy downhill and cross-country skiing, hiking and road biking. In addition, out of appreciation for their community, Cathy

and Nancy give back, devotedly supporting organizations such as Park City Rotary, the National Ability Center, Special Olympics, and the Park City People’s Health Clinic. They also make a point of explaining that real estate is about much more than their business. “We love collaborating and brainstorming with other agents to help them be more successful,” says Nancy. “We believe the healthier the market, the better we all are.”

To learn more about Cathy Richards and Nancy Dalaska of Epic Wasatch Homes, visit epicwasatchhomes.com or go to their https://www.facebook.com/epicwasatchhomes/ Facebook page, email cathy.richards@engelvoelkers.com or nancy.dalaska@engelvoelkers.com or call 435.640.5682 www.

16Copyright Top Agent Magazine

Top Agent Magazine

3 Surefire Methods that Make for a Productive Meeting Sometimes a business meeting can achieve exactly what it sets out to do: communicate, assess actions, set goals, or otherwise. Other times, meetings can feel like a drain on your time and energy, and only advance your agenda in marginal ways. While meetings are an integral form of communication in the professional world, how can you ensure that they are both productive and worthwhile? Top Agent Magazine

The truth is, it takes intentioned planning to make a meeting a success. A well-curated meeting makes partners and employees feel unified as a team, excited about whatâ&#x20AC;&#x2122;s to come, and motivated to achieve a collective goal. With that in mind, consider a few approaches below to maximize your next meeting and ensure that all parties involved leave with a renewed sense of direction and inspiration.

Top Agent Magazine ÂŽ

1. Create a detailed agenda in advance Oftentimes meetings are scheduled with a loose goal in mind—to hash out the terms of a contract or to strategize a new marketing campaign, for example. To ensure your meeting is productive, time-efficient, and achieves its end, create a detailed agenda in advance. This means breaking down your overarching goal into pieces and outlining what’s required to complete each component. You might also consider making time blocks for each respective component, so there is a clear structure and hierarchy in place. Not only does this ensure that time is used wisely and evenly, but it also creates order and momentum for the greater task at hand. What’s more, you’ll want to distribute this detailed agenda in advance of your meeting, so that all attendees will be familiar with the format and delineated goals of your gathering. This will set a professional tone, while keeping team members and conversation on task.

2. Reserve off-topics ideas and comments for later Too many meetings are derailed when an off-topic question or comment is made and hijacks the attentions of attendees. While it’s natural that outlying issues may arise when all team members are gathered, you can ward off distractions by creating a so-called holding area for off-topic talking points. This holding area will serve as the receptacle for any off-topic or lower priority addendum, and you can create a chunk of time towards the end of your meeting to readdress those 18

points separately. Once you’ve achieved the highest priority goals of your meeting, you can then return to the items in your holding area. Note: be sure to familiarize your staff with this approach so that the expectation is already in place and interruptions won’t distract from your meeting’s true intent.

3. Conclude every meeting with a brief summary and action items The very last thing you should do before concluding your meeting is to reemphasize the main takeaways of your gathering and outline a specific list of action items. Again, successful meetings are clear and give attendees a sense of direction. That’s why reiterating action items—or next steps in need of completion—to each respective employee is an essential component of a productive meeting. Likewise, summarizing main takeaways unifies a team’s understanding of what’s important and why the meeting was called in the first place. Ending on a concrete yet proactive note helps launch team members toward the next event in their day and gives them a sense of confidence as they tackle their duties. Meetings don’t have to be a formality or a bore. When planned and executed with incisiveness, they can inspire your talent roster and streamline productivity in your office. Especially in the world of real estate, ensuring everyone is on the same page and doing their jobs effectively is key to success and longevity. Put a little planning into your next meeting, and you’ll save yourself valuable time and energy as you move forward.

Top Agent Magazine ®

Top Agent Magazine

JORGE CASALINS 19

JORGE CASALINS Jorge Casalins got his start in real estate by way of local government and politics. After graduating magna cum laude from Rutgers University, he worked with the City of Rahway for years as a their Public Information Officer and as part of the Mayor-appointed zoning board. Along the way, he stayed in close contact with a family friend who worked as a successful real estate broker and suggested Jorge try his hand at the industry. Intrigued by a challenge and eager to put his acquired skillset to the test, Jorge earned his license and began learning the ropes part-time. Soon enough, he discovered his passion for his new field and made the transition to devote himself full-time as an agent. Having been awarded Coldwell Banker Liberty’s Rookie of the Year in his first full-time year, as well as NCJAR’s Circle of Excellence Award in subsequent years, Jorge made a striking impression from the start. Nearly four years after he launched his enterprise, Jorge has also earned the Coldwell Banker International Diamond Society Award, placing him in the network’s top 10% of agents worldwide. He has established a reputation for in-depth knowledge, a diligent work ethic, and an authentic commitment to bettering his community, one home at a time.

the scholarship program, Elizabeth’s Promise. This organization has gifted more than $100,000 in scholarship funds to graduating seniors in Elizabeth this year alone, and Jorge himself is a former recipient and now participates on the board as its youngest member. “It’s very gratifying to be involved in the community and do my part as one of the products of this important program,” he says. Additionally, Jorge is avidly involved with Latino Alumni Association of Rutgers University, where he takes on a mentorship role with current students. He is also part of Rahway’s Redevelopment Agency, which provides oversight to new development projects in the area. In his remaining free hours, Jorge most enjoys spending time with his family and loved ones, as well as traveling.

Today, Jorge and his team serve all of Union County, upper Middlesex County, and lower Essex County. As his career continues to blossom, clients turn to Jorge for his dynamic knowledge of the regional market, regulations, and major players. “Because of my unique background in politics and government, I’m an especially well-versed agent,” he explains. “I have additional experience in law, permits and renovations, and preparing tax appeals, as well.” Applying this diverse skillset, Jorge works closely with a variety of clientele who value his localized, detail-oriented insights and forthright working philosophy. In working with investors, Jorge considers himself a kind of asset manager, acquiring and brokering deals, coordinating any renovation projects, and passing along the profit to those he represents. In working with more traditional residential buyers and seller, Jorge cherishes the opportunity to expand his service-oriented attitude to both the public and private sectors. “Coming from background in government, it’s been a joy to participate in the private sector while still being able to serve others,” he says. “It’s a great feeling to help someone buy or sell a home and be a positive part of that big transition in their lives.”

Finally, after nearly four sterling years making a name for himself on the New Jersey real estate scene, Jorge Casalins considers what he values most about his chosen profession. “I come from a community service background and my perspective has always been focused on the person, not just the deal,” he reflects. “I keep my clients’ interests at the forefront and maintain that mentality: it’s all about the client and helping them achieve their goals.”

When it comes to keeping in touch with his ever-growing network of past clients, Jorge stays top-of-mind through regular check-ins and client appreciation events, like a summer barbecue his office hosts yearly. As for listing properties, Jorge’s role as Rahway’s former public information officer ensures his knowledge of marketing and effective publicity is comprehensive. Accordingly, he takes a tech-forward approach that leverages the influence of social media and the leading online listing platforms through targeted ads and boosted visibility. What’s more, he maintains an extensive database of fellow agents and industry colleagues to whom he publicizes homes headed to market, while utilizing Just Listed postcards and open houses to elicit local interest. To give back to his community, Jorge is involved in a range of civic and charitable causes. Most notably, he serves as a board member for 20

Planning for the future, Jorge aspires to continue growing his imprint year-over-year, while expanding on his newly formed business geared toward all things real estate beyond commission-based roles. Oriented toward investors, Jorge’s emerging company will help with property transitions and acquisitions, property management, and serve as a one-stop-shop for real estate coordination.

To learn more about Jorge Casalins call (908) 220 – 7151, email casalinsnj@gmail.com, www.coldwellbanker.com/Coldwell-Banker-Liberty-609c/Jorge-Casalins-190733a visit his website here, or www.facebook.com/JorgeCasalinsRealtor visit his Facebook page here Copyright Top Top Agent Agent Magazine Magazine

Turning Your Profession into a Passion The old adage goes that if you do what you love, you’ll never work a day in your life. On the other hand, it’s easy to get bogged down in the day-to-day worries and responsibilities of your career, even if you generally enjoy what you do. While there’s no guaranteeing that every day on the job will be a picnic, there are a few steps you can take to vastly improve your morale and transform your profession into a passion. After all, cultivating a passion for what you do will not only add to your quality Top Agent Magazine

of life, but will likely make you more successful in the long run. BUILD YOUR BASE OF KNOWLEDGE Knowledge builds confidence, and confidence breeds success. A sure way to light a fire in your heart for your daily work is to challenge yourself to learn more and expand your understanding of your field. By doing so, you equip yourself for success, create challenges, and find the most inter-

Top Agent Magazine

esting features of your work—especially those that most appeal to your interests and talents. Try reading the top five books on the topic of your industry, or subscribe to a podcast where thriving professionals offer their two cents. Either way, learning more about your industry is bound to reveal a source of inspiration worth pursuing. THINK ABOUT THE BIG PICTURE

and excelling in your field, you may find that others’ approaches inspire your own. Likewise, what you learn from other successful, passionate people in your field can help you shape your own office and work life, in turn creating more opportunities for you to fall in love with what you do, all over again. TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

One of the biggest hindrances of professional passion is falling into a rut. Routines are familiar and everyday responsibilities vie for our energy. But the next time you tackle a task the way that you always have, take a moment and try to refresh your perspective—is there a more clever or efficient way you could approach this project? Even better: why not take the plunge and do the things you’ve always been meaning to—throw that client appreciation event you’ve put off planning, take the continuing education course you keep forgetting to register for, even try a creative activity that pushes you out of your comfort zone. There’s no better way to inject some passion into your life than by going outside your bubble and taking a risk.

Have you ever chatted with someone who was overflowing with energy for what they do? That sort of passion tends to be infectious—often causing us to beg our own questions about professional engagement. By participating in local organizations or networking with those who are active

Passion comes from all directions—from your own interior journey and from the world around you. To transform your profession into a passion worth having, invest in yourself and venture into the vast world around you. You’ll surely reap the rewards.

Sometimes reinvigorating your passion for your work is about looking outward, rather than inward. Gain some perspective and consider who your work helps in the long run. As a real estate professional—whether you work as an agent, broker, in mortgages, home inspections, or otherwise—your work positively impacts someone else’s home-sweet-home. You make a difference. While it may seem like just another day at the office, taking a moment to visualize exactly who you are helping in the world at large is a great way to add some motivational fire to your daily tasks.

Top Agent Magazine

BRAD WILLSON 23

BRAD WILLSON With the most calming demeanor, Brad Willson has a way of getting to the point instantly, no matter what the topic. A conversation with him leaves a person confident in his practical and comforting knowledge and counsel. It’s no surprise that his real estate clients trust in his promise to make their buying or selling experience both stress-free and enjoyable.

ning with strategic pricing, that process includes proper brochures with high-quality photography and at least one open house. “Calgary is a pretty volatile market and the client has the right to choose the price, but I always tell them what’s realistic, which they appreciate.”

Brad entered real estate when his REALTOR® cousin, Bart Lamb, enticed him to break from his 25-year career in printing and design to join the Bart’s real estate team with his daughter Tarryn Lamb, while Bart and his wife completed a development project in Belize. Brad describes this change in career with his characteristic good-humor. “That was in Dec 2007, which was perfect timing, just as the world fell apart!” he laughs. “But we stomached through that. The thing about real estate is that as long as it’s bad or good, you can get through it.” It’s the “in-between times” that are tougher, he believes. During his first five years with the team, Brad added commercial real estate to his residential work. “By the time Bart came back about 5 year later, I was working with several investors and commercial business,” he says. To this day, about half his business through RE/MAX Realty Professionals is in investments and commercial work. “The half is residential in the Southeast and Southwest parts of Calgary,” and at least 80% of his business comes by way of repeat clients or referrals. Brad’s patience is what drives client loyalty, along with his simple logic. “That’s the biggest thing, with investors and with regular people buying home, is showing them the numbers are going to work. Properties and houses may be easy to find, and they’re beautiful, but you have to know the market and make sure the numbers work.” His clients appreciate his researched, honest, fair and diligent approach to real estate. When marketing, Brad follows a detailed process, whether the property will sell in three days or three months. Begin-

True to his personality and demeanor, Brad’s primary goal in every transaction is to ensure that the process moves forward with the least amount of stress as possible. “That requires the client having as much information as possible so they can make the best decisions.” Brad internalizes this need, making it his responsibility to provide his clients with complete transparency and every piece of information available to him. “I have never forgotten the words of one my mentors, Don Long, who said, ‘It’s best to be realistic with expectations.’” In communicating openly, Brad builds trust with his clients, whether they are in the commercial space or are residential home buyers, sellers and investors. “A client can be like a puzzle piece,” says Brad. “You just have to find the right fit.” For him, the most exciting part of real estate is working to fit everything together from start to finish. “My product, so to speak, is the finished sale or purchase,” he adds. “And I look at that as a service.” That service extends beyond real estate, as Brad’s clients become friends. “They know we love to travel, so they even come to me for traveling tips,” he says, noting that he and his wife have been married 40 years and enjoy travel to Central America and Mexico, among other destinations, as well as to visit their grown children and grandchildren. A vibe of humility surrounds Brad as he describes his career and his future plans to keep doing what works for him and the people he serves. “I don’t consider myself an extraordinary person,” he says. “But I will go as far as I can to make sure that people are looked after and cared for.”

To learn more about Brad Willson, visit bradwillson.net or facebook.com/bradwillson.realtor, email bradwillson@remax.net or call 403.605.6440 www.

www.

5 Simple Mindset Shifts That Will Help You Achieve Your Goals

Everyone knows that a positive attitude is one of the key steps to achieving success. It’s very easy to let negativity bring you down and oftentimes, people end up quitting at the first set back. Even if you don’t think of yourself as a negative person, you’re probably doing numerous things you don’t even realize are holding you back. Recognizing these negative mindsets, and then implementing simple mindset shifts, are sure to help you not only create a more positive outlook, but a more successful outcome to whatever goal you’re trying to achieve. Top Agent Magazine

Turn jealousy into admiration

It’s very easy to look at someone who has what you want, and feel envious, which quickly turns into criticism and excuses about why you weren’t able to get what they seemed to get with ease. This is something successful people never do. Instead, they recognize that the only thing keeping them from success is themselves. If you want what someone else has, you should look to them as a role model. What

Top Agent Magazine

are they doing that you aren’t? There’s probably more to their story than you’re giving them credit for. Someone else’s success doesn’t hinder your ability to do the same, but constantly having a ‘life’s not fair’ attitude definitely will.

Tackle the things you dread doing first

We all procrastinate to some extent. Usually it’s things we don’t want to do. But when you put something like that off, it creates a serious cloud over your whole day. Experts recommend getting those things out of the way first. Not only do get it crossed off your list, but you will feel energized by your accomplishments and tackle the day with even more force.

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision. If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic. When you’re feeling emotional...wait. It really is that simple. Wait it out until 26

you’re back in a rational state of mind and take it from there.

Learn to love feedback

It’s very easy to be thrown off by negative feedback or constructive criticism. No one likes it. But when it comes to achieving your goals, you need to be able to hear it, assess it and then make an unemotional decision about what it means to you and your success. In fact the business world’s most successful leaders are there because they not only take in that feedback, they actually constantly ask for it. Fresh perspectives on what you’re doing are always valuable. When you’re in the thick of it, it can be hard to see what needs improvement. Asking a trusted peer or advisor can be instrumental in keeping the momentum on reaching your goal going.

Replace a fixed mindset with a growth mindset

You might be wondering what the difference between the two are. A fixed mindset thinks that growing intelligence or skills is impossible, while a growth mindset thinks those things can be developed. People with a growth mindset are more likely to expand beyond their comfort zone, since they really believe almost anything is possible with hard work. And if it isn’t? They’re willing to give it a try. Being willing to try and fail, is a key element to reaching even the most lofty goals.

Top Agent Magazine

CHRISTOPHER BALLENGER Top Agent Chris Ballenger is relatively new to the real estate industry, but has already achieved a level of success that most other agents would find enviable. As Team Leader and Listing Specialist for Keller Williams Success Realty’s The Payne Group, his name is already synonymous with unparalleled customer service and real estate knowledge. Chris was previously an industrial construction worker who made the switch to real estate following multiple surgeries due to a back injury. “I had done construction my whole life; everything from homes to commercial to restaurants and industrial work. After my injury, I tried to find a career where I could still support my family but not injure my back any further,” he explains. This was in 2016, and after nine months in the industry he transitioned from solo agent to working with Jeff Payne and The Payne Group. From his first year in the business to his second, he increased his business a staggering %1100, an almost unheard-of feat. Additionally, his efforts landed him the prestigious Payne Group Rookie of the Year award, and he is currently one of the Top Listing Agents with all of Keller Williams Success Realty. Located in Panama City Beach, Florida, Chris services a wide swath of the Gulf Coast region. With nearly half of his business based on repeat and referred clients, he is clearly inspiring customer loyalty. This, he believes, is due to The Payne Group’s utilization of what he calls “Systems of Success” and “Different by Design” strategies. “We like to stay top of mind with our clients,” he says, “and we treat them as special as possible. Each client is different, but that’s always our goal.” Working solely with sellers, Chris has a talent for staying abreast of current market analytics and real estate market trends, something that benefits every one of his clients and has played a large role in his rapid ascension in the industry.

Investing heavily in marketing in order to ensure his listings are shown in their best light, the properties he represents rarely linger on the market. Professional photography, videography and drone videos are only a small part of Chris’ arsenal. “I’ll go out to the home and I’ll explain to them what needs to be done to freshen it up and increase the curb appeal,” he explains. “Then we’ll de-clutter and stage the home properly on the inside. We have a very good track record with the way we approach this.” For Chris, it’s all about the client. “We try to come from a place of contribution,” he says. “We consider ourselves customer service-related first, rather than Realtors. If we can’t help you, if we’re not getting you on to your next endeavor, or helping you achieve your goals, then we’re failing ourselves. So that’s our primary thing.” Giving back to the community is of vital importance to Chris and The Payne Group. “We do a lot of community events when it comes to disaster relief and things like that,” he says. “Just recently in the past year when Hurricane Harvey hit we loaded tractors full of water and supplies. That was something our team put together to show that we’re here to help.” When he’s not working, Chris enjoys nothing more than spending time with his wife Maria and their three children, Giovanni, Donovan and Isabella. “Being in real estate has given me the ability to focus more on my family and kids,” he says, and his love for them is obvious. “They are my priority when I’m not working.” As for the future, Chris’ plan is to continue building his business and providing excellent client service, though he does envision a day when he might transition out of sales and into coaching others so they might one day enjoy the same phenomenal success he is experiencing. “What I love about this business is that I get to help people,” says Chris. “It’s just a great feeling knowing that you helped someone. That, I think, is even better than a paycheck.”

For more information about Chris Ballenger please call 850 - 583 - 4201 or email chrisballenger@kw.com Top Agent Magazine

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. 28

Top Agent Magazine

KAYLYN CONNETT Kaylyn Connett got her start in real estate by happenstance. At the age of twenty-one, she took on a job as a real estate assistant and began learning the ropes of the industry first-hand, guided the wing of a local Top Producer. Then, after two years of faithful service, her boss suggested that Kaylyn earn her own license. Intrigued by the challenge and ready to take her work to the next level, Kaylyn decided to rise to the challenge and become an agent in her own right. Now, four years after she launched her second act, Kaylyn is in command of a promising enterprise, equipped with a reputation for responsive communication, personalized service, and indispensable area knowledge.

ffkee. There, she contributes her energies toward fundraising efforts and charity events for Kids of the Moose. She also supports causes related to military veterans, as her sibling and her father are former service members. In her remaining free hours, Kaylyn most enjoys riding with her airboat family on the Withlicoochie River. With her career in real estate beginning to heat up, Kaylyn looks toward the future of her business with plenty of excitement and ambition. She plans to continue developing her professional education and presence, while nurturing the client relationships that she has built her business upon. Finally, four years after the launch of her role as agent, Kaylyn Connett considers what she enjoys most about her day to day work. “It is so exciting to be able to find my clients their forever home that they are in love with,” she says. “I want to make this my career forever.”

Today, Kaylyn serves the regions of Marion County and Lake Sumter, but primarily caters to the 55+ retirement community of The Villages, Florida. This unique region was founded thirty years ago to create a retirement paradise for active seniors. For her part, Kaylyn’s specialty knowledge of this community is an invaluable advantage for those interested in buying and selling homes in this distinct marketplace. “I know The Villages like the back of my hand,” Kaylyn explains. “It’s a complex market to wrap your head around, and it’s very unique, but I’m attentive and responsive. I’m a good listener who’s always open to answering questions, and I’m resourceful in finding solutions.” Considering a robust contingent of her business is generated by repeat and referral clientele, Kaylyn’s track record of success is well proven. As a Graduate of the Realtor Institute, she also brings an expert eye to her transactional role. To keep in touch with her past clients, Kaylyn takes a comprehensive approach to communication that speaks to her dedication and diligence as an agent. From weekly emails and monthly newsletters, to a grand scale client appreciation event sponsored annually that includes written invitations and follow-up calls—Kaylyn demonstrates her gratitude in gestures big and small. When it comes to listing property in the community of The Villages, Kaylyn leverages her tech-savvy mindset to achieve masterful results. She markets across every social media outlet, reaches a wide audience through mass emails to her database, and ensures superlative visibility through targeted ads on search engines and online listing platforms.

Photos by Robert Brown, RSB Digital Photography

To learn more about Kaylyn Connett email kconnett@eragrizzard.com, visit klynsellsthevillages.com, or call (352) 272 – 3437, or visit her Facebook page here. www.

To give back to the region she calls home, Kaylyn is involved in a few local, charitable organizations that are close to her heart. She serves as a chairman of the board for the Women of the Moose organization in her hometown of Lake PanasoTop Agent Magazine

www.facebook.com/kaylyn.connett

mailto:mag@topagentmagazine.com http://www.topagentmagazine.com

Top Agent Magazine

MARIANA COSTA Mariana Costa become one of the most referred real estate agents on Cape Cod? Mariana Costa isn’t like anyone you have ever met before. Her willingness to think outside the box, no matter how difficult the challenge, is one of her greatest strengths. Yet her story is what truly defines her as unique. Born in Belo Horizonte, Mariana arrived on Cape Cod from Brazil in July of 2001. Joining her mother for a predetermined amount of time in the U.S to develop her understanding of the English language, she was on a mission to absorb knowledge like a sponge absorbs water. Only 21 months after arriving, her mother revealed a new, unwanted plan. The time had come for them to return home, earlier than expected. Mariana decided to stay in the U.S alone to pursue her dream. She had just shy of $100 in her pocket. She started out by working multiple jobs. With limited English skills, she got a few jobs to pay the bills, and other jobs focused on developing her language skills. One day, while cleaning houses, Mariana saw a check for $38,000 on a client’s kitchen island. Fearful of losing her job, she questioned herself as to whether she could ask her boss what he did for a living. When her boss finally came home, Mariana’s courage spoke up louder than her fear. Mariana asked the single question that changed everything. Her boss told her he was a real estate broker; and Mariana quickly recognized she could bring drive, determination, a fresh perspective, and an innovative approach to buying and selling houses to the island. After eight months of studying, Mariana got her real estate license and began selling real estate on Cape Cod. She was only 19 years old. After a decade of servicing her community by referral, Mariana established herself as an expert in the industry and opened her own brokerage, DREAM Homes and Estates International, in 2014. “I joined the industry for the money, but I soon realized that what I love most is making a difference everyday in my clients’ lives,” she says. “That’s what keeps me going to work everyday.” She partnered with Keller Williams Realty and currently leads a team of ten that includes five realtors and five admins serving Cape Cod & the Islands. Mariana is currently involved in sales and the expansion of DREAM; she plans to expand to Metro West of Boston and Chestnut Hill. As a result of the thorough service provided by Mariana and her team, 98% of Mariana’s business comes from repeat and referral clients.

laborating partners. She is excited to collaborate with other agents and educates her clients regarding the proven strategies she uses when selling their homes. “The average days on market here on the Cape is roughly 200-300 days, depending on market conditions. Over the last decade, the majority of our listings go under agreement in under 30 days,” she says. “We have consistently beat the market by almost 10 times.” To keep in touch with past clients, Mariana reaches out monthly with special deals that will allow them to turn the canvas of a newly purchased home into the masterpiece of their DREAM home. Mariana doesn’t stop her work when the deal closes—that’s when she really begins to expand the service she provides. “We continue to provide value after the closing,” Mariana says. She also hosts an annual client appreciation party that includes everything from music to massages to educational seminars, always centered around personal growth while celebrating life and dreams. After working with Mariana, clients rave that her honesty helped them to make the best investment possible. They also appreciate her positive energy, appreciation parties, and her ability to tackle any challenge with a smile and a reassuring word. She awakens everyday inspired to make a difference in her clients’ lives. Mariana has appeared on TLC’s My First Home. A passionate singer/ songwriter, she’s also released an album, and she donated all proceeds from sales to local charities. She spent years as a part of Rotary International. In the fall, she’s slated to release her first book Leverage Your Dream. Dedicated to community education, she recently held a seminar in Boston that included speakers recommended by Tony Robbins and John Maxwell. She’s currently on the Board of Directors for her local chapter of the Red Cross. She volunteers with Flower Angels, which delivers flowers to the elderly in nursing homes; and Women Empowered, which provides resources to women going through life transitions. She loves to stay active, participating in yoga, volleyball, tennis and basketball. For the future, she plans to continue expanding her speaking opportunities to share her expertise and create stronger networks. With her boundless energy and passion for service, she’s sure to make that dream a reality!

What keeps her clients coming back? “We take a relationship approach to the way we service our sales,” Mariana explains. “If a client needs a plumber, a plasterer, a babysitter, anything, we like to be that contact for them. So when they move into a new area, they know they can call DREAM and we know everybody they need.” Mariana leverages the marketing of each listing through professional video, utilizing drone shots and professional photographs of the area to show potential buyers the quality of life that would come with the listing. This allows buyers to envision the memories they will create once they invest in the property. “I don’t just believe in selling a house, I believe in selling a lifestyle,” she says. She also uses professional photos of each home and creates a social media “Coming Soon” campaign to create interest in the listing prior to it hitting the market. She also works tirelessly to prepare the property so it will show in its best light to buyers and col-

Top Agent Magazine

To find out more about Mariana Costa, email pr@dreamoncapecod.com or call 508 292 6420. You can also check her out online www.facebook.com/kaylyn.connett at KeyToMyDream.com www.

SUSAN D. GRAVES When Susan Graves moved to Davenport, Florida from Georgia in 2012, she decided it was the perfect time to start a new career. She studied for her real estate license and, after graduating and taking the state exam, she worked in residential real estate for three years. She found she wanted to get back to her roots. “I’m a cattle farmer from Georgia,” she said. “I realized I loved the land. So I decided to start the accreditation process to become a land agent. As soon as I turned my business into a land business, it took off! I currently have fourteen listings, and I just closed two listings today.” Susan is a realtor at Keller Williams at the Lakes in Celebration. She has received six awards with KW since the beginning of the year, and is slated to receive several more. She mainly serves the area to the west of Celebration, though she’s open to serving land clients in other areas as well.

What does Susan like most about her work? “I just love the land. It keeps me outside and not stuck in an office everyday,” she says. “I just love being outside with the land.” To stay involved in her community, Susan volunteers with the Sunshine Foundation, as well as with Keller Williams’ Red Day and other charity events. In her cherished free time, Susan loves spending time with her husband of 33 years and their two daughters. “Family is very important to me,” she says. For the future, she’s excited to continue to grow her thriving business. “I hope I can invest in land later down the road. And I want to help as many people as I can,” she says. Now those are worthy goals and one’s she’s sure to achieve!

In her previous career, she designed homes and commercial buildings for an engineer. In that role she also created layouts for new subdivisions and septic designs for each individual lot. “My boss taught me a lot about different types of soils as well,” she says. “Having that extra experience, and also taking classes to become accredited as a land agent, has given me knowledge that sets me apart from other agents in the area.” Susan understands both wetlands and dry lands. “There are a lot of things to know when buying or selling land in Florida.” To stay in touch with past clients, Susan sends handwritten cards or reaches out by phone. She also contacts expired listings, letting their owners know about her services as a land agent. “There’s not another land agent working for Keller Williams in Central Florida, and often people are glad to hear about my expertise and the service I can provide. It helps a lot that people know land is my focus,” Susan says. She also keeps in close contact with local builders. “If I have land in their area, I’ll contact them and let them know. As a result, I’ve sold several lots in less than a month.” Susan goes above and beyond to market her listings. She uses all the resources available through Keller Williams, posting listings on over 300 real estate websites. But she also creates high quality flyers that she sends to local builders and every real estate agent in Orlando and the surrounding areas. 32

To find out more about

SUSAN D. GRAVES email at susan.graves@kw.com or call 770 - 364 - 7680 Copyright Top Top Agent Agent Magazine Magazine

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

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

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

Top Agent Magazine

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

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

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

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

4. Keep up to date

7. Be a great boss

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

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

Top Agent Magazine

ADAM GROSSMAN Adam Grossman’s passion for real estate and helping people make the transition to owning their own homes comes from personal experience. His father was an anesthesiologist who lost his medical license as a result of his drug addiction. Because of this, Adam had sat through over a 100 AA meetings and visited numerous treatment centers by the time he was ten. “That time taught me so much about addicts and human psychology, and gave me incredible compassion,” Adam says. Adam grew up in an apartment complex in Durham with his single mother. When his grandmother passed away, she left his mother enough money to buy her first home. “It was a life-changing experience for me at the age of 12 to go from the apartment complex we had been living in to an actual house,” he says. “It was an incredible experience.” A natural in sales, Adam knew at a young age that he wanted to work in real estate. “As soon as I got into the business in 2005, it immediately clicked,” he says. “It was like I was born to do it.” He’s now the broker/owner of the AMG Realty LLC, leading the Grossman Group, a team of ten agents. He serves Raleigh, Durham and Chapel Hill, as well as Cary, Knightdale, and nearby areas. His catch phrase, “Let’s do a deal!” conveys his fantastic energy and easygoing nature. A staggering 75% of his business comes from repeat and referral clients. “My clients are typically raving fans,” he says. “I become friends with my clients.” His past clients say he’s a true real estate professional who does a great job for them and really cares about them. They keep coming back because he’s professional and does an excellent job, but also puts things in layman’s terms. “I connect with my clients in a way that most realtor’s do not.” Adam’s clients understand that he has incredible expertise and doesn’t just give advice—he puts his own money where his mouth is. “They know I’m a staunch investor. I owe everything I have to this business.” He’s invested in real estate himself, and now owns 27 rental properties. His real estate company offers property management as well.

To stay in touch with past clients, Adam hosts frequent client appreciation events, sends handwritten cards, takes people out to lunch, and attends important events in his clients’ lives such as weddings and baby showers. “I’m involved in my clients’ lives,” he says. “Texting, calling, inviting clients to go with me to try new restaurants, I’m always reaching out.” When it comes to marketing listings, Adam is very hands-on. He conducts thorough marketing campaigns via social media, creates video and 3D tours of properties, and conducts open houses every weekend until a property sells. After working with Adam, his clients remember his sense of humor and ability to make the experience as enjoyable as possible. “If an agent does things right, it should be a fun process,” he says, “especially in this strong market.” What’s his favorite part of the job? “I love people and getting involved in their lives. I mean, I’m a psychologist half the time,” he says with his characteristic smile. He’s passionate about giving back to his community, constantly donating to fundraising events for local schools and supporting community members in need due to illness or other misfortune. His team conducted a diaper drive that raised over 10,000 diapers, and a sock drive that raised over 15,000 pairs of socks for homeless people. In his free time, he loves to work out. He’s also a big foodie, and enjoys supporting excellent local restaurants. He loves traveling, watching basketball, and is a voracious reader. He enjoys cracking open a craft beer with friends, family or clients. For the future, he wants to continue mentoring new agents and helping them to emancipate themselves from the daily 9-5 grind. “I want to take what I’ve learned and help other people to become investors and build a business. That’s what it’s going to be about for me in the next 30 or 40 years,” he says. Now that’s a worthy goal and one he’s sure to accomplish!

To find out more about Adam Grossman

email adamdoesdeals@gmail.com, call 919 - 451 - 5717, or check him out online at adamdoesdeals.com www.

Top Agent Magazine

JANELLE HOLTE Even in her teens, Janelle Holte loved real estate, often stopping into houses to check out what was on the market. Joking that she took her life’s steps in a nontraditional order, she explains that she had two sons before earning her four-year college degree in speech communication. “I even considered law school, but decided my kids needed a mother more than I needed to be an attorney, so I got into sales.” By 2001, she was licensed and enjoying great momentum for about a decade in the Twin Cities Metro Area. When the market crashed, Janelle left real estate temporarily for another career. “But I’m the type of person who doesn’t stop; I knew I’d be back.” So, in 2015, while working a full-time job and putting two kids through college, Janelle got relicensed and began working as an agent. In her first year back, while still transitioning from another job, she had become the #1 agent out of 90 in her office for listings taken, listings sold and contracts written. “It happened because of my passion,” she says. “When I’m given an opportunity to do what I truly want to do, I’ll do anything to make it work.” For Janelle, “doing anything” applies directly to her clients’ needs.

ting the property on MLS. “I also do fliers, open houses, door knocking and social media.” As business grows, Janelle plans to keep being the best she can be, eventually also earning her Florida license. “I want to keep doing what I enjoy and serving the community,” she says, noting that she has 3,000+ hours of volunteer work under her belt, outside of any community work she does in real estate. Having grown up in a small town in Northern Minnesota, she especially enjoys supporting community events and donating to local nonprofits. “It’s rewarding to witness someone getting so excited about something we might take for granted.” A bit of a philosopher at heart, Janelle’s rules to live by transcend everything from work and family to how you feel when you wake up in the morning. She tells her sons, “No one says life is fair. Life is what you make it. When things happen, you have two choices: Either lie down and die or get up and keep moving.” Janelle is the type to get up and keep moving. “I learned that from my father at a very young age and I’ve carried it with me.” For that reason and more, she appreciates being part of an industry that not only changes people’s lives, but changes how people look at what their next chapter will be.

“People know I’ll do whatever it takes to find them the perfect property or to sell their property.” She puts her clients’ interests above her own, not only bringing them success but earning their trust and referrals. “It’s really about relationships, maintaining a level of commitment to excellence and caring about the people that you work with.” That approach leads to lasting friendships with her clients. “Over and over that they notice I’m sincere, genuine and caring.” Janelle loves walking into a beautiful home knowing that her team will be the driving forces behind selling it. “I like seeing how owners took care of it, raised their family in it and and want the next person that buys it is going to be just as loving toward it.” That said, no one will catch Janelle beating around the bush. In a listing appointment, the first question she asks the seller is whether they want her to be brutally honest or to sugar-coat things. “I won’t sugar-coat, so I tell them not to shoot the messenger!” She gives it to them straight, explaining what needs to be done to stage it to present well from a buyer’s perspective. She sets out on staging before hiring a professional photographer and put36

To learn more about Janelle Holte of Coldwell Banker Burnet in Wayzata, Seller’s Edge Home Team,

visit sellersedgehometeam.com https://www.facebook.com/sellersedgehometeam or go to her Facebook page, email janelle.holte@cbburnet.com or call 612.203.9661 www.

How to Throw a Networking Event

that Can Put Your Business on the Map It’s hard to argue with the benefits of attending networking events—you make new connections, enjoy industry skill-building conversation, and expand your reach in the local business community. However, have you ever considered the benefits of hosting a networking event? Instead of attending as a guest, you’ll be the wizard behind it all. Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. This idea may be tempting, but how do you pull it off? Review some Top Agent Magazine

of our tips and tricks below and you’ll be more than ready to throw a networking event that’ll put you on the map.

MAKE IT EASY FOR YOUR GUESTS TO SAY YES. From the outset, try to keep things as simple as possible for your guests. This means that e-invites should be structured, yet conversational. Include a link to register online so that arriving to your event is seamless and requires no signup sheets or stuffy check-in procedures. Select a venue that’s relatively well-known and central

Top Agent Magazine®

Throwing a networking event can position you as a local business leader, and you’ll be able to curate the experience to your tastes and goals. to your area. It should also have easy-to-access parking so that attendance is streamlined and hassle-free. Also consider sending an automated event reminder the day before and the day of the event—that way you’ll set guests up for easy attendance that they don’t have to debate.

CREATE A THEME. Capitalizing on a holiday or local event is a great way to drive attendance to your networking function. While getting to know area professionals is a worthy reason to meet up, you’re likely to engender a livelier ambiance if you incorporate a holiday or theme. This will inspire comradery among your guests, in addition to giving your event a natural focus. Major sporting events, a Thanksgiving themed pie bakeoff, or a spring cleaning themed community volunteer day can generate more interest than your average mixer.

GET CREATIVE WITH YOUR GUEST LIST. While you may be trying to keep your invite list industry-specific, you may benefit from casting a wider net. Invite area entrepreneurs, young professionals, collegiate professional organizations, and even friends and family. You never know what sort of connections will be made, and high attendance is key to keeping the energy of your networking event at a high tier. Don’t worry about only collecting info from realtors or brokers or mortgage pros. Instead, create a 38

sense of community so that opportunities flow naturally and conversation remains diverse.

BE THE BOSS. As host, it’ll be your job to play matchmaker and drive conversation at your networking event. This means that you’ll get to know more people, but it also means you’ll be able to create connections between different professionals and businesses. You can maximize your matchmaking abilities by planting a few socially-minded friends around to drive additional conversations. Your goal is to keep people talking and to be outgoing. It should also be your goal to follow-up once the event is complete. Use this as an opportunity to continue to connect different people you met, or to follow-up with coffee or lunch with someone you found interesting. Try sending out a group thank-you e-mail to your guests after the fact, telling them to keep an eye out for your next event, or to get in touch with you for any questions or contact information of fellow attendees. While it may feel like a risk to throw a networking event, it’s a risk worth taking. By positioning yourself as the host of your event, you’ll drive awareness to your business and brand, and build up the local professional community in a way that’s sure to draw good will your way. Keep these ideas in mind as you go about planning a memorable networking event of your own, and above all—have a good time and others will follow suit.

Top Agent Magazine®

Top Agent Magazine

MARY PAHL In 1992, Mary Pahl was working at a corporate sales job with her second child on the way. She knew she needed to find a new career, something that offered the flexibility she needed as a working mom. “When I purchased a home, I had representation that was disappointing. I ended up doing a lot of work and research during that process and I ended up really enjoying it. My dad also owned investment properties, so I grew up around it, and it just seemed like it could be a natural fit for me. I actually took the courses to get my license with my newborn baby in tow. That was 26 years ago, and I haven’t looked back since.” After a successful career as an agent, 12 years ago, Mary opened up her own brokerage, Iron Gate Realty Group, with her business partner Dennis Gorton. Iron Gate Realty Group has quickly become one of the premier boutique brokerages in her marketplace. “I’m the principal broker, and right now I supervise 7 agents. We really don’t want to grow too big, since I like having time to properly care for my clients, as well as mentor and train my agents. We want them to live up to our high standards and the professional manner in which we conduct ourselves at Iron Gate.” Mary was born and raised in Milwaukie and primarily serves the Portland area focusing mostly on the Eastside. She’s earned an impressive 98% rate of repeat and referral business which she credits to the fact that she always puts her client’s needs first. “I am always fair and honest. People really appreciate when you’re upfront and operate yourself with complete integrity. I never push a client into anything that isn’t right for them. I’m forthright every step of the way, since I always want people to know what they’re buying. It’s truly not about a paycheck for

me. It’s about helping people realize their goals and dreams. I think that commitment to my clients is something that really sets me apart, and why they feel comfortable recommending me to their friends and family.” Another area in which Mary really stands out is with her comprehensive approach to marketing that uses all the latest industry innovations, as well a more traditional approaches “My listings are featured on Realtor.com and I have a big presence on social media as well. We also have a large network of Realtors® we’ve built trusted relationships with, including the top producers in our area, so we really get the word out about our upcoming listings. We have a strong record of achieving fast sales and getting top dollar.” Mary is actively involved in her community. She was Past President of the Alumni Board and currently serves on the Booster Board at her alma mater, a private Catholic high school. She’s also passionate about helping the homeless and is involved with “Diversity As Gift” whose mission is to work with the homeless. They also sponsor the Children’s Book Project, which donates books to underprivileged children. When she isn’t working, Mary loves to spend time with her family and enjoys cooking. Mary is looking to add another agent in the near future, but her main goal is to always be a trusted resource for people who are looking to buy or sell a home. “We really form partnerships with our clients. This is the biggest financial transaction most do in their lifetimes, and we take our responsibility in that seriously. My motto is “Because it’s not just a house…It’s your home” and I really enjoy helping people find that perfect place to call home.”

To learn more about Mary Pahl and Iron Gate Realty Group, call 503 - 998 - 2688, email mary@irongaterealtygroup.com or visit irongaterealtygroup.com www.

Top Agent Magazine

ISABEL QUIROZ How did Isabel Quiroz become a rising star in Tri-City real estate? Isabel had always dreamed of being self-employed when a realtor acquaintance encouraged her to study for her license, insisting she would be a great fit for the industry. She received her real estate license and began her new career in 2016. Isabel is now an independent bilingual agent with Keller Williams serving English and Spanish speaking clients in Kennewick, Pasco and Richland, as well as the surrounding area. Already 70% of her business comes from repeat and referral clients. What keeps her clients coming back and eager to refer Isabel to their friends and family? Her communication is top notch and she is dedicated to educating her clients through every step of the transaction. She’s easygoing and focused, and understands how to make the process go as smoothly as possible. She uses skills she developed when she was raising her five children and studying for a degree in Business Management—she’s incredibly organized and professional. She stays in touch with past clients by sending out monthly emails full of helpful information and market trends. She sends past clients birthday cards or just reaches out to let them know she is thinking of them. To market listings, Isabel creates a unique website for every single property, which also helps her capture buyer and seller leads. She makes high quality flyers, conducts a thorough social media campaign for each property, purchases Facebook ads, and hosts well-attended open houses.

She also shares information about each listing within her broad sphere of influence. What does Isabel like most about her work? “I like the fact that I can educate my clients. I mostly serve the Hispanic community because I speak Spanish. My spanish speaking clients want someone who can explain to them what they are signing and what the process is so that they can fully understand how it will affect their lives.” To give back to the community, Isabel is a member of the committee that organizes the Keller Williams’ annual Red Day event in the Tri-Cities. This year Keller Williams will be partnering with My Friend’s Place, a local nonprofit that helps homeless teenagers. She’s currently a member of various prominent realty organizations, including the Tri-City Association of Realtors and the National Association of Realtors (NRA). Additionally, Isabel is certified in New Construction Home Specialist and Residential Construction. Isabel loves to spend time with her five children. She also enjoys hiking, reading and listening to audio books. She’s on track to triple her number of transactions in 2018! “I’m proud of setting goals and being able to achieve them,” she says. Isabel plans to add one or two buyer’s agents to her team within the next year, and she hopes to continue growing her team in the years to come, and to mentor new agents. With her dedication to serving and educating her community, she’s sure to make those dreams a reality!

To find out more about Isabel Quiroz, you can contact her via email at iquiroz@kw.com or by phone at 509 - 380 - 8934. Or you can check her out online at tricities.homesellingnow.com http://

How To Send

SMARTER EMAILS

Email is a great tool for agents to use when trying to stay in touch with their past clients, as well as for reaching out to prospective clients. However, used incorrectly it can make your attempts to reach out seem like spam. The secret to using email effectively is making sure that everything you send out does one thing: ensure that you remain relevant to your contacts. To do this you have to get personal. Personalization will go far to ensure that your contacts are actually clicking on your emails. This means that if you do reply on an automated drip email campaign to build business, you need to customize your content so that it delivers something meaningful to each individual recipient. Here are some steps that will help you do exactly that:

1. SEND A WELCOME EMAIL TO

NEW CLIENTS AND PROSPECTS Rather than simply add new contacts to your automated email drip campaign, make sure to send each new contact receives a warm welcome as well. Sending a welcome email along with adding new contacts to your drip campaign is proven to be 86 percent more effective at catching your contactâ&#x20AC;&#x2122;s attention. Let them know they are welcome and that you appreciate their interest. Top Agent Magazine

2. NURTURE YOUR RELATIONSHIP

THROUGH YOUR EMAIL To let your potential client know that you are thinking about them by sending them useful content that relates to the process of buying or selling a house. Some great topics include credit score information, ways to save money, regular market updates, what buying in your market is like, information about the neighborhood, tips on how they can prepare their home for sale, and other relevant information. A great way to

Top Agent Magazine

add to these emails’ punch is to time them so that they coincide with what that individual is going through and dealing with at that time on their path through the buying or selling process.

3. CELEBRATE IMPORTANT DATES

Everyone loves to be noticed and appreciated. Schedule emails to go to each client that celebrate their purchase anniversary or birthday. Make sure you include a personal note and your own wishes that the year ahead goes well for them. If you’ve been a bit out of touch with your contacts, you might want to send them a friendly hello.

MOBILE-FRIENDLY EMAILS With our phones being akin to mini computers, most people read their emails on their phone these days. So, it is particularly important to make sure that your emails are rendering well on the smaller screens. If you want to make any kind of impact, you have to run a mobile-friendly email campaign in today’s world. You are going to lose a lot of your audience if they can’t read your email on their phones.

TRACK THE PERFORMANCE OF YOUR EMAILS AND ALTER ACCORDINGLY The best way to make sure your emails are being read and making the kind of impact you desire is to consistently monitor the analytics,

and see what your readers are actually clicking on and what elements are most popular with your contacts. Going forward you can alter different elements of your email campaign such as content, images, graphics, and even smaller elements like your subject line to draw in more clicks from your readers, and cater to what grabs their attention. You also want to follow a targeted email strategy. The best way to do this is segment your email list based on the data from your CRM and the demographics of your contacts. Different clients are going to be interested in different content. Long-time clients looking to buy a second home or possibly downsize are going to be interested in completely different content than your first-time buyers. A good way to filter your contacts is by looking at which ones are looking to buy or sell, how far along in the process they are, as well as other important information about them.

DON’T SPAM UNDER ANY CIRCUMSTANCES You probably already know that flooding your clients’ emails is big no-no. However, different people have different ideas about what is too much contact. One great way to approach this problem is to ask your clients whether they would prefer weekly, monthly, or occasional emails from you. This way you can cater to each client’s preference.

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner. 42

Top Agent Magazine

LEE SMYTH When REALTOR® Lee Smyth explains that he serves a group of South Virginia communities such as Mecklenburg, Brunswick and Lunenburg, as well as parts of Central North Carolina, he is referring to much more than geography. “This area was hit very hard during the recession. A lot of the properties are in disrepair and require major rehabilitation prior to being sold. One of the things we try to do is fund the repairs ourselves before selling them,” says Lee, describing the family business of his father, Sid Smyth, a respected agent and associate broker with Long & Foster Real Estate. A REALTOR® since 2017, Lee joined Sid’s team following an astounding decade of success in construction equipment sales and rentals. Lee explains that since he joined the family business, the team has grown from one full-time agent and one part-time agent to six agents. “In addition to marketing luxury farms and running a property management business, we personally repair homes that have been lingering and falling apart,” he says. “We’re in a sort of Renaissance period in our area, working to improve the community and increase property values. Many homeowners choose to work with us because we help to provide a solution when they, otherwise, do not have the resources to make the necessary repairs themselves,” says Lee. “We fix homes up at our expense and receive reimbursement at closing. Essentially, we escrow the repairs. This is one thing that makes us so successful.” This business strategy doubles as a community service. By investing in the health of the local economy through real estate, everyone wins. “We even recently bought an older motel that we’re turning into a 55+ community.” That property had become so overrun by damage and crime that no one else wanted to touch it. “Now it’s going to be a modest 55+ apartment complex.” In addition to his investment in the community, he also supports charities like the

American Cancer Society and Habitat for Humanity. And while all this makes him a very busy man, Lee says that giving back to the community actually makes business run more smoothly. Lee, who holds a Bachelor degree in Marketing, is known for being professional, innovative and aggressive, while at the same time friendly and compassionate. His name recognition is growing as he uses his savvy marketing skills to find the right homes for buyers and buyers for homes. He maintains a strong marketing presence online, including Facebook and MLS, as well as newspaper advertising. His clients, as well as other REALTORS® who seek him out to find homes for their buyers, appreciate his responsiveness. “People appreciate that I take things and run with them, keeping them in the loop and informed the whole way.” He also adds a personal touch that resonates. “My wife makes custom wood furniture & decor, so following a sale, we’ll often make something personal for the client and send it to them,” says Lee. Furthermore, the property management division of the family business grew more than tenfold in the first year after Lee entered real estate. Lee places great importance on people’s stability and family life. He notes that he and his “amazing” wife are blessed to enjoy life with their cherished young son. “We’re big into sports around here. We support the local baseball team, and I enjoy fishing and hunting,” he says, adding that he and his wife also enjoy taking advantage of their timeshare ownership to explore different parts of the world with their son. “I’m happy to help anyone who comes to us, and I’m extremely motivated to improve the community,” says Lee. He plans to grow the business, with the eventual goal of taking over as associate broker when his father retires. He and his clients know that Lee’s work ethic, perseverance and genuine desire to serve will support this growth. “Whether a client is hoping to buy their first home or is a seasoned investor, I want to work hard and always exceed people’s expectations.”

To learn more about Lee Smyth visit leesmyth.LNF.com or go to his Facebook page facebook.com/Leesmythrealestate, http://

www.

email lee.smyth@LNF.com or call 919.208.9417 Top Agent Magazine

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

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

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

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

2. Organize your workspace A messy work area breeds anxiety and distraction, but a clean and organized desk inspires efficiency. If you’ve got a busy day ahead, take fifteen minutes and organize your workspace: gather miscellaneous papers into their proper place, dispose of out-of-date or unnecessary documents, or give your keyboard a dusting. Not only does cleaning and organizing your workspace prepare you for the work ahead, it also helps you transition to a productive, goal-oriented mindset. 44

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

Top Agent Magazine

LISA ST. CLAIR-KIMMEY For 25 years, Lisa St. Clair-Kimmey has been one of the most respected Realtors® working in the state of Maryland. From the start, Lisa followed her own path to success. When she got her license at the age of 21, most Realtors® working then were in their 40s. In 1998, she purchased her first RE/MAX franchise becoming the youngest broker/owner of an internationally known company worldwide. She eventually bought a second franchise before selling them both in 2011. In 2015, Lisa became a broker for Keller Williams Gateway helping them launch that market center. Last year she began building her own team K2 Home Group, that currently includes an assistant and a buyer’s agent. The team covers most of the state, but primarily focuses on Anne Arundel County, Baltimore County and Harford County. With her in-depth experience and her dedication to providing an unparalleled level of customer service, Lisa has earned a remarkable 91% rate of repeat and referral business. Her team is already becoming one of the most in-demand in the area and sold an impressive 87 homes last year. One of the keys to Lisa’s success is that she sees what she does as being more about building relationships than sales. “I’m not a transactional agent. I always do what’s best for my clients. My clients all become my friends and they feel comfortable recommending me to all of their friends and family. I’m now selling properties to the children of past clients and that really is the greatest compliment. I think that’s because I listen to what my client’s desires and expectations are and then I guide them to the right choice for themselves

and their families. That honesty combined with my knowledge and expertise in my marketplace is really what sets me apart.” Lisa not only builds strong relationships but she maintains them as well. “I keep in touch with them though various ways, and I also hold several client appreciation events throughout the year. It’s all about the people for me. The friendships I’ve created over the years have just been amazing.” Giving back is important to Lisa and she’s is particularly passionate about supporting organizations that help people struggling with addiction. “My family has been affected by drug addiction, and everyone who knows me knows what I’ve been through and how important it is to me to help out in that area. So many people are affected by addiction and have nowhere to turn to, so I’m a big advocate when it comes to helping them get their lives back on track.” Lisa is also a member of the Women of the Moose and also supports Wounded Warriors, Veterans and all 1st Responders through various fundraising events. When she isnt working, Lisa enjoys Maryland’s beautiful parks and rivers. Lisa loves camping with her family and being outdoors, as well as cooking out, tubing, dancing, and singing. Lisa would like to continue to build her team, with a future goal of an expansion team in Texas. But for now she couldn’t be happier with her decision to join the industry that is her passion. “I’m still here after 25 years of ups and down. There’s truly never been a dull moment and I love it.”

To learn more about Lisa St.Clair-Kimmy and K2 Home Group, call 410 - 977 - 6965, email lisa@k2homegroup.com, or visit k2homegroup.com www.

Top Agent Magazine

mailto:mag@topagentmagazine.com

Top Agent Magazine