Nationwide 7 24 17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS CLAIRE ACKERMAN JANE COWPERTHWAITE SHERI JORDAN MAGGIE MacGILLIVRAY STEVE MAXWELL VICTORIA McGULLAM ANDERSON CARLOS ROMERO

KELLY SACKFIELD KERI SHULL ERIC STEINHOFF JANEL STONEBACK COLLEEN VERVILLE TOM WEBBER DAVE ZAJDZINSKI

COVER STORY

ANA WASSITSCH & SILVINA ANDREWS ELITE PROPERTIES BAHAMAS

NATIONWIDE & INTERNATIONAL EDITION Thad Wide & First Savings Mortgage are proud to congratulate

Keri Shull 16

KERI SHULL ANA WASSITSCH & SHERI JORDAN SILVINA ANDREWS on being featured for the state of Virginia ANA WASSITSCH 23 & SILVINA ANDREWS

in Top Agent Magazine! 27

CLAIRE ACKERMAN 32 JANE CO

ELITE PROPERTIES BAHAMAS

MAGGIE

MAGGIE acGILLIVRAY GILLIVRAY MacM

Thad Wise | Vice President 8444 Westpark Drive, The Fourth Floor, McLean, VA 22102 Cell: (703) 350-1733 | Office: (703) 564-1758 Direct E-Fax: (703) 564-4760 NMLS ID #340921 CLAIRE ACKERMAN STEVE MAXWELL twise@firstsavings.com

JANE COWPERTHWAITE

Top Agent Jan of Keller William west has estab a hard-working estate agent who interests of her and foremost.

Currently seven estate career, Jane hails from a background th mined that she would be selling homes. “My more houses than you can imagine,” she says dragged to showings because she was alway think real estate was something she always never did.” It took a while for Jane to enter t been raising children on herthe own an After beginning her career on the title had & escrow side ofthreeare represented best forsaking job that wouldClai pro the business, Claire received her realfortable estate license in a steady tude that’s allowed healthexceptional insurance. However, when her She kids 2005 & has been working hard to provide far in her career. uponhelping embarking new marriage, she 40 decib service to her clients ever since. “I love peo-on a40 Realtors under The rest, as they say, is history. “I took to it ple,” Claire says with a smile. “What makes me happy SAAR-SEVAR in 2017 Jane. “It something that was extremely at the end of the day is helping my clients & was guiding TOP 100 Most Influentn

CONTENTS 4) 5 TIPS TO GET NEW CLIENTS 13) 6 HABITS OF HIGHLY PRODUCTIVE AGENTS

21) 5 REASONS WHY YOU NEED A MENTOR

33) 3 MIND–BENDING PHILOSOPHIES TO EXPAND YOUR 25) TIPS ON BREAKING PROFESSIONAL INTO THE LUXURY them to make their dreamsPERSPECTIVE come true. The communicaWith many tion, dedication & commitment we provide make accomplished our Claire’sdesignations current team th c MARKET (Senior Real Estate Specialist), ABR (Accr clients feel it was a seamless & stress-free experience. nator & a buyer’s agent resentative), and ASP (Accredited Staging P four new agents soon. 37) 9 THINGS THE is dedicated to providing her clients wit Whether they are an investor or a first-time home ley, however they speci top-drawer client NEVER service. “I provide the s BEST LEADERS 29) CREATIVEbuyer, WAYS I love protecting them & making them feel they tomer service,” says Jane, “whether it’s a $ SAY a $1,000,000 home. I do whatever is necess TO SAY THANK YOU

done and create win-win results. I’m really pa business, it’s just a great fit for me.” It’s Jane’ the extra mile for her clients that has become “Service is key,” she says.

Phone 888-461-3930 | Fax 310-751-7068 mag@topagentmagazine.com | www.topagentmagazine.com

With nearly 50% of her business based on r clients, Jane is clearly doing something right.

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

STEVE 2

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For more inform

VICTORIA McGULLAM ANDERSON

KELLY SACKFIELD

CARLOS ROMERO

and personal nature in which Victoria does m began her career Kellyand Sackfield hasCarlos always beentruly onesets to her embrace Broker’s Top Agent a real that I listing platforms to targeted ads that business apartoffrom herestate peers.transaction. The fact digital tion of one of her Associate 35 36 39 40 the local community change. That’s why, after working in marketing for ideal Romero have knowledge of the complex lending buyers. To tap into Once she got her of RE/MAX Synergy was born the better part of her career, she decided to take on ulation of potential buyers, Kelly also utilize and raised in Denver, Colorado’s beautiful process makes my clients feel that much When it comes to marketing her listings, d back. Victoria “I’ve spent my entir Sloan’s Lake neighborhood, which makes more comfortable.” a new challenge. After relocating her family to a advertising campaigns in the area how paper. To Victoria is an expert. “We have a complete udes her transacpeople to beco him uniquely suited to provide his clients more sub-tropical part of New Zealand, she decided touch with past clients, Kelly makes use of te marketing schedule. When we have a listing al assistant, and their business,” say with exceptional andestate guidance. With a business that is based more thanogy 60%and social media to stayareadily ® to client give service the real industry a shot. connecte REALTOR se that’s coming up After we do only pre-marketing. I do a Antigua Realty on repeat and referral business, Carlos has Montgomery Coun three weeks in her new line of work, surecompany letting those she’s served in the past. Around Wha an email blast she to allwas of our have an amazing While he also sells in the Highlands, Jefferclearly established himself as a realtor who ick County Mart them knowwith what’s comingofcan up be on trusted the marionals who son share she found herareas, calling. Today, a decade to takeinthe Park, LoHi andhad West Colfax his to provide his clientsit’s withnot uncommon for Kelly from more than sheSackfield says. Each of built her service listingsKELLY employs o they respect the is primarily experience under herwhich belt,ket,” Kelly has drop in andSTEINHOFF check up on past clients, or totw r focus on Sloan’s Lake, based on honesty and integrity. CARLOS ROMERO SACKFIELD ERIC VICTORIA McGULLAM executive in the fr professional photography, including arial s and the value of an esteemed professional reputation, grounded by familiar faces all over town. Of course, she he still calls home. “This area is really Keeping in touch with clients post-transANDERSON Eric now shares drone photography and action 3D dollhouse they possess the says Carlos. ® great,” “I just ran myfollow-through, numbers is evidence of the level of care he honesty, surefire and authentically remembers sendother cards celebrating annive COLLEEN VERVILLE for successtowith REALTORS along with images. Victoria is meticulousfor about getting “I do mailings, and and e that a real estate and last year, investing 85% of myinsales were in Sloan’s Lake. demonstrates his clients. postthe wellbeing of her community. doesn’t hesitate to pick up the phone to home buyers and sellers he serves each year. Ha A decade ago Colleen Verville was flipping on the lawn.” Colleen also hires pro phoone chance to go to market so I want to make cbeginning and entrepreneurial DAVE ZAJ the word out about listing, offering toThis endneighborhood has so many43great things to offer. cards,a 44 and birthday cardsopen and holiday cards. I also base make 48 47 estate in 2012, this year Eric formed his own bu and make herself available as a re houses for a living when her realtor invited uses video drones sure I doinvitations itwith the right way and home totographers the owner best ofand my even had beenjobsuccessfully We actually have Denver’s second largest park, a lot of phone calls. I also meet up with them for coffee, house to every and get the done,” Properties, Realty based in about Frederic serves areas and around Whangarei—the Reflecting onwithin a fewEXP favourite things h Dave Zajdzinski— her She to someKelly learning events. Sheinquickly to show the entire scope of a property ability.” of her adult alife. beautiful lake, bike paths and trails. There’s of neighborhood. just to catch up.” rentertons in the Tom Webber’s experience in thedistressed real sentations propertie became interested, got her real estate and help her listings stand out. “I really city she calls home. With the aid of two in-house production Kelly says: “I like getting results that make people happy in applying new her busidevelopment coming in, and it’s really refreshing Eric’s which includes his an estate With industry hasteam, spanned multiple an realselling—it estatesignage inwife the ma new license and assistants, has been working as agent believe in finding ways to real go over and Kelly is an well-equipped withstrongly the resources necessary seeing estate turn over—people buying, Janel believes actively l people skills to thethere’s because a slew of new restaurants and neighborWhen he’sinnotbeing working, Carlos enjoys indulging in the ner; buyer’s agent; a full-time assistan states and aspecialties. Afterand serving uses newsp For Victoria, giving back to her community is an essential ctoria has always had a passion ever since. toColleen was accustomed to Having above,” sheonly says. Asworld a single Col- no two days are alike.” ing industry during streamline earned a 85% rate repeat gotomom ‘round involved in her community. This not inally took the plunge shops coming in.” part transactions. offerings ofofthe Denver area. “I love be professionalism, and the best in downtheand Army until 2005, patience Tom attended alsopossible taps h of her life. Tierra Antiguacultural is involved with a variety She is eagerhood and excited for the working herself as sheclientele, was previously leen loves the flexibility of working in 2005. the c establishes strong ties,I love butcommitment has made her started, I fell in love forand referral it is Kelly’s unflagging to town, to go to shows in the city. I love musicals, throughout the buying or sellingWhen process. Indiana University and got his first in touch Er w localand charities, and Victoria personally enjoys donating eople, earn trustself-employed and to serve as anda hairofstylist owned real estate and the near-limitless income 2008, Dave adap well known in theplays, area as someone whodeal is a He was that. One of my Carlos was almost to belong-term a real estate agent, with akeeps operas, the symphony.” also financial passionate about real estate taste ofextremely the industry while working in an avid postcard, o eachborn clients’ success that business booming, Asisfor heracommunity involvements, Kellyhomes, is suppo groceries to families in need. “I love to be in the middle of y. her own “I thinkwho realwere estate is rental much investors. but admits that her“I’ve favorite moving to making RE/MA serve. “One of the things that separates us is th and salon. grandmother both contributor topotential a and local Spanish dance troupe. been resource beyond her real estate expertise. “I joining the mother industry property management. Soon enough, up, after deal. “This is my community—I love living here I genuthe young children at the local primary and secondary sch VERVILLE DAVE ZAJDZINSKI his work in resale r TOM JANEL community andCOLLEEN to share what I have. For me, justWEBBER fun than doingSTONEBACK hairthe though,” she Isays ofinI’m the industry is helping people go small geographic area--so that we can be expe “I more was always around real estate when wasthat growing involved withpart them terms of trying to do what I can toteams he transitioned to buy residential investability to d serve on Ithree different boards, one forcan the didn’t appeal to me. inely care about the results achieve,” she at says. “People sponsoring sports to the equipment they need with a smile. “Not to mention it offers a lot through life transitions. “I don’t think trying to make a difference one family a time,” she says. o provide excellent service to all primarily focuses onthen short says Eric, describing the Frederick County pla up,” helphe says, “and I always loved it. As a local child,police, I wanted keep them going. Theyashave a lot of expenses,ment and it’s sales in Orlando and onsale to listings. loses Dave sight one for the local schools, well as really about feel that.” Likewise, herI tenaciousness and loyalty as recently, she agents sponsored the rugby and shooting tea more opportunity.” Working theKelly Hali-cites most people how involved my business on theanfundamentals helping hisaestate clientsinteam with short sales comes of Urbana, lifestyle neighborhood offering af be architect for the longest in time simply because a dying art.” Carlos also realize avails himself of thecommercial natural real Chicago. tion. “Putti as the Rotary Club. Those are all supporting them on thetoprocess, fax Regional Municipality in Nova Scotia get with the families we work with,” she significant drivers of her success to date. “I spending don’t give up on peoenjoys attending their events to show her support. When sh In her spare time, Victoria loves time with her xperience, and customer service. experience. In 2008, he found himself over amenities. “We are not only experts in the areas loved homes. So I’ve always had a passion for all things beauty of the Denver area. “We have the Rockies right in When he ultimately moved to Iowa in what I enjo causes that and are dedication very important to me.This“Whether not onlyyour allows found my niche.” Colleen’s knowledge ofchildren the industry to Ifamily explains. clients are getting married ple—I work with someone find what they need,” she at work, she basks in the joys of spending time with her and her fiancé.until “My is my world,” she says, ction – fromhome-related.” consultation to clos- will but our clients have become great friends.” An had of to seasoned do three experience short salesand himself. “I made our backyard, so Iwith love going on hikes.” 2015, he had already amassed a decade moment ei me toher give back, but it really me familiar what’s service have earned a repeat/referral ratesokeeps and buying a place or upsizing their and home edge ofand the areas where Steinhoff “Sunday is our family day, we make sure to spend that take pride in customer giving my clients explains. “My motto goes: A reputation sticks with you, and sois a Broker andfamily dearest friends. She also has a thirst adventure, so takes, itgeographic was scary. Sofor when I challenging have peop today he Associate at Mottinger Real Estate Group. going onemail in the community. My community connections Greater Seattleofmarket and is withcleverly 41) BRANDING 45) FIVE WAYS TOasonthegrowing 49) THINGS Iinwith HAVE nearly 90%. uses surveys atfor the the or getting divorced andis selling, agent youbusiare allows them pricing, staging and under timeLoan with theher kids. We do work busy schedules, but the most or level of support and service,” A prior career as aShe Mortgage Originator squarely As for the future, Carlos planningever his do a consultation me, so people I sl will I.” to affinity Whangarei area and her her schedule permits sheease loves to travel tomany seeresults. and exp areget a definite advantage for people. I have a varied network one of the premier brokerages in In addition end of each transaction to a sense of what clients going through their good times and hard times with positions Carlos as an REAL agent who can provide hisiscliness and building arecounts team. “Ithe love whatplaces. I do,”region—particularly he says. Serving eastern Iowa Linn and Johnson ‘I’m going to sleep better tonight. way. I feelBuyin so m important thing in those life to train our kids to have a good ferral business, so BAD every client IN ESTATE INCREASE YOUR LEARNED AT THE demonstrable dedication to she serves, Kelly also new beyond estate, and I love sharing that to people. anel has becomethink an in-demand and about her services. Most ofreal them really appreBeing an help agent is a huge responsibility that you “We gocommercial, the extra mile, doing whatever’s nece counties—Tom spearheads residential, office, and entsfor with guidance many can not. “Before “Ithem. love allher things real estate more than that can relieve that uncertainty for people in a work others ethic and love for other people will be aconnect positive thingand I think toria is known herextra attentiveher intuitiveness as a personality trait that helps with I’m also just out and about enjoying everything we have toable to seeHetheworks y to her success has been her hands ciate Colleen’s play-it-straight approach and honest have to take seriously.” client happy,” says Eric. With sellers, that ex MARKETING COMMISSION GYM retail transactions. alongside his Principal Broker, supApplying t I got into real estate,” he says, “I worked for ten years I love helping people. To be look on my situation. That is very fulfilling, far more than for your future.” , and as a result she has received clients. Altogether, she is warm, approachable, and clients know As for the future, Kelly plans to steadily and mindfully offer in Seattle. People see me and know I’m here and I care ness. “I am with my clients every salesmanship. “I’m not only giving them the price they includes professional staging, photography and ported by the manager. Cultivating is anhouse.’ active at a local bank and did a lot of mortgages, so I have a client’s faces when they walk intooffice a home they love, and come ainvast andnetwork say, ‘I and paidplying cash for my lients. they can open toarea helps her best their growth her business. Committed to fellow preserving her rep a able single mother Colleen dedicated to her kids. wantextensive but I also tell them how Ithe got toher—which that price,” she listing.relationships “There’s no extra cost for that; it’s just about Iand represent,” When isn’t working, Janel rt to finish. Ipretty don’t hand them off a and blend ofisprospecting and cultivating He background in up mortgage residentoAs beshe toascertain fight and negotiate for them at and actually with the short sale with and how much ments. better peo Inenjoys the future, Victoria looks forward totime achieving sur“But I love to run in my spare time if I ever have adds. “We also have extremely successful open “We all have to be on the same page to get to needs and goals. “Every person is different, but you have to know by maintaining the same high level of client service, she ha golfing, hiking, and spending at her vacation accessible attial allexplains. times. My clients has found in building a reputable proconnected lending, and that really helped me with my clients close the deal, that’sagents, one of Tom the things I lovemuch mostsuccess about wards isour very rewarding.” her real estate goals. “I’m always pushing myself th heranytime currentand and past clients isgo.” passing any,” she laughs. She’s also dedicated to giving back 30% of listings sell from open houses.” The where we need to property in the mountains. o me I’ll make myself how to serve each and every one well,” she explains. a decisive promise to always work within the boundaries fessional presence in his new home state. the Cedar R in terms of understanding the whole, complete picture what I do.” as local your community last sale,” and she so she runs in 5 and 10k ave a gifting so I’ve I go and stops foralso exposure, putting out 30develop orfamily more bui sig to her er service is program, really what built to do better. You’re only as good personal capability. She hopes to further he His deep knowledge short sales says. “It isa my belief that if exceed our client’s ient’s offices,”Halifax she says. a known house and working advertising the listingofon all the reas is After currently as tough market as wetoraces raise moneyexpecforprofessional various charities as well as approach blends the best ofWhangarei the tried-and-true for Human Janel would like to continue growthat her business and is Applying her extensive background in marketing, KellyTom’s spearand continue building thepeers. community. Cons from his It also results in a wide listin For more information about In addition, listings appear on Eric’s sophis they will to vacation bless ourhomes business Victoria makesopposed sure to follow to otherupparts tations of Canada. acontinue very comdonating a portion of enrich her income with ReMax to the technology for his clients’ traditional marketing with harnessing of the Iowa thinking of“It’s expanding into as and well. “I’ve heads her listing efforts distributing properties across print and her grounded perspective, commitment to the herPhoenix clients, and most of his listings are in mar petitive buyers’ market so you have tobybe that agent local Hospital. In years shecare hasinhelped our lives.” This belief has resulted inChildren’s becoming one of the sservice well asapproach with face-to-face visits. benefit. Hepast takes great producing high quality online prefessionals been very fortunate to have so much success in my career extends to her digital platforms alike. Bolstered by Ray White’s sizeable online all positive attitude, prosperity and happiness surely await reaches from Casa Grande to the northern that goesthey the extra mile.” Colleen is known for her in Tucson, organizeafundraisers for the Breast Cancer Research buyers. the on her formy anyclients issues may top estate professionals that sentations attract potential Altogether, Tom’s blend quality tim well. “I tell upfront that listings andreal I really want to build on that. It’s very privilege gratifying to help to path Out of 50,000capped real estate A presence, broad visibility online—from theofleading ahead fortechniques Kelly Sackfield. proactive approach toMcGullam listing enjoy including doing hercherishes. Leukemia Foundation and the Lymphoma Society. Aszona. Anderson Group ansaction process. The thoughtful established and emerging are perfectly by agents remoteinco people with the call biggest 303-910-0850 purchase most of them everor make take from 3-6 months. That gives please sits firmly in the top three for volume of sho own home inspections before a property is even put for her future in real estate Colleen has an eye toward his genuine enthusiasm for his work and his fondness for those around the and havea the ability to relieve expansion the stressnext of that process. eady to be shown in the best posan expertise andhereally narrowe on the market. “I email won’t wait for home inspector to year. at the“Itcusp hiringdown an assishe“I’m serves. all ofcomes todeveloped great customer service,” CarlosSelling5280@gmail.com just about making for me, it’s about hem get there. tell Then listingis notIt’s says. “I think a lot ofatrealtors canthe tryf meevery something up not to code and then have aa commission tant and starting a team of my“and own,” she says. “But forDave explains, establishing that trust factor. How a client feels As for learn more about Victoria, a part feel likeI’m when you get raphy, To no matter thing and be a generic realtor. But I spec dealthe fallprice. apart Then because becoming of that,” she says.of“Ipeople’s aim to lives. the Imoment just loving being part of an industry the end of the day is so important. Being honest and authentically add more a Copyright Top Agent Magazine to know on it’s a personal when you become verywhere, on get all things major taken websites on–by theagent end of I had sales care of Victoria@MoveWithV.com ahead ofpeople time and a very level, thatthat’s accommodates both caring forkey mycomponents children and yourself are the of a good and2009 creates an 40 short still learnin veWithV.com, email: ® Realtor esence on social media. process You have thorough we go their through beforefor thelife.” sign goes making a great living!” market. I’ve developed a reputation opportunity for trust.” and as he an hop or call: (520) 234 - 1215 result of that deep knowledge base, Davehom c custom

ERIC STEI

JANEL STONEBACK

TOM WEBBER

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

REALTOR Vendors and Please contact To market his listings, Tom begins by staging and capturing memfor buildin Real Estate Companies— orable professional photography, pulling out all the stops along the estate careE mag@topagentmagazine.com To learn more about way—from timing photoshoots to capture the ideal natural lighting, decade of For Nationwide More Information Verville Get & on Colleen email steinhoff.sa oreachcall 888-461-3930 for to ensuring image is in high definition to draw the attention ethos assur call 902-880-1466 or email agentondutyhalifax@gmail.com of house-hunters. Tom utilizes digital walkthroughs via video preare sure to International exposure! ad rates and information. Copyright Top Agent Magazine

To learn more about Kelly Sackfield, visit rwwhangarei.co.nz, www.

To learn more about Janel Stoneback Top Agent Magazine 06-478-7773 or email janel@windermere.com

ForTop more info Copyright Agent Mag 3 contact him at 480 - 33

5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business. Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 4

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base. Top Agent Magazine

Become a referral partner with industry peers

Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set. You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again. It will not only sharpen your sales skills, but could generate a lot more business. People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do. 5

Partner up with a Relocation Company

Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®. The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest. Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property. Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills. Take on properties they haven’t been able to sell. You can even offer to throw an open

Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell. Top Agent Magazine

ANA WASSITSCH & SILVINA ANDREWS ELITE PROPERTIES BAHAMAS

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“We cover the entire Bahamas, selling & leasing residential, commercial, developed and undeveloped properties—including private islands.” roster of 16. Ana came to the company from the world of finance two years ago after being recruited by Silvina.

ANA WASSITSCH Dynamic duo and longtime friends Ana Wassitsch and Silvina Andrews are making a name for themselves as one of the most sought-after real estate teams working in the Bahamas. The pair, who have branded their team “Elite Properties Bahamas,” work under the umbrella of the highly respected Bahamas Realty Limited, which has been in operation since 1949. Silvina joined the company over twenty-one years ago, and has watched it grow from only two agents to its current 8 Copyright Top Agent Magazine

The pair sell the entirety of the tropical paradise, though they focus primarily on the island of New Providence, being the most populous and the location of Nassau, the capital city. “We cover the entire Bahamas,” says Ana, “we sell & lease residential, commercial, developed and undeveloped properties, which also includes private islands. Additionally, our affiliation with Luxury Portfolio® and Leading Real Estate Companies of the World® gives us global exposure and access to a large referral network. Ana and Silvina believe that what sets them apart from other realtors in their area is the years-long friendship the two have shared, which places them squarely on the Top Agent Magazine

“We work seamlessly together—sharing the same motivation for providing high standards of service along with an understanding of the needs of different cultures.” same wavelength when working with their many grateful clients. “We work seamlessly together,” says Silvina, “and we share the same spirit and motivation for providing high standards of service. We also have an understanding of the needs of different cultures, such as knowing when to highlight a formal living area versus an open floor plan. Knowing our client’s culture and being aware of their expectations truly helps us.” In addition to English, they are also fluent in Spanish and Portuguese. With a substantial portion of their successful business based on repeat customers and referrals, Elite Properties Bahamas is clearly doing something right. “Ultimately,” says Silvina, “our knowledge of the market and knowing our clients is what keeps them coming back. We also make sure that the process is easy for them so they can go straight to enjoying their Top Agent Magazine

SILVINA ANDREWS purchase. We take care of them from beginning to end, through the paperwork, through all the legal interactions.” “The Bahamas is much more than just coconut trees,” says Silvina. “I want people to know that the Bahamas is a beautiful and peaceful country. We have a solid infrastructure, with world-class facilities and amenities. We have new hotels opening, a thriving emerging art sector, and a plethora of first class restaurants.” Ana adds, “Also, the Bahamas welcomes foreign investment, and the Bahamas Investment Copyright Top Agent Magazine 9

Ana Wassitsch

Authority is designed to support an investment-friendly climate.” When asked what they like best about their jobs, the pair grows thoughtful. “What I like most,” says Silvina, “is sharing the excitement that a client feels when a property becomes theirs. I also like negotiating, and reaching a place where everybody is happy.” Ana’s reply is similar, also reflecting a fondness for their clients. “I like meeting new people and showing them the Baha10Copyright Top Agent Magazine

Frangipani Photography & Film

mas. There’s so much more here than the beach and the sea, and helping my clients see themselves living here and being part of the community is very rewarding.” Top Agent Magazine

Bahamas Realty Ltd.

“I like meeting new people and showing them the Bahamas. There’s so much more here than the beach and the sea, and helping my clients see themselves living here is very rewarding.” As for the future, the pair plan on taking Elite Properties Bahamas to the next level, while continuing to maintain the highest

level of client service available. “We’re absolutely in 100% agreement on that,” says Silvina.

For information on the featured properties please contact Ana or Silvina. Top Agent Magazine

For more information about ANA WASSITSCH or SILVINA ANDREWS, Ana 242-424-9050

Silvina 242-424-1643

ana@bahamasrealty.com

sandrews@bahamasrealty.com

visit: elitepropertiesbahamas.com www.

Photos of Ana & Silvina: Aaron Davis Photography 12Copyright Top Agent Magazine

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6 Habits of Highly Productive Agents In a business that can be constant chaos, you’re constantly on the go and dealing with things as they hit you. It can be difficult to take a second and regroup. But there is a better and smarter way to work. If you take the time to create some better habits, in the end, you may end up being more productive. If you want to make better use of your time, as well as have more focus, here’s some habits that you’re going to want to pick up - all common to top-producing agents.

1. Learn how to prioritize Although it might be your instinct to get some of the boring work out of the way first, things Top Agent Magazine

that actually generate income (or are time-sensitive!) should be the first thing you focus on when you start your day. Lists are your friend! Make a list of things you want to accomplish for the day, the week, and even the month. Always list them in the order of priority. If things get cut off when you run out of time at the end of the day, at least it’ll be the things that are not as important or time sensitive. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list, you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as 13

well. Treat your time with the same respect you would a colleague’s or client’s and don’t ever waste it. As with anyone, your time is your most valuable commodity and should be used wisely. When you make your list you can even schedule tasks as if they were a meeting, giving yourself a little time goal to beat, as well. Treat your time with the same respect you would a colleague’s or client’s, and don’t ever waste it.

to accomplish it? Write it out and then incorporate that into your prioritized ‘to do’ list. You’ll be amazed at how driven you become to reach that goal when you actually write it out with clarity. And, the sense of accomplishment you get upon completing it will carry over to the next day. It’s important to remember to be specific. Once you get into the habit of meeting your goals, exceeding them won’t be far behind.

2. Remove distractions

when you need to focus This is especially hard when you’re a Realtor®. Most are constantly connected to their phones. But, unnecessary distractions can get you off schedule and make you lose your focus instantly. If you can, turn your phone off for the half hour it takes to do a task. Interruptions make everything take twice as long, especially when you take that text and then decide to check Facebook for a second. We all do it! Complete your task, then take ten minutes to respond to all texts and messages before you start up the next thing on your list. You can even schedule those ‘text backs’ into your schedule. A concentrated effort is always more effective than going back and forth between things.

3. Set daily goals This is so key. What do you want to accomplish for the day and what do you need to do 14

4. Don’t make excuses There’s that old saying, “The buck stops here”. Well, take it to heart. This is your business and you are responsible for doing everything you can to make it successful. Sure, there are reasons for why you didn’t get a listing or why your business is slow, but what are you doing to change things and make them better? Successful Realtors® work harder and come up with innovaTop Agent Magazine

tive ways to stand out when times are tough. They don’t look for excuses, they look for solutions.

5. Be deliberate

about everything you do When you’re making your list, it helps to have a goal in mind for even the smallest task. If you’re calling past clients to touch base, have a specific reason why you’re calling. Are you letting them know some market news? Thanking them for a referral? When you’re meeting a referral partner for lunch, have a goal in mind for what the outcome of that meeting will be as well. Yes it’s good to socialize and build relationships, but if you have a reason, make sure it isn’t put off until the final moments, when things are wrapping up. Always having a purpose in mind will also help you prioritize your list better.

6. Always look for ways to

get out of your comfort zone Yes, you are prioritizing what is most important or urgent to your business, but it’s also important to make an effort to break out Top Agent Magazine

of your routine as much as you’re comfortable doing. Trying out new things or taking some time to learn about new and innovative real estate techniques and technology, can have an energizing effect on your business. Not only might they lead to things that make you more productive, but it keeps you sharp and engaged. And, ultimately keeping yourself at the top of your game is what it’s all about. 15

KERI SHULL Keri Shull’s fortuitous entry to the real estate industry allowed her to take a markedly different approach to her business. Before 2008, Keri had garnered experience working alongside builders, selling condominiums in the new-construction market. When one of her early mentors moved on to new opportunities, Keri made the astute judgment to transition to resale properties, having already earned the skillset necessary to thrive in an alternate, competitive arena. Almost a decade later, Keri has engineered a results-driven business model, all the while maintaining quality service, security, and accessibility on her clients’ behalves. Keri works across the D.C. metro area, though much of her business is based in the Virginia suburb of Arlington. Together, she and her team complete four-times more volume than their closest area competitor. To explain their efficiency and subsequent market dominance, Keri cites a team structure that makes for high output. With focused departments that handle specific, evolving client needs at any given point in a transaction, Keri’s team combines their respective efforts to make a well-oiled machine. What’s more, Keri and her team take special care to cultivate their professional connections, sometimes staying in contact with a client for years before a deal is ever brokered. Likewise, because Keri and her team are able to close a high volume of transactions, they’re able to offer clients an added layer of security and confidence: if any client is unsatisfied with their new home, Keri and her team will resell it for free. With a robust 90% rate of repeat clientele and a 40% rate of referral, Keri’s memorable standard of care keeps business consistently booming. “When I work with a client, I always try to understand the why behind what’s important in a house,” she explains. “By doing so, I’m able to help my clients think through all the details, and guide them toward the best decision for them.” To market her listings, Keri makes use of an extensive online platform and deploys tailored strategies to ensure listings appear at the top of

all online searches. Equipped with a dedicated team member solely responsible for all matters social media, for-sale properties are publicized on a range of digital listing platforms. In that vein, Keri and her team always remain on the cutting edge of new technology, recognizing that modern homebuyers begin their search online. Accordingly, she provides staging consultations and pays particular attention to the presentation of each home. Then, her research department finds renters in the area looking to buy, and she personally reaches out to ideal candidates for each property. To stay in touch with past clients and continue curating her network, Keri throws six client appreciation events per year, and at least five-hundred clients join her for a Nationals game annually. “I love working with people, forming new relationships and working alongside my team,” she reflects. “If you care about people and you care about the results, then it’s fun to be a creative-problem solver for your clients.” Beyond the office, Keri applies the same dedication to service by avidly giving back to her community. She is a regular donator of resources and time to Doorways for Women and Families, assisting women and children affected by domestic violence find a new home, a job, and develop long-lasting skills in managing finances. In fact, this year Keri began mentoring one of the women served by Doorways for Women and Families and also sponsored a Woman of the Year Campaign with the Leukemia and Lymphoma Society to fundraise for the charity. Each year, Keri and her team also lend their energy to building a home with Habitat for Humanity. As for her free hours, Keri loves to spend time with her son, Braden, and husband, Dan, going swimming and taking in the joys of family life. Considering the future of her business, Keri has plans to focus on developing her team, helping each member grow their professional skills with hopes to ultimately sell them a stake in her company. Additionally, she has aspirations to open a few more offices in the area to expand the scale of her operation. Grounded by an unflagging dedication to the successes of her clients and her team, the years still to come are bound to be bright with growth and prosperity for Keri Shull.

To learn more about Keri Shull, visit KeriShull.com, e-mail contact@kerishullteam.com, or call (703) 570 - 5815 www.

Thad Wide & First Savings Mortgage are proud to congratulate

Keri Shull

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

Thad Wise | Vice President 8444 Westpark Drive, The Fourth Floor, McLean, VA 22102 Cell: (703) 350-1733 | Office: (703) 564-1758 Direct E-Fax: (703) 564-4760 NMLS ID #340921 twise@firstsavings.com Top Agent Magazine

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SHERI JORDAN

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SHERI JORDAN During her 30 years as a Registered Dental Hygienist, Sheri Jordan always had the idea that real estate would be a fun and rewarding career. As she considered it more seriously, she realized she wanted to both be of service to others, and own her own business again–before moving to Utah, Sheri owned a dental staffing agency for nine years in North Carolina. “It was absolutely successful. I love being on my own. I loved the business aspect. This was the perfect opportunity to be my own business woman again, so I decided to take the plunge and transform into a real estate agent,” Sheri says. So in her forties, she left behind the career she’d known for her entire adult life and launched into real estate. Sheri has a natural talent for the industry and her competence and caring come together to bring positive results for her clients .Two years into her journey as an agent she already has a booming business–since she began she has had 54 transactions, 19 of which were completed this year alone. As a result of her quickly escalating sales, and in order to continue going above and beyond in serving her clients’ needs, Sheri hired an Executive Assistant in 2017; the two of them now make up the “Jordan Team.” They serve primarily Weber & Davis Counties, with a very strong presence in the cities of Syracuse, Layton, Clinton & West Point. Sheri has top-notch organization and communication skills that give her clients peace of mind. She checks in with them during every step of the process and does what she can to make each transaction enjoyable. “Buying and selling real estate can be very emotional, so I just try to make it as fun as possible,” Sheri says. She also soaks up as much continuing education as she can. “I make sure I am as knowledgeable as possible to help my clients.”

Once the transaction is finished, Sheri keeps in touch with past clients, taking them out for coffee or stopping by to drop off gifts and see how they are doing. To market her listings, she uses a creative combination of approaches including: listing on the MLS, flyers, social media, and spreading the word with her network of real estate agents, as well as through her brokerage’s extensive contacts. Her favorite part of the job? “I love people,” Sheri says. “That’s one of the reasons I went into real estate–it allows me to really help my clients out. My favorite part of the job is making a positive difference in my clients’ lives.” When she’s not working, she enjoys spending time with her husband and three children. For the future, she hopes to encourage her husband–currently a top salesman with Young Automotive–to dive into real estate as well. “Eventually I’d love to be part of a team with him,” Sheri says. She’s just finished her qualifications to receive her Accredited Buyer Representative (ABR) Designation, which is a benchmark for excellence in buyer representation. She also plans to acquire her broker’s license. But the most important thing her future clients should know about Sheri is her motivation: “I really do care about my clients’ needs,” Sheri says. “I’m happy when they are happy. I’ll do everything I can to make sure they have a positive experience and come to the closing completely satisfied with the way things worked. I’m there for them. I truly have their best interests at heart. I’m not trying to be the top realtor in the world; I just want to make a difference individually.” Now that’s a goal we can all get behind!

To find out more about Sheri Jordan, call 801-837-1834, email soldbysherijordan@gmail.com or view soldbyjordanutahrealestate.com www.

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5 Reasons Why You Need a Mentor As great as it might feel to start your own business, and be solely responsible for its success, at some point, every entrepreneur reaches the limit of their potential, and needs a boost that only experience can provide. But how do you get a lifetime of experience when you’re just starting out? Sure you can read countless books, but no book can replace the real life experience and advice of a mentor. Mentors not only provides valuable insights, but they also have access to valuable connections as well. In fact a majority of the Top Agent Magazine

most successful CEOs and entrepreneurs in the country have said that having a mentor early on was instrumental in their success. Here are some of the reasons why.

1. They’re able to see where you need improvement, when you can’t When you’re working non-stop to get your business off the ground, you might feel sensitive to any criticism from people who aren’t going through what you are. A good

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mentor knows exactly what you’re going though, and has probably made every mistake. When you’re in the thick of it, you might not be able to see where the problems are. A knowledgeable outsider, who knows exactly where you’re at and has only your best interests at heart is just what you need. When you have a trusting relationship with someone like that, you will be more willing to listen to that brutal honesty, even if that constructive criticism stings.

energy into it. They can see things in a completely logical way and guide you based on the facts rather than emotion. A good mentor helps you work smarter, not harder. They help you focus on your goals and how to get there, as well as setting boundaries for you so you don’t overextend yourself. They teach you how to say no and help you let go when you need to move on from a setback.

2. They will encourage you to think outside of the box

In addition to expertise, building a strong network is something that can only come with time. A mentor will most likely have that already, giving you access to people and resources that would take others years to gain. These connections will lead to opportunities that might never have happened otherwise. It’s also a great confidence boost knowing that your mentor trusts and believes in you enough to invite you into their inner circle.

Years of experience can give someone a great idea of what works and what doesn’t. They’ve seen things first hand, not just in theory. At the same time, mentors recognize the importance of taking chances, calculating risks, as well as cutting losses and moving on. A good mentor isn’t trying to encourage you to be a carbon copy of them, they are trying to create the best ‘you’ possible. That includes encouraging you to take chances, and then being there pushing you to keep going forward if it doesn’t work out. A good mentor knows that even failures can be opportunities.

3. They take the emotion out of decisions and help set boundaries Unlike you, a mentor has no emotional investment in certain business approaches that you might have decided to try. There’s nothing harder than admitting something isn’t working when you’ve put a lot of time and 22

4. Networking

5. Encouragement At the heart or it all, a mentor offers you encouragement and motivation along the way, in good times and in bad. After a failure, it can be hard to get back on track and keep forging ahead. It helps to have someone who has spent year getting back up after being known down and coming out stronger than ever. It’s during those moments, when you feel alone and isolated, that having someone around offering you advice and positive feedback will be a much needed salve. They’re your cheerleader, they want you to succeed, and hopefully, you’ll pay it forward one day when you become as successful as them.

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MAGGIE MacGILLIVRAY

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MAGGIE MacGILLIVRAY Maggie MacGillivray has always had a passion for real estate and as a child would ask her mother to take her to Open Houses. After a successful stint in sales, five years ago she followed her dream and embarked on her real estate career. A solo agent, she predominantly serves the Halifax core. An amazing 70% of her business comes from repeat and referral clients. “My clients come back to me because they get the sense that I truly care about them,” Maggie says. “It’s not just a real estate transaction–we actually form a relationship during the process. I always keep contact with them and they become a part of my life, in one form or another.” What sets Maggie apart from other real estate agents in her area? She’s a kind and gifted communicator. “I’m more than just an agent,” Maggie says with a smile. “I wear many hats. One of my roles is to be a counselor for my clients who have issues along the way. It can be an emotional process for some.” But Maggie’s talents go beyond being great with people– she also excels at marketing her listings “When it comes to marketing, I like to think outside the box,” she says. “It’s not standard marketing. I use lots of social media as well as different types of ad campaigns.” With every listing, Maggie includes a consultation with a professional stager. She has a professional photographer who works to highlight the special features of each property. She also implements virtual tours and Facebook Live ads. She’s currently renovating her own home and is documenting the process on Facebook Live. “I actually have been through all these

processes. I’ve bought and I’ve sold and I’ve been through the stresses. I know what it’s like to have your kitchen pulled apart and cost more than expected and all of that stuff. I want people to experience that in real time,” Maggie says. It’s just this sort of relatability that make Maggie’s clients adore her! To maintain relationships with past clients, Maggie keeps in touch via social media and sends out a lovely bi-monthly magazine. She also reaches out by phone to chat and holds festive client appreciation events complete with drinks, appetizers and music. Her favorite part of the job is helping, supporting and guiding her clients during an intense time of their lives. “I feel honored to be able to help people through either their most joyful moment–if it’s securing a home they want, or selling a home to get on to the next stage–or helping them through a stressful moment, whether it be helping them get a difficult deal together, or dealing with the loss of something that didn’t come together. That’s my favorite thing: being able to protect and help people throughout it all.” When she’s not working, Maggie loves to spend time with her three children. In her rare free time, she enjoys yoga, reading and meditation. “When I work I’m on. So when I’m not working, I like things that keep me grounded,” she explains. For the future, Maggie hopes to continue growing her business through social media and interactive online marketing. With her caring personality and dedicated work ethic, she’s sure to succeed!

To learn more about

MAGGIE MacGILLIVRAY, email: maggie@maggiemacg.com, call: 902 - 497 - 5644 or check out her website: MaggieMacG.ca www.

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Tips on Breaking Into the Luxury Market So, you’ve been doing residential real estate for a while and you’re looking to up your game. A lot of people consider going into the luxury market at that point. Or, maybe you started in the business always intending to specialize in luxury properties and were just learning the ropes before you tackled one of the industry’s most lucrative specialties.

No matter the reason, the luxury market is a whole new ballgame and you don’t want to go into it unprepared. First impressions are everything in this business, especially when you’re dealing with wealthy clients and investors. Here are few things to consider if you’re thinking of going from starter homes to estates.

LEARN HOW THE LUXURY MARKET AND CLIENTELE ARE DIFFERENT As experienced as you might be in traditional real estate, the luxury market is almost like starting at ground zero. Everything from the buyers, to the sellers, and obviously, the properties themselves, will take a new approach. One of the key ways it is different is that the feeling of exclusivity truly matters. You will be doing more targeted marketing through high-end networking groups as wealthier clients tend to be more comfortable when Top Agent Magazine

you come recommended by people they trust to have the highest standards. There are no mass-marketed open houses. It’s all about private showings. Although professional, one-on-one service is key in this business no matter what the price point, wealthier buyers are accustomed to concierge-style service, and the way to stand out from the rest is to provide service that goes above and beyond what even they expect. 25

LOOK THE PART If you’re thinking of going the luxury route, creating high-end branding and marketing yourself properly is of the utmost importance. That includes your own personal look. You and your business will need a total makeover, or at least a major upgrade. It might even be time to buy that new car you’ve always wanted. It is also key that all of your marketing materials are high end. So start gathering a stable of highly-trained professionals,

photographers, and stagers as every aspect of the service network you’ll be providing complements the brand that you’re selling. It’s well worth the time to get all of this nailed down and seamless before you even think of entering the luxury market. Another good investment? You want to have an indepth knowledge of all the latest real estate technologies and innovations. Don’t just look the part, actually be on the cutting edge.

SELL THE LIFESTYLE Yes, you’re selling a home, but you’re also selling a lifestyle, which in luxury is almost more important. When someone is spending millions of dollars on a home, they want to see the fabulous life they will be living in their new digs. Really highlight amazing party spaces, unique one of kind features,

and amenities. As with anything of value, things that make a property rare, will automatically make it more appealing to people who can afford the best. It also helps people connect more emotionally with a home, giving it even more value than if you just try and sell it as a good investment.

NETWORKING, NETWORKING, NETWORKING Networking is an important aspect of this business at every level, but it a vital tool in the luxury market. Most of your referrals and targeted marketing will be done through luxury agent exclusive networking groups. In addition to that, it is even more important in this segment of the business to be actively 26

involved in your community through volunteering and supporting local charitable events. You will not only build a stellar reputation, but you’ll also be giving back to the community you represent, and ultimately, integrity is what it’s all about in this business. Top Agent Magazine

STEVE MAXWELL

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STEVE MAXWELL During his successful tenure heading a construction business in Ohio, Steve Maxwell met and worked with plenty of homebuilders and real estate professionals along the way—piquing his interest in the field. When he decided to make the transition to residential real estate in 2006, he brought to the table years of first-hand experience navigating sales and complex projects, a skillset that would go on to serve him well. After the downturn, Steve set his sights on a new business he acquired, transforming it into a million-dollar enterprise. Then, a few years later he decided to take the leap and return to his earlier passion for real estate, eventually staging a move to Arizona where Steve spearheads his business today.

To market his business, Steve incorporates the proven methodologies of North America’s largest real estate coaching and training enterprise, Buffini & Company, whose systems are so successful that they are responsible for one out of every eight houses sold nationally.

Primarily serving the Southeast Valley area, Steve navigates the listing and purchase process solo, equipped with the help of his newly minted assistant. From the outset, Steve approaches the agent-client relationship with a commitment to accessibility, follow-through, and transparent communication. Considering his business currently fields a significant percentage of buyers, his responsiveness is a key driver of his success to date. “I always pick up the phone,” he explains. “I stay communicative and that helps people feel comfortable throughout a transaction.” What’s more, Steve’s business is based largely on referrals, allowing his reputation and track record of success to do the talking. “I’m more relational than transactional,” he says. “I strive to run my business strictly through referrals. I really focus on staying in touch with past and present clients and let my service speak for itself. I like to help people, but more than that, I always have my clients’ best interests at heart.” Considering the challenges of moving to a new state, Steve rose to the occasion and became a proactive self-starter—a testament to his tenacity and positive attitude. Accordingly, he has generated a 40% rate of repeat and referral clientele in just a few short years and completed 2016 in the top 2% of agents by sales in the state of Arizona.

Inline with Buffini & Company’s Referral Systems, Steve keeps in consistent contact with both his past and current clients, providing value through useful content that demonstrates his competence, and utilizing personal touches, such as: handwritten notes, snail mail, e-mails and calls to stay in the forefront of clients’ minds. Additionally, Steve makes a concerted effort to act as a resource for his clients even after closing, creating a natural bond that happens to keep referral business booming.

Working under the banner of ProSmart Realty has afforded Steve ultimate autonomy and support where it counts—providing a massive platform from which to publicize listings. For his part, Steve applies his extensive business ownership experience to create a systematic organization to his real estate work. In cultivating his database, marking progress, and staying on top of the market, Steve is detail-oriented and accounts for all variables, affording his clients an expert’s level of efficiency and specificity when it comes to sourcing or listing a property.

As a happy Arizona resident, Steve enjoys spending free hours by the pool with family and loved ones, enjoying his homebody status in the sprawl of his backyard. As for the future, Steve plans to employ the same entrepreneurial spirit that served his previous endeavors so well, with hopes to open an office of his own in the next three years, and add and develop a team along the way. He also plans to grow the listing portion of his business, applying his business acumen to his clients’ benefit. With decades of professional insight to inform his role as agent— complete with a genuine investment in his clients’ successes and wellbeing—the path ahead is sure to yield continued promise for Steve Maxwell.

To learn more about Steve Maxwell, visit SteveSellingAZ.com, e-mail smaxwell@prosmartrealty.com, (480) 226-8375 www.

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Creative Ways to Say Thank You

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

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

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

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

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

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

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

4. For homes with swimming pools or Jacuzzis, a

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

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

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend. 29

CLAIRE ACKERMAN

After beginning her career on the title & escrow side of the business, Claire received her real estate license in 2005 & has been working hard to provide exceptional service to her clients ever since. “I love helping people,” Claire says with a smile. “What makes me happy at the end of the day is helping my clients & guiding them to make their dreams come true. The communication, dedication & commitment we provide make our clients feel it was a seamless & stress-free experience. Whether they are an investor or a first-time home buyer, I love protecting them & making them feel they

are represented the best that they can be.” It’s that attitude that’s allowed Claire to sell over 1,000 homes thus far in her career. She was also the recipient of: Top 40 Realtors under 40 by YPN-SEVAR 2015, 2016 & SAAR-SEVAR in 2017, Top 1% of Realtors & ranked TOP 100 Most Influential Agents in Arizona. Claire’s current team consists of a transaction coordinator & a buyer’s agent, with plans to bring on three to four new agents soon. Her team serves the entire Valley, however they specialize in South Scottsdale. With a staggering 65-70% rate of repeat & referral business, Claire knows how to keep her clients coming back. What’s the secret to keeping her clients happy & spreading the word about the phenomenal service she provides? “Essentially the level of communication and dedication I have with them & their experience overall,” Claire says. “I go the extra mile by negotiating the best terms we can get on Copyright Top Agent Magazine

their deal with our client’s best interest at heart. The most important thing is that they know I am ALWAYS reachable for any question or concern”. Claire reaches out to her clients regularly through monthly marketing reports, fun facts, holiday messages, quarterly newsletters, and gifts through the year. “My time to connect with current and past clients is a staple of my customer gratitude,” Claire says. This holds true to Claire’s vision statement of building a long-term relationship and treating clients like family. As a result of her status as a Premier Agent on Zillow, Claire is able to advertise “Coming Soon” postings that often result in quick sales. To market she uses several personal websites as well as the traditional Realtor.com, Zillow and Trulia & social media platforms. Her brokerage does a company-wide, weekend-long open house event complete with neighborhood maps, flyers & postcards. They also have off-market “pocket listings” for homeowners interested in selling. It’s a first look opportunity that gives buyers an edge on the market. These innovative approaches allow Claire to be a “deal maker” for buyers & sellers. “What I like best about my job is helping others & the most gratifying part is seeing the smile & joy on a client’s face after their home sale/purchase closes.” Claire doesn’t just help her clients, she’s also dedicated to giving back to her community, donating to Scottsdale Unified School District & raising money for the Leukemia & Lymphoma Society. In her rare free time, Claire likes to hike, exercise, travel & spend time with friends & family. For the future, Claire plans to grow her real estate team & mentor new agents. With her dedication to professional and caring service, she stays true to her goal of raising the bar & setting an example for the real estate industry. Top Agent Magazine

For more information about

CLAIRE ACKERMAN,

email at Claire@claireackerman.com, call 480-272-0958 or check out her website: claireackerman.com http://

JANE COWPERTHWAITE Top Agent Jane Cowperthwaite of Keller Williams Boston Southwest has established herself as a hard-working, dedicated real estate agent who always puts the interests of her many clients first and foremost. Currently seven years into her real estate career, Jane hails from a background that almost predetermined that she would be selling homes. “My mother has owned more houses than you can imagine,” she says. “I grew up being dragged to showings because she was always buying homes. I think real estate was something she always wanted to do, but never did.” It took a while for Jane to enter the industry, as she had been raising three children on her own and didn’t feel comfortable forsaking a steady job that would provide much-needed health insurance. However, when her kids were grown, and upon embarking on a new marriage, she decided to give it a try. The rest, as they say, is history. “I took to it very easily,” says Jane. “It was something that was extremely natural for me.” With many accomplished designations that include SRES (Senior Real Estate Specialist), ABR (Accredited Buyer Representative), and ASP (Accredited Staging Professional), Jane is dedicated to providing her clients with knowledgeable, top-drawer client service. “I provide the same level of customer service,” says Jane, “whether it’s a $200,000 home or a $1,000,000 home. I do whatever is necessary to get the deal done and create win-win results. I’m really passionate about this business, it’s just a great fit for me.” It’s Jane’s willingness to go the extra mile for her clients that has become her stock-in-trade. “Service is key,” she says. With nearly 50% of her business based on repeat and referred clients, Jane is clearly doing something right. “All of my clients

are special to me. I return phone calls and emails very quickly. Outstanding customer service is paramount to me; it is the means by which I ensure that buyer or seller achieve their goal.” A solid five-star rating on Zillow is testament to Jane’s abilities as a realtor. Among the many impressive testimonials, this one stands out and encapsulates the positive experience her clients have when working with her: “We have had a wonderful experience working with Jane, as she helped sell our house. She is highly skilled and knows the neighborhood very well. Home selling and buying can easily turn into a stressful experience, but having the right realtor working with you through the process, can make a big difference. From the very first time we met Jane till the very end, she was always available, making time to explain the entire process and partnering with us in building the strategy to ultimately reach the set goal. Through out the process she keeps things honest and is always responsive. Her valuable experience in the profession and endearing personality alleviate any anxiety you may have and you can be rest assured you are in good hands! We were very pleased with her services and would highly recommend her to anybody looking to buy a house or sell their house.” “What I love,” says Jane, “is being able to bring together disparate people into a transaction and making it happen. Bringing a buyer and a seller together is wonderful. Home is such personal asset; we all want a home we love, and being instrumental in helping people find or sell that home is incredibly fulfilling. For your client, it is a highly emotional experience.” As for the future, Jane plans on continuing to do what she’s been doing for the past seven years: taking care of clients, providing outstanding customer service, and of equal importance, continuing to enjoy what she does for a living. “This is a final career for me,” she says, “and it’s a fabulous way for me to spend my time.”

For more information about Jane Cowperthwaite, please call 781- 254 - 0494 or email Jane.Cowperthwaite@gmail.com 32

3 Mind-Bending Philosophies to Expand Your Professional Perspective

Beyond the day-to-day duties that make your business tick, so much of success is derived from the principles you put in place to guide your business. The foundational tenets you subscribe to can make or break your business for the long-term; they not only influence how you complete routine Top Agent Magazine

tasks, but also impact your growth, your ability to manage a team, and what the future might hold. With all that in mind, here are three philosophies to remember as you strategize your professional lifeâ&#x20AC;&#x201D;whether youâ&#x20AC;&#x2122;re mapping your monthly goals or creating an overarching plan for growth.

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Treat Your Business Like a Business

One of the perks of working in real estate is that you’re often able to create and manage your own schedule and volume, but that doesn’t mean you can skimp on the technical details of being your own boss. No real estate professional worth his or her salt would forgo empowering tools like a business and marketing plan, or spreadsheets to track cash flow and expenses, or regular profit-and-loss statements, or fiscal year budgets and projections. Taking these measures may appear daunting at first— and completing them will certainly require discipline and a learning curve—but harnessing valuable data and information can intelligently inform your professional decisions, strategies, and long-term growth.

Achieve a Holistic Understanding

When schedules are busy, it sometimes feels like enough to reach the end of the week’s to-do list. But, if you’re planning on a lasting career built on year-to-year growth, it’s not enough to account for the short-term. By creating daily, weekly, monthly, quarterly, yearly, and five-year goals, you’re outlining and quantifying your progress. While your quarterly and yearly goals may be clear in your mind, what about five years from now? Perhaps you’d like to add to your designations, or incorporate a new team member, or add an additional branch. No matter how you envision your profes34

sional future, the first order of business is to create a timeline. Once you have a clear deadline in mind, it’s far easier to build out the steps and calendar necessary to achieve your goals.

3 Specificity is Empowering While you may have a general sense of where you’d like to see your business go in the next few months or years, it’s hard to work toward or attain a goal that’s abstract. To make the most of your time and efforts, you must identify and understand precisely what you’re aiming toward. For instance, instead of planning to add volume to your enterprise, outline a specific, attainable number to work toward. Or, if you’d like to add an administrative staff in the years to come, consider the details of this decision—the money it would take, the type of people you’d want to hire, how many hours per week they’d work, what tasks they would complete, etc. Adding hard details to your goals not only makes them more realistic, but progress is more easily made when you have specific items you can cross off your to-do list along the way. While there are no 100% fool-proof or guaranteed routes to success, shifting your mindset from the present and the abstract, to the specific and the long-term can have a major impact on your chances of success. Instead of dreaming of being more productive or successful, do yourself a favor and craft a gameplan you can bank on.

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VICTORIA McGULLAM ANDERSON In 2013, Victoria McGullam began her career in real estate at the suggestion of one of her good friends and mentors. Once she got her license, she never looked back. Victoria works on a team that includes her transaction coordinator, personal assistant, and her buyer’s agent at Tierra Antigua Realty in Southern Arizona. “I have an amazing team of qualified professionals who share in my vision. Not only do they respect the trust our clients instill in us and the value of a real estate relationship, they possess the knowledge and experience that a real estate transaction requires from beginning to end and have what it takes to get the job done,” says Victoria. As an Arizona native, Victoria has always had a passion for people and real estate. She is eager and excited for the opportunity to meet new people, earn trust and to serve and grow within her community. Victoria takes great care to provide excellent service to all of her clients. “I anchor my business on the fundamentals of integrity, knowledge, experience, and customer service. With each and every transaction – from consultation to closing, I dedicate myself and take pride in giving my clients nothing less than a superior level of support and service,” she says, “We’re a by-referral business, so every client becomes like family.” Victoria is known for her attentiveness and attention to detail, and as a result she has received a high volume of referral clients. Keeping in touch with both her current and past clients is important to Victoria. “I have a gifting program, so I go and drop off goodies to my client’s offices,” she says. After a transaction is completed, Victoria makes sure to follow up with her clients by phone as well as with face-to-face visits. Clients have come to rely on her for any issues they may face during and after the transaction process. The thoughtful

and personal nature in which Victoria does business truly sets her apart from her peers. When it comes to marketing her listings, Victoria is an expert. “We have a complete marketing schedule. When we have a listing that’s coming up we do pre-marketing. I do an email blast to all of our company letting them know what’s coming up on the market,” she says. Each of her listings employs professional photography, including arial drone photography and 3D dollhouse images. Victoria is meticulous about getting the word out about a listing, offering open house invitations to every home owner and renter in the neighborhood. For Victoria, giving back to her community is an essential part of her life. Tierra Antigua is involved with a variety of local charities, and Victoria personally enjoys donating groceries to families in need. “I love to be in the middle of the community and to share what I have. For me, I’m just trying to make a difference one family at a time,” she says. In her spare time, Victoria loves spending time with her children and her fiancé. “My family is my world,” she says, “Sunday is our family day, so we make sure to spend that time with the kids. We do work busy schedules, but the most important thing in life is to train our kids to have a good work ethic and love for other people will be a positive thing for your future.” In the future, Victoria looks forward to achieving and surpassing her real estate goals. “I’m always pushing myself to do better. You’re only as good as your last sale,” she says. “It is my belief that if we exceed our client’s expectations they will continue to bless our business and enrich our lives.” This belief has resulted in becoming one of the top real estate professionals in Tucson, a privilege that the McGullam Anderson Group cherishes.

To learn more about Victoria, visit: MoveWithV.com, email: Victoria@MoveWithV.com or call: (520) 234 - 1215 www.

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CARLOS ROMERO Broker’s Associate and Top Agent Carlos Romero of RE/MAX Synergy was born and raised in Denver, Colorado’s beautiful Sloan’s Lake neighborhood, which makes him uniquely suited to provide his clients with exceptional client service and guidance. While he also sells in the Highlands, Jefferson Park, LoHi and West Colfax areas, his focus is primarily on Sloan’s Lake, which he still calls home. “This area is really great,” says Carlos. “I just ran my numbers and last year, 85% of my sales were in Sloan’s Lake. This neighborhood has so many great things to offer. We actually have Denver’s second largest park, with a beautiful lake, bike paths and trails. There’s tons of new development coming in, and it’s really refreshing because there’s a slew of new restaurants and neighborhood shops coming in.”

of a real estate transaction. The fact that I have knowledge of the complex lending process makes my clients feel that much more comfortable.” With a business that is based more than 60% on repeat and referral business, Carlos has clearly established himself as a realtor who can be trusted to provide his clients with service based on honesty and integrity. Keeping in touch with clients post-transaction is evidence of the level of care he demonstrates for his clients. “I do mailings, and postcards, and birthday cards and holiday cards. I also make a lot of phone calls. I also meet up with them for coffee, just to catch up.”

Carlos was almost born to be a real estate agent, with a mother and grandmother who were both rental investors. “I was always around real estate when I was growing up,” he says, “and I always loved it. As a child, I wanted to be an architect for the longest time simply because I loved homes. So I’ve always had a passion for all things home-related.”

When he’s not working, Carlos enjoys indulging in the cultural offerings of the Denver area. “I love to be downtown, I love to go to shows in the city. I love musicals, plays, operas, the symphony.” He is also a financial contributor to a local Spanish dance troupe. “I’ve been involved with them in terms of trying to do what I can to keep them going. They have a lot of expenses, and it’s a dying art.” Carlos also avails himself of the natural beauty of the Denver area. “We have the Rockies right in our backyard, so I love going on hikes.”

A prior career as a Mortgage Loan Originator squarely positions Carlos as an agent who can provide his clients with extra guidance many others can not. “Before I got into real estate,” he says, “I worked for ten years at a local bank and did a lot of mortgages, so I have a pretty extensive background in mortgage and residential lending, and that really helped me with my clients in terms of understanding the whole, complete picture

As for the future, Carlos is planning on growing his business and building a team. “I love what I do,” he says. “I love all things real estate and I think more than that I love helping people. To be able to see the look on my client’s faces when they walk into a home they love, and to be able to fight and negotiate for them and actually close the deal, that’s one of the things I love most about what I do.”

For more information about

CARLOS ROMERO,

please call 303-910-0850 or email CarlosSelling5280@gmail.com 36

Things the Best Leaders Never Say

As Spider-Man’s Uncle Ben said, “With great power, comes great responsibility.” Being the boss is a great thing, but there’s a reason the ‘bad boss’ is common stereotype. Some people tend to use their power in destructive ways and that isn’t good for anyone. You might not even know you’re being a bad boss, it can be subtle sometimes. There are common traits among great leaders, if you want to be a boss that operates with integrity and is respected by everyone

you work with, make sure you don’t say any of the following things.

I’M THE BOSS

Stating a fact that should be obvious is always a sign of weakness, and when you are the boss, strength of leadership is THE key component. It also may indicates a stubbornness that is the death knell of a healthy work environment. Your job as a leader is to bring everyone to your level of success, not to create a larger rift.

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I’LL DO IT MYSELF

Being a good leader is all about delegation. If you are hiring people who are professional and trustworthy, then this should be a no brainer. It is your job as a leader to get the right people for the job and then lead them in away that means success for everyone.

THAT WASN’T MY FAULT

There’s an old saying “The Buck Stops Here.” and that is still true today. Good leaders take responsibility for what happens. They don’t blame others or make excuses. They take the hit for the team and then find the solution to make it better. Not only does it show they have integrity, but it also fosters a warm team environment that makes all players feel like their boss has their back.

I’M SORRY TO ASK YOU TO DO THIS

Treating your employees with respect is mandatory, at the same time there is no reason to be sorry when you ask people to do their job. Leadership is strength and confidence. Expecting your employees to put in the same work ethic as you is your job.

I ALREADY KNOW THAT

Having a ‘know-it-all’ attitude isn’t pleasant coming from anyone, but the last thing you need to do as a boss is shut down the people working for you. If you give them the impression that you’ve thought of everything, why should they bother giving potentially valuable contributions? Make people feel good about all input, even if you don’t think it will work or have already thought of it. Open flow of communication and ideas is key to a successful team. 38

THAT’S NOT THE WAY WE DO IT HERE

Well, why not? Being a successful leader means always being open to change and improvement. No great leader is ever accepting of the status quo. It’s not only lazy, it’s uninspiring and usually leads to a work environment that is stagnate. Yes, keep things that work going, but nothing should ever be untouchable. Creative thinking should never be faced with constant roadblocks. A good option is to always ask for more information. Let your employee show you why they think their way might be better. This gets them energized and excited to approach you with more in the future.

I’M NOT HERE TO MAKE FRIENDS

This is a workplace, not a reality show competition. Good leaders know that building strong workplace relationships, with employees, vendors and peers, is the foundation of a successful business

DON’T BRING ME BAD NEWS

No true leader avoids bad news. They confront everything head on because as we said above, they know that ultimately everything is their responsibility, and ignoring a potential problem will most likely end up being worse down the road. Good leaders want to know bad news right away, and the last thing you want is to foster a work environment where employees feel like they have to lie to you.

YOU JUST DON’T GET IT.

You’re the boss. If someone who works under you is having trouble understanding something, it’s on you to make it clear to them. Getting frustrated makes them less likely to ask for help in the future. Sharing your expertise and experience is not only generous, but a necessary tool in the success of your business.

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KELLY SACKFIELD Kelly Sackfield has always been one to embrace change. That’s why, after working in marketing for the better part of her career, she decided to take on a new challenge. After relocating her family to a more sub-tropical part of New Zealand, she decided to give the real estate industry a shot. After only three weeks in her new line of work, she was sure she had found her calling. Today, with a decade of experience under her belt, Kelly Sackfield has built an esteemed professional reputation, grounded by honesty, surefire follow-through, and authentically investing in the wellbeing of her community. Kelly serves areas in and around Whangarei—the city she calls home. With the aid of two in-house production assistants, Kelly is well-equipped with the resources necessary to streamline transactions. Having earned a 85% rate of repeat and referral clientele, it is Kelly’s unflagging commitment to each clients’ long-term success that keeps business booming, deal after deal. “This is my community—I love living here and I genuinely care about the results that I achieve,” she says. “People can feel that.” Likewise, Kelly cites her tenaciousness and loyalty as significant drivers of her success to date. “I don’t give up on people—I will work with someone until I find what they need,” she explains. “My motto goes: A reputation sticks with you, and so will I.” In addition to her affinity for the Whangarei area and her demonstrable dedication to those she serves, Kelly also recounts her intuitiveness as a personality trait that helps her connect with clients. Altogether, she is warm, approachable, and clients know they can open up to her—which helps her best ascertain their needs and goals. “Every person is different, but you have to know how to serve each and every one well,” she explains. Applying her extensive background in marketing, Kelly spearheads her listing efforts by distributing properties across print and digital platforms alike. Bolstered by Ray White’s sizeable online presence, listings enjoy broad visibility online—from the leading

digital listing platforms to targeted ads that source ideal buyers. To tap into the local community’s population of potential buyers, Kelly also utilizes print advertising campaigns in the area paper. To stay in touch with past clients, Kelly makes use of technology and social media to stay readily connected with those she’s served in the past. Around Whangarei, it’s not uncommon for Kelly to take the time to drop in and check up on past clients, or to run into familiar faces all over town. Of course, she always remembers to send cards celebrating anniversaries and doesn’t hesitate to pick up the phone to touch base and make herself available as a resource. Reflecting on a few favourite things about her job, Kelly says: “I like getting results that make people happy. I like seeing real estate turn over—people buying, selling—it makes the world go ‘round and no two days are alike.” As for her community involvements, Kelly is an avid supporter of the young children at the local primary and secondary schools— sponsoring sports teams to buy the equipment they need. Most recently, she sponsored the rugby team and shooting team, and enjoys attending their events to show her support. When she isn’t at work, she basks in the joys of spending time with her family and dearest friends. She also has a thirst for adventure, so whenever her schedule permits she loves to travel to see and experience new places. As for the future, Kelly plans to steadily and mindfully foster growth at her business. Committed to preserving her reputation by maintaining the same high level of client service, she has made a decisive promise to always work within the boundaries of her personal capability. She also hopes to further develop her team and continue building the Whangarei community. Considering her grounded perspective, commitment to her clients, and overall positive attitude, prosperity and happiness surely await on the path ahead for Kelly Sackfield.

To learn more about Kelly Sackfield, visit rwwhangarei.co.nz, www.

e-mail kelly.sackfield@raywhite.com, or call 0272 357 906 Top Agent Magazine

ERIC STEINHOFF “I’ve spent my entire career teaching people how to become successful in their business,” says Eric Steinhoff, a REALTOR® serving Northern Montgomery County and Frederick County in Maryland. Stemming from more than two decades as an executive in the franchise industry, Eric now shares that enthusiasm for success with other REALTORS® along with the hundreds of home buyers and sellers he serves each year. Having entered real estate in 2012, this year Eric formed his own business, Steinhoff Properties, within EXP Realty based in Frederick, Maryland. With Eric’s team, which includes his wife and business partner; a buyer’s agent; and a full-time assistant, clients receive professionalism, patience and the best possible communication throughout the buying or selling process. Eric and team are extremely passionate about homes, real estate and the area they serve. “One of the things that separates us is that we focus on a small geographic area--so that we can be experts in that area,” says Eric, describing the Frederick County planned community of Urbana, a lifestyle neighborhood offering a variety of family amenities. “We are not only experts in the areas where we work, but our clients have become great friends.” An intimate knowledge of the geographic areas where Steinhoff Properties works allows them ease in pricing, staging and understanding buyers. “We go the extra mile, doing whatever’s necessary to keep the client happy,” says Eric. With sellers, that extra mile always includes professional staging, photography and video for every listing. “There’s no extra cost for that; it’s just what we do,” he adds. “We also have extremely successful open houses. At least 30% of our listings sell from open houses.” They pull out all the stops for exposure, putting out 30 or more signs for each open house and advertising the listing on all the real estate websites. In addition, listings appear on Eric’s sophisticated website,

hosted by his broker, EXP. “Our broker has some of the best technology in the industry – they’re really like a tech company in the real estate business!” Eric’s above-and-beyond service does not stop with service related to the purchase or sale of real estate. “We also have a moving van any of our clients can use,” he says. “They of course can use it to move in or out, but they can also use it for anything else, such as if they’re picking up something big from Home Depot.” It’s another of the many ways Eric nurtures relationships with his clients and remains active in the community. “We didn’t get involved in real estate for the money,” says Eric. “We got involved in real estate for the community.” Eric and his team remain true to that desire. “We’re really involved in the fabric of the community,” he says. For instance, each year his office hosts the community’s annual Easter Egg hunt and, at Christmas, Eric plays Santa Claus. He and his wife are on one of the boards with their HOA and they are active with the Downtown Community Foundation in Frederick. Outside the neighborhood, they’re dedicated to a long-term charitable commitment as Good Samaritans who donate to the local hospital and they sponsor about a dozen youth baseball teams. “We stay in touch with our clients by being part of their community and their lives.” It’s no surprise, then, that 80% of their business comes from referrals and that they sell $30 million in real estate a year, with plans to reach $50 million a year consistently. As Eric plans for the controlled growth of Steinhoff Properties, he is considering adding another agent soon. “We also mentor other agents,” says Eric, nothing that he draws on his franchise background to help agents in any way he can. “Whether they’re on our team or association or not, we always want to be able to help agents become successful.” In doing so, he even further widens his circle of relationships. His greatest passion, after all, is to get people results and to build friendships in the process.

To learn more about Eric Steinhoff, visit SteinhoffProperties.com, email steinhoff.sales@gmail.com or call 240.818.5744 www.

Branding Bad in Real Estate Marketing by Rob Flitton

To begin with, you cannot establish a brand for ANY business until and unless you know what your product and intended clients are. Think of your brand as a “message with instructions” for a potential client. It won’t be a direct message, but an image, group of words, symbol or design, or combination of these, that will allow the client to easily identify how you solve an existing problem or concern that they have. If you are not clear about who you are talking to, and why, your message with instructions will speak to anyone and everyone, and therefore to no one. Your message has to be both intimately related to the real concerns of an extreme niche of people, and authentically connected to who you are. Otherwise, the people you are intending to reach will not see or hear you, and will not use you. The choice that the vast majority of agents make to brand or co-brand Top Agent Magazine

with their brokerage company is a mistake that is causing them to be invisible to a large pool of potential clients, and lose traction or growth in their business. This mistake sees them repeating anemic efforts season after season to hunt for clients, instead of reaping the much larger benefit of farming or growing clients. In any given marketplace there are, say, a dozen major real estate brokerage brands. Just like some people love Ford and hate Chevrolet, or like Apple and hate Microsoft, they will either like or love the brand you’re with, or be indifferent to it—we can ignore the indifferent category, because they make the case that the company’s brand isn’t very important. By choosing to co-brand or line up with their brokerage, the agent therefore has as much as an 11 out of 12 chance of alienating a potential client. And there is another devastating result—the agent ends up financing the brand of their brokerage. 41

The major brokerages today rely on online search success as much as any business—by promising leads to their agents they need a tremendous amount of Google Juice. So, they offer the agent leads, but also offer them a unique co-branded page or presence on their website. By having hundreds, or even thousands of agents with pages on their website, they are gaining massive website traffic (links) and having those agents pay them for it.

down and focus on marketing, followed by strategic branding of the agent alone. The real estate business, or any business, comes down to two fundamental activities: finding potential clients (leads); and closing those clients (making them into customers).

And finding potential clients comes down to two fundamental activities: hunting—the effort to find “right If an agent ever decides to look into now” business every day form a changing their brokerage they are variety of sources; and farming—the somewhat trapped. Not only do they effort to grow a reliable bounty of lose any equity or money they spent leads by having a long term online on co-branding and collateral mater- and offline strategy with the agent, ials, and the reliance on having some and not their company, as the central leads here or there, but they are empty- core of a targeted branding strategy. handed vis-à-vis Google Juice—each time they leave a brokerage, they are Rob Flitton is a Seattle Real Estate Marketing specialist helping independent starting all over. The solution for any agent is to drill 42

agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314.

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JANEL STONEBACK With a strong work ethic and entrepreneurial spirit, Janel Stoneback had been successfully self-employed for most of her adult life. She had long been interested in applying her business acumen and natural people skills to the real estate business and finally took the plunge five years ago. “Once I started, I fell in love instantly and it and that was that. One of my initial hesitations about joining the industry was that the idea of ales didn’t appeal to me. But once I realized it was really about helping people and educating them on the process, everything changed and I found my niche.” Janel primarily serves the Greater Seattle market and is with the Windermere Agency, one of the premier brokerages in her area. Since starting, Janel has become an in-demand and award winning agent. Key to her success has been her hands on approach to her business. “I am with my clients every step of the way, from start to finish. I don’t hand them off to an assistant. I’m also accessible at all times. My clients know they can reach out to me anytime and I’ll make myself available. Strong customer service is really what I’ve built my reputation on.” That above and beyond service approach extends to her marketing packages as well. “I tell my clients upfront that the process of listing can take from 3-6 months. That gives us time to get the house ready to be shown in the best possible light, and I help them get there. Then every listing gets professional photography, no matter the price. Then we get the listing seen everywhere, on all major websites and I also have a large presence on social media. You have

one chance to go to market so I want to make sure I do it the right way and to the best of my ability.” Janel believes strongly in being actively involved in her community. This not only establishes strong ties, but has made her well known in the area as someone who is a resource beyond her real estate expertise. “I serve on three different boards, one for the local police, one for the local schools, as well as the Rotary Club. Those are all supporting causes that are very important to me.This not only allows me to give back, but it really keeps me familiar with what’s going on in the community. My community connections are a definite advantage for people. I have a varied network beyond real estate, and I love sharing that to help people. I’m also just out and about enjoying everything we have to offer in Seattle. People see me and know I’m here and I care about the area I represent,” When she isn’t working, Janel enjoys golfing, hiking, and spending time at her vacation property in the mountains. Janel would like to continue to grow her business and is thinking of expanding into vacation homes as well. “I’ve been very fortunate to have so much success in my career and I really want to build on that. It’s very gratifying to help people with the biggest purchase most of them ever make and have the ability to relieve the stress of that process. It’s not just about making a commission for me, it’s about becoming a part of people’s lives. I feel like when you get to know people on a personal level, that’s when you become their Realtor® for life.”

To learn more about Janel Stoneback call 206-478-7773 or email janel@windermere.com Top Agent Magazine

COLLEEN VERVILLE A decade ago Colleen Verville was flipping houses for a living when her realtor invited her to some learning events. She quickly became interested, got her real estate license and has been working as an agent ever since. Colleen was accustomed to working for herself as she was previously self-employed as a hair stylist and owned her own salon. “I think real estate is much more fun than doing hair though,” she says with a smile. “Not to mention it offers a lot more opportunity.” Working in the Halifax Regional Municipality in Nova Scotia Colleen’s knowledge of the industry and dedication to customer service have earned her a repeat/referral rate of nearly 90%. She cleverly uses email surveys at the end of each transaction to get a sense of what clients think about her services. Most of them really appreciate Colleen’s play-it-straight approach and honest salesmanship. “I’m not only giving them the price they want but I also tell them how I got to that price,” she explains. “We all have to be on the same page to get to where we need to go.” Halifax is currently known as a tough market as opposed to other parts of Canada. “It’s a very competitive buyers’ market so you have to be that agent that goes the extra mile.” Colleen is known for her proactive approach to listing including doing her own home inspections before a property is even put on the market. “I won’t wait for a home inspector to tell me something is not up to code and then have a deal fall apart because of that,” she says. “I aim to get things taken care of ahead of time and it’s a very thorough process we go through before the sign goes

on the lawn.” Colleen also hires pro photographers and even uses video drones to show the entire scope of a property and help her listings stand out. “I really believe in finding ways to go over and above,” she says. As a single mom Colleen loves the flexibility of working in real estate and the near-limitless income potential but admits that her favorite part of the industry is helping people go through life transitions. “I don’t think most people realize how involved agents get with the families we work with,” she explains. “Whether your clients are getting married and buying a place or upsizing their family and home or getting divorced and selling, as the agent you are going through their good times and hard times with them. Being an agent is a huge responsibility that you have to take seriously.” As a single mother Colleen is dedicated to her kids. “But I love to run in my spare time if I ever have any,” she laughs. She’s also dedicated to giving back to her local community and so she runs in 5 and 10k races that raise money for various charities as well as donating a portion of her income with ReMax to the local Children’s Hospital. In past years she has helped organize fundraisers for Breast Cancer Research the Leukemia Foundation and the Lymphoma Society. As for her future in real estate Colleen has an eye toward expansion next year. “I’m at the cusp of hiring an assistant and starting a team of my own,” she says. “But for the moment I’m just loving being part of an industry that accommodates both caring for my children and making a great living!”

For More Information on Colleen Verville call 902-880-1466 or email agentondutyhalifax@gmail.com

Five Ways To Increase Your Commission By Walter Sanford

Sanford Systems has the best systems for making money in real estate. Sometimes, our clients forget how to stop discounting and to instead raise their “fee.” This month, we’ll cover five ideas. Here we go:

Raise it. Before the listing appointment, fill out all paperwork with the new rate and make it business as usual. Scared? Well, make a great listing presentation. Don’t leave until you get the objection. Learn how to overcome the objection. If you have to, drop it back down to your old retail rate but only after much hesitation.

Email new listings. Send new listings to your database immediately, hours before it hits the MLS. This is a two-fer: #1 - Keep your database informed with secret, prelisting information that they are reluctant to spam and in the email tell them to forward this hot info to their sphere. #2 - You make more double ends with new people.

Institute a cancellation fee. Many agents allow sellers to cancel listings with a guarantee stating

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they can cancel if they are not happy with the process. If you offer this guarantee, you will always be worried about offending sellers who are serial cement heads with a bent toward overpricing. You won’t try hard enough to get the price reduction, thinking they are going to cancel the listing. On the other hand, sometimes sellers have a legitimate reason for needing to cancel, and, as upsetting as that is, you can’t sell a property that the seller does not want sold. Offer them an out and you get paid for your time, while working with a chance to get the listing back. “I offer an ‘any reason to cancel’ clause. It is $1000 in the first month and goes up an additional $500 a month after that. (Adjust for your price range.) It is fully refundable should you ever re-list the property with me and I am successful in contributing to its close.”

Gain limited partnership as commission. I carried many of my commissions due from builders as a limited partnership interest in their next project, rather than giving them discounts.

Skip the discounts. Instead of discounts, carry your commission as part of any seller carry back. It is better than taking a beating on the amount. I coach top agents on a limited basis. If you are interested in coaching or a speaking engagement, please call our office at 800.792.5837. Be sure to ask about the half-off sale on our already discounted internet prices for training systems. Don’t re-invent the wheel. Use 30 years of real estate wisdom and experience to your benefit! Copyright©, 2016 Walter Sanford. All rights reserved.

Walter Sanford has been designing and implementing real estate systems for 30 years. One of the most successful REALTORS® and now wealthy from his systems, Sanford teaches his systems and strategies through his products, seminars, and personal coaching producing the best results in the industry. Do what works, do what is proven. Hire Walter Sanford. Call our office at 800.792.5837, email walter@waltersanford.com, or chat with us online at www.waltersanford.com. 46

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TOM WEBBER Tom Webber’s experience in the real estate industry has spanned multiple states and specialties. After serving in the Army until 2005, Tom attended Indiana University and got his first taste of the industry while working in property management. Soon enough, he transitioned to residential investment sales in Orlando and then on to commercial real estate in Chicago. When he ultimately moved to Iowa in 2015, he had already amassed a decade of seasoned experience and today he is a Broker Associate at Mottinger Real Estate Group. Serving the eastern Iowa region—particularly Linn and Johnson counties—Tom spearheads residential, commercial, office, and retail transactions. He works alongside his Principal Broker, supported by the office manager. Cultivating a vast network and plying a blend of prospecting and cultivating relationships with fellow agents, Tom has found much success in building a reputable professional presence in his new home state. Tom’s professional approach blends the best of the tried-and-true traditional marketing with harnessing technology for his clients’ benefit. He takes great care in producing high quality online presentations to attract potential buyers. Altogether, Tom’s blend of established and emerging techniques are perfectly capped by his genuine enthusiasm for his work and his fondness for those he serves. “It all comes down to great customer service,” he explains, “and establishing that trust factor. How a client feels at the end of the day is so important. Being honest and authentically yourself are the key components of a good agent and creates an opportunity for trust.” To market his listings, Tom begins by staging and capturing memorable professional photography, pulling out all the stops along the way—from timing photoshoots to capture the ideal natural lighting, to ensuring each image is in high definition to draw the attention of house-hunters. Tom utilizes digital walkthroughs via video pre-

sentations or live social media tours. Tom incorporates high quality signage and flyers to make a lasting impression in person. He still uses newspaper ads to ensure a wide reach of potential buyers, and also taps his extensive professional network as needed. To keep in touch with past clientele, Tom connects by phone, e-mail, text, postcard, or by simply stopping by a clients’ neighborhood to catch up, making for an organic opportunity to touch base. While Tom’s ability to deliver is a foundational tenet of his practice, he never loses sight of the personal connection at the root of each transaction. “Putting a deal together and seeing people happy as a result is what I enjoy most about what I do,” he says. “There’s never a dull moment either—not all property deals are seamless. It’s a fun and challenging process to solve issues, eliminate stressors, and earn results. I love meeting new people and sharing laughs along the way. Buying a home is a fun and exciting time.” Applying the same spirit of service to his local community, Tom is an active contributor to a variety of charitable and civic engagements. He has worked with Big Brothers Big Sisters and is still connected with his “Little” from his mentorship. Tom serves on the Cedar Rapids Board of Realtors Committee and has worked on family builds through his church – he is passionate about Habitat for Humanity’s mission. He is on the Special Events Committee of the Iowa City Board of Realtors and is active in the Young Professionals Network as well. In his free time, Tom enjoys: spending quality time with his wife and six-month-old daughter, basketball, remote control airplanes, landscaping, and renovation projects around the house. As for the future, Tom has hopes to one day open a second office and add more agents to the roster, serving as a mentor to up-and-comers still learning the ropes. Green building is of major interest to Tom and he hopes to delve more deeply into eco-friendly development, custom home-builds, and spec houses. He also has extensive plans for building and maintaining an investment portfolio as his real estate career grows and widens in scope. Now, with more than a decade of professional experience under his belt—along with an ethos assuredly fixed on client-centric care—the years still to come are sure to remain filled with promise for Tom Webber.

To learn more about Tom Webber e-mail tom@mottingergroup.com, call (319) 826-8665, or visit mottingergroup.com www.

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DAVE ZAJDZINSKI Dave Zajdzinski—an expert in distressed properties—started in real estate in the new home building industry during the boom in 2005. When the crash came in 2008, Dave adapted quickly, moving to RE/MAX to begin his work in resale real estate. He primarily focuses on short sale listings. Dave’s passion for helping his clients with short sales comes from personal experience. In 2008, he found himself overextended and had to do three short sales himself. “I made a lot of mistakes, and it was scary. So when I have people come in to do a consultation with me, so many people say at the end: ‘I’m going to sleep better tonight. I feel so much better.’ I can relieve that uncertainty for people in a very stressful situation. That is very fulfilling, far more than when people come in and say, ‘I paid cash for my house.’ That process with the short sale and how much better people feel afterwards is very rewarding.” His deep working knowledge of short sales sets him apart from his peers. It also results in a wide listing area. While most of his listings are in the Phoenix market, his work reaches from Casa Grande to the northern part of Arizona. Out of 50,000 real estate agents in Arizona, Dave sits firmly in the top three for volume of short sales. “I’ve developed an expertise and really narrowed my focus,” Dave says. “I think a lot of realtors can try to do everything and be a generic realtor. But I specialized early on–by the end of 2009 I had 40 short sales listed on the market. I’ve developed a reputation as an expert.” As a result of that deep knowledge base, Dave can work as a

strong advocate for his clients. While short sales are only a third of Dave’s business, it’s what drives his overall business, bringing him buyers both through call signs and his renown throughout Arizona. To stay in touch with past clients, Dave sends out newsletters, emails, and thank you cards. He’s recently hired a new employee to focus on client management and plan client “thank you” events such as a movie night. To market his listings, Dave uses print media, open houses and Internet listings. A premier agent with Zillow and Realtor. com, he features listings using high quality, professional photographs and 3D tours he posts on over 150 websites, as well as social media. His team includes a full-time admin assistant and a buyer’s agent. “I have one of the best buyer’s agents in town,” Dave says. His favorite part of the job is seeing how happy his clients are once the short sale has occurred and they have that tremendous stress lifted and can move on with their lives. Dave and his wife have five young children. He volunteers at his kids’ school, but also through his church where he organizes weekly events for fathers to spend time together and give back to the community. “Getting men involved really helps the family,” he says. He’s also a sponsor for Feed the Hungry, Feed the Poor–an organization that raises money for orphaned children–and a coach for his son’s baseball team. In his rare free time, he plays golf or travels with his family. For the future, he plans to continue to grow his business, adding agents so that he can focus solely on consulting with families on short sales. With his extraordinary energy and dedication to service, he’s sure to make this dream come true.

For more information about Dave Zajdzinski contact him at 480 - 332 - 6468 or email at dave@zteamaz.com 48

Things I Have Learned at the Gym by Barry Eisen

Within the macrocosm of life there are pockets of microcosms that reflect the bigger picture. Sometimes the bigger picture gets a little too fuzzy or ambiguous to grasp or be motivated by or to learn from. What we can learn from a moment’s contemplation of some of the more familiar areas of our lives can have value in figuring out the bigger picture.

with a positive anticipation allows the memory to work better and to perform at higher levels.

Gym: When someone is using a mirror for focus or to see their posture, have the courtesy to not walk in between them and the mirror and break the train of thought. Life: Like some of you, I have been a “gym When someone in the office is “on a rat” my entire life. Going to the gym roll” or a friend has created a great at least five days per week whether relationship, be supportive or at I’m in L.A. or out of town is simply least get out of the way and shut up. what I do. Here are some observations I’ve made. Even if you don’t exercise Gym: (What?!), see if these work for you: Use a towel to clean the bench after you have left your sweat on it. It’s Gym: your responsibility. Mental Preparation—Have a better Life: attitude before you begin and you will When you make a mistake, apologize. have a better workout. Endorphins It’s the right thing to do. make the miles go faster and the weights lighter. Gym: Life: Re-rack your weights when you are Mental Preparation—Going into a done with them. Don’t leave your selling presentation or a college test mess for someone else. Top Agent Magazine

Life: When you make a mess, clean it up. Why should someone else have to see or deal with it? It’s your job. Gym: Neuroscientists have discovered that when you focus on the muscle being used, there is an increase of 20%+ more circulation going to that muscle to grow and tone it. Life: When you stay on task (focus on that activity being done—not multitask) you get more done efficiently and need to apologize less. Gym: Keep the loud grunting sounds to a minimum. Life: Keep the loud grunting sounds to a minimum. 50

Gym: Spot the person who asks for help. That doesn’t mean lift the weight for them. It means let them exert themselves to their maximum and add your vocal and physical support to allow them to grow. Life: Show the way if you know it, but let the discovery, wonder and growth be experienced by the other-for everyone’s sake. Gym: Read the body language of the other person. Get a sense of whether he or she is moving quickly and is time constrained and less conversation would be appropriate. Be attentive to the whole picture. Life: Read the body language of the other Top Agent Magazine

“Pay your dues and get your money’s worth.” person. Because more communication is non-verbal than spoken, add your senses and instincts to see, hear and feel an experience or encounter. This is not to say make assumptions, but rather, to prompt you to ask a clarifying question if you find a difference between the words you hear and the message you feel. Gym: At the time you are experiencing the greatest muscle exhaustion, you are gaining the greatest results. Stay with it a little longer. You’ll lift and do more, easier, the next time. Life: When you’re frustrated and feel you are at the end of your patience or abilities, stick with it a little longer, look “outside the box” for other options. That’s where the greatest lifeskills are grown. You’ll handle things more easily without feeling the stress the next time. Gym: Vary your workout routine every 4-6 weeks by using barbells, dumbbells and machines to keep up mental interest and to develop greater Top Agent Magazine

strength by stimulating muscles from different angles. Set goals of accomplishment. Life: Plan to periodically learn something new, go someplace interesting or set goals that are bigger than your present abilities to create an interesting life and to force your own personal growth. Take a risk once in a while. Interesting people do interesting things and are generally more fun to be around. Gym: Pay your dues and get your money’s worth. Life: Show up, pay attention, take positive action every time. Gym: Take a shower! Life: Take a shower! Barry Eisen teaches personal development seminars and coaches Southern California top producing REALTORS®. “Your business will never grow more than you do” is the theme; self hypnosis and behavior modification are the tools for playing a bigger game. barryeisen.com, barryeisen@LA.twcbc.com 818-769-4300 51

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