Nationwide 6-5-17

NATIONWIDE & INTERNATIONAL EDITION

KRISTIN BAUM

DANIELLE BELAIR

ROSA BULZA

SILVIA CARMONA

STACY CARTER

GREGORY CULLISON

RONNIE DeBENEDETTA

CORT DIETZ

AZY FARAHMAND

VIRGINIA GEE

STEVEN HORNER

GINNY HUFFMAN

BRENT JOHNSON

SAMANTHA MUSCATO

FEROZA RAHMAN

NATIONWIDE & INTERNATIONAL EDITION

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AZY FARAHMAND

SILVIA CARMONA

BRENT JOHNSON

VIRGINIA GEE

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KRISTIN BAUM

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DANIELLE BELAIR

ROSA BULZA

CONTENTS 4) GOOGLE ADWORDS: HOW TO MAKE GOOGLE DO THE WORK FOR YOU 9) 5 MORNING HABITS TO MAKE YOUR DAY SUPER PRODUCTIVE

13) 5 SURE-FIRE WAYS TO GET MORE REFERRALS 20) TEMPLE EMANUEL OF BEVERLY HILLS ROARING 20'S FUNDRAISER

23) 5 SIMPLE MINDSET SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS 27) 4 QUALITIES OF EXCEPTIONAL EMPLOYEES

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

Published in the U.S.

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STACY CARTER

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GREGORY CULLISON

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STEVEN HORNER

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RONNIE DeBENEDETTA

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GINNY HUFFMAN

31) THINKING OF LISTING? NINE WAYS TO GET READY

SAMANTHA MUSCATO

35) SHUT UP AND SELL 39) COACHING 9-1-1

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CORT DIETZ

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FEROZA RAHMAN

42) IS STARTING A TEAM THE RIGHT SOLUTION FOR YOUR BUSINESS?

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Google AdWords:

How To Make Google Do the Work for You There is no denying that the internet is the first place a buyer begins looking for a new home in this digital age. Knowing how to put the powerful tools available on the internet to work for you can give you a decided advantage when it comes to attracting prospective buyers to your listings, as well as you as an agent. Google is easily one of the major superpowers of the internet, and they have one of the most powerful advertising tools available. Knowing how to utilize Google AdWords in the correct manner can make your internet advertising immensely powerful and possibly your best way to reach prospective buyers.

Google AdWords is also extremely cost-effective. This multifaceted tool gives you much more control over your advertising campaign than other more traditional methods. You can target specific audiences, choose the specific search terms, also known as keywords, that will bring up your ad in someone’s search results, and you can set a budget for each campaign that will dictate it’s reach and how long the campaign will run. Here are some tips for how to put Google AdWords to work for you.

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ent websites. You want to set yourself apart from every other real estate website users are viewing in their search for a house.

MAKE SURE YOUR ADS ARE GOING TO SEND USERS TO A SITE THAT WILL CAPTURE THEIR ATTENTION

You can spend an infinite amount of money on Google advertising campaigns, but if those ads don’t send users to a site that will capture and hold their interest, then you’ve just wasted all that money. Don’t put your cart before the horse. Make sure you are considering exactly where these ads are going to send users. To set up your website for success, at the very least you want to make sure users are greeted by clear call-to-action, such as a message that will encourage them to sign up for your newsletter or subscribe to your blog. You want to set up your website to maximize and capture the leads the ad campaign sends your way.

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BUILD CUSTOMIZED OR CUSTOM-MADE WEBSITES RATHER THAN TEMPLATE WEBSITES It is easy and tempting to use template websites, or to offer your agents template websites if you are a real estate manager or broker. While this offers a cost-effective solution to providing every agent with a website, it does little to set you or your agents apart and capture the attention of users that are used to seeing a wealth of differ-

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MAKE SURE YOU ARE OFFERING VALUE ON YOUR WEBSITE

Don’t simply use your website as a kind of brag sheet. Let users know what makes your particular services valuable to them. Highlight your expertise in a certain location through tools such as blog posts, providing market updates, or giving pertinent information on a unique type of property. This will ensure that your online advertising campaigns are much more successful.

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LOCATION IS EVERYTHING!

Location is everything in real estate, and the same holds true for Google AdWords. You can target specific locations in your ad campaign. While one approach is to focus on the area around your location, a more advanced approach would be to link AdWords campaigns to your Google My Business account. This is a Google service that includes your address in the ad, allowing people to then click on it and see exactly where you are located on a map.

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USE GOOGLE ADWORDS IN YOUR CAMPAIGN TO EXPAND YOUR BUSINESS IN GENERAL

Focus an AdWords campaign on expanding your business by incorporating specific zip codes and neighborhoods that will help you establish a presence in an area where you would like to increase your real estate business. Making sure that your ad appears in search results that are related to the real estate in a specific area will help shape the image and brand of your business as well as bring in new leads.

HARNESS THE POWER OF DATA

When you run a Google AdWords campaign Google Analytics captures a wealth of information about your target client demographic.

You can gain real insight into your online visitors, such as when they visit, what they do and look at on your site once they get there, and what search terms they use. You can use all of this information to grow your business. Use Google Analytics to determine which users (location, gender, age) are utilizing specific aspects of your site, such as looking at multiple listings, reading your blog, etc. You can then use this information to target these specific demographics in your AdWord campaigns, Gmail ads, the Google Display Network, and other advertising.

Using the internet to help advertise your business and your listings is one of the smartest moves you can make as an agent in this modern age. However, you don’t want to simply go into the process blind or you’re wasting a lot of potential resources and data that could make all the difference. To reap the benefits of Google AdWords, you must apply an intelligent strategy to using these campaigns.

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AZY FARAHMAND

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AZY FARAHMAND Azy Farahmand had never considered a career in real estate, but the industry has quickly become her passion. “My husband had been in the business for 15 years, and had always told me that it would be a great fit for me. I had been at home raising our kids, but a few years ago, when they were all in schools, I finally decided to try it out. I was immediately hooked, and I’ve been doing it ever since.”

Azy is currently at The Agency, one of the most prestigious boutique brokerages in the lucrative Southern California area. She works all of the Greater Los Angeles area, but she primarily focuses on the Westside and the Valley, where she has an in-depth and intimate knowledge of the high-end commercial and residential properties there.

Key to Azy’s success and what accounts for her impressive 90% rate of repeat and referral business, is her personable approach to sales. “I make my client’s needs and wants personal. I make them my own and I really think about how I would want to be treated throughout a transaction. I make sure I give grade A service. I take care of them and nurture them throughout the process.”

Azy also offers her clients a comprehensive expertise, as well as complete availability. “I consider my job to be more than just about selling property. I’m a resource for my clients. I will provide anything from a referral to highly professional service providers to information on the schools and everything in between. I especially love working with new home buyers since they really need that hand holding that I’m so good at. I understand that this is the biggest purchase most will make in their lifetime, so they need that

guidance. It’s important to me to make them comfortable and happy and I do that by always being available to them and promptly answering any questions they have along the way. Our business is pretty much a 24 hour job and I make sure I’m there for my clients.”

Azy has had many roles in her life, and she has been able to translate that into the real estate business with great success. “ I just approach every client with compassion and offer them my total support and I think that sets me apart. I am their real estate advisor, their friend, and their confidante. Whatever they need from me, I offer them, and I think my ability to shift through those roles with ease keeps them happy.”

Azy is an active member of the Beverly Hills community, where she currently serves on the El Rodeo PTA Executive Board, a role she has enjoyed since 2006. Azy was PTA President of El Rodeo from 2009-2011, sat on the Beverly Hills Education Foundation from 2005-2011 and is a past PTSA President of Beverly Hills High School and now serves on the Board.

Azy couldn’t be happier with how far she’s come in just a few years and would like to continue growing her business, as well as investing in her personal growth as a Realtor® as well. “I love what I do and there is so much to learn, including from other agents. I am always a student. I really look up to the people I work with at The Agency, who I constantly learn from. I’m grateful to everyone who has helped me get to this point in my career. This business is all about people, and the fulfillment I get from helping them is addictive.”

To learn more about Azy Farahmand call 310.710.8841 or email afarahmand@theagencyre.com 8

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

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

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

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

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

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

3. Queue Up a Podcast on Your Commute Whether you’re driving, biking, or taking public transportation into the office, a podcast is a perfect way to brush up on industry knowledge. Try sourcing a podcast relative to your field and narrated by experts.

Not only will it get you thinking about the topics of your industry—while expanding

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

4. Begin with a To-Do List When work gets busy, sometimes just getting started is an overwhelming prospect.

Before you dive in to your e-mails and projects, take twenty minutes and be thoughtful as you assess your daily and weekly to-do

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

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

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

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

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

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VIRGINIA GEE

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VIRGINIA GEE There are many reasons veteran Arizona real estate agent Virginia Gee was named “Best Realtor in Scottsdale” multiple times by the Scottsdale Foothills Magazine, and recently named among the Top 30 Agents in the Phoenix Business Journal. Those reasons include honesty, integrity, and a respect for hard work that was instilled in her at a very early age.

“I learned early on to have a good work ethic,” says Virginia, “My parents, being first generation immigrants, taught me that you are never just handed anything, you have to work for it.

They also taught me that loyalty is precious and you have to work to maintain that.”

Virginia, who has a finance degree, began her career in real estate over twenty years ago, making an unlikely move from a job in the aircraft industry. “I worked there for about four years, but I realized that I had no control over my career. I decided to look at real estate as an option. I loved the idea that it was something tangible that affects people on a daily basis and that I could use my financial background.” This tangible ability to help people appealed to Virginia, and she has been doing so ever since. Her large and grateful client base has resulted in a booming business that is based at least 85% upon referrals and repeat clients. “I’m working on my second generation of clients now,” she laughs.

It’s the relationships Virginia forms with her clients that keep them coming back to her. “A lot of it is about the trust we have in each other,” she says. “And I stay in touch with them after the transaction closes, whether that’s through phone calls, mailers, or emails with statistical updates on the real estate industry.” Making the sometimes difficult process of buying

or selling a home fun is one of Virginia’s primary objectives, as is clear communication. “I’m always in touch with them, they never have to question what’s going on. It’s important to me to make the process smooth and easy, and I think that’s another reason they keep coming back.”

Virginia’s team at Russ Lyon Sotheby’s International Realty is dedicated to providing the very best in customer service in both Scottsdale and Paradise Valley. Virginia’s years of knowledge and negotiating skills, the global exposure she can give with Sotheby’s International marketing, and the support she can provide with her team makes her one of the best.

It’s the interactions she gets to have with her clients that Virginia pinpoints as her favorite part of what she does. “It’s in my nature to want to help people,” she says, “and I think my clients can tell that. I’m also at a point, having done this for as long as I have, where it’s fun. Just being able to help people is worth more than the money to me, it’s really all about being happy. This makes me happy.”

Virginia plans to continue growing her business as the demand for her team’s service continues to grow. Statistically, Virginia’s team assists five times more people than the average agent per year, and it’s important to her that the quality of client service remains at the peak level it is today. Virginia is grateful for the work her team does in supporting her. “It’s hard to service your clients properly by yourself. My team is amazing.”

“I love to work with people,” says Virginia. “Whether they’re buying or selling, and whatever they’re going through, I’m there to make it easier for them.”

For more information about Virginia Gee please call 602-526-2672 or email V@virginiagee.com 12

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5 Sure-Fire Ways to Get More Referrals

by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients.

So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances.

Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free.

Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you.

Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

Run the numbers. Your average client who sticks with you is worth $25,000 if they move three times (first average commission is $5,000; they move in five years, that’s another $10,000 for the buy and sell. Same with the third 2. Cross promote and partner with move, another $10,000.) Then if the other businesses. Think about all the client refers two people, suddenly local businesses in your city and you’re talking $75,000. And that’s then ask this question: What can I without marketing, so add in that do to help those local businesses Top Agent Magazine

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while promoting my business?

Think coupons for your clients and leaving your business cards in their stores.

3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!”

Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life.

4. Get involved in your community.

People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community.

Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics.

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get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going.

The referral system is built on strong relationships and shared value.

Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not?

What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching.

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies.

To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com.

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BRENT JOHNSON Brent Johnson never anticipated a lengthy career in real estate. When his father suggested that Brent join his office while he sought his calling, Brent only planned on a limited stint in the industry. Two and a half years later, he realized that being a real estate agent combined everything he was searching for in his dream career. That was back in 1993, and today Brent has established a thriving career spanning more than two decades, having built his practice on delivering joy and success to those he serves.

Though he primarily serves Hennepin County—from Brooklyn Park to Bloomington—Brent’s work takes him afield to many of the communities in the Twin Cities metro area. Brent spearheads his work solo, relishing the chance to be the main point of contact for all transactions, while supported by a part-time assistant, his sister Simone. Passionate about ongoing education and opportunities to lend his insight to up-and-comers, he loves to work with the newer agents in his office and share his industry experience.

What’s more, Brent’s operation runs like a well-oiled machine, resulting in an impressive 96% rate of repeat and referral business. “The real estate industry is a relationship business to it’s very core,” Brent explains. “First and foremost, I take care of my relationships and I sincerely value my clients.” The authenticity of spirit at the heart of each transaction is the founding principle behind Brent’s practice. Brent takes time to learn about each of his clients’ lives and long-term goals, resulting in more personally tailored service to boot. Likewise, Brent prioritizes accessibility when it comes to the agent-client relationship, doing his best to promptly return texts, emails, instant messages, and phone calls and answering questions to demystify the buying or selling process, all to help his clients make informed decisions.

In a similar vein, Brent makes a concerted effort to keep in touch with past clients. In addition to mailing a quarterly magazine to

keep clients abreast of updates to his business and changes in the industry, Brent also sends five to six postcards and digital postcards a year to clients. Recognizing that the majority of communication is transitioning to online platforms, he remains active on social media websites, staying current with his clients and the events that are shaping their lives, rather than just using these services as a “digital business card.” Lastly, he throws three client appreciation events each year, including two funfilled parties and one fulfilling service opportunity to benefit the community. To market his listings, Brent uses tried-and-true traditional methods such as open houses and door knocking, paired with digital distribution on a wide range of listing websites. Offering professional staging and photography services to all his clients, Brent ensures that homes look pristine both in person and online. What’s more, Brent pays particular attention to the digital presentation of a home, incorporating virtual tours, wisely noting that these touches serve as a twenty-four-hour open house opportunity, calling them “pajama open houses.”

In his coveted free hours, Brent is actively engaged with his local community. He and his wife are deeply involved with an organization called The Cookie Cart, providing job and life training for high school students, and Brent also sits on the board of Connect with Kids, an organization honoring exceptional student leaders and adults working with children in his community. Deeply faithful, Brent is also involved with his church youth ministry program. When he isn’t donating his time to the charitable efforts, Brent loves to spend time with his own children, attending sports and arts events. And of course, being an avid music enthusiast, one of his favorite pastimes is listening to music in any form. Considering the future, Brent plans to continue growing his referral base while giving clients the best service he can, knowing that growth follows satisfaction. With twenty-four years of hard-won industry experience under his belt, along with a professional ethos fixed on client-centric care, the future ahead is sure to remain bright for Brent Johnson.

To learn more about Brent Johnson, visit TeamRealtyGuy.com, e-mail BrentJohnson@KW.com, or call (952) 358- 9688 www.

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SILVIA CARMONA

“I’m successful because I have something inside me—I’m fulfilled by doing good things for people.”

“I want to put my head on the pillow at night knowing I did something good today,” says Silvia Carmona, owner of Bee Realty in Lake County, Illinois. “I’m no millionaire, but I’m successful because I have something inside me; I’m fulfilled by doing good things for people.” Twenty minutes in Silvia’s presence and that statement comes to life. She’s a woman who thrives in real estate through interpersonal skills and a genuine desire to help. She’s the kind of person who, in addition to helping buyers and sellers get the most value from properties, will not hesitate to step in when she sees they need other kinds of assistance.

During her 14 years as a REALTOR®, Silvia has built rapport and loyalty with her clients and within

her market. Whether marketing homes aggressively online with heavy use of social media and narrated walking tours, or showing remarkable patience as people find the best homes to purchase, Silvia wants each client to feel special. “I don’t care if you have $20,000 to buy a house or you’re selling a $20 million house; I treat people equally, just as I would want to be treated. We become like family and they come back for advice, whether they need a plumber, a dentist or anything!”

Raised in Brazil, where she held a successful sales career in financial services beginning at age 15, Silvia decided in her early 20s to leave her home country. “I had a motorcycle, a cow and a horse,” she says. “I sold them all and came to America!”

Based in the far north suburbs of Chicago, in 2003 she received her real estate license, working for different brokerages initially.

Then, during the global financial crisis, when many REALTORS® were unfamiliar with short sales, Silvia learned differentiated herself as a short-sale expert. Because she understood people’s losses on a personal level, she brought compassion and understanding to each relationship.

“I had investment properties to resell; my mortgage payments were impossible,” she says. “But

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I learned from a bad experience and turned it into something good.” Soon Silvia was helping others hold onto hope. She recalls entering one house at the recession’s low point. “Their little girl was on the floor eating scrambled eggs – the only food the family ate for two weeks.” The girl’s mother, who was unable to work due to her immigration status, was quite ill but afraid to seek treatment; the husband, who had faced many layoffs, was paralyzed by depression. Silvia immediately linked them with resources to help get them on track. “I drove her to a doctor and connected her husband with a company that was hiring.” Fulfillment came when the woman looked Silvia in the eye and called her an angel.

“In 2011, I opened my own company, Bee Realty,” Silvia explains, adding that she enjoys how her cartoon logo resonates with families and children. “I am at 99% referral and repeat clients,” she says. “Now that the market has come back, people I worked with on short sales are returning to me, whether buying again, selling or sending me their friends and family.” She enjoys reconnecting with people she first met as children who, now in their 20s, are buying their first homes.

Bee Realty is a family business and I passed to my daughter Angie Fraguas all my knowledge and since 2013 she officially enjoy the team being my best friend, my right hand and Short Sale Manager. Standing up for people that is losing their homes & lending them a helping hand make Angie the perfect match to the Bee Realty Team!

“Whatever you send into the world comes back to you,” says Silvia, as she begins describing her business plans. She is continuously inspired by her beloved father, who has passed away. “My father was a great businessman with integrity and strong principles. He taught me the difference between right and wrong, that honest work can enhance you as a person. He instilled values and taught me that people’s greatness is not in what they have, but in what they give.” The future for Silvia is bright, as she continues giving back. In the near term she plans to expand her staff, given tremendous demand for her work. Down the road, she hopes to become a franchise. “But I also want to provide training about the real estate business and how everything in life is not about money,” she says. She hopes to mentor newer, younger agents on her mindset. “It’s about helping people. That’s priceless.”

To learn more about Silvia Carmona, visit thebeerealtyteam.com, email silviahome4sale@gmail.com or call 262.412-5422 www.

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Fund the Need

Rabbi Adam Lutz, Eric Reiter, Barry Brucker, Cantor Lizzie Weiss, Rabbi Sarah Bassin, Rabbi Jonathan Aaron

Temple Emanuel of Beverly Hills Roaring 20’s Fundraiser (Los Angeles, May 18, 2017) – With the success of their Purim Ball 2016, Temple Emanuel of Beverly Hills has once again exceeded expectations in another memorable community celebration – this time, at their biggest fundraiser of the year – the “Roaring 20’s” themed Beverly Hills Ball. On the evening of Wednesday, May 17, 2017, three couples were bestowed with the Community Spirit, Humanitarian, and Legacy awards in recognition of their philanthropic efforts in Beverly Hills and beyond.

Known among colleagues and clients for her loyalty, integrity, and expertise, Coldwell Banker’s top-ranked global real estate agent, Jade Mills, was honored with the Community Spirit Award alongside husband, Adam, who builds and sells luxury homes, and works closely with Jade. Both are strong advocates of charitable organizations, and continue to make a difference in the Beverly Hills community. Jade is currently a member on the Board of Governors at Cedars-Sinai Medical Center and has also been honored by The Aviva Foundation for her ongoing support, charitable work, and continuous effort to better the foundation. She and Adam also actively support the Beverly Hills Unified School District.

Hope, and Planned Parenthood Federation of America, Temple Emanuel members for over thirty years, attorneys Lilly and David Lewis, were honored with the Humanitarian Award. Lilly sits on the board of the Everychild Foundation, and on the Beverly Hills High School Alumni Association Board, where she has been tasked with awarding six annual college scholarships to deserving students. Both Lilly and husband, David, also endow an annual Beverly Hills High School Scholarship, the Lazer-Lewis Family Scholarship.

Recognized for their avid endorsement and participation in a number of philanthropic pursuits, including the Venice Family Clinic, City of

As members of the Temple Emanuel family for over fifty-five years, Carol and Jerry Redston were honored with the Legacy Award for their active participation and ongoing contributions to the success of the temple as both a place of worship and an academic and community institution.

The Redston family is highly engaged in philanthropic initiatives within the community and are the matriarch and patriarch of the many meaningful contributions of three generations of children and grandchildren to the temple. Carol has been involved with the Beverly Hills chapter of Hadassah for forty-five years and has served as chapter president many times, while Jerry has served on the temple’s Board of Directors and as President of the temple’s Brotherhood.

Silent Auction Beverly Hills Ball

Noah Furie (Dinner Committee Co-Chair) and Rabbi Jonathan Aaron

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KRISTIN BAUM Kristin Baum always fostered a fascination with the world of real estate. In search for a career that would allow her to help others on a grand scale and also put her customer service skillset to avid use, Kristin decided to take a few classes to learn more about the industry. In short order, Kristin knew she’d found the right path. That was in 2014, and today Kristin has mounted a fruitful career as a real estate agent, guided by an ethos of hard work, client-centric care, and considered follow-through. In just a few years, she’s acquired a host of designations as a Pricing Strategy Advisor, Real Estate Negotiation Expert, Professional Stager, and has even earned her broker’s license.

legwork, reaching out to past clientele and fellow professionals, finding relevant online groups, city pages, and more to promote her listings. Additionally, she incorporates professional photography and video tours to make properties shine, so that they make the ideal first impression both online and in person. Organized and eager to serve her clients to the highest degree, Kristin is always tweaking her marketing campaigns to make the most of each listing opportunity, crafting a start to finish game plan equipped with mile-marking goals. While her approach to the buying and selling processes is capable, efficient, and strategized, Kristin never loses sight of the individual or family at the heart of every transaction.

“Of course, it feels great to put a sold sign in the front yard of a property, or to hand my clients the keys to their new house,” Kristin says. “But for me, my favorite aspect of my work is in getting to know new people and building relationships with my clients along the way.”

While her business is based in Medina County, Kristin goes where clients and their referrals lead, including Cuyahoga and Summit Counties, traversing the state in service of others’ homeownership goals. Working solo, Kristin has developed a systematic and successful approach to her daily work that’s netted a robust 65% rate of referral—an impressive feat during her enterprise’s formative years. What’s more, Kristin’s professional philosophy prioritizes communication, commitment to her clients’ best interests, and tried-and-true diligence. To keep in touch with past clients, Kristin manages an organized database to send out just-listed mailers and cards to celebrate birthdays, Mother’s Day and Father’s Day, holidays, and home anniversaries. Likewise, many of her clientele stem from her natural sphere of influence—an indication that Kristin’s interpersonal approach was meaningful and memorable long before she’d joined the industry ranks.

Because service operates at the center of Kristin’s professional code, it’s little wonder that her efforts extend to her local community, as well. Not only does she participate in a local networking group for women—sharing inspiration and supporting each other’s businesses—but Kristin is an avid runner and uses her talent to great effect. Spearheading a team of eight to run an ultra-marathon, she managed to raise over $2,000 in support of Cuyahoga Valley National Park’s trail maintenance efforts. She’s also helped support the Northeast Ohio Girls on the Run program over the past few years, and regularly volunteers for State Championship Track & Field events for the Special Olympics.

To market her listings, Kristin takes a decidedly twenty-first century approach, incorporating social media, digital listing platforms, and her website presence to ensure that each property receives maximum exposure. Likewise, she never shirks the

Considering the future, Kristin has plans to continue growing her business, and even invested in a business coach recently. She also has an eye toward upping her digital presence and potentially adding on a few service-oriented and fun-loving team members in the years to come. With a collection of promising years under her belt and a radiant commitment to helping others on the path to homeownership, the future is bound to be busy and bright for Kristin Baum.

Photos: Steve Pierce Photography

To learn more about Kristin Baum visit CatchKristin.com, e-mail kbaum2014@gmail.com, or call (330) 921-8918 www.

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DANIELLE BELAIR Danielle Belair graduated from college with a degree spanning the fields of graphic design, architecture, environmental and interior design—which she then followed up by earning her Masters in Graphic Design. It was then that Danielle began to brainstorm the best way to put her creative skillset to use. With parents who had practiced real estate, Danielle witnessed firsthand their success and fulfillment in their careers and considered pursuing her own license. After weighing her options—and with some encouragement from her husband—Danielle finally decided to take the leap, earning her license and joining RE/MAX DFW Associates. Today, she has mounted an impressive turn as an agent, having built a network and reputation on the tenets of transparency, customer focus, reliability, and attention to detail—all leading to exceptional client care.

To market her listings, Danielle blends the tried-and-true traditional with the modern and digital. In addition to utilizing targeted online ads for far-reaching visibility, she also ensures local exposure for listing by incorporating print ads in area publications. To stay in touch with past clients, Danielle makes use of social media’s vast footprint to check in, touching base on birthdays, anniversaries, and holidays. Favoring a personal approach, Danielle also does the occasional pop-by, following up with clients after closing to ensure things at home are progressing smoothly. Recognizing that real estate is a relationship-based business, Danielle enjoys cultivating friendships, taking time to meet up for coffee or lunch with long-time clients. Danielle and her team also show their appreciation for business by throwing client event, with recent themes that in a holiday Pie Party, and Pumpkin Patch Party.

These events are good fun for the whole family, and give Danielle and her team members an opportunity to get to know clients outside of the office.

Serving Dallas and its surrounding areas, Danielle works as part of a team that operates from a sizable referral network.

She broaches the agent-client relationship with a foremost focus on longevity and personalized care. “When I’m your realtor,” Danielle explains, “I’m your realtor for life. I not only make myself of service when someone is looking to buy or sell, but long after the transaction has closed.” Danielle thinks of herself as a resource to clients, never hesitating to provide references for painting, roofing, or foundation services, and sharing her knowledge and insight whenever questions might arise. She makes it a point to get to know her clients, which ultimately allows her to better serve their needs. “It’s a people oriented business,” Danielle explains, “and I focus on individuals. I learn about their lives and what their needs are, so that I can help them achieve their dreams.” In creating memorably positive buying or selling experiences for her clientele, Danielle naturally drives referral business forward.

Parlaying her spirit of service toward her community, Danielle gives back by participating in volunteer events. Most recently, she participated in the effort to build a house for a local veteran. In her free time, she enjoys staying active and traveling out of town to explore new locales. She loves to read and spend quality time with family and friends. Likewise, Danielle is actively involved in her church and participates in congregational activities whenever possible.

As for the future, Danielle personally plans to continue growing her business and cultivating her network. Focusing on serving individuals with attentiveness and care, as opposed to purely pushing a high volume, Danielle maintains an energized enthusiasm for her work—a philosophy she plans to abide by in the years to come. With a wealth of practical experience already behind her, and a decidedly optimistic outlook ahead, the future is sure to remain fruitful for Danielle Belair.

To learn more about Danielle Belair, e-mail danielle@HulkowichGroup.com, or call (214) 662 - 7741 22

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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.

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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

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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.

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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.

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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 24

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

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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.

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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.

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ROSA BULZA Top Agent Rosa Bulza - owner and Managing Broker of iDream Realty in the Chicago suburb of Oak Lawn - is a dynamic presence in the Windy City’s highly competitive real estate market, due to her vast knowledge and genuine caring and concern for her many grateful clients.

Rosa began her career back in 2003, following a banking career. Her husband was working for a West Side development company, and upon investigation, she fell in love with real estate almost immediately. Between then and now, Rosa steadily gained a wealth of experience working part-time in the industry, including a stint as Managing Broker for a company she began with her husband. It was last year that Rosa decided to make real estate her full-time occupation, and her many years of experience set her immediately on the path to stellar success.

Initially working for Realty of Chicago, Rosa quickly attained Top Producer status within her office. “Once I decided to go full-time,” she says, “everything just really blew up. I just gave it everything I had, 110%.” Her client base, built up slowly and with exceptional care and dedication over the years, has rewarded her with a business that is now based 70% upon repeat and referral business.

Rosa also received the Top Producer award from the Chicago Association of Realtors for 2016.

There are many other things that factor into Rosa’s success, and chief among them, she says, is her honest and forthright approach to her craft. “I’m honest,” she says, “and I work hard. I have an amazing work ethic.

I will treat the client who is involved with a $40,000 deal exactly the same way I would a client involved

in a $600,000 deal.” Empathy is something else that many other realtors lack, and Rosa prides herself on being able to put herself in her client’s shoes. “I know how scary it can be to be 21 years old and buying your first condo, or how I would feel if I just sold my home and had to find a new one in two weeks. I give it all I have and work hard at every single deal because I truly care about my clientele.”

In addition to her exceptional customer service skills, Rosa takes a unique approach to marketing her listings. “I use social media a lot,” she says. “I have a pretty big presence on there and receive a lot of great feedback.” One visit to her Facebook page makes evident that Rosa has a firm grasp on her properties and the best way to showcase them. Professional photography and the use of friendly, informative walk-through videos illustrate the highlights of each property. “The videos are essential,” says Rosa, “because they weed out people who really aren’t interested. Having the full visuals really helps a lot.”

Currently in the midst of opening her Oak Lawn office, Rosa has plans to grow her business, and has two agents currently obtaining their licenses so they can come work for her in her boutique office that feels, she says, “like working in my own home.” She also has plans to open another office with her husband Mark (who is a Leasing Director/Agent) in Chicago’s south loop area within the year.

Ultimately, for Rosa, real estate is about much more than a simple transaction. “It’s about building relationships and always having my client’s best interests at heart.”

For more information about ROSA BULZA, call 312- 927- 0374 or email Rosa@idreamrealtygroup.com Top Agent Magazine

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STACY CARTER After her professional tenure traveling the country to provide IT consulting services to leading corporations, Stacy Carter decided she needed a career change that would ground her. When she married her husband Jeff—who headed his own successful renovation business, called Home Appreciators—she discovered her passion for real estate, and soon decided to earn her license. Twelve years later, Stacy is at the helm of a thriving enterprise, blending her keen design and renovation sensibilities with her in-depth understanding of the market. Perhaps Stacy’s most distinct professional gift is her ability to discern properties with potential and to determine exactly what it takes to sell a home for top dollar. At the center of it all, Stacy’s affinity for those she serves guides her ethos of accessibility, communication, and proven follow-through.

Today, Stacy primarily serves the Atlanta metro area, though she goes wherever her clients’ opportunities may lead. Stacy often pairs with her husband’s business and clients, serving others with distinction under Home Appreciators’ tagline, “Realize the Value in Your Home.” In today’s market, many buyers and sellers are seeking fixer-upper, flipping, or renovation services combined with a realtor’s expertise and industry knowhow. That’s where Stacy comes in. Not only is she seasoned in the art of negotiation and practiced in the market’s ins and outs, but she also has a creative eye for potential, helping her clients source a home that can be molded to fit their dream must-have list—without breaking the bank in the process.

Stacy’s eye for renovation also provides her insight into the practicalities of buying a home. She is able to share with her clients a holistic understanding of a potential property, including what work or upkeep might be required and worth investing in. Together, Stacy and her husband’s renovation business’s tag line is “Realize the Value in Your Home.”

As for marketing her listings, Stacy goes the extra mile to ensure each property she is responsible for receives maximum exposure, in addition to making the ideal first impression—whether in person or online. Stacy is a stickler for high quality professional photography and she also puts her capable writing skills to use in making sure that captions and property descriptions elicit the full charm and possibilities of a listing. She also finds that open houses provide an opportunity for potential buyers and clients to make a face-toface connection with a property. Additionally, Stacy makes intrepid use of social media’s vast footprint in order to cultivate new connections, raise awareness of her brand, and to reach the modern homebuyer on leading digital listing platforms. Though her commitment to marketing and eye for design drive plenty of word of mouth business her way, Stacy’s commitment to her interpersonal relationships is also a major driver of her success. “My husband and I both love our work with people, and oftentimes our clients become part of our inner circle, our friends,” Stacy recounts. “We understand that buying or selling a property is a huge financial decision, the biggest one that most people will make in their lifetime. We take that seriously, but we also try to make sure our clients have a good time during the process, that we keep them encouraged throughout.

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Helping people find their homes, seeing potential and flexing my creativity along the way—this work really fills my heart.”

Positioning her spirit of service toward her community and to her clients, Stacy and her husband are often at their clients’ beck and call if home or seasonal emergencies arise, putting their handiwork smarts to good use. Likewise, Stacy and her husband serve as ushers at the Georgia Ensemble Theater in Roswell and Stacy is the captain of her ALTA team. Additionally, Stacy participates in the Alpharetta City Band as a French horn player. She enjoys nurturing her creativity and entertaining friends and family. Stacy and her husband also relish the opportunity to make renovations to their own home, astutely recognizing that staying current with design trends is the secret to maintaining and growing the value of their home.

Considering the future, Stacy has plans to continue her business’s upward trajectory, with hopes to expand her web presence and potentially incorporate a team to her work in order to keep up with her volume, as demand for her services is high. With a twelve-year flourishing career already under her belt—along with a philosophy fixed on client-centric service and creativity—the years to come are sure to be busy and bright for Stacy Carter.

To learn more about Stacy Carter e-mail stacycarter22@bellsouth.net or call (678) 641- 6631 Copyright Top Top Agent Agent Magazine Magazine

4 Qualities of Exceptional Employees Hiring a new employee is one of the more stressful parts of being a business owner. After all, you’re taking someone on and trusting that they’ll not only be a valuable addition to the team, but won’t do anything to hurt your business’s hard earned reputation.

Sometimes a person comes in and you click right away, and other times you might be blown away by an impressive resume. But there are things you should look for that might not be as obvious at first. Employees that have the following qualities are ones you should seek out, because they will definitely be well worth the time and energy you invest in them.

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1. They have the confidence to be innovative There’s a reason people are drawn to those who think outside the box. Not only do innovations often lead to an extremely profitable business, even when that thinking doesn’t pan out, creative thinking is something that will energize your business and will motivate more employees to start taking chances.

Innovative thinkers also usually have great leadership skills. Ironically, you want an employee who isn’t afraid to speak up to authority and is someone who knows how to bend the rules without breaking them. They know that

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

2. They are constantly reviewing their past performance A good employee looks forward, but they also look back. They are always evaluating what worked and what didn’t work in past performances and then adjusting their plans going forward accordingly. If they are coming off a big win, they know how to capitalize on that by using the momentum and cementing in everyone’s minds the value that they add to the team.

If things didn’t go as planned, they assess what they can do better next time, and they don’t get bogged down in insecurity. They take responsibility and they have confidence that they won’t repeat past mistakes. They know that failure is a temporary state, and are able to learn lessons from their mistakes, that will make them a better employee going forward.

While no one wants to fail, having the confidence to try something and fail will one day let you strike gold. Someone who lets failure shut them down, leads to a dead end and will soon make them a dead weight on your team.

3. They value teamwork Even though an exceptional employee might be a rising star, they realize that success is 28

not an individual endeavor, it relies strongly on who you’re working with. Exceptional employees make sure that everyone is contributing and valued for their input. They put the interests of the company above their own, and thrive in an environment where ideas and information are shared freely.

Shared success is the ultimate goal for every project. Exceptional employees have the confidence to know that even when they’re not singled out for praise, they’re an irreplaceable component of a larger machine.

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

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GREGORY CULLISON After his military career came to a close, Greg Cullison was on the lookout for his next professional challenge.

With an aunt and uncle who happily worked in real estate, Greg’s interest in the industry became piqued and he began to explore his options.

In 1994, he decided to take a leap and earn his license, learning the ropes as his aunt’s assistant. In short order, Greg knew he had found the right path, gaining swift experience and an insider’s expertise on the industry in which he’d soon excel. Today, Greg has earned over two decades of experience, having founded a thriving practice on the tenets of accessibility, follow-through, and client-centered care.

Greg serves Baltimore City, Baltimore County, Harford County, and Anne Arundel County. Acting as the main point of contact for each of his transactions, Greg works as a solo agent with the support of a transaction coordinator to assist him from contract to close. For most of Greg’s career he sold new homes, but ever since he entered the resale market he has seen his referrals grow. At the heart of this year-toyear growth is Greg’s commitment to clear communication, transparency, and responsiveness. “I know it seems simple,” he explains, “but I always pick up the phone and call people back. As a rule, I put my clients first.” In fact, Greg’s top-tier client service is demonstrated by his consistent fivestar reviews online, where clients are eager to weigh in on their memorably positive experiences under Greg’s guidance. What’s more, Greg is a driven agent, equipped with an innately rigorous work ethic that yields results. “I put in as much time as necessary,” Greg states, “I do whatever it takes to ensure that I achieve my clients’ goals.” Accordingly, clients know they are in safe and capable hands, as Greg makes

a concerted effort to instill a sense of confidence in calm in those he serves.

To market his listings, Greg utilizes a range of custom strategies to reach the widest possible audience of potential buyers. Distributing properties across multiple digital listing platforms ensures high visibility, while targeted ads on social media drive potential buyers to property sites and open houses. Combining digital and traditional techniques, Greg also incorporates Just Listed postcards and fliers for each property he’s responsible for. To stay in touch with past clients, Greg checks in a few times a year, making himself available to previous clientele should any needs arise. Relishing the social component of his work, Greg and his wife also host a client appreciation event every quarter, throwing crab feasts and oyster roasts to stay in touch with clients long after closing. “I truly care about my clients and their experience,” Greg says, “I aim to give great service, while still offering a good value.”

Outside of the office, Greg enjoys attending the occasional sporting event for fun, from the professional leagues to his kids’ own sports games. Favoring an active lifestyle, he hits the gym five days a week, and to unwind, Greg enjoys spending time with friends over a nice dinner out and about.

Mindful to give back to his community, Greg supports the American Society for the Prevention of Cruelty to Animals each month, a charity whose mission he strongly believes in.

Considering the future of his business, Greg has plans to continue to grow his network, with aspirations to reach the status of number one in his brokerage. With more than two decades of keen insight into the industry, and no shortage of ambition to drive his daily work, the years still to come are bound to be bright for Greg Cullison and his team.

To learn more about Greg Cullison, visit cullycares.com, e-mail gcullison@cummingsrealtors.com, or call (410) 675 - 1550 www.

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RONNIE DeBENEDETTA Since moving to the Prescott area in 2015, Ronnie DeBenedetta has carved a significant business for himself in the real estate market.

Named a Multi-Million Dollar producer and ranked in the top 5% of agents with West USA Realty of Prescott, he is quickly rising to the top in the Prescott market he serves.

DeBenedetta is no stranger to the real estate business. He has a background in real estate law with a Law Degree from Thomas Jefferson School of Law in San Diego, California and was formerly a real estate agent in Las Vegas, Nevada.

Ronnie entered the industry at the age of 22 during a time when interest rates were high, the internet and social media didn’t exist and real estate agents had to get creative with marketing properties. At that time, agents would meet potential clients by knocking on doors and shaking hands. In today’s market, there are many tools available: social media and top real estate advertising websites such as Trulia, Zillow and Realtor.com. Ronnie still believes that going “old school” from time to time has it’s benefits. When asked for the key to his current success, DeBenedetta says “I wear my name tag, I pass out my business cards and I answer my phone.”

When entering the Prescott market, DeBenedetta thought he would get his license to flip a few houses and invest in the local real estate market. His real estate business quickly took off and before he realized it, he was selling houses. “I took a few listings and before I knew it, I had buyers in my care and it just kind of took off,” Ronnie says. He has already amassed a large return of referral business which continues

to grow with every transaction he completes. This growth can be attributed to his follow-up techniques and his constant communication with clients. Ronnie has an innate ability to forge strong relationships with buyers and sellers.

“In this line of work, you’ve got to treat people right from the beginning and they will remember that when it comes to referring you business,” he says. As a result, Ronnie has found that many clients become friends.

Because Ronnie is experienced in the legal aspect of real estate, he is able to walk his clients through real estate contracts, real estate law and the more challenging matters involving wills, trusts, and estates. This makes him the “go-to” agent for complicated real estate transactions in the Prescott Area.

DeBenedetta has quickly immersed himself in the local area by taking advantage of his experience as a professional dancer. He is a nine-time Country Western Dance Champion and a U.S. Open Swing Dance Champion. Ronnie teaches two dance classes a week at the Adult Center of Prescott as well as hosting a dance party for its members once a month.

Through dancing, Ronnie has learned valuable skills which help him in the real estate business daily. “I know what it’s like to work hard and be the best at what you do,” he says.

This philosophy extends into his personal life. Ronnie is deeply involved in his children’s daycare programs and is an active member of his church. When Ronnie has free time, he takes his young son and daughter on hikes, bike rides and trips to nearby parks. He also spends time going to shows, eating good food, and traveling globally in the dance community as a judge, instructor, professional competitor and performer.

For more information about Ronnie DeBenedetta of West USA Realty of Prescott, call 928-533-4709 or email RonnieSellsPrescott@gmail.com or visit RonnieSellsPrescott.com www.

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Thinking of Listing?

Nine Ways to Get Ready The less time a home spends on the market, the more likely it is to sell at or above list price. That’s why our Top Agents recommend getting a property ready for marketing well before listing. Anyone who is even just starting to think about listing will benefit from some basic upkeep and pre-staging work. Even if you decide now is not the time to list, you’ll enjoy these simple improvements around the home.

With the right local resources, most pre-listing preparations take less than a week and will make the formal staging process simpler for all involved.

Ask Top Agents in your area for referrals of local pros to hire. Once you’ve selected your Top Agent, keep yourself open to his or her opinion on other TLC to help decrease your home’s market time.

1. Inspection: The last thing a seller or buyer wants is a surprise at

inspection. That’s why a complete inspection before listing is so valuable.

Many necessary fixes, such as minor roof or appliance repairs, can be discovered and repaired in less than a week. If inspection uncovers a major issue, any Top Agent will tell you that this knowledge is power; disclosing and expecting to take responsibility will increase buyers’ trust without affecting market time.

2. De-Clutter: Take a little time to pack away surplus furniture items and

extra knick-knacks, papers, books or occasional-use items throughout your house. Remember this may require boxing away video game supplies or packing up comfy throw pillows and blankets. Move these items temporarily into closets, the garage or attic with the assumption of possibly renting a storage unit just before listing.

3. Paint: Whole-house painting is likely not necessary, but consider touching

up baseboard moldings and doorways and open wall spaces in high-use areas Top Agent Magazine

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such as bathrooms, the office, family room and indoor recreation spaces.

Also consider a little varnish on the front door or banister.

4. Artwork and Decor: Take a neutral look at your décor. Better yet, ask a

Top Agent to do so. Buyers should be able to picture themselves living in your home. While your Top Agent may not advise you to appear generic, you’ll likely need to thin out any shrine-like displays to family, hobbies or cultural interests.

5. Deep-Clean Housekeeping: After you’ve de-cluttered and touched up

the paint, request a deep cleaning from your housekeeping service and weekly cleanings thereafter. Make sure they pay attention to details like dusting or vacuuming window treatments and lampshades or wiping smudges off door jams and baseboard moldings.

6. Carpets and Rugs: Bring in the pros, but don’t just clean the carpets.

Because the cleaners will be moving furniture anyway, ask them stretch and tighten any buckled areas of carpeting. Doing so now saves the trouble of having to credit your buyer for this following final walk-through. Also consider removing small area rugs to let the beauty of your hardwood floors shine.

7. Look at the Loo: Buyers may not notice a brand-new toilet seat, but they

will turn up their noses at the one with the broken hinges. Freshly replaced toilet seats, faucets or doorknobs in heavily trafficked bathrooms can go a long way in first impressions.

8. “Mow & Blow”: Consider buyers as guests you want to feel welcome

as they ascend the front walk. If you don’t already have one, hire a weekly gardening service to keep up with the mowing, weeding, pruning and basic maintenance outside so you can focus on other things.

9. Staging: Once you’ve selected a staging professional for the finishing

touches, ask them and your Top Agent for final recommendations on day-today upkeep, storage options and what-to-do (or what not to do) while your house is on the market.

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Top Agent Magazine

CORT DIETZ Cort Dietz’s entry into the world of real estate began in 1983, during his tenure in sales within the manufactured homes business. Eventually, he turned his professional insight toward investing in property and developing home sites and subdivisions, before transitioning full-time to real estate in 2013. Cort earned the designation of 2014 Keller Williams Midwest Region Rookie of the Year with over $10 million in sales and ultimately earned his broker’s license in 2015.

Today, Cort is at the helm of a thriving enterprise at RE/MAX Realty Café, grounded by a professional ethos centered on forthright communication and decades of industry knowhow, leading his team to complete 100 transactions in 2016.

Primarily serving St. Louis and Jefferson counties, Cort’s work sometimes takes him as far afield as St. Genevieve and St. Charles counties, as well. At his office, Cort heads a tightknit team consisting of a buyers’ agent, Lori Montgomery, and an assistant, Samantha Tissi. Cort cites Lori’s exceptional client care and Samantha’s impeccable attention to detail as drivers of their team’s success. Under Cort’s leadership, his team provides consistent, comprehensive service that prioritizes accessibility, responsiveness, and follow-through. “When I became an agent, my number one goal was to always be there for my clients— to be responsive and accessible through all forms of communication, whether that means e-mail, text message, or by phone,” Cort explains.

“From start to finish, we work dedicatedly on every transaction. We pride ourselves for our ability to eliminate the chaos, headaches, and stress that people sometimes expect when starting the buying or selling process. Our job is to make transactions work smoothly and seamlessly, giving our clients an experience they want to tell others about.”

Accordingly, Cort’s dedication to client-centric care has earned him a robust rate of repeat and referral clients, amounting to nearly half of his business. In fact, one client in particular recalls Cort’s memorable service. “Cort made us feel very reassured throughout the process as first-time home buyers. No question was too small, and all of them (there were millions) were met with expertise and advice. We spent many, many hours driving around viewing houses, exchanging emails, texts, phone calls, etc., and his personality and sense of humor was something I normally look for in a friend.”

In a similar vein, Cort’s efforts to keep in touch with clients both past and potential blend the tried-and-true traditional with the digital. He reaches out to his sphere of influence by e-mail and through social media’s vast reach, in addition to making an effort to connect personally through holiday cards and by phone. Altogether, Cort’s approach to the agent-client relationship favors open lines of communication and a steady guiding hand. Combined with his proven ability to deliver results, he never forgets the individual or family at the heart of each transaction. “At the end of the day, coming together and earning that successful conclusion—whether buying or selling a home—is what we all live for in this business,” he says. “There’s nothing more rewarding than making someone extremely happy as they begin their next chapter.”

Positioning his spirit of service toward his community, Cort participates in a range of charitable efforts. He contributes his resources and energies to causes such as the Salvation Army, in addition to area non-profit organizations and avid work within his local parish.

During his free hours, Cort relishes spending time with his family— particularly his grandchildren—on his small farm that hosts miniature horses, among other animals. When time permits, he also enjoys the occasional round of golf.

As for the future, Cort plans to continue his business’s upward trajectory, with hopes to bring on an additional buyers’ agent and an assistant once he’s found the right fit. Though his business has enjoyed year-to-year growth, to Cort the foremost priority is maintaining the hallmark standard of care his clients expect. With over thirty years of experience in the housing market—along with a demonstrable track record of success as an agent—the years to come are sure to be filled with continued promise for Cort Dietz and his team.

To market his listings, Cort and his team take a twenty-first century approach. Cort incorporates professional photography and videography for all of his listings, even employing drone video and 3D tours as part of his repertoire, all coming together in a high-production video.

Likewise, Cort makes savvy use of social media and the leading digital listing platforms to ensure that each property he is responsible for receives maximum exposure and makes the ideal first impression.

To learn more about Cort Dietz visit callcort.com, e-mail cortdietz@icloud.com, or call (314) 623 - 6200 www.

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STEVEN HORNER Top Agent Steven Horner of RE/MAX Properties SW., INC in Orlando, Florida always knew he wanted to help people, even long before he got his start in the highly competitive world of real estate.

A former Human Resources professional in corporate America, he was responsible for hiring employees in multiple departments. “To me, it was always rewarding to help someone interview well and secure a job.

Now, I get to help someone make the most significant and emotional purchase of their lives,” says Steven. “When I’m working with a client, my enthusiasm is visible and they understand that I genuinely enjoy what I do, and that I do it passionately.”

After being recruited by his in-laws, Carmen & Larry Aridas, to join their family team, Steven wasted no time in obtaining his license and jumped in with both feet, hitting the ground running. In the relatively short time of five years, Steven has already surpassed many veteran agents in both sales and industry knowledge. He has since obtained his broker’s license and a multitude of designations, including the ABR, CNE, CRS and MRP. It’s this commitment to continuing education that keeps Steven’s grateful clients returning and referring others to his services. “One of my goals is to read at least one business or real-estate related book each month,” says Steven. “so that I can continue to learn and educate my clients about the ever-so changing market.”

This commitment to providing his clients with the most current resources and professional service is another factor in his reputation as one of the premier agents selling in the Central Florida market today. Multiple glowing reviews from satisfied customers illustrate this fact. One reads, “Steven helped us find our new home and was the most helpful,

patient, understanding person. He kept in touch with us for over a year prior to us moving here to Florida. He goes the extra mile by keeping in touch with us to see if we need anything, since we are new to the area. I would highly recommend Steven to anyone wanting to find a new home.”

When asked what sets him apart from other realtors, Steven is quick to answer: “My reliability, my availability, and I’m also very approachable.” The market moves very quickly here in Central Florida, and being available to my clients is extremely important to me, so I make myself available to them seven days a week.” Staying in touch post-transaction is also of great importance, because it leads to future referrals. More importantly though, staying in touch demonstrates that he really cares about their well-being.

Approximately 50% of Steven’s current business is from referrals, and in 2016 Steven successfully sold $10 million dollars in the Central Florida real estate market.

When he’s not working, Steven enjoys traveling with his wife and running. He, his wife (who is also a licensed Realtor and works as the team’s Transaction Coordinator) and his in-laws often participate in half-marathons together. Steven is also a supporter of two charities, Brooke USA which works to improve the welfare of working equines, and Darwin Animal Doctors, which provides comprehensive veterinary care for the animals of the Galapagos Islands.

Incongruous as it may seem, considering his well-groomed appearance, Steven has a passion for riding his Harley Davidson, as well as vast knowledge of equestrian properties in Central Florida since he is the proud owner of two purebred Arabian horses.

As for the future, Steven plans to continue educating himself in the real estate market, and keep providing the high-quality client service that has become his hallmark.

“It’s important to me,” he says, “to continue learning so that I may help others achieve their real estate goals.”

For more information about Steven Horner, please call 321- 226 - 8499 or email stevenhorner@remax.net 34

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Shut Up and Sell

By Mark Hunter

Contrary to popular belief, to be a successful salesperson, it doesn’t matter how much you know about your product or service. It also doesn’t matter how much of an industry expert you are. It doesn’t even matter how great your mother thinks you are.

The only thing that really matters to be successful in selling is your ability to shut-up and listen.

On numerous occasions, everyone in sales has heard how important it is to get the customer talking, so it’s imperative that they have an arsenal of great questions to ask. Despite trying to follow this guideline, every salesperson seems to overstate the amount of time they believe they allow the customer to talk. The many interviews I’ve conducted over the years with customers and salespeople alike confirm this reality. Therefore, salespeople need to take a step back and consider their sales presentation.

To talk less means you have to ask questions that truly engage the customer. However, this doesn’t mean you need to develop complex questions. Instead, the best tactic is to ask Top Agent Magazine

shorter ones. Long questions tend to result in short answers, while short questions will generally result in long answers. An example of a great short question is, “Why?” In my opinion, there isn’t a better follow-up question you can ask after the customer has shared with you some information.

Consider how your customers would respond to other short examples like, “Can you elaborate on that?” and “Could you explain more?” These shorter questions elicit detailed responses and that’s just what you want.

On the other hand, asking complex questions often tends to perplex customers. Because they are not sure what you are looking for, they respond with the universal answer representing total confusion, “What did you say?” Questions should not be your means of showing your customers that you are an expert. Save that for your statements.

When preparing your sales presentation, a guideline I subscribe to is to limit yourself from talking for more than 20 seconds at a time without asking a question. The question you ask should be one directed at the 35

comments you just made. By doing so, you’re checking with the customer to see if they understood what you just shared with them. Again, this is something many salespeople overlook. They get caught up in sharing with the customer their expertise and the features of their product or service and forget all about what the customer is thinking. Even if your product or service requires a complex presentation, you should still follow this rule. Whether you’re selling software, high value medical equipment, or technical tools, it’s essential to check your clients understanding by asking a question every 20 seconds.

Your goal on any sales call is to talk only 20% of the time. To help ensure that this takes place, you have to plan ahead. Before you start developing your sales presentation, create your list of questions. This is contrary to the pattern of most salespeople who often spend a substantial portion of their time developing their presentation and, at the last minute, develop their list of questions. Consider that if you’re expecting to have a 20 minute presentation, you should have 40 questions (2 questions per minute).

Even though you may not use all 40, you’ll definitely be more prepared.

In addition, you’ll be able to pick and choose which ones you want to ask. If you’re following the rule of asking 36

short questions, you’ll ensure that the customer is doing most of the talking.

You’ll learn valuable information that will help you better understand the customer’s needs.

If you want to move your questioning process to the next level, make half of the questions you ask be ones that help the customer see and feel the pain they have. By doing so, they will be much more open to receiving your solution. For example, if you’re selling computer back-up systems, you might ask, “Can you explain to me what happens when data is lost?”

This short, concise question is designed to get the customer thinking about the risks they face. Furthermore, the beauty of this type of question is that no matter what the customer’s response is, some good follow-up questions will naturally arise.

By adhering to these guidelines, you will be able to see dramatic results in the number of sales you are able to close. As simple as it sounds, the more you shut up, the more you’ll sell. And, the easiest way to achieve this goal is by asking more, short questions. So, shut up and sell!

Copyright© 2014, Mark Hunter. All rights reserved.

Top Agent Magazine

GINNY HUFFMAN Ginny Huffman of Imagine Realty Svcs.

Ltd. does it all, and does it well. From Property Management, vacation rentals to sales listings and buyer representation, her company has set the gold standard for client service and the highest level of professionalism.

Honesty is hallmark of Ginny’s business. “I’m a big believer in open communication,” she says. “Every once in a while something happens that isn’t pleasant, and I won’t sugar coat things.

It’s the communication piece that really sets us apart from our peers. We always call our clients back, even if it’s the weekend, and we strive to make sure if there’s a maintenance situation it gets addressed quickly.”

Ginny began her career almost thirty years ago managing apartment complexes before meeting a broker who encouraged her to become licensed so she could begin managing single-family homes. Since then she has established a solid reputation for herself as someone who truly cares for all her clients, including those renting the properties she represents.

“We actually have tenants who come back to us as clients,” says Ginny, “and I think that speaks to the way we try to be fair with them.”

Careful and thoughtful marketing is paramount to Ginny. “Our MLS is linked up to about 75 other websites, including strictly rental sites. I’m also a member of the National Association of Residential Property Managers (NARPM) and we work closely with both local chapters. That has provided a great, dynamic ability to work with other realtors.

Imagine Realty Svcs. Ltd. offers a full complement of property management services. “We market the property, we screen tenants, move them in, collect the monthly rents and make sure maintenance is being taken care of,” says Ginny. “We also maintain an escrow account for our clients, process the rents, and send them their funds each month after the rent is paid.

In general, we make sure the investment is being handled and kept in good repair and continuing to pay on itself.”

The consummate professionalism Ginny and her team shows all their clients has become their hallmark, and has resulted in a highly reputable operation that relies solely on referrals from satisfied customers. “I pretty much do only referrals,” says Ginny. “Most of my properties have come to me from either prior clients or other realtors I’ve worked with in the past.

There are also several realtors I work with who are strictly sales agents, but when they’re working with a new investor they’ll refer them to me.” Her company currently represents an astounding 260 properties.

Ginny is extremely active in the local real estate world, and among other commitments she is the incoming 2018 President for the Tucson Association of Realtors, and was the NARPM Southern Arizona Chapter President in 2012. “I’m passionate about conveying the importance of not just the property management side, I’m also very big on education and making sure property managers understand what their responsibilities are regarding statutes and laws, to make sure we continue to be viewed as the professionals that we are.”

When she’s not working, Ginny is active in her local Lions Club. She also enjoys making jewelry, beading, and spending time with her horses and dogs.

As for the future, Ginny plans to simply continue doing what she’s been doing all along: provide her clients with the highest caliber of customer service. “I’m just going to continue to spread my wings and figure out what other things are out there as far as enhancing my business. We’ve come through a really challenging time in real estate and I’m very excited to see the recovery happening. I think we’ve got some really great things coming up on the horizon.”

For more information about Ginny Huffman, please call 520 - 882 - 2865 or email Ginny@imaginerealtyLTD.com Top Agent Magazine

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SAMANTHA MUSCATO Samantha Muscato started her real estate career over 14 years ago. She was in her early 20s and decided to move out of her parent’s house and bought a double. Since then she’s been continually expanding her business and increasing her skills.

Last year she started building her team and she now has a buyer’s agent, an administrative assistant and support staff to help her with her open houses. She specializes in Western New York with a main focus area in the Tonawandas. She has built her career on past clients and referrals and she’s proud that her clients are eager to spread the word about the caring service and expertise she provides. And her hard work shows: she’s in the Top 100 Real Estate Agents of Western New York, is the #1 Real Estate Agent in all of the Tonawandas, and is in the Top 1% of agents in Western New York. This has garnered her broad name recognition in the area.

part of the Distressed Properties Task Force, which tackles issues such as zombie homes and vacant homes, and helps people that are in the foreclosure process to stay in their homes. She also enjoys buying and rehabbing doubles that are in distress.

In her free time, she loves to hang out with her 10-year old daughter and her dogs. In the future, she hopes to further build her team and work to support them in expanding her high quality service to more buyers and sellers in the Tonawandas. Her long-term dream is to retire by her mid50s. With her strong drive and caring attitude, she’s sure to make that vision a reality.

She has a special expertise in helping her sellers pick a price. “It’s important to get the price right the first time, because it’s a seller’s best chance at getting multiple offers,” Samantha says. She also enjoys working with buyers to educate them about one of their biggest investments. She does most of her marketing via social media, connecting with her past and future clients in an on-going way by commenting on their special life events.

This personal touch lets her clients know she cares about them; and in turn, her clients learn about her passion for helping people make what can be the most important purchase or sale of a lifetime. In this way she maintains close relationships with her clients. To market her listings, Samantha uses a range of traditional methods and new technologies, from postcards, to postings and ads on social media Her favorite part of the job is being of service to people at such an important moment in their lives. “I love helping people,” Samantha says. “I’ve always been a people person, even before real estate when I was a waitress. I especially love to help first-time home buyers or people who are having a hard time selling a house.” Samantha is very involved in the City of Tonawanda, volunteering as 38

To learn more about Samantha, reach her by email at SAM@SamanthaMuscato.com or via cell/text at 716.603.8605 Copyright Top Top Agent Agent Magazine Magazine

Coaching 9-1-1

By Walter Sanford

Having a coach can provide the right answers when you need it. Below is an exchange with one of our coaching clients and it provided a little “911” for his current situation: Coaching Client: I went on what I thought was a great listing presentation yesterday. However, the couple would not sign at our meeting. They said they needed to talk. I then felt like something was up.

Walter: On the phone while making the appointment, one of the questions needs to be – “If everything meets with your approval, are you wanting to start the marketing plan tomorrow night when I meet with you?”

Coaching Client: The guy just left me a voicemail saying they loved everything I had to offer; however, they were listing with some schmo that doesn’t do any FRICKIN’ business.

Walter: Always make it your goal to get the signature! Fake that you are Top Agent Magazine

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leaving then do the “Columbo” and say, “So, I can email all answers at the office – what are you thinking about so I can do more research for you?”

Coaching Client: They said they had a personal connection that really suggested that they use this guy. I know them as well and I can hear the conversation: the (name) Team are doing just fine and (name) really needs the business. How in the heck do I fight that?

Walter: Let’s not try to fight until you are sure that’s what happened. Call them back. “(Wife’s name) and I are always trying to improve our services.

Could you help me by letting me know what I could have done differently to earn your business? Was there anything I could have improved on for you?”

Coaching Client: This other guy doesn’t even know how to spell marketing much less apply it! I am as mad as I have been since getting into real estate.

Thanks for any suggestions.

Walter: If that was the REAL reason, you needed to find it out while you were there then counter it by letting them know that more than anything else…an agent makes the difference on the amount a seller nets at the closing. Experience makes a difference in – • A large buyer database • More trust from buyers • More money to spend on marketing • The ability to convert leads into showings by uncovering needs of buyers and demonstrating how your property fulfills them having experience in negotiating • Understanding in how to write contracts to prevent post-closing seller litigation • Having a team who monitors every aspect of the closing successfully • Overcoming objections and challenges in the most cost-effective manner Walter Sanford has been designing and implementing real estate systems for 30 years.

One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us Copyright©, 2015 Walter Sanford. All rights reserved. online at www.waltersanford.com.

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Top Agent Magazine

FEROZA RAHMAN When speaking with Top Agent Feroza Rahman of RE/MAX in Auckland, New Zealand, one thing becomes abundantly clear: this is an agent who has worked hard for what she has, and does not take it for granted for even a single moment.

Feroza, her husband, and their three children emigrated from Africa over fifteen years ago with very little knowledge of her new country. “The situation in Zimbabwe wasn’t that good,” she says, “so for our children’s future, we decided to move. We really liked New Zealand, so that’s where we went. We started from scratch, and we have no regrets whatsoever. We love the culture here, we love the people, and we felt so welcome.” After working a part-time job for a while, Feroza obtained her real estate license and was soon firmly on the road to success. “I told myself that if I sold one house a month, that would be awesome,” she says. “I ended up selling two houses per month in my first year in real estate, and that was a pretty amazing start. We were able to buy our own house eventually and an investment property shortly after that. Sometimes, when you venture into the unknown, good things happen.”

Now in her tenth year in the business, Feroza sells mainly in South and East Auckland, though on a case by case bases, she has often ventured out of these areas at her clients request.

Feroza’s dedication to excellent client service has resulted in a rewarding business that is comprised of mostly referrals and repeat business. There are a multitude of reasons for this client loyalty. “I like to consider myself as an expert in my field, a professional, and to think of myself as an authentic person.

I’m very down-to-earth and I think people really appreciate that about me.” What sets Feroza apart from others, is that her main objective is not the financial outcome, but rather to help her clients achieve their goals. “For me, it’s about the relationship,” she says. “Yes, it is about the business, but my objective is not only to meet their needs, but to exceed their

expectations. That’s more important for me than the money. I believe if a job is done well, the money will flow! My integrity and work ethics have been a big point of difference that has contributed to my success in this industry.

The gratitude her clients feel for the excellent service she provides is made evident by the glowing testimonials located on her website. Among them is this superb testimonial: “Feroza has a passion for life which makes dealing with her a pleasure. Her professionalism is outstanding and she gave excellent advice regarding creative marketing. Feroza is fun, friendly, and took the stress out of selling my home. Her work achieved outstanding results in the selling of my home. I will use her again.”

One of Feroza’s many strengths is marketing her properties because she truly enjoys the creative aspect of showing her properties in their best light. She demonstrates this through different media methods such as: digital, social, exceptional signage as well as the traditional paper print. She has also been filmed on the New Zealand TV series: Location, Location, Location, for a few of her auctions.

“Over the years, I have established relationships with different staging companies, finance brokers, photographers, renovators and landscapers. This has become beneficial to my clients as they have access to professional help.”

Feroza has big plans for the future, with a desire to write a book and to help empower others, by utilizing the lessons she’s learned from her unique journey. Her mission statement is “I aim to empower others to grab and accomplish their absolute potential.” “I love to share the values I have learnt in both my business and personal life to benefit others.”

Feroza also has some advice for up and coming realtors: “Keep it simple! When you complicate things, you make your job more difficult.”

For more information about Feroza Rahman, call: +64-21-165-7486 or email ferozasproperties@gmail.com Facebook: Feroza’s Real Estate Top Agent Magazine

Copyright Top Agent Magazine 41

Is Starting a Team the Right Solution for your Business?

You’ve started your own real estate business and after a slow start, you’ve found your footing and business has really taken off. Sounds great, doesn’t it? Until maybe you’re getting more business than you can handle. After all, you don’t want to sacrifice service for more listings. The top-notch level of service you offer is probably what created your boom in 42

business in the first place, so you don’t want to compromise that. But, at the same down, you don’t want to turn down business either. It’s at this point, a lot of Realtors® consider starting a team. But, how do you know if that’s the right call for you? Here are a few questions you might want to ask yourself to help make your decision.

Top Agent Magazine

The top-notch level of service you offer is probably what created your boom in business in the first place, so you don’t want to compromise that.

CAN YOU AFFORD IT? First things first, are you really making enough money to warrant hiring help? One of the key things to think about is your ability to generate leads. Are you so busy with your existing contracts, that you have no spare time to generate more business? Then, it might be time to consider your options. Figure out the time you’ll be afforded to generate more business, how many more transactions that will lead

to, and then see if that pays for the assistant’s wages. That should help you easily see if it’s worth the investment. If it’s on the border, you may still want to go for it if you have a lot of confidence in the market and your ability to bring in business. If you’re not quite there yet though, it might be a good idea to look into a virtual assistant until your business is ready to expand.

ARE YOU READY TO BE A TEAM LEADER? Or in other words, how comfortable are you delegating tasks and responsibilities? For some agents, they need to be actively involved in every step of the process. Being a team leader is not only about being able to delegate, it’s about mentoring and guiding your team as well. Not only do you have to help them serve the team

better, you need to look at yourself honestly too, constantly evaluating what you can do better. It’s also your job to set up systems and operations, that are constantly refined with the feedback of your team members. Clear and constant communication is key with your clients as well as your team.

CAN YOU FIND PEOPLE WHO SHARE YOUR VISION? Of course, the above two points are moot, if you’re unable to find people that you trust and that share your business’ philosophy. Having a supportive and professional team culture is instrumental in a team’s success. These are people you will be working with closely for long hours so you not only need to trust in their expertise and professionalism, you want to find people with a positive attitude. You will all be relying on each other to create seamless transTop Agent Magazine

actions in sometimes stressful circumstances.

Having the right team spirit, so to speak, is what will help your business and team grow.

The ultimate goal of a team is to have thriving careers for everyone on board.

So, if you want to see your business grow maybe a team is right for you. It may even give you a little free time for a personal life. We can all dream, can’t we?

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