Nationwide 7-17-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

NEWER AGENTS: Questions to Ask Yourselfâ&#x20AC;&#x201D;Are You Stumbling or Up and Running? Tips on Being A GOOD TEAM LEADER Is Branding the Way to TAKE YOUR BUSINESS TO THE NEXT LEVEL?

COVER STORY

JASON STARR

FEATURED AGENTS

THE AA NORTHWEST TEAM ZONIA ALVAREZ DAVID EGAN MARTIN FOLCH SHERIDAN GIVENS MATT GRICE ASHLEY JENSEN TAMMY MEDIGOVICH CATHERINE MOON SARA PERRY NICK PSARROS CHRIS ROBERTSON KATIE HANSLI SEARCY KAYLA WURL

NATIONWIDE & INTERNATIONAL EDITION Sandra Azar is proud to congratulate

Sara Perry 15

JASON STARR

SARA PERRY MARTIN FOLCH THE AAforNORTHWEST TEAM: ANASTASIA GRAY & AN on being featured Australia in Top The Agent Magazine! AA Northwest Team, comprised of brokers When asked wha is making ing with the te 27 Anastasia Gray and Anna Nazeman,30 32 KATIE HANSLI SEARCY

TAMMY MEDIGOVICH

a mark in the Seattle area as one of the most consummately professional real estate teams Tammy Medigovich’s path to real estate selling in the Pacific Northwest today.

began with a career in mortgage lending,

SHERIDAN GIVENS

JASON STARR 4) TOUGH PROSPECTING ENVIRONMENT CREATES NEED FOR NEW SOLUTIONS

SHERIDAN 13) LIVING ON COMMISSION GIVENS

usually mention professionally, a

tive with her clients,andoften helpi knowledgea little-known areas and they hidden gems also apprec

Withworking both Anna and Anastasia hailing navigating from industry, given o alongside her father Sandra Azar | Mortgage Broker banking backgrounds, they are well-equipped experts on financ private money mortgages for their cliTo market her listings, Tammy com Southern Star Mortgages to walk their many grateful clients through all geographic area. ents. asometimes-difficult strategic her clients to prepare eachgual, house for se Suite G05, Ground Floor | 124 Marsdenmove, Street she aspects ofAs the and earned emoand betwee tional transaction process. Currently based atclients PARRAMATTA NSWlicense 2150 to real estate best provide sary repairs up front toGerman guarantee and Fres reputable Best Choice Realty, Anna and Anasgrateful clients th P: 02 8004 7302 | F: 02and 9834 6429 |HANSLI M: 0410 430 997 KATIE SEARCY investors with wide-ranging service. makes it to market. By leveraging TAMMY MEDIGOVICH THE AA NORTHWEST tasia also employ a team of professionals that E: sandra@southernstarmortgages.com.au To list her first property—a duplex— distributes listings across Arizona, TEAM continue to grow every day. The current team consists of a PerThe AA Northwest team boasts a leveraged her considerable to Canada beyond. In fact, Tam sonalTammy Assistant that handles day-to-day operations and a Buyer’s withand a slew of glowing reviews. T Agent. also have a team on of professionals that help to network bring posted client Austin on their Fac network and had it sold evenThey before it arrived the MLS. From to herbyclients’ benefit, and a property on the market, which includes a stager, photographer, sia went far beyond any expectatio that day forward, Tammy knew she’d found a career that spoke to throughout the U.S. and Canada to s videographer, landscaper and a professional cleaning crew. I would highly recommend them. her skillset and kept her inspired. That was fifteen years ago and All listings are ofmanaged in toa list, timea 24 hours asking them years in the real estatehaving industry,earned Anna and Anastatoday, Tammy is at theWith cruxonly of two a prosperous career, while social media len with them. Theypromotion staged our house sia have already found more success than many, more seasoned andon paidher for afavorite professional photogra a reputation for long-lasting professional relationships and even a reflecting aspect of agents. This success can be measured by a referral rateHansli of business Katie Searcying, experience only b and did open Katie houseshas every Satu designation as a President’s Club 60%. Top Producer. all about the people, 100%. There that exceeds “We provide our clients with a great service. got into real estate forreached January 2016. in However out toofrealtors the area h We’re always available to them, we’re prompt, I and enjoy being to helppassively someon ofable just waiting to definitely speaks for itself. theprofessional, purpose of invest-instead time,” says Anastasia. “They though are therefore very happy house was theSometimes highest in the it’s marke Tammy serves clients always acrossonthe Phoenix metro area, she their next chapter. a ing in properties when has already been named one with our services and don’t hesitate to recommend us to their for 8K over listing specializes in the Eastfriends Valley and Centralwas Phoenix. To best it’s aashappy situation, but price.” I value market hot in 2006. She serve got her license asold producing agents! Katie’sb andthe families.” her clients, she enlists the support ofofanlearning in-office assistant stay andmeaningful way.” mann Group Real Estate, means more about thetoprocess becom-When they’re not working, Anna anI Anotherensuring factor in the pair’s success is their comprehentheirwork families. They also spend ing an expert in the field. Sheoverall, then took some timewithand independently bu on top of day-to-day tasks, each transaction progresses sive marketing approach. “That’s what sets us apart from other particularly through the Katie really loves this is bus off to dedicate her time to raisingsees her two Outside children.community, smoothly. At the heart agents,” of her professional philosophy, Tammy of the office, Tammy a says Anna. “We really invest in our listings. What we other charitable can beinreally cutthroatendea evenS realtoestate drew Katie back incommunity and sheparticipate her role as agent extending far But beyond the buying selling proof realtors through the do is provide a in full2013 package ourand clients. We offer professional are ardent supporters of new busine renewed herbefore license anddrivers started selling homes again Sheoffice,” she says. “But T cleaning theirof home it goes on the market, cesses. She cites listening asofone the foremost of herprofessional ciation. also contributes herattim in her hometown of Tallahassee FL. Katie earned her help other out any tim staging for all our homes. We also offer professional photogAs for the each future, Anna andteenage Anastas success, allowing her to attune to each clients’ individual needs for the local high school her raphy, professional videos and License drone video. We Even also provide our clientele,” says Anastasia, Real Estate Brokers in 2016. with all hergrowpretty amazing.” and goals. “Listeninglandscaping builds and deepens relationships, events to licenses supportforschool ex services and window washing, alland at no it upfrontsporting cost only had our two years even makes me a better negotiator,” Tammy explains. “It seems free hours, bePeople found to the seller.” ibly Tammy successfulcan so far. areon alA

CONTENTS

21) HOW TO SEND SMARTER EMAILS

25) TIPS ON BEING A GOOD TEAM LEADER

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

37) NEWER AGENTS: QUESTIONS TO ASK 29) ARE YOU DOING YOURSELF—ARE YOU BUSINESS AS YOU STUMBLING OR UP ON FACEBOOK? T simple, but so many people want to close the deal and move on. skills. She also loves to travel, sharin AND RUNNING? c Listening is a key factor for me.” whole family.

With a robust rate of repeat and referral business—amounting to As for her business’s future planr 97%—Tammy’s investment in her clients’ successes keeps busigrowing her network and is explorik h steady. Likewise, her status as a fourth-generation Arizona members to her team. She also plan Phone 888-461-3930 | Fax ness 310-751-7068 s native gives Tammy an expert’s insight into the local inventory, kerage and is currently taking stepa mag@topagentmagazine.com | www.topagentmagazine.com communities, and market at large. What’s more, mentorship by goal. With more than a decade oft her father—who waswhatsoever deeply ingrained local business behind her, Magazine and a philosophy centt No portion of this issue may be reproduced in any manner withoutinprior consent of commuthe publisher. Top Agent is nity since the seventies—has afforded her a holistic understanding and future success, the best is assuw published by Feature Publications GA, Inc. Although precautions are taken to ensure the accuracy of published materials, Top Agent of the region. She shares this specific knowledge and perspecMedigovich. Magazine cannot be held responsible for opinions expressed or facts supplied byFor its authors. subscribe or change address,the send AA Nord moreToinformation about H inquiry to mag@topagentmagazine.com. please call 425 - 999 - 5065 or email aanwtea

Published in the U.S.

Cop

Top Agent Magazine

ZONIA ALVAREZ

DAVID EGAN

MATT GRICE

Alvarez’s career and to communicate and facilitatebecause everyofstep of David Egan is one of the most respected and in- to buy or sell real estate in Burnie, the experience and in-depth looking haveknowla drive and ability to work hard that really blance to onedemand of herreal estate agents working inWhen the transaction to make it as smooth as possiMelbourne’s edge what Igets promise.” 35 there is no one more trusted and in demand agentI have, I’m able to deliver39 results. I’m one of the most 36 40 active agents “You can getOuter everyble. “Having both a good lender and a Realtor Eastern suburbs. He has been thanhonoured Matt Grice. In just eight years, has risen in our area and I think that’s because I really Top Agent Ashley will just helpnumerous enough times throughout his career who can of communicate with all parties Another area inthe which David excels love is with to the for top his 11% agents nationwide Matt has takes ourhisbusiness, so I put a lot of time and Williams’ Ashley J sales achievements and had a record-breaking attention to detail. “This is another skill I really ey want.” May 2017 ofand the admiration stress away buyers,” Zonia earnedmajority the respect of from the induseffort into being exceptional.” ates in Provo, Utah in 2016 where he created a new for“For to my hospitality background. I’m very iversary as a year Realtor says. clients, any atlack of communicatry, record and has won most numerous awards a owe state, professional the company by selling over $41,000,000 worth comfortable dealing with a lot of moving parts national andisinternational Another advantage Matt offers his clients is an who u que firm with a team tion where the level. uncertainty comes in.” This is of property. David has been recognised as a Ray and clients that can often be under some stress. I marketing package that tively the needs an exceptional takes full Lake Conroe area in what clients remember long after working with White Elite Performer for 2015 andAlthough 2016. Matt initially went to school totake aa lot of care throughout the process and amof innovative technology. “We one of her many sa get advantage really than an hour drive Zonia—how she took a complexvery experience and deliver the we do HD video tours and twilight business degree, after spending time working inmethodical, which allows me to go all out, tering the real estate made it stress free. David got his start in the business working results want.” a real estateinoffice, he quickly realized that he my clients photography which justJENSEN creates gorgeous photos. Ashley, a former P DAVID EGAN MATT GRICE ASHLEY ALVAREZ ving career ascommercial a pro- ZONIA property managementhad andfound has an his passion. He obtained a scholarOnce we have all the elements in place,entered we reach the world extensive the hospitalDavid pturing the magic of background working in ship transaction, Zonia sends clients monthly about giving back to KAYLA WURL toAfter getNICK a acertificate in real estate, going on is passionate outthe tocomor extensive database, and do on a comprePSARROS the advice of a ity industrya as well. ago tohe made the as munity thatahemore represents and loves. He sponsors e began contemplating new line16 years mailers and e-reports, butanwhen she prefers great success agent,possible, before becoming marketing campaign on back the internet, in listings, ago and his hasn’t looked since. Working Aslocal a mother ofwon’t four boys, Kayla Wurl washensive To market Nicktransition Psarros has had abropassion forestate realthe estate “you hear from until I groups, have anand While pursuing an degree at Cal the In marketing listings, Chris that w intoher residential real and had near immediate several schools, sporting clubs and me community proud owner ofarchitecture One Agency Burnie, a bouprint media on social media. Ourrecognizes marketing nd convinced her to join personal touch, speaking directly to them over phone, in search for the right career path after her pronged. She b assistants and two agents, her name hashefirst beco 44 48 47 43 success. and has donated time as an auctioneer for charity. For the last his entire life. He spent many years buying offer.” “Well then you’re not the kind of Poly in San Luis Obispo, Chris Robertson began first impressions are powerful. Accordingly, agency that is locally owned &inoperated. One Agency has proven results. We get our clients the best possible price natural fit for Zonia—in fact, she sendingtique handwritten notes, or checking whensons she’s in off theto school. two eldest went Equipped strategy to each in with quality agent in the Provo area since day o marketing are consultations becoming almost Top Catherine Moon of RE/MAX few years he has alsointernet food drivesfor atwebsites. his office around theskills renovating flipping and building an properties agent Ilead want,” Nick replied at theComputer time. And internship his field, soon realizing that provides staging and vendor conBurnie hasAgent ainteam of driven, hands-on professionals who are their home.” Professional Award, an award that area. “I’m hands-on, but when things get busy, sometimes with aNew natural affinity for people, Kayla soon pleting aa sought-a market a agent in the city, Ashley hasfor become forhis brokers, since anections vastcareer majority of buyers arehomes learning Mountain Realty in Angel Fire, Key to that success has been absolute devotion to proholidays that benefit a local mission. When he isn’t working, equally devoted providing an exceptional client mandatory experience. of his own before deciding to his become an from day one of own real estate a career behind a to desk didn’t suit him. It was to best prepare their debut. eas found that real estate was the ideal match for able to suggest , ever year since 2012. For Zonia, it’s enough just to let clients know you’re thinking of them,” with much of her business the result of pocke not only about properties, but about interesting areas of the counMexico brings to bear a hugely diverse an unsurpassed customer “When spending time with hisAfter children, and is avid Through One Agency Matt is David able toenjoys provide advantage just two in business, Matt Grice has personally sold agentviding himself over eleven level yearsof ago. Nickheservice. heevery has always made a point toyears beanhonest then that began exploring alternate career Professional photography, aerial drone footage, her skillset. Three years ago,and she took the to make inmouth order ot epare for the big move, one of theget me. Zonia says. buyers with homes through word of try, on the internet. A few years ago, only buyers in nearby states background and an almost incomparable people hire me they I don’t hand people off to an sports fan. He also loves to get out about in the commuin the marketplace while still being able to the personal touch. more properties in his area than any other agent. To show his began working at Ray White one of Austransparent and and readily available to his cli- tours, and even cinematic paths, ultimately switching gears to mortgage 3D virtual video preleap and became anand agent today, hasof value and marketab would have hadand knowledge my personalized localmakes market,big The Enchanted level of experience dealing with lives, is not unlike her former job. assistant, I’m with them the whole way through. think awhen enjoying good food wine, all she of the wonderful letters that areback mailed month the things thatIsuccessful make bignity difference. appreciation company effort to give tomake theoutfor tralia’s largest real estate companies. By little his ents. “More than anything elsehispeople are with aactors lending. During his tenure at Green sentations to set a scene cultivated a successful career guiding clients suggestions, Kayla Circle of northern New Mexico. Now buyers surfing thesponsored web from her many more-than-grateful clients in that has accounted for theZonia strongand relationships I’ve built things that Melbourne has to offer. her husband, David, a Senior Captain with the ent school boundaries. Much of what Ashley area that they love. In the past they have Facebook second year he was runner up to the #1 agent looking for someone thatcan, tellimmersive them theabout Point Mortgage—where his sharp instincts online presentations. Chris taps on the path to all homeownership. This iswill a role sionalalso photography over the country and do, know it. And that comes this beautiful, bucolic area. over the years.” Matt has Department, earned a remarkably high percentage ofexploring repeat and giveaways and moviereaches nights,the andMLS. are planning on opening Savvy buyers in via the drone. East Pro h buyers and and by sellers in theyear greater Houston Fire enjoy traveling and the third he was the #1 agent inhim truth andrelationships be upfront want she prizes for the itwith affords, the video T launched to the position of account exechis sizable professional network to leverage from brokers’ knowledge ofThey how to get the outMatt online.” David is passionate what he does, andthem. he park would tonext referral beautiful business, largely through word ofbeaches. mouth. about By offering an animal inlike the year.word When isn’t without working, fail she i call Ashley, because almost hem through this life-changing the country’s national parks and When it chance to serve others, and the opportunity to receives maximum his group atanthe top for sopercentage many someone they can trust with the keys totime their utive after only a guest few months—Chris listings, while making use of the leading digital NICK PSARROS KAYLA WURL CHRIS ROBERTSON CATHERINE MOON While the Angel Fire area has fewer options in the way of periphA that former editor for beyond, the Conde Davidand has stayed earned impressive oftruly repeat and continue toearned see his business grow, but hisenjoys priority will always service goes above and it’s no surprise that he spending with his family and playing golf to them with the right property. properties via socia ng relationship with my clients,” comes to their own community, they involve any grow as themselves athe professional and a person. yearsreferral that thebusiness office finally stopped giving outtaste house, quite literally!” earn this trust his first of the estate He platforms to ensure maximum exposure eral services such asTostaging companies, Catherine does utilize Nast Mademoiselle Magazine, proprietor ofreal multiple over the years, but he never rests his bebusinesses tobusiness. provide above and beyond service that helisting has built relieve the stress. people are eager toon recommend him and hisin team. Matt is also manage the process from start to way they can. “I enjoy being a connector,” Zonia says. “Conmonthly awards because Nick always won Nick takes the timephotography to gettotohelp know his clients professional for many of her listings,What’s and does not ing San Francisco’s Area, and real estate Catherine came went toofsell ofcommunity dollars of getting mortgages for every property. more, his online abilitylisting to p laurels. He has honed a vastBay knowledge realbillions estate and his reputation on.name “It’s very rewarding people with anon active member ofinvestor, the his out there With a staggering 83% of her business based Primarily serving central Washington’s buyer by harnessing e that I don’t transfer them off to necting my clients with the people and services they need charge her clients for this service. to the rural, vacation home-laden Angel Fire in 2002, and hung her throughout his marketplace, inlater particular the city of what is often the biggest investment oftheir their lives get themtrends all! “They told me I was a while machine,” he can understand “Everyworking at IndyMac Bank. After 2008’s downreach aneeds. global audience target his specific demographics Matt would likeand to continueand to grow business, while by sponsoring several community events andso sports clubs. repeat clients, Ashley and her team are clearly Greater Moses Lake area, Kayla spearheads m unsure ofhewho their“But advocate is.” makes their lives easier.” closely with vendors inan tostory,” real estate shingle in 2011, and hasclients beenthem providing the Maroondah and the Yarra Valley Ranges. But what his a greatrole result. I has always want know I’ve done always maintaining the of service he buyer. has In laughs. really it’sagent just that I he love body a as unique he says.the “It’s allhigh level turn, transitioned tosince aWorking more hands-on working allows listings to best efficiently connect with thethat right herthought work from the tightknit office oftoDune Lake Properties. Asin a mother andsincerely proud member of hc right. really and put our Catherine isI work also ahard people person, feels “We confident being able very best in about customer service, both for buyers and “I most remember working with him isallowed his genupossible for seasoned my pivoting clients and make that hapally return to perhaps her—90 percent ofago community has hersellers. tojob do so. Matt isown unique in the industry, offering the experbecome known for.and “There is no just greater satisfaction forexplains, me what I do.” Three years hethe opened his office with about who they are where they’re going why they’re going agent, focusing on foreclosures and flips before his reflecting on his favorite aspect of his work, Chris There, she serves clients solo, though theyour ethos ofmay her arise office active in the area through her buying sons’ v says. “It doesn’t really matter if they’re to meet and overcome obstacles that during the sometimes I was going to retire, but I found I had too much excess energy,” ine personality. “I don’t think I come across as the typical real pen. I believe strongly that when you focus on client’s tise of an older agent, combined with a youthful energy and than helping people. That’s really what keeps me going. Real er by her his database, and many past daughter which became successful so model quicklytoward that he traditional and how I canofadd value to their experience.” Nick treats business housing sales in 2013. “It’s soa rewarding knowing that I have thevolunteering ability to at help isand one collaboration and hand when needed. events, often if it’s aImillion-dollar home. We just treatpractic every transaction process. “It’s not that enjoy thecan problems,” she laughs. “I’dThroughout been inenthusiasm real estate on the other side, essentially, and estate I’m very sincere about doing the right thing by“I needs not thereally commission, that lending things return to tenfor his job. started young, but took in aown. estate is all about relationships. If you connect with peong friends.coaxed Being a agent. Dave Ramsey her career, Zonia has been committed to stayhis wife away from the legal industry tohis become his each property as ifesteemed itdifficult were his He employs a you manageThroughout career, Chris has cultivated an prochange someone’s life. I have aschool lot of field fun meeting different While her career is still in bloom, she has already managed an trips, and even she says, “It’s that Iout enjoy finding solutions things, for problems whenhonest dealing with realtors I found there were thingsfold. that were done matterfor what they’re buying or selling.” coachi people. I’m very and upfront from thethe beginning, and That’s my attitude and it’s worked very well.” lot from more experienced agents I worked with. I also ple, the rest will come.” Co-Principal/office manager engaged theinformed services to 65% provide cleaning and renovation services as also enabled her to assist new and ingthen educated and onment industry trends and market fessional reputation, bolstered by company accessibility, consistency, people and hearing about their for stories.” impressive rate of repeat and referral testaherquite free ahours, that might pop up. I was in theclientele—a hospitality industry while,Kayla, her fiancé, an that I thought I could do better, so I have that opportunity now.” hisreal son,estate a professional toearning shoot all the marand hasment often known to cover repairs out of his own partner inofthe industry.photographer, changes, certifications in everything from negotiaand results-driven delivery. to been the caliber service she is consistent in outdoors: from going out of on her the la and inofreal estate, service is what weproviding. sell. Also, keeping good rela-hallmark Professionalism is another te keting layouts. “He an of amazing beams. “He shares pocket. you sellers who need little help,” In“Sometimes that vein, Kayla’s approach to theafter agent-client relationship summer forthat a meal on the water, to v tion tojob,” luxury homes. She what she learns withget her Outside of theisoffice, Chris is a family man and loves to tionships with clients aasale important. I want to think a Herdoes wealth experience isNick among the primary benefits her clients detailed, and always try to be one step ahead is grounded by accessibility, ongoing education, and perfor snowmobiling four-wheeling really captures the each house has toher tell.” You heage admits. “Going the extra mile someone really helps For the two years, Chris has worked under banner ofthatfor spend time with his wife and two at what she does is important notthat clients and with colleagues at Mariner Realty. “The more client feels they canquality call, email or texta and ask about anything – andTogether, gainstory from working with her,last Catherine believes. “My helps,” she the much as we can be.” Thechildren. empathy she feels for sonal touch. “Ilike love myheaded become likeweather family,” could certainly real is family ‘I’m outThey there. How’s the through the canyon?’ says. “I’ve hadestate a lot of the experience with marketing, and it’s someColdwell Banker, heading anbuild in-house team that consists ofclients. they enjoy soaking up sun at the beach and venturing on the ut to her clients’ as well. say Shethat uses you know, the morebusiness! you’re worth, andthe therelationship.” more you can help thepersonoften convoluted andfuture, emotional transaction she reflects. “II’m take a sales lot ofhappy timeoccasional to hear get tofrom know them AsJoshua for the has plans always to them.” thing has Iher really enjoy. Having my own of being a and Nick’stocurrent grown toa have 12owned employees andbusinesses, transaction coordinator, executive assistant, two Airstream getaway to Tree. AsKayla car enthuand resources bettergroup serve others,” Zonia says. “Business done with excellence matters. ble. “We’re proactive and responsive, but we’re When ally—beyond not working Nick loves travelling with wife but of also whatwith they’re looking for in ahis house, upward trajectory, developing her partner in multiple businesses, has really helped a lot.” serves the Port Adelaide region. “This city was the last port partners. He primarily serves south Orange County, an siasts, Chris and his wife are also members of the Porsche mes for market. With the direction I’m dedicated to my clients. I want to be the best I can for so people feel comfortable with us. I try toalway mak their family and goals. A home means so much more than the knowledge year over year. “I 35 years and visiting with his children and grandchildren as Catherine, who is deeply involved in her community is, among town in Australiadesigner, to be developed,” he points out. “People established stretching from the coast to the desert. Club and share their passion withperson their children by visiting s in-house professional them—it’s whatpresence I strive for.” well rience I’m working with What’ at the of bedrooms and bathrooms it has. I itspend a for lotfor of each better myself,” she recounts. asnumber entertaining friendsthings, at home or as he puts “cookothers on the Board of Directors the Taos County AssoA comprehensive understanding how to truly market listings used to call home it ‘the graveyard’.” But experience AsNick’s of late,vast heofhas turned his focus her totime the coastal luxury marcar shows. In his free time, Chris is involved with Habitat ze and stage their before with my clients, educating them throughout thethe buying soon earn of herthe managing broker’s li ciation of Realtors, is the Secretary of Board of Directors to their best advantage is another factor in Catherine’s success. “I ing and drinking wine.” As for the future of his business residential and commercial real estate hasahelped the 70% area With vigorous rate of repeat and referral clientele, for and Givegoing Back Homes—two non-profit orga- h ABRket. Accredited Buyer’s Representative Her Brokerinin turn provides all it’s thebecause or just selling ensuring theyHumanity understand what’s her cherished Association ofdown Angel Fire Property Owners, on continue the Boardbuilding of think I -sell the total picture,” she says, the process, Nick“not has no intention ofand slowing any time soon. His and is to to grow and establish itself considerably, a great source of Chris prides himself on his ability to maintain steadfast comnizations helping to provide housing for families in need. on and feel in control every step of the way.” promising years already under her b SRS Seller Representative Specialist r Realty need to be successful Directors of the Chamber Commerce. house. “Iatthink buyers need to understand that a property or house passion for theis industry is just as Angel strongFire today as it of was pride. “I’m definitely a bitthere of amunication journey at the moment,” with those serves andsuccess alwaysofplaces the needs He is also an avid supporter of CHOC Hospital and the tic investment in her clients, career, anon island, are so many things thathe relate to the CNE - Certified Negotiation Expert for their listings. For hernotbuyers, eleven years ago when he became an agent. “I love the thrill To learn more about David Egan he says with a smile. and hisyou clients ahead his own. Likewise, he lends March of 0439 Dimes. Kayla’s personalized approach to her practice is also demon-realtors: and brightest is assuredly still to co Catherine has some advice for up-and-coming “Marketing a purchase. buy houseofand know of the surrounding Todon’t learn more about Matt Grice call 403 email ALHS -agoals Accredited Luxury Home Specialist sing their first home, she is sure If you and excitement of making people’s wishes come true,” he 555, by the ways will in his which keeps inothers. touch A with those a high level of professionalism to strated his work, leveraging call +61 588 936 or email david.egan@raywhite.com skills set youshe apart from good starting point is in your area, you don’t408 know the environment, you don’t know the goodBefore he became an agent Nick hadmattgrice@oneagency.com.au, a realtor who was says and with that in in the mind he In hopes to help checking train the in next oneagencyburnie.com.au/matt or visit she’s served past. addition via is text owninsightMLS. Read listings and future, see howChris some are more effective than ies that come with cross-industry with it…then you don’t know all the things that with expertise to best equip clients As fortothe entering a period of growth in his unreachable for make weeks at a time and eventually admitted generation of great agents! message seeothers. how is faring, has alsohas been known MLS listings will likely be syndicated to multipleexpand online his team. To that propertyful valuable to you. I think more people touch, need toChris startto takes counsel. Applying a personal the life time business, and hopes to mindfully Copyright Topshe Agent Magazine to invite past clients over occasional summer barbesitesand and willfor be the read by the Also,for remember that every time thinking big picturetowhen for houses.” Copyright Top Agent Magazine learnshopping and understand the big picture motivations life indulge hispublic. passion architecture, he has aspirations to cue. In our busy digital era, she also stays connected through you present a property, whether walking a buyer through a home, or Today, havgoals of the clients at the heart of each transaction. Astutely design and build his own property in the future. socialpresmedia and touches base for during the you holidays listing that home a seller, have through a limited time to make your Working in a rural, houses-as-second-homes environment recognizing that for most, buying or selling a home is among ing earned a wealth of knowledge and experience in his field thoughtful Likewise, Kayla leverages her first-hand ents many challenges, marketing-wise. “I have a big presence on cards. point. Be prepared.” the most pivotal decisions in a lifetime, Chris mindfully puts through selling hundreds of homes—along with a sustained knowledge of the Columbia Basin area to help clients navhimself in the shoes of those he serves. “I the treat everyand client dedication to client-centric igate market its as ever-changing inventory, an asset incare—the years still to come are Copyright Top Agent Magazine if they’re one of my own family members,” he says. sure to remain spirited for Chris Robertson and his team. a competitive real estate climate. While her ability to deliver

ASHLEY J

CHRIS ROBERTSON CATHERINE MOON

41) HOW TO THROW A CLIENT APPRECIATION EVENT NO ONE WILL FORGET

45) BUYERS AND SELLERS: UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS

49) HOW TO RECOGNIZE TRUE LUXURY PROPERTIES

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

To learn more about Zonia Alvarez, niaa@sbcglobal.net or call 832-768-2649

REALTOR Vendors and Please contact For more info Real Estate Companies— mag@topagentmagazine.com please call/text 801- 8 cut—as evidenced by her rate of referral—Kayla’s or call 888-461-3930 forlearn more abo Get Nationwide & isfocusclearremains To squarely on the interpersonal connections she cultivates through her daily work. “I love meeting new peovisit dunelakeprop ad rates and explains. information. To learn more ple and making about new friends alongChris the way,” she Robertson, International exposure! e-mail kayla@dunelake www.

“Building our small community and staying connected is my For more information on Nick Psarros

visit BrokerChris.com, e-mail chris@brokerchris.com, favorite part of my job.” or call (509) 7 or call (949) 777-5607 Copyri

please call 0400 506 555 or email nick.psarros@raywhite.com www.

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For more information about Catherine Moon, Copyright Top Agent Magazine please call 505 - 795 - 3773 or email ccmoon@moonre.com

Tough Prospecting Environment Creates Need for New Solutions

By Richard Weylman

Agents at all levels of experience in the industry continue to have a difficult time gaining access to qualified prospects on a favorable basis. The negative image that has been portrayed of the industry together with the general cynicism of the population has translated into more and more barriers being erected to close out sales people of all types. The evidence of this continues to mount. Inquiries as well as questions at my various speaking engagements at industry functions indicate a general frustration with the state of the marketplace and the difficulty agents and managers are facing. Today’s prospecting environment requires new solutions to old problems. No longer does “make more calls, see more people” address or solve the problem. Specific relational strategies and tactics are needed to gain access to qualified prospects. 4

Here are just a few of the questions I’ve received recently from advisors and managers: Q: “Voicemail is everywhere. How can I get people to return my calls?”—Stephen G., Chicago, Illinois A: People return calls based on prioritization of the other calls they’ve received. People return calls for reasons of urgency or reasons of benefit. I would suggest that you write out very specific messages that you’re going to leave for your prospects. These messages should be laden with benefits, i.e., positive reasons that the prospect should return the call. As an example, “Mr. Donovan, this is Stephen G. As a teacher, you create lesson plans. As an advisor, I specialize in working with teachers to create a financial plan. Please call me at your earliest convenience.” Devise several of these messages specific to the market that you’re working so that Top Agent Magazine

Today’s prospecting environment requires new solutions to old problems.

each of them sounds different and gives people specific reasons to return your call. Review the to be sure they are relevant and speak the language of the market. If in doubt, create 5-10 messages and ask clients to select the ones they like and to which they would respond. Q: “How can I get CPAs and attorneys to work with me? I want them to refer their clients to me.” — George A., New York, New York A: CPAs and attorneys particularly like to stay in control of their clients and the decision-making process. For this and other reasons, CPAs and attorneys are not highly motivated to help you build your business by using them as the source of new prospects. However, positioned as a valueadded asset, you can succeed here. As an example, if you are targeting a specific market in the food industry, align yourself with CPAs and attorneys who are also working in the Top Agent Magazine

food industry. You find them by asking current prospects and clients who their attorneys and CPAs are and then meeting with them. Ask your clients to introduce you if necessary. When you meet, give them specific reasons to work with you. As an example, by pointing out the financial knowledge and services you have available which could enhance the value they bring to their clients that will motivate them to act as a center of influence for you. They are in a competitive environment also, and the good ones are seeking to increase client value. In addition, when meeting with CPAs and attorneys, let them know of your long-term interest and that you will respect the relationship that they have with their clients. As a value-added asset, you can create a consistent prospect flow. Q: “I’m targeting executives of major companies here in Rochester. How can I best get their attention?” —Bob J. Rochester, New York 5

In today’s environment, only a systematic approach to relational marketing and prospecting will keep you in sales. A: To reach executives effectively, keep three things in mind. First, you have to relate to these individuals. Two, you need to speak their language. Third, you must recognize that they are typically screened from any unwanted calls and/or mail. The best way to get their attention is to involve yourself in the activities and organizations that they support. As an example, the Senior Vice President of Marketing will most likely be involved in the American Marketing Association. The CFO will be involved in the CFO Society, heads of communication in IABC, etc.

belong to, ask executive clients to have or refer to Gale’s Encyclopedia of Associations regional edition (1800-877-GALE).

These questions represent a larger problem. In years past, the industry was focused on sales and transactions. Not a great deal was done to enable the development of the local sales agency into a marketing and prospecting organization. Advisors were expected to simply sell their friends and neighbors. Today’s marketplace, however, is significantly different. In the past, sales kept you in business; in today’s environment, however only a Getting involved in these organization systematic approach to relational will allow you to reach these exec- marketing and prospecting will keep utives and, most importantly, position you in sales. yourself as a resource to them. By serving on committees and activities C. Richard Weylman is an expert in that they’re involved in and support- marketing, selling and communicating to ing the causes to which they are affluent and high net worth people. He is drawn, it will position you as a the author of “Opening Closed Doors, Keys resource to them, someone who is a To Reaching Hard-to-Reach People," as caring and credible individual. If well as numerous sales, relationship and you’re having difficulty determining marketing and management audio and the organizations that these executives video education programs.

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JASON STARR Top Agent Magazine

Jason Starr, broker and owner of Starr Realty along with a team of 6 agents serve the Lakes Region of New Hampshire—a mid-state vacationer’s paradise surrounding the area’s four large lakes.

Jason Starr got into real estate when he bought a house and his own agent told him he would probably be very good at it. After a bit of coaxing he decided to give it a shot. It’s now sixteen years later and Jason is a successful broker and owner of Starr Realty with a team of 6 agents. They serve the Lakes Region of New Hampshire a mid-state vacationer’s paradise surrounding the area’s 4 large lakes: Lake Winnipesaukee, Winnisquam Lake, Squam Lake, and Newfound Lake. This beautiful area just south of the White Mountains is a huge market for second home buyers. Jason and his company understand the philosophy of 8 Copyright Top Agent Magazine

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buying a home and especially a vacation home. People buy feelings not things. “We recognize that people are buying something that gives them a good positive feeling,” Jason says. “With that in mind my agents and I seek to educate, inform and assist our clients in enhancing their quality of life.” Jason really takes doing the right thing to heart, so much so that he once talked a client OUT of buying a nearly 3 million-dollar home because the property just wasn’t right for that buyer’s lifestyle. He later did find Top Agent Magazine

the perfect house for his client at a price point of a million dollars less! There’s nothing more important to Jason than integrity. In fact he has an ongoing mission to change the public’s perception of real estate agents for the better by the example he and his agents set, striving to be the most honest company in the region. “If you truly walk the talk instead of just talking about it then good things will happen.” To that end he keeps his word and is Copyright Top Agent Magazine 9

willing to put his money where his mouth is by giving all his buyers a cancellation guarantee. For sellers he has a Competitive Advantage Program where his company invests some of its own money into selling homes by paying for things like home warranties, pre-home inspections and cleaning services. Jason’s down home Yankee honesty has made fast friends of many of his past clients who often stop by his office to say hello when they’re vacationing in the area. Jason also keeps up with all his clients with monthly updated market reports for the region. Since Starr Realty does 10Copyright Top Agent Magazine

most of the marketing for their properties online they also spend a large chunk of the marketing budget to rank high in search engines. Like many New Englanders Jason is extremely dedicated to his work. When asked what he does in his spare time he only half-jokingly replies “if I ever have any I’ll let you know!” But it’s easy to work a lot when you love what you do and Jason believes that to have a fulfilled life you must help others achieve their goals. “In real estate you’re helping people with one Top Agent Magazine

“My agents and I seek to educate, inform and assist our clients in enhancing their quality of life.” of the most expensive assets they’ll ever own so you absolutely have to do the right thing by them,” he says. “And hey it’s certainly not a bad day when you’re helping someone buy a vacation home on the lake!” With an eye toward expansion in the future Top Agent Magazine

Jason is always looking for talented agents that share his dedication to excellence and he hopes to achieve a dream of his own one day by opening another real estate office in the tropical vacationer’s paradise of the Caribbean. Copyright Top Agent Magazine11

For more information on JASON STARR call Â 603-293-7227 or email Jason@StarrRealtyNH.com 12Copyright Top Agent Magazine

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Living On Commission by Linda Brakeall

Commissioned sales is one of the few places where you get paid exactly what you’re worth. One of my friends really hates that concept. “I could never live on that!” But loan officers have to do it all the time. The most successful people I know love being on commission! They love being able to give themselves a raise just by working harder. Most people need a little help learning how to budget, and how to put away money for taxes and infrequent but important expenses.

and maybe a third will go directly to the government for taxes. You should be putting at least 10% away for savings and investment and 5% for surprises is not unrealistic. When I took over a large real estate office a few years ago I found out that one of my new REALTORS® was going through bankruptcy proceedings. I knew she a sold a lot of real estate and I couldn’t figure out how she got in that situation. One evening over coffee she told me about being a rookie with another company. She fell into a land deal and made the single largest sale her company had ever made.

So here’s the rule: Never plan to spend more than half of any paycheck. You can have all kinds of Within six months she received a fancy formulas but that’s it. You huge six-figure commission. Within have to assume that at least a quarter two years she was in debt over her Top Agent Magazine

Commissioned sales is one of the few places where you get paid exactly what you’re worth. head. The problem? She spent it all! She started borrowing trying to pay her taxes. She was so stressed out over the tax situation that she didn’t sell any more real estate for the next year.

REALTORS® or other commissioned sales people. A little planning in advance for regular and predictable expenses and a slush fund for surprises and you’ll be covered!

Don’t let that happen to you. Loan officers aren’t that different from

rights reserved. Top Agent Magazine

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SARA PERRY 15

SARA PERRY Top Agent Sara Perry found herself thrown headfirst into the real estate business when at the age of 17 she took on the job as a receptionist at a busy real estate office in Parramatta. Sara remembers, “From there I fell in love with the industry, I couldn’t imagine myself doing anything else career wise!” Sara worked her way up in the industry, starting at the very bottom as a receptionist and climbing to the top to become an outstanding real estate agent. Twelve years since her initiation into the industry Sara is now a top realtor at Belle Property in Castle Hill, and is working with a team she loves. “I am fortunate to be a part of the Belle team, or what we like to call the “belle family”. What I love about our office is we are a genuine team that is always available to lend a hand. We all play a significant role.” Sara has come quite a long way since her days as a receptionist. Her passion for the process and commitment to personal service has gained her a dedicated client following. The secret behind her extraordinarily successful business can be boiled down to commitment to communication. Her client-centered approach, outstanding customer service, excellent communication, experience, and thorough understanding of the market help her guide her clients through the process, turning what can be a stressful process into a smooth transaction for her clients. “The premium service I aim to deliver on every transaction regardless of the self-benefit. I will go that extra mile for my clients with no hesitation. I take the time to listen to the needs and wants and I make an effort to get to know their family and the circumstance. I firmly believe that there is no such thing as “too much feedback” when it comes to families selling one of their biggest assets.” Sara does everything to protect her clients’ best interest and takes time to get to know people and find out

what their needs are. Her warm personable nature makes her easy to talk to, and her clients know that they can always reach her. “I believe it’s my approachable, bubbly, down to earth nature. It is so important to be honest and transparent with people even if it means you have to have honest and tough conversations. My clients can still sense that even after 12 years in the industry I am still passionate and love what I do.” Sara is truly her clients’ realtor for life; often becoming friends with them and someone they can trust to help them long after the transaction is over. “Due to the long lasting relationships that I build I find staying in touch easy and comes as second nature. If you are simply a genuine person you would always want to stay in touch and see how their plans have progressed or if they are enjoying their new home.” For all of her success Sara believes in sharing the benefits and giving back, and is actively involved in charitable events throughout her local community. She is involved in a local charity called Give & Take, the NSW police Legacy organization, and is planning to run in the local City to Surf fundraiser. “One of the most recent and humbling experiences was providing and cooking for the children and their families at Ronald MacDonald House Westmead.” Sara balances out her work with spending time with her family, explaining, “I am a mum of a beautiful little girl named Eva, I love spending every extra minute I have with her and my family. I have also recently taken up Yoga & I am loving it, I’ve learnt that a healthy mind allows you to achieve clearer thoughts, which in turn better results for your clients and your life!” Sara couldn’t be happier with her decision to become a realtor and looks forward to many more years sharing her expertise and enthusiasm for helping people build a life in the community she loves. “I think what myself and the team are doing right now is working well, I love keeping it simple!”

For more information about Sara Perry, call 0416852111 or email sara.perry@belleproperty.com 16

Sandra Azar is proud to congratulate

Sara Perry

on being featured for Australia in Top Agent Magazine!

Sandra Azar | Mortgage Broker Southern Star Mortgages Suite G05, Ground Floor | 124 Marsden Street PARRAMATTA NSW 2150 P: 02 8004 7302 | F: 02 9834 6429 | M: 0410 430 997 E: sandra@southernstarmortgages.com.au Top Agent Magazine

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

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MARTIN FOLCH 19

MARTIN FOLCH Martin Folch began his tenure in real estate working alongside his uncle, a real estate broker. Together, their mission statement was to empower buyers and sellers through service, providing professional guidance that would make their lives easier. At the time, the two called themselves the Folch Team, and now that his uncle has retired, Martin carries on the torch—dedicated to the same mission they first set out on. Today, Martin is proudly bolstered by twelve years of experience, forging a practice grounded by consistency, communication, and deliver long-term success to those he serves. An area specialist in both Orange and Riverside counties, Martin heads an adept and tightknit team comprised of an assistant, a production coordinator, and a few buyer agents. As a native of South America, Martin is fluent in both Spanish and English. In fact, his team and office is largely multilingual—with Spanish, English and Vietnamese speakers among their ranks. Accordingly, Martin and his team provide clients of varied backgrounds with an expertise particularly attuned to their needs. Martin and his team focus on serving first-time homebuyers and sellers, as well as offering services pertaining to distressed properties, short sells, and REOs. Martin cites his round the clock accessibility as one of the foremost strengths he brings to the table when working with first-time home buyers. “Communication is key,” he explains, “I always answer my phone or call back immediately. My goal is to make sure I take care of my clients first.” He also makes an effort to craft an educational experience for those he serves, taking the time to ensure clients understand the current market and arming them with information to yield the best result. Likewise, Martin is consistent and gracious in providing information, calming nerves, and answering questions, instilling a sense of security in those he serves. Not only is he available to his clients during all phases of a transaction, but he also makes himself a resource should they ever need

anything in the future, from handyman recommendations to electrician referrals. As for marketing his listings, Martin takes a methodic approach to getting the word out about properties. Providing professional video and photography services ensure that homes look pristine in online presentations. To generate a buzz in the neighborhood, Martin hosts a pre-showing open house just for locals, and events are always stocked with thoughtful refreshments and packed with interested community members. He’s found this practice to be successful, and often viewers invite their family members and friends to join in on the fun, casting an even wider net to snare potential house hunters. To stay in touch with past clients, Martin and his team regularly check in by phone to see how things are progressing, asking after the house and neighborhood, and making themselves available should any needs arise. In reflecting on one of his favorite aspects of his work, Martin explains, “I like assisting first time homebuyers. Often, the process can seem difficult, but it’s rewarding to helping them see it’s not impossible—finding a good property and letting them know about programs that make the process easier.” Outside of the office, Martin is Catholic and is deeply involved with charity efforts through his church, attending services every Sunday. While he and his wife work together in real estate and entertain a very busy schedule, on weekends they love to take their children out for dinner, making memories and sharing time together as a family. He also enjoys taking his kids to experience the magic of Disneyland on special occasions. As for the future of his business, Martin has plans to soon earn his brokerage license. He has been taking courses in anticipation of this goal, and hopes to have his license by next year. Continuing on the well-worn path of tireless work, open-mindedness, and positivity, the future is sure to yield continued success and prosperity for Martin Folch and his team.

To learn more about Martin Folch, visit folchteam.com, e-mail folchteam@gmail.com, or call (714) 348 - 0154 www.

How To Send

SMARTER EMAILS

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

1. SEND A WELCOME EMAIL TO

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

2. NURTURE YOUR RELATIONSHIP

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

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

3. CELEBRATE IMPORTANT DATES

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

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

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

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

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

The emails you send your clients can often be a double-edged sword when it comes to how well they work to bring in business. Following these simple rules will help your emails be as successful as they can possibly be, and will make your contacts much happier with you. So, don’t just send out emails without doing your homework about how to do it right. Your email campaigns can be a powerful tool if you know how to create and utilize them in the right manner. 22

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SHERIDAN GIVENS

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SHERIDAN GIVENS After seventeen years as a hairdresser, fielding questions from clients about local property—where to rent, where to buy—Sheridan Givens decided to try her hand at the real estate business. While she has always had a knack for people, she’s also privy to the ins and outs of her hometown area, and shares her expert insight with those she serves. Today, after half a decade as an agent, she’s charted an impressive course, fueled by an authentic passion for her daily work and commitment to serving her clients’ best interests. Sheridan primarily serves the Wilcox area and its surrounding rural region, including San Simon, Bowie, Elfrida, Cochise, and a host of other small and farming towns in southern Arizona. What’s more, she has cultivated a reputation for navigating real estate transactions that run the gamut, from residential and commercial deals to new construction, manufactured homes, plots of land, and short sales—to name a few. Having earned a 40% rate of repeat and referral clientele to date, her ability to deliver results on her clients’ behalf is well-established, but Sheridan never forgets the person or family at the heart of every transaction. “I love real estate and I love people,” she recounts. “I’m passionate about what I do.” To keep clients coming back, Sheridan’s approach is threefold, favoring accessibility, responsiveness, and unflagging empathy. “I always do my best to stay available,” she says. “I work all the time and I’m accessible around the clock. I’m there for my clients.” Beyond the interpersonal connections she forges, Sheridan affords her clients an insider’s look at the local inventory and market. Born and raised in Wilcox, Sheridan describes herself as a small-town girl, which translates to

a homegrown advantage when it comes to buyers and sellers seeking an edge in today’s competitive market. Sheridan also emphasizes the importance of education and empowering her clients with information and financial planning, guiding firsttime homebuyers to a life beyond renting and into a home of their own. “I love helping people,” she explains. “I know so many stories of first-time homebuyers who were paying so much in rent, and it means so much to me that I’m able to help them afford and buy their own home.” To keep in touch with past clientele, Sheridan takes a personal approach: sending e-mails, the occasional text message, and even checking in by phone to see how her clients’ lives are faring, long after close. To market her listings, Sheridan makes use of two local MLS boards, in addition to the leading digital listing platforms and social media’s wide-ranging exposure. She is capable in leveraging her regional network, as she’s grown up alongside many of the area’s business owners, fellow agents, and potential buyers and sellers. As a mother to five, Sheridan spends much of her free-time staying active in her children’s community and school activities—from volunteering at sporting events, fundraisers, and Little League games to donating her time and energy at her kids’ afterschool activities. In her remaining leisure time, Sheridan enjoys kayaking out on the nearby lake and enjoying any recreation that puts her on the water. Considering the future of her business, Sheridan has plans to continue growing her real estate imprint in Wilcox while raising her family in her beloved hometown. With five storied years in the industry already behind her—and with a spirit that’s enthusiastic as the day her career began—the future is bound to hold continued promise for Sheridan Givens.

To learn more about Sheridan Givens e-mail sgivens33@gmail.com, or call (520) 507 - 1010 24

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

important to figure out where they best fit into the operation. Having every team member be an ‘expert’ in their part of the process leads to seamless transactions and a business that runs like a well-oiled machine. 25

Of course it’s also important to create a supportive atmosphere that allows team members to stretch beyond their comfort zones, under your guidance. It’s to the whole team’s advantage when people take initiatives to up their game by taking additional training or mastering a new and innovative technology that can improve productivity. The key is to constantly evaluate not only your systems but the people running them. It’s your job as a leader to encourage that personal growth while making sure to always protect against any major misfires. Which leads us to… 2. Always reevaluate what is and isn’t working It’s a good idea to have a weekly meeting where the whole team can convene and go over any snags they may have hit in the systems that you developed when starting your team. Your team is in the trenches with you and since everyone probably focuses on a different aspect of the transaction, it’s important to make sure things are working on every level. Make sure copious notes are taken during these meetings so you have a track record of what was suggested, as well as a history of things that may have been tried and the results. Another good thing to focus on in these meetings is goal setting. Set weekly and monthly goals, and use the meetings to discuss what’s being done or needs to be done to meet them. When goals are met, it’s a great bonding experience for everyone. When they aren’t, it’s a moment to learn how you can do better in the future. 26

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

TAMMY MEDIGOVICH

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TAMMY MEDIGOVICH Tammy Medigovich’s path to real estate began with a career in mortgage lending, working alongside her father navigating private money mortgages for their clients. As a strategic move, she earned her real estate license to best provide clients and investors with wide-ranging service. To list her first property—a duplex— Tammy leveraged her considerable network and had it sold even before it arrived on the MLS. From that day forward, Tammy knew she’d found a career that spoke to her skillset and kept her inspired. That was fifteen years ago and today, Tammy is at the crux of a prosperous career, having earned a reputation for long-lasting professional relationships and even a designation as a President’s Club Top Producer. Tammy serves clients across the Phoenix metro area, though she specializes in the East Valley and Central Phoenix. To best serve her clients, she enlists the support of an in-office assistant to stay on top of day-to-day tasks, ensuring each transaction progresses smoothly. At the heart of her professional philosophy, Tammy sees her role as agent extending far beyond the buying and selling processes. She cites listening as one of the foremost drivers of her success, allowing her to attune to each clients’ individual needs and goals. “Listening builds and deepens relationships, and it even makes me a better negotiator,” Tammy explains. “It seems simple, but so many people want to close the deal and move on. Listening is a key factor for me.” With a robust rate of repeat and referral business—amounting to 97%—Tammy’s investment in her clients’ successes keeps business steady. Likewise, her status as a fourth-generation Arizona native gives Tammy an expert’s insight into the local inventory, communities, and market at large. What’s more, mentorship by her father—who was deeply ingrained in local business community since the seventies—has afforded her a holistic understanding of the region. She shares this specific knowledge and perspec-

tive with her clients, often helping them discover attractive, little-known areas and hidden gems. To market her listings, Tammy completes a full walkthrough with clients to prepare each house for selling mode, making any necessary repairs up front to guarantee smooth sailing once a property makes it to market. By leveraging her sizable network, Tammy distributes listings across Arizona, the greater United States, and to Canada and beyond. In fact, Tammy is adept in leveraging her network to her clients’ benefit, and is able to refer qualified agents throughout the U.S. and Canada to serve buyers’ and sellers’ needs. All listings are managed in a timely and detail-oriented manner, while social media promotion lends broad visibility online. In reflecting on her favorite aspect of her work, Tammy says: “It’s all about the people, 100%. There are no two clients alike, and I enjoy being able to help someone change their life and begin their next chapter. Sometimes it’s a difficult situation; sometimes it’s a happy situation, but I value being able to serve people in a meaningful way.” Outside of the office, Tammy is avidly engaged with her local community of realtors through the Southeast Valley Realtor Association. She also contributes her time and energies to raise money for the local high school her teenage son attends, and volunteers at sporting events to support school extracurricular programs. In her free hours, Tammy can be found on the golf course sharpening her skills. She also loves to travel, sharing a spirit of adventure with the whole family. As for her business’s future plans, Tammy hopes to continue growing her network and is exploring the potential of adding new members to her team. She also plans to one day open her own brokerage and is currently taking steps towards achieving this next goal. With more than a decade of seasoned industry experience behind her, and a philosophy centered on her clients’ wellbeing and future success, the best is assuredly still to come for Tammy Medigovich.

To learn more about Tammy Medigovich, visit AzRealEstateTammy.com, e-mail realestatetammy@gmail.com, or call (480) 223 - 2429 www.

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

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

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

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KATIE HANSLI SEARCY

Katie Hansli Searcy got into real estate for the purpose of investing in properties when the market was hot in 2006. She got her license as a means of learning more about the process and becoming an expert in the field. She then took some time off to dedicate her time to raising her two children. But in 2013 real estate drew Katie back in and she renewed her license and started selling homes again in her hometown of Tallahassee FL. Katie earned her Real Estate Brokers License in 2016. Even with all her

experience Katie has only been a full-time agent since January of 2016. However her record in that brief time definitely speaks for itself. In fact in the past year she has already been named one of Tallahassee’s Top 10% producing agents! Katie’s license is with The Naumann Group Real Estate, Inc. where agents manage and work independently but also function as a team. Katie really loves this business model. “Real estate can be really cutthroat even among agents in the same office,” she says. “But at The Naumann Group we all help each other out any time you need anything. It’s pretty amazing.” A lifelong resident of the Tallahassee area Katie counts this as one of her strengths. “I’ve been in the region my whole life and know it like the back of my hand,” she admits. “As a second generation resident and raising a third generation here, I can bring a lot to the table for someone who’s moving here and doesn’t know the area.” Her considerable experi-

ence in property investing remodeling and building has given her proficiency in many different areas of real estate as well and she counts this as a means to show prospective buyers a home’s potential. “I’m good at removing the negative, by creating solutions when problems arise” she says with a smile. This diverse knowledge of the industry has helped her gain repeat customers after only one year as a full-time agent. In fact nearly half of Katie’s business comes through referrals. “Tallahassee has a small town charm,” she says. “Your name gets out there quick.” Katie’s love for the job shines through in her rapport with clients. “I love the energy of finding the perfect house for someone whether you’ve been working with them for a week or six months.” She keeps touch with her clients and markets properties through social media but is also known for her personal touch sending gift cards to local bakeries as well as postcards to let them know when a property is coming up for sale in their neighborhood. She aims to hold three open houses a month and counts it as a great way to meet neighbors and reconnect with old friends. “Social media is great for marketing,” she points out. “But good old-fashioned word of mouth still works great too!” It’s Katie’s love of meeting new people that drew her back to real estate. That is the heart of what keeps her enthusiastic about building her business. While she admits that career change can be intimidating the wonderful thing about real estate is that you can start at any age and have value to bring to your clients. Of all her clients, Katie says, first time home buyers are definitely her favorite. “There’s no one more excited than someone buying their first house!” Top Agent Magazine

For more information about

KATIE HANSLI SEARCY

call 850 -766 -1444 or email KatieSearcyRealtor@gmail.com Copyright Top Agent Magazine 31

THE AA NORTHWEST TEAM: ANASTASIA GRAY & ANNA NAZEMAN The AA Northwest Team, comprised of brokers Anastasia Gray and Anna Nazeman, is making a mark in the Seattle area as one of the most consummately professional real estate teams selling in the Pacific Northwest today. With both Anna and Anastasia hailing from banking backgrounds, they are well-equipped to walk their many grateful clients through all aspects of the sometimes-difficult and emotional transaction process. Currently based at reputable Best Choice Realty, Anna and Anastasia also employ a team of professionals that continue to grow every day. The current team consists of a Personal Assistant that handles day-to-day operations and a Buyer’s Agent. They also have a team of professionals that help to bring a property on the market, which includes a stager, photographer, videographer, landscaper and a professional cleaning crew. With only two years in the real estate industry, Anna and Anastasia have already found more success than many, more seasoned agents. This success can be measured by a referral rate of business that exceeds 60%. “We provide our clients with a great service. We’re always available to them, we’re prompt, professional, and always on time,” says Anastasia. “They are therefore very happy with our services and don’t hesitate to recommend us to their friends and families.” Another factor in the pair’s success is their overall, comprehensive marketing approach. “That’s what sets us apart from other agents,” says Anna. “We really invest in our listings. What we do is provide a full package to our clients. We offer professional cleaning of their home before it goes on the market, professional staging for all our homes. We also offer professional photography, professional videos and drone video. We also provide landscaping services and window washing, all at no upfront cost to the seller.”

When asked what clients remember about working with the team, Anastasia replies: “They usually mention that we present ourselves very professionally, and that we’re very competent and knowledgeable about the market. I know they also appreciate our broad knowledge of the industry, given our banking backgrounds. We’re experts on financing, investments, and about the geographic area.” The fact that they are multi-lingual, and between them speak English, Russian, German and French has extended the number of grateful clients they are able to serve. The AA Northwest team boasts a solid five-star rating on Zillow, with a slew of glowing reviews. There is also this one that was posted by client Austin on their Facebook page: “Anna and Anastasia went far beyond any expectations I would have of any Realtor. I would highly recommend them. They were at our house within 24 hours of asking them to list, and brought an interior designer with them. They staged our house professionally within 72 hours, and paid for a professional photographer, a professional deep-cleaning, and did open houses every Saturday and Sunday. They constant reached out to realtors in the area looking for people with buyers, instead of just waiting passively to see who would contact us. Our house was the highest in the market we were selling in and it still sold for 8K over listing price.” When they’re not working, Anna and Anastasia enjoy spending time with their families. They also spend a lot of time giving back to their community, particularly through their children’s schools. They also participate in other charitable endeavors such as park cleanings, and are ardent supporters of new businesses in the area. As for the future, Anna and Anastasia have big plans. “We’d like to grow our clientele,” says Anastasia, “and grow our company. We’ve only had our licenses for two years, but we’ve already been incredibly successful so far. People are already noticing us.”

For more information about the AA Northwest Team,

please call 425 - 999 - 5065 or email aanwteam@gmail.com

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

When you want to make your name synonymous with real estate transaction success, you might want to consider branding yourself. Personal branding, long a staple of Corporate America, is also an invaluable tool for those in the real estate industry as well. Understanding branding and being consistent about it, is one way to insure you’ll have a successful and long-lasting business. It’s up to you to make consumers think that their success in real estate is dependent on finding the perfect agent—YOU. 33

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

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

CREATING A BRAND Although it might take time and money upfront to get it right, branding is almost guaranteed to pay off in the long run. But branding is more than just having a graphic designer come in and make a logo. Consider branding more of a promise to your clients and potential clients, succinctly stating the value and expertise working with you will afford them. There are clear, tried and true methods to creating your branding. Because you have to go all in on the way you want to brand yourself, it’s important to evaluate fully before you make the leap. This all starts with an honest assessment of your business and where you want it to go, including how much time and money you’re willing to invest to get there. After that you may want to add focusing on a niche market to your branding. Regardless of whether or 34

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

ZONIA ALVAREZ Follow the wake of Zonia Alvarez’s career and you’ll soon see its resemblance to one of her favorite Zig Ziglar quotes, “You can get everything in life you want if you will just help enough other people get what they want.” May 2017 marks Zonia’s 10-year anniversary as a Realtor at Mariner Realty, a boutique firm with a team of nearly 30 agents in the Lake Conroe area in Montgomery County, less than an hour drive from Houston. Prior to entering the real estate industry, Zonia had a thriving career as a professional photographer capturing the magic of couples on their big day. She began contemplating a new line of work when a close friend convinced her to join her brokerage. The industry was a natural fit for Zonia—in fact, she has received the Five Star Professional Award, an award that her clients nominate her for, ever year since 2012. For Zonia, the art of helping clients prepare for the big move, one of the largest transactions of their lives, is not unlike her former job. She now works directly with buyers and sellers in the greater Houston area, ushering them through this life-changing transaction. “I build a strong relationship with my clients,” Zonia says. “I personally manage the process from start to finish. It’s important to me that I don’t transfer them off to another agent, leaving them unsure of who their advocate is.” That’s why clients continually return to her—90 percent of her business is referred to her by her database, and many past clients have become lifelong friends. Being a Dave Ramsey Endorsed Local Provider has also enabled her to assist new prospects seeking a trusted partner in the real estate industry. For Zonia, being the best at what she does is important not only to her own success but to her clients’ as well. She uses her background, expertise, and resources to better serve her clients and prepare their homes for market. With the direction and assistance of Mariner’s in-house professional designer, sellers confidently organize and stage their home before Zonia photographs them. Her Broker in turn provides all the tools the agents at Mariner Realty need to be successful at gaining the most exposure for their listings. For her buyers, many of which are purchasing their first home, she is sure

to communicate and facilitate every step of the transaction to make it as smooth as possible. “Having both a good lender and a Realtor who can communicate with all parties takes the majority of the stress away from buyers,” Zonia says. “For most clients, any lack of communication is where the uncertainty comes in.” This is what clients remember long after working with Zonia—how she took a complex experience and made it stress free. After a transaction, Zonia sends clients monthly mailers and e-reports, but when possible, she prefers a more personal touch, speaking directly to them over the phone, sending handwritten notes, or checking in when she’s in the area. “I’m hands-on, but when things get busy, sometimes it’s enough just to let clients know you’re thinking of them,” Zonia says. Zonia and her husband, David, a Senior Captain with the Houston Fire Department, enjoy traveling and exploring the country’s beautiful national parks and beaches. When it comes to their own community, they involve themselves any way they can. “I enjoy being a connector,” Zonia says. “Connecting my clients with the people and services they need makes their lives easier.” Working closely with vendors in the community has allowed her to do so. Throughout her career, Zonia has been committed to staying educated and informed on industry trends and market changes, earning certifications in everything from negotiation to luxury homes. She shares what she learns with her clients and with her colleagues at Mariner Realty. “The more you know, the more you’re worth, and the more you can help others,” Zonia says. “Business done with excellence matters. I’m dedicated to my clients. I want to be the best I can for them—it’s what I strive for.” ABR - Accredited Buyer’s Representative SRS - Seller Representative Specialist CNE - Certified Negotiation Expert ALHS - Accredited Luxury Home Specialist

To learn more about Zonia Alvarez, email zoniaa@sbcglobal.net or call 832-768-2649 Top Agent Magazine

DAVID EGAN David Egan is one of the most respected and indemand real estate agents working in Melbourne’s Outer Eastern suburbs. He has been honoured numerous times throughout his career for his sales achievements and had a record-breaking year in 2016 where he created a new record for the company by selling over $41,000,000 worth of property. David has been recognised as a Ray White Elite Performer for 2015 and 2016. David got his start in the business working in commercial property management and has an extensive background working in the hospitality industry as well. 16 years ago he made the transition into residential real estate and had near immediate success. Key to that success has been his absolute devotion to providing an unsurpassed level of customer service. “When people hire me they get me. I don’t hand people off to an assistant, I’m with them the whole way through. I think that has accounted for the strong relationships I’ve built over the years.” David has earned an impressive percentage of repeat and referral business over the years, but he never rests on his laurels. He has honed a vast knowledge of real estate and trends throughout his marketplace, in particular the city of Maroondah and the Yarra Valley Ranges. But what his clients perhaps most remember about working with him is his genuine personality. “I don’t think I come across as the typical real estate agent. I’m very sincere about doing the right thing by people. I’m very honest and upfront from the beginning, and

because of the experience and in-depth knowledge I have, I’m able to deliver what I promise.” Another area in which David excels is with his attention to detail. “This is another skill I really owe to my hospitality background. I’m very comfortable dealing with a lot of moving parts and clients that can often be under some stress. I take a lot of care throughout the process and am very methodical, which allows me to deliver the results my clients want.” David is passionate about giving back to the community that he represents and loves. He sponsors several local schools, sporting clubs and community groups, and has donated time as an auctioneer for charity. For the last few years he has also lead food drives at his office around the holidays that benefit a local mission. When he isn’t working, David enjoys spending time with his children, and is an avid sports fan. He also loves to get out and about in the community enjoying good food and wine, and all of the wonderful things that Melbourne has to offer. David is passionate about what he does, and he would like to continue to see his business grow, but his priority will always be to provide the above and beyond service that he has built his reputation on. “It’s very rewarding to help people with what is often the biggest investment of their lives and get them a great result. I always want to know I’ve done the best job possible for my clients and I work hard to make that happen. I believe strongly that when you focus on your client’s needs and not the commission, that things return to you tenfold. That’s my attitude and it’s worked out very well.”

To learn more about David Egan

call +61 408 588 936 or email david.egan@raywhite.com 36

Newer Agents: More Questions to Ask Yourself—Are You Stumbling or Up and Running?

By Carla Cross

ewer agents: Are you ‘stumbling’ or ‘up and running’? It’s estimated that over 50% of new agents fail their first year in the business. From talking with thousands of them throughout my coaching, managing and speaking career, I know why: They can’t answer the questions below. In addition, they may be getting little guidance from their manager. Not having the combination of these two things almost assures their failure.

In an earlier article, I gave you five questions to ask yourself to truly get ‘up and running’. Now, here are five more. Ask yourself: Do I know how long it will take to get a sale? To get a listing? To get a listing sold? (so you can project your income) (New agents tend to wait, and wait, and wait, to get into the business ‘stream’, thinking that there is no time frame to buyers’ decisions—wrong!) Key point: Use the time lines in Up and Running to project your income. You don’t want Top Agent Magazine

Most new agents drastically underestimate their mental toughness in the face of adversity. to run out of money before you run out of time! Do I have a method of setting goals and tracking accomplishments in the areas above— so I can analyze my specific strengths and challenges in this business? (Most agents never track what they do, so they don’t know what worked—or why what they’re doing isn’t working). Key point: If you know how many listing appointments it takes, for example, for you to list one marketable property, you can project with confidence your income. You have truly become independent. Do I have a budget so I know how much money I should be spending in marketing my listings? Key point: Creating a marketing budget from day one assures you get paid for all that work you’re doing in lead generation (Up and Running has a prototype marketing plan for you, too). Do I have someone to talk to regularly, to coach me, to keep me on track, and to help me if I 38

fall off my start-up plan (to keep me from failing)? Key point: Most new agents drastically underestimate their mental toughness in the face of adversity. Studies show that having a mentor, a coach, someone on your side, greatly increases the chances of your success. Do I have a method to keep myself motivated and inspired to keep on keeping on (like a coach or your manager)? Key point: All the successful people I’ve ever met have a method to ‘keep themselves up’—diaries, logs, inspirational notebooks, readings, CDs, etc. That’s why I put so much inspiration and motivation in Up

and Running—we all need it! Give yourself every chance to succeed to answering ‘yes’ to all of these questions. You deserve success! Carla Cross, CRB, MA, is president of Carla Cross Seminars, Inc., and Carla Cross Coaching. She is an international speaker in real estate productivity. Carla is the author of 6 internationally published books and several productivity-producing programs for real estate agents and leadership, including the new 3rd edition of Up and Running in 30 Days. See her programs at www.carlacross.com, or contact Carla at 425-392-6914. Top Agent Magazine Copyright Top Agent Magazine

MATT GRICE When looking to buy or sell real estate in Burnie, there is no one more trusted and in demand agent than Matt Grice. In just eight years, has risen to the top 11% of agents nationwide Matt has earned the respect and admiration of the industry, and has won numerous awards at a state, national and international level. Although Matt initially went to school to get a business degree, after spending time working in a real estate office, he quickly realized that he had found his passion. He obtained a scholarship to get a certificate in real estate, going on to great success as an agent, before becoming the proud owner of One Agency Burnie, a boutique agency that is locally owned & operated. One Agency Burnie has a team of driven, hands-on professionals who are equally devoted to providing an exceptional client experience. Through One Agency Matt is able to provide every advantage in the marketplace while still being able to the personal touch. the little things that make a big difference. Matt has earned a remarkably high percentage of repeat and referral business, largely through word of mouth. By offering service that truly goes above and beyond, it’s no surprise that people are eager to recommend him and his team. Matt is also an active member of the community getting his name out there by sponsoring several community events and sports clubs. Matt is unique in the industry, offering the seasoned expertise of an older agent, combined with a youthful energy and enthusiasm for his job. “I started young, but really took in a lot from the more experienced agents I worked with. I also

have a drive and ability to work hard that really gets results. I’m one of the most active agents in our area and I think that’s because I really love our business, so I put a lot of time and effort into being exceptional.” Another advantage Matt offers his clients is an exceptional marketing package that takes full advantage of innovative technology. “We really go all out, we do HD video tours and twilight photography which just creates gorgeous photos. Once we have all the elements in place, we reach out to or extensive database, and do a comprehensive marketing campaign on the internet, in print media and on social media. Our marketing has proven results. We get our clients the best possible price for their home.” After just two years in business, Matt Grice has personally sold more properties in his area than any other agent. To show his appreciation his company makes a big effort to give back to the area that they love. In the past they have sponsored Facebook giveaways and movie nights, and are planning on opening an animal park in the next year. When Matt isn’t working, he enjoys spending time with his family and playing golf to relieve the stress. Matt would like to continue to grow his business, while always maintaining the high level of service that he has become known for. “There is no greater satisfaction for me than helping people. That’s really what keeps me going. Real estate is all about relationships. If you can connect with people, the rest will come.”

To learn more about Matt Grice call 0439 403 555, email mattgrice@oneagency.com.au, or visit oneagencyburnie.com.au/matt https://

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ASHLEY JENSEN Top Agent Ashley Jensen of Keller Williams’ Ashley Jensen & Associates in Provo, Utah is a consummate professional who understands intuitively the needs and goals of every one of her many satisfied clients. Ashley, a former Property Manager, entered the world of selling homes on the advice of a friend four years ago and hasn’t looked back since. Working with a team of two assistants and two agents, her name has become synonymous with quality agent in the Provo area since day one. By far the top agent in the city, Ashley has become a sought-after niche realtor, with much of her business the result of pocket listings: uniting buyers with homes through word of mouth or via a series of personalized letters that are mailed out monthly within different school boundaries. Much of what Ashley does never even reaches the MLS. Savvy buyers in the East Provo area know to call Ashley, because almost without fail she is able to connect them with the right property. With a staggering 83% of her business based on referrals and repeat clients, Ashley and her team are clearly doing something right. “We just really and sincerely put our clients first,” she says. “It doesn’t really matter if they’re buying a townhouse or if it’s a million-dollar home. We just treat everyone the same, no matter what they’re buying or selling.” Professionalism is another hallmark of her team. “We’re very detailed, and always try to be one step ahead of a problem as much as we can be.” The empathy she feels for her clients during the often convoluted and emotional transaction process is palpable. “We’re proactive and responsive, but we’re not super pushy, so people feel comfortable with us. I try to make it a great experience for each person I’m working with at the moment.”

“People feel comfortable with me and my team,” says Ashley. “We are incredibly honest, and that’s something I don’t think you see a lot of in real estate. We’re very careful to present things accurately.” Ashley’s background as an advertising executive and stints at both Disney and Viacom have provided a rich well of experience to draw on that benefits her clients at every turn. “I think I’m better than many other agents on the listing side,” she says, “just because of my marketing experience, photos, flyers, social media, and general online presence. Everything is done at a very professional level. I actually hire professionals to create the materials I use. We handle it like a real business, unlike a lot of other agents who just put a sign on the lawn and take a few iPhone photos.” It’s the personal side of the industry that gives Ashley the most satisfaction. “I love the friendships I get to make with clients. For me, it’s not about just houses; it’s really about the people.” When she’s not working, Ashley is busy with her four children’s school activities and is very involved with the Provo chapter of the Food and Care Coalition, which battles poverty in Utah by engaging with the community to create opportunities for social change and to balance compassion with personal responsibility. “My entire family volunteers for them, and it’s great for my kids to see how others live and the struggles they have.” Travel, reading, playing the piano, and engaging in the arts are among her off-the-clock passions. Ashley’s success in Provo’s 84604 zip code has allowed her the flexibility to balance family and career because she is never more than ten or fifteen minutes from home. “We just love living in Provo,” says Ashley, “and it’s been fun to see all the changes happening, especially downtown. We’re excited to see all the development and change.”

For more information about Ashley Jensen,

please call/text 801- 830 - 1717 or email Ashley@Autahhome.com 40

How to Throw a Client Appreciation Event No One Will Forget Clients are the foundation of any flourishing enterprise, and this is particularly true in real estateâ&#x20AC;&#x201D;an industry where relationships are central. Demonstrating your gratitude to former and current clientele is a winning way to cultivate your network, while upping your potential referrals and creating face-to-face time with the individuals that make your business tick. Keep in mind a few of the tips below as you stage a client event that will positively impact your brand, while conveying your appreciation to those who have driven your business all year. Top Agent Magazine

Supersize Your Guest List Inviting former clients to your client appreciation bash is only the first step in crafting your guest list. To really expand your sphere of influence, invite neighbors, local business owners and staff, old friends, family, associates, fellow alumni from your alma mater, and the like. Think of your client appreciation event as a celebration of business bringing people together. Expand your guest list and youâ&#x20AC;&#x2122;ll create a coveted, in-person opportunity to forge relationships and broaden your reach.

Top Agent Magazine

An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost.

Consider A Sponsor Client appreciation events shouldn’t skimp on the details, but you don’t want to break the bank, either. To defray the cost of a client appreciation event, consider enlisting local businesses as co-sponsors. Not only does this approach ease the price tag of throwing a party, but it also creates an easy partnership between you and other entrepreneurs—widening your database and making for a memorable and generous event.

ship, or the Super Bowl is coming up quick, tailoring client appreciation events to already-established happenings can create an organic tie-in and boost your attendance numbers in the process. Throw a gingerbread house decorating party during the holiday season, or throw a barbeque during the Fourth of July. Capitalizing on a naturally occurring theme creates the opportunity for comradery between you and your guests. Apply A Personal Touch

Don’t Forget To Reward Your Employees An appreciation event may be geared toward your clients, but if done correctly it can also provide a fun-filled venue for your employees to enjoy a morale boost, as well. By encouraging your employees to cut loose at this celebratory event—instead of having them run interference all night—your team will feel appreciated and validated, too. Theme Your Event Whether the area’s high school sports team has made it to the state champion42

Invitations may seem like a small detail, but they shouldn’t be one-size-fits-all. Consider handwriting some of your invitations for the clients you remember well, or for business associates who you regularly partner with. Personalizing invitations to key players is the surest way to a confirmed RSVP. Cultivating your network of professional connections is an essential part of driving business, and client appreciation events not only create memories between you and your clientele, but also inspire your to step back, reflect, and give thanks to those who keep your business booming.

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CATHERINE MOON Top Agent Catherine Moon of RE/MAX Mountain Realty in Angel Fire, New Mexico brings to bear a hugely diverse background and an almost incomparable level of experience when dealing with her many more-than-grateful clients in this beautiful, bucolic area. A former guest editor for the Conde Nast Mademoiselle Magazine, proprietor of multiple businesses in San Francisco’s Bay Area, and real estate investor, Catherine came to the rural, vacation home-laden Angel Fire in 2002, and hung her real estate agent shingle in 2011, and has since been providing the very best in customer service, both for buyers and sellers. “I thought I was going to retire, but I found I had too much excess energy,” she laughs. “I’d been in real estate on the other side, essentially, and when dealing with realtors I found there were things that were done that I thought I could do better, so I have that opportunity now.” Her wealth of experience is among the primary benefits her clients gain from working with her, Catherine believes. “My age helps,” she says. “I’ve had a lot of experience with marketing, and it’s something I really enjoy. Having owned my own businesses, of being a partner in multiple businesses, has really helped a lot.” A comprehensive understanding of how to truly market her listings to their best advantage is another factor in Catherine’s success. “I think it’s because I sell the total picture,” she says, “not just the house. “I think buyers need to understand that a property or house is not an island, there are so many things that relate to the success of a purchase. If you buy a house and you don’t know the surrounding area, you don’t know the environment, you don’t know the goodies that come with with it…then you don’t know all the things that make that property valuable to you. I think more people need to start thinking big picture when shopping for houses.” Working in a rural, houses-as-second-homes environment presents many challenges, marketing-wise. “I have a big presence on

internet marketing websites. Computer skills are becoming almost mandatory for brokers, since a vast majority of buyers are learning not only about properties, but about interesting areas of the country, on the internet. A few years ago, only buyers in nearby states would have had knowledge of my local market, The Enchanted Circle of northern New Mexico. Now buyers surfing the web from all over the country can, and do, know about it. And that comes from brokers’ knowledge of how to get the word out online.” While the Angel Fire area has fewer options in the way of peripheral services such as staging companies, Catherine does utilize professional photography for many of her listings, and does not charge her clients for this service. Catherine is also a people person, and feels confident in being able to meet and overcome obstacles that may arise during the sometimes difficult transaction process. “It’s not that I enjoy the problems,” she says, “It’s that I enjoy finding solutions for things, for problems that might pop up. I was in the hospitality industry for quite a while, and in real estate, service is what we sell. Also, keeping good relationships with clients after a sale is important. I want to think that a client feels that they can call, email or text and ask about anything – like ‘I’m headed out there. How’s the weather through the canyon?’ I’m always happy to hear from them.” Catherine, who is deeply involved in her community is, among others things, on the Board of Directors for the Taos County Association of Realtors, is the Secretary of the Board of Directors of the Association of Angel Fire Property Owners, and is on the Board of Directors of the Angel Fire Chamber of Commerce. Catherine has some advice for up-and-coming realtors: “Marketing skills will set you apart from others. A good starting point is in your own MLS. Read listings and see how some are more effective than others. MLS listings will likely be syndicated to multiple online sites and will be read by the public. Also, remember that every time you present a property, whether walking a buyer through a home, or listing that home for a seller, you have a limited time to make your point. Be prepared.”

For more information about Catherine Moon, please call 505 - 795 - 3773 or email ccmoon@moonre.com Top Agent Magazine

NICK PSARROS Nick Psarros has had a passion for real estate his entire life. He spent many years buying renovating flipping and building properties of his own before deciding to become an agent himself over eleven years ago. Nick began working at Ray White one of Australia’s largest real estate companies. By his second year he was runner up to the #1 agent and by the third year he was the #1 agent in his group and stayed at the top for so many years that the office finally stopped giving out monthly awards because Nick always won them all! “They told me I was a machine,” he laughs. “But really it’s just that I love what I do.” Three years ago he opened his own office with his daughter which became successful so quickly that he coaxed his wife away from the legal industry to become his Co-Principal/office manager and then engaged the services of his son, a professional photographer, to shoot all the marketing layouts. “He does an amazing job,” Nick beams. “He really captures the story that each house has to tell.” You could certainly say that real estate is the family business! Nick’s current group has grown to have 12 employees and serves the Port Adelaide region. “This city was the last port town in Australia to be developed,” he points out. “People used to call it ‘the graveyard’.” But Nick’s vast experience in residential and commercial real estate has helped the area to grow and establish itself considerably, a great source of pride. “I’m definitely on a bit of a journey at the moment,” he says with a smile. Before he became an agent Nick had a realtor who was unreachable for weeks at a time and eventually admitted

“you won’t hear from me until I have an offer.” “Well then you’re not the kind of agent I want,” Nick replied at the time. And from day one of his own real estate career he has always made a point to be honest transparent and readily available to his clients. “More than anything else people are looking for someone that will tell them the truth and be upfront with them. They want someone they can trust with the keys to their house, quite literally!” To earn this trust Nick takes the time to get to know his clients so he can understand their needs. “Everybody has a unique story,” he says. “It’s all about who they are where they’re going why they’re going and how I can add value to their experience.” Nick treats each property as if it were his own. He employs a management company to provide cleaning and renovation services and has often been known to cover repairs out of his own pocket. “Sometimes you get sellers who need a little help,” he admits. “Going the extra mile for someone really helps build the relationship.” When not working Nick loves travelling with his wife of 35 years and visiting with his children and grandchildren as well as entertaining friends at home or as he puts it “cooking and drinking wine.” As for the future of his business Nick has no intention of slowing down any time soon. His passion for the industry is just as strong today as it was eleven years ago when he became an agent. “I love the thrill and excitement of making people’s wishes come true,” he says and with that in mind he hopes to help train the next generation of great agents!

For more information on Nick Psarros please call 0400 506 555 or email nick.psarros@raywhite.com 44

Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections. For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money. THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise. If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price. Top Agent Magazine

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process. As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home. Be sure to attend the inspection or assign a proxy if you’re out of the area. Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts. HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results. Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations. 46

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CHRIS ROBERTSON While pursuing an architecture degree at Cal Poly in San Luis Obispo, Chris Robertson began an internship in his field, soon realizing that a career behind a desk didn’t suit him. It was then that he began exploring alternate career paths, ultimately switching gears to mortgage lending. During his successful tenure at Green Point Mortgage—where his sharp instincts launched him to the position of account executive after only a few months—Chris earned his first taste of the real estate business. He went on to sell billions of dollars of mortgages while later working at IndyMac Bank. After 2008’s downturn, he transitioned to a more hands-on role working as an agent, focusing on foreclosures and flips before pivoting his business model toward traditional housing sales in 2013. Throughout his career, Chris has cultivated an esteemed professional reputation, bolstered by accessibility, consistency, and results-driven delivery. For the last two years, Chris has worked under the banner of Coldwell Banker, heading an in-house team that consists of a transaction coordinator, executive assistant, and two sales partners. He primarily serves south Orange County, with an established presence stretching from the coast to the desert. As of late, he has turned his focus to the coastal luxury market. With a vigorous 70% rate of repeat and referral clientele, Chris prides himself on his ability to maintain steadfast communication with those he serves and always places the needs and goals of his clients ahead of his own. Likewise, he lends a high level of professionalism to his work, leveraging his cross-industry expertise to best equip clients with insightful counsel. Applying a personal touch, Chris takes the time to learn and understand the big picture motivations and life goals of the clients at the heart of each transaction. Astutely recognizing that for most, buying or selling a home is among the most pivotal decisions in a lifetime, Chris mindfully puts himself in the shoes of those he serves. “I treat every client as if they’re one of my own family members,” he says.

In marketing his listings, Chris recognizes that first impressions are powerful. Accordingly, he provides staging consultations and vendor connections to best prepare homes for their debut. Professional photography, aerial drone footage, 3D virtual tours, and even cinematic video presentations with actors to set a scene make for immersive online presentations. Chris also taps his sizable professional network to leverage listings, while making use of the leading digital listing platforms to ensure maximum exposure for every property. What’s more, his ability to reach a global audience and target specific demographics allows listings to efficiently connect with the right buyer. In reflecting on his favorite aspect of his work, Chris explains, “It’s so rewarding knowing that I have the ability to help change someone’s life. I have a lot of fun meeting different people and hearing about their stories.” Outside of the office, Chris is a family man and loves to spend quality time with his wife and two children. Together, they enjoy soaking up sun at the beach and venturing on the occasional Airstream getaway to Joshua Tree. As car enthusiasts, Chris and his wife are also members of the Porsche Club and share their passion with their children by visiting car shows. In his free time, Chris is involved with Habitat for Humanity and Give Back Homes—two non-profit organizations helping to provide housing for families in need. He is also an avid supporter of CHOC Hospital and the March of Dimes. As for the future, Chris is entering a period of growth in his business, and has hopes to mindfully expand his team. To indulge his passion for architecture, he has aspirations to design and build his own property in the future. Today, having earned a wealth of knowledge and experience in his field through selling hundreds of homes—along with a sustained dedication to client-centric care—the years still to come are sure to remain spirited for Chris Robertson and his team.

To learn more about Chris Robertson, visit BrokerChris.com, e-mail chris@brokerchris.com, or call (949) 777-5607 www.

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KAYLA WURL As a mother of four boys, Kayla Wurl was in search for the right career path after her two eldest sons went off to school. Equipped with a natural affinity for people, Kayla soon found that real estate was the ideal match for her skillset. Three years ago, she took the leap and became an agent and today, she has cultivated a successful career guiding clients on the path to homeownership. This is a role she prizes for the relationships it affords, the chance to serve others, and the opportunity to grow as a professional and a person. Primarily serving central Washington’s Greater Moses Lake area, Kayla spearheads her work from the tightknit office of Dune Lake Properties. There, she serves clients solo, though the ethos of her office is one of collaboration and lending a hand when needed. While her career is still in bloom, she has already managed an impressive 65% rate of repeat and referral clientele—a testament to the caliber of service she is consistent in providing. In that vein, Kayla’s approach to the agent-client relationship is grounded by accessibility, ongoing education, and a personal touch. “I love my clients. They become like family,” she reflects. “I take a lot of time to get to know them personally—beyond what they’re looking for in a house, but also their family and goals. A home means so much more than the number of bedrooms and bathrooms it has. I spend a lot of time with my clients, educating them throughout the buying or selling process, and ensuring they understand what’s going on and feel in control every step of the way.” Kayla’s personalized approach to her practice is also demonstrated by the ways in which she keeps in touch with those she’s served in the past. In addition to checking in via text message to see how life is faring, she has also been known to invite past clients over for the occasional summer barbecue. In our busy digital era, she also stays connected through social media and touches base during the holidays through thoughtful cards. Likewise, Kayla leverages her first-hand knowledge of the Columbia Basin area to help clients navigate the market and its ever-changing inventory, an asset in a competitive real estate climate. While her ability to deliver is clear cut—as evidenced by her rate of referral—Kayla’s focus remains squarely on the interpersonal connections she cultivates through her daily work. “I love meeting new people and making new friends along the way,” she explains. “Building our small community and staying connected is my favorite part of my job.” 48

To market listings, Kayla’s method is multipronged. She first begins by tailoring a custom strategy to each individual property by completing a market analysis. From there, she’s able to suggest easy improvements for clients to make in order to increase their property’s value and marketability. In addition to staging suggestions, Kayla also incorporates professional photography and the occasional aerial video via drone. To ensure that each listing receives maximum exposure, she promotes properties via social media and across the leading online listing platforms, sourcing the right buyer by harnessing the internet’s vast reach. As a mother and proud member of her community, Kayla stays active in the area through her sons’ various school and sporting events, often volunteering at practices and through fundraisers, school field trips, and even coaching soccer on occasion. In her free hours, Kayla, her fiancé, and children enjoy all things outdoors: from going out on the lake in their boat during the summer for a meal on the water, to visiting their cabin in Idaho for snowmobiling and four-wheeling in the mountains. As for the future, Kayla has plans to continue her business’s upward trajectory, developing her network and professional knowledge year over year. “I always want to learn more and better myself,” she recounts. What’s more, Kayla has plans to soon earn her managing broker’s license and use her position to continue building her cherished hometown area. With three promising years already under her belt—along with an authentic investment in her clients, career, and community—the best and brightest is assuredly still to come for Kayla Wurl.

To learn more about Kayla Wurl visit dunelakeproperties.com, e-mail kayla@dunelakeproperties.com or call (509) 771- 0475 www.

How to Recognize True Luxury Properties What to Consider Other Than Location When luxury home buyers are looking for a new abode, they are often advised to pay most of their attention to location, location, location. And it’s true that good locations often have better properties, but if you’re only looking at location then you might be forgetting what it is in a luxury property that makes it luxury. You could view a property in a great location, and because you completely ignored any of the other factors that make a property high end, you might find that once you move in, you aren’t as pleased with the actual house itself as you thought you would be. Here are the other things you should look out for when purchasing a luxury home: • Architectural Uniqueness: The simple fact is that good

architecture retains its value. Do your homework on architects and find the ones that have a good track record of designing beautiful, but practical homes. Don’t simply pay attention to how the building looks today. Consider how it will look in a few decades. Keep an eye out for the “bones” of the building, and decide whether they will stand the test of time or not. Things such as a solid foundation, high-grade materials, unusual details, and artistic components are good aspects to consider. Will the structure hold up well or will it degrade and crumble without constant upkeep? That funky molding may look artistic today, but in ten will it be considered artistic or just plain weird? Topyears Agent Magazine 49

• Practical Layout: Make sure you have enough room to live

in comfort. As a buyer of luxury property, you probably have quite a busy social schedule. You want to make sure that the layout will lend itself to helping you maintain clear separation between your social areas and private ones. You don’t want guests having to go back into your bedroom to use the bathroom. Look out for places with stairwells, awkward columns, long hallways, and other wastes of space.

• Unobstructed Views and Light: You want to live in

a home that gives you lots of natural light, such as one that is open to the outdoors. That natural light will improve your mood, as well as the resale value. The openness of a space filled with natural light will make you feel more comfortable and happy in your new home. What about the view? Do you see a Do you park, a bridge, a river, or a skyline? Is the see a park, fantastic view out your window protected? a bridge, You’ll need to understand the surrounding air a river, or a rights and zoning allowances of neighboring buildings to understand the possible risks. skyline?

• Windows: Windows are the primary source of losing heat and

cooling. Make sure they are double-paned with good insulation that will protect your home against weather and noise. Unless the windows are already like this, it is unlikely that the condo or co-op board will allow you to install your own.

• Ceiling Height: Consider the cubic footage of the property.

You want to look for high ceilings that increase the openness of a room. Of course, you don’t want to go too high. Above 14 feet will get you diminished marginal returns.

• Storage: If you’re a woman, you will understand this one. We need

lots of closets and additional storage room to fit all of our clothes, shoes, jackets, hats, purses, etc. However, lucky for you, your potential home’s existing closet square footage will not limit you from putting in more storage space. Custom closet companies can create any kind of storage

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space you desire. You will have to, however, make sure that your new home does have an area that you can turn into this storage space. • In-Unit Laundry: In-unit laundry has become necessary for

any luxury home or apartment. Do you really want to have to trek down flights of stairs to use the basement laundry? If you still consider it wasted space, you can convert it into more closet space.

• The Gym: Having a fitness area nearby is an amenity that is especially

important, particularly in winter when you don’t feel like walking to the gym a few blocks down. One thing to consider is the Do you really want of the gym in relation to have to trek down size to the size of the building in flights of stairs? light of common area fees. • Move-In Ready: I’d advise against buying time-consuming and

frustrating fixer-uppers no matter how much you want to add custom kitchens, finishes, fixtures, and other characteristics. Choose a property that already has all of these amenities taken care of. These properties have already had the same designers you would hire fashion the house at a fraction of the cost you would pay to have them do it after you move in. In this light, it is worthwhile to pay a little extra for the move-in ready home.

• Reputation: Pay attention to the reputation of the building. A

property that has a good reputation tends to retain its value. You can easily find this out online on posts, and established locals are likely to have an opinion.

If you want to buy luxury property that is really worth it’s price, then I would suggest adding these points to your list of things your new home must have. If you want to get a high quality home that is a true luxury, you’ll want to watch out for these aspects as well as the location. Some properties might claim to be luxury based on their location, but when compared against this list, they don’t make the cut. So, don’t be fooled by imposters, and make sure you find a true high-end property. Top Agent Magazine

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