Nationwide 7-31-17 by Top Agent Magazine

NATIONWIDE & INTERNATIONAL EDITION

FEATURED AGENTS ALISA BAIR

MARK LAMPE

EALAND & SIDERIS MARK VENNITTI GREG WATSON

CAROLYN BARNES

ANN MARIE DAMASHEK

KEVIN BOWN

THE FAZIO TEAM

DENISE MONTEFORTE

N'MARIE CRUMBIE

KARIN FRY

SANDI REED

JEREMY WARD

NATIONWIDE & INTERNATIONAL EDITION

CAROLYN BARNES

GREG WATSON

MARK LAMPE

DENISE MONTEFORTE

ALISA BAIR

KEVIN BOWN

CONTENTS 4) 7 DEADLY SINS OF PERSONAL BRANDING 9) 6 THINGS ALL SUCCESSFUL NEGOTIATORS DO

13) 5 SIMPLE MINDSET SHIFTS THAT WILL HELP YOU ACHIEVE YOUR GOALS 17) DAILY HABITS THAT WILL INCREASE YOUR MENTAL STRENGTH

21) HOW TO OVERCOME YOUR WORKPLACE FEARS 25) 5 SUREâ&#x20AC;&#x201C;FIRE WAYS TO GET MORE REFERRALS

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ANN MARIE DAMASHEK

N'MARIE CRUMBIE

THE FAZIO TEAM

KARIN FRY

MARK VENNITTI

JEREMY WARD

36 SANDI REED

EALAND & SIDERIS

29) TURNING YOUR PROFESSION INTO A PASSION

37) THINGS YOU CAN DO TO ANTICIPATE YOUR CLIENTS NEEDS

40) PROPERTIES: THE GOOD, THE BAD, AND THE UGLY

33) MARKETING LESSONS FROM STEVE JOBS

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and they don’t care for sudden changes in procedure or lifestyle. They also like activities they can start and finish. Compliants are thinkers. They’re always wondering how things work. They want practicality, logic, fairness and a systematic approach. When talking to thinkers give facts, documentation and data. They seek accuracy. They’re motivated by standards of high quality, limited social interaction, detailed tasks and logical organization of information.

7 Deadly Sins of Personal Branding

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’ve opted for a much more affordable offering: a free DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. php and you’ll be guided through a quick questionnaire to learn your own What is a style ‘personal Just likeothers com- as sistently dominant andbrand’? how to read well. (across all marketing platforms), pany or product branding, it’s built around a well-defined brand can elevate agent recimaging and messaging that is designed to ognition and help to establish credibility Yes, understanding people, listening to their needs and wants and responding create a feeling. And in the case of personal and authority. However, when executed appropriately all takehow work But because realare estate is a people branding, it influences you and wantattention. others incorrectly, the effects lackluster at best, business, it’syou. simply a must. the and better at itatyou become, to feel about From your photosAnd to other harmful worst. To help the you better avoid living as an or broker. brandyou’ll images,make elements andagent even content, theI promise. pitfalls of personal branding, we’ve there is a lot that goes into creating your compiled a list of what we feel are the 7 unique brand.to Displayed Best of luck you! correctly and con- deadliest sins.

Copyright©, 2015 BubbaNO Mills. All rights reserved. DIFFERENTIATION Branding about being known forvicereal estate agent who expressed to us that Bubba Mills isis not co-owner and executive president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), an in international your profession. It’s about being known she was already well branded her area. consulting coaching that performance coaching and for being and different in yourcompany profession. If specializes She stated,in“When I walk into a restaurant theallimplementation of sound business systems into Real Estate Companies, Mortgage agents were the same, how would your in my community, people already know Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational customers know who to choose? Lack of I’m a real estate agent.” And while that and education speaker, coach and mentor to the top real estate agents and mortgage differentiation is out by more far the #1 personal is a great start, it’s nowhere close to succompanies. To find about Corcoran Consulting & Coaching, call 1-800-957-8353 We love to tell the story of a cessful branding. Let’s assume I walked or branding visit us at sin. www.CorcoranCoaching.com. 4

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into that restaurant and noticed her. But I also noticed two other agents in the same restaurant. Now, who do I choose? Which

‘brand’ stands out to me? What lets me know that one of them is uniquely positioned to serve my needs?

and they don’t care for sudden changes in procedure or lifestyle. They also NO FOCUS like activities they can start and finish. In business, you can’t be all things to all side of your specific focus. That would be people. Many have and failed. In or- always quite difficult. It does mean over work. time Compliants are tried thinkers. They’re wondering howthat, things der to have business and brand, doneacorrectly), you approach. will do moreWhen and They wanta successful practicality, logic, fairness(ifand systematic you must define yourfacts, ideal custommore ofand the data. exact They kind ofseek business you talking toclearly thinkers give documentation accuracy. er and how you will super-serve that cus- want, and conversely, even stop doing They’re motivated by standards of high quality, limited social interaction, tomer. In other words, declare and develop the kind of business you don’t want. And detailed tasks and focused, logical itorganization of information. a specialty. By being does NOT that’s what a great brand is designed to mean that you stop doing all business outaccomplish.

some personality assessment tools can cost thousands of dollars, but at Corcoran Coaching, we’veNO opted for a much more affordable offering: a free AUTHENTICITY DIsC assessment. Just visit www.corcorancoaching.com/behavioralstyle. Recognizable personal brands can be very You should be able to ‘breathe your brand’ php and you’ll be guided through a quick questionnaire to learn your own clever and memorable, but if your brand in everything that you do. This is importdominant andlast. how to read as well. isn’t ‘you’,style it won’t If you try toothers put ant not only for your customers, but perout a persona that is different from your haps most importantly for you. There is Yes, needs and wants responding ownunderstanding and the way you people, live yourlistening life, peo- to their a tremendous amount of and confidence that ple will take notice overwork time. and The attention. most comes knowing youisare who appropriately all take Butwith because realthat estate a people incredible it’s personal brands weaveAnd pro-theyou portray, that become, you have the business, simply a must. better at itandyou thehabits, better fessional and personal qualities into one. inspiration, knowledge and expertise to living you’ll make as an agent or broker. I promise. Your brand becomes an extension of you. back it up.

Best of luck to you!

NO CONSISTENCY

rable brand, but if you don’t display those ple don’t see them nearly as often, so don’t branding correctly consis- viceapply or compare your own habits and Bubba Millselements is co-owner andand executive president of Corcoran Consulting and Coaching Inc. all (www.corcorancoaching.com/programs, an international tently across of your marketing plat- exposure to 800-957-8353), theirs. Repetitiveness in marconsulting andyou coaching company in only performance coaching and forms, it does little good. In orderthat to specializes keting is not a good thing, it’s essenthe implementation of sound business systems into Real Estate Companies, Mortgage accomplish this task well, you must step tial for retention. Once you determine the Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational back from your marketing and see it the overall messaging and look of your brand, and education speaker, coach and mentor to the top real estate agents and mortgage way others To do.find Youout seemore yourabout socialCorcoran media Consulting that look should continuecall across literally companies. & Coaching, 1-800-957-8353 every day. You see your business every marketing platform you touch. orchannels visit us at www.CorcoranCoaching.com. Top Agent Magazine

NO CONTENT The ultimate goal of personal branding is comfortable producing is the key to keeping to become known as an authority in your it simple. No one wants to be bogged down andchosen they niche. don’t That caremeans for sudden or lifestyle. They also withprocedure producing content. But on the flip side, that youchanges must in likedemonstrate activitiesthe they can start and finish. knowledge, expertise and/ no one knows how much you know until or experience to back up your position. you share it. Great content demonstrates your knowledge and how helps your customers Content that are best expresses youThey’re and your always Compliants thinkers. wondering things work. the asame time. In addition, it serves anbrandwant couldpracticality, be as simple logic, as a series of at They fairness and systematic approach. When other purpose with search engine optimizaphotos, quotes, e-books, video shorts, etc. talking to thinkers give facts, documentation and data. They seek accuracy. Choosing the type of content you’re most tion and attracting prospects online.

They’re motivated by standards of high quality, limited social interaction, detailed tasks and logicalNO organization of ACTION information. CALL TO

You’re spending money to market across using other people’s money’. Your call some personality assessment tools can cost thousands of dollars, but at multiple platforms, so why not take the to action may change with different marCorcoran Coaching, opted for more affordable offering: keting channels or purposes, buta free you opportunity to extendwe’ve an invitation fora much DIsC Just with visityou? www.corcorancoaching.com/behavioralstyle. your assessment. prospects to engage It can should always, always have one. If you want people to do something, tell them a simple call be to action, such as ‘call me phpbeand you’ll guided through a quick questionnaire to learn your own you’d like them to do. That’s how you first’ or more ‘contact me others for a aswhat dominant stylespecific, and how to read well. free home staging assessment’ or ‘download my e-book and learn how to invest

move prospects one step closer to becoming customers.

Yes, understanding people, listening to their needs and wants and responding appropriately all take work attention. But because real estate is a people NOand FOLLOW-THROUGH business, it’s simply a must. And the better at it you become, the better with hundreds of agents, folWhyyou’ll is this included in branding, living make as an agentyou or may broker.munication I promise. ask? Because your brand is your bond. It’s low-through is at the top of the list when it comes to customer complaints. You don’t your handshake. When you say you’ll do Best of luck to you! something, how can people trust you if want to be that person. Putting an incredible you don’t follow through with your prom- message and image out there isn’t enough. must live up to those standards with ise? This is often elementMills. that people Copyright©, 2015theBubba All rightsYou reserved. forget altogether. And in fact, in our com- every customer, every transaction

Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching.com/programs, 800-957-8353), international ® Tonya Eberhart is the Branding Agent to Business Stars and founder ofan BrandFace , LLC. ® consulting andMichael coaching specializes in performance coaching Carr is company America’s Topthat Selling Real Estate Auctioneer & BrandFace partner. and the implementation of they sound systems into Real Estatedesigned Companies, Mortgage Together, focusbusiness on personal branding and marketing to help real estate ® professionals become theBubba face of their & a star in their market. BrandFace Companies and Small Businesses. Millsbusiness is a nationally recognized inspirational Real Estate Professionals is a book, speaking and and an exclusive and educationfor speaker, coach and mentor toprofessional the top real estateseries agents mortgage workshop for agents, and is currently active in 18 U.S. states, Canada and New Zealand. companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 For more information, visit www.BrandFaceRealEstate.com. or visit us at www.CorcoranCoaching.com. 6

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CAROLYN BARNES

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CAROLYN BARNES Carolyn Barnes’ favorite four-letter word is “SOLD.” With nearly three decades of experience and an almost 100 percent repeat and referral rate, Carolyn is honest, reliable and trustworthy. And she knows how to close the transaction.

much more. As a result, her listings always look fresh and clean and sell quickly. Helping others in the community is part of Carolyn’s DNA. She’s always been involved with numerous charities and was president of her church’s women’s group, which supported many organizations that helped children, for over 10 years. What she likes to do now is work with the Child Crisis Center, where abused children await the process of getting started in foster care. Carolyn enjoys making goody bags for the children during the holiday season, filling them with stuffed animals, mini-toys, socks, tooth brushes and other gifts.

“Rather than take no for an answer,” she says, “I try to come up with a solution that works for all parties involved. I tell new agents that anyone can sell a house; your real experience comes in getting the home closed. You have to know how to negotiate, explain the contract, be a counselor, hire the repair people and stage the home so it will sell. That’s what you must do to get the job done. I wear many hats being a REALTOR.” In the process, Carolyn becomes friends with most of her clients, who always say she has great patience when working with them. One of the things she always tells them is that she will show them every home that was ever built, as long as they buy from her. She doesn’t care how long it takes to find them the perfect home, as long as they are happy. “My success comes from my faith in God,” she says. “With God as my business partner, how could I not succeed? People know they can trust me. I treat my clients the way I would want to be treated if I was working with an agent buying or selling a home.” As a young woman, Carolyn moved to Arrowhead Ranch in Glendale and began working in the dining room of the Arrowhead Country Club at its beginning. She met many of its builders and developers and began referring club members whom she thought might want to build a home in Arrowhead Ranch to the builders. One of the brokers suggested she get a real estate license, hang it in his office and continue to work at the club part time while she worked as a Realtor. She did, and her real estate career took off! Less than a year after getting her license, she quit her job at the country club and pursued her real estate career full time. In September 2018, she will have 30 years in the industry.

And still she makes time to relax with her family, including her two grandchildren! She loves taking the family on trips so they can all be together. She and her husband David enjoy taking their dog Rylee, who is a Vizsla, on road trips out of state, mostly to visit her adult son who lives in California. Carolyn’s other adult son, who is married with two children, lives in Peoria. An annual cruise with her husband is Carolyn’s favorite escape, where she can get away and regenerate. As Carolyn expands her business, she mentors younger agents, who are happy to do the things she resists so she can specialize in her favorite aspect of the business, working with people. Next year, her 30th year in real estate, she plans to hold a huge party for all her clients, possibly at the Arrowhead Country Club where it all started. “It’s not a retirement party!” she clarifies. “I still have a ways to go before I retire. It’s just a celebration for myself and the clients and friends who helped make me successful over the last 30 years.”

Carolyn serves many areas of town but likes Peoria, Glendale and the entire Arrowhead Ranch area. Her following stays with her. Over the years, she has sold eight or nine homes to some of the same clients, and since she has been in business so long, she is now selling homes to their children. “It’s such a good feeling to have this kind of following, where clients continue to refer me and come back to me,” she says. Her network is extensive. When she posts listings online, she likes to personally call and email agents to give them information regarding her new listing. She also sends out fancy postcards in the neighborhoods she sells in. “Old-school marketing still works for me,” she says. Prior to marketing her listings, Carolyn splurges on a professional photographer to photograph the home inside and out and put together a virtual tour video. She considers this key in getting the listing SOLD. “Probably 90 percent of buyers shop online first, looking at homes on all the real estate sites,” she says. “If the listing and the pictures aren’t perfect, the buyers won’t make an appointment to come through the front door to see the property.” She stages the home herself, brightening the kitchen with colorful décor, silk plants, area rugs, new lightbulbs and C 8 opyright Top Agent Magazine

For more information about Carolyn Barnes of Realty One Group, Glendale, AZ, visit realtyonegroup.com/realestateagent/ carolyn-barnes, call 623.297.8491 or email cdausend@cox.net www.

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6 Things All Successful Negotiators Do If you think about it, you’ve been negotiating your whole life. As a kid you negotiated constantly with your family, your teachers, and your classmates. If you’re a parent, you’re negotiating probably more than you ever have in your life. But it’s one thing to negotiate staying up late on a school night, people oftentimes have trouble translating those real world negotiation skills into the business world. But the truth is there are a lot similarities. Expert negotiators all have skills and techniques they bring to the table. It’s quite possible you also have them, and don’t even realize Top Agent Magazine

it. Here’s a look at some traits that are common among expert negotiators.

1. They keep emotion out of the process It’s very easy to feel frustrated, angry and defensive during a negotiation process. But when emotions run high, it’s often difficult to respond with logic and reason. This can be especially difficult if the person you’re negotiating with tries to escalate the situation. As the saying goes, keep calm and carry on. You

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have an end goal in mind, and getting heated won’t help you meet it. If things don’t go your way, remember it’s not personal. Best to leave the table with no hard feelings. Hopefully even though you may not have gotten what you’ve wanted this time around, you’ve established a foundation for success at your next try.

2. They’re reasonable If you don’t ask for what you want you’ll never get it, but at the same time, you need to be reasonable about what you’re asking for. Yes, ask for a little more than you want, so you have some wiggle room to compromise. But if you ask for too much too soon, you might shut down the person you’re negotiating with from the start, or even worse offend them. No one wants to feel like they’re being taken advantage of. Ask for what you deserve and you’ll never go wrong. At the very least you might start the conversation on how that might be possible down the line, if it isn’t just yet.

3. They’re well-prepared Part of being reasonable is being well-prepared. One of the biggest mistakes novice negotiators make is showing up over-confident and under prepared. Have the research and facts to back up what you’re asking for. Show your negotiation partner evidence of why what you’re asking for is not only fair, but necessary. Facts are hard to shoot down. This will also give you the confidence to really push for what you want. It’s not just something you think, it’s something that’s undeniable true. If you go in unprepared you’re more likely to flounder, which will damage your credibility going into future negotiations. 10

4. They always strive for a win/win solution for everyone Yes, negotiations are about getting what you want, but as the old saying goes, you get more flies with honey than vinegar. Your negotiation partner might also have reasonable requests that you need to consider. Ultimately, successful negotiations are about compromise on both sides, and ending up with an outcome that benefits everyone.

5. They’re creative Problems and conflict are a natural part of any negotiation. One surefire way to impress, is to head off any impending roadblocks, by coming up with creative solutions. It’s easy to point out problems and be negative. Truly expert negotiators think outside the box, and dazzle with innovative concepts and ideas that leave everyone excited about the process.

6. They’re good listeners Listening in order to really understand where your negotiation partner is coming from is important for two reasons: you not only want to make them feel heard, but knowing what they want is invaluable information you can use to get what you want. At the start, you’re gathering information by asking questions and really hearing what they say, which includes picking up on body language and nonverbal cues as well. This is part of being well-prepared, using every possible thing you can to have an advantage. Being in control of the situation, and then leading everyone to a successful conclusion all around is what great negotiation is all about.

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MARK LAMPE

MARK LAMPE As the Founder and CEO of the online home search engine, KahPing, Mark Lampe is poised to revolutionize the way real estate is bought and sold. With its trademarked motto “Your Listing, Your Lead,” KahPing (www.KahPing.com) is specifically designed to serve real estate agents and make the buying process easier for consumers. “On KahPing,” says Mark, “the listing agent is the only one represented on/or next to their listing. There will never be a competing agent on a listing agent’s property page. There is no lead sell-off, and it’s free.” The consumer benefits from getting information on the property from the actual listing agent rather than from an agent (or agents) who have paid to have their name next to the listing and often know little about the property like other sites. This alleviates the consumer from receiving multiple calls from multiple agents on a single property. Plus, consumers can search without registering. Mark, a seventeen-year veteran of the entertainment and recording industry, returned to his home state of Arizona several years ago. After purchasing some property, he recognized that real estate agents were not being served well by other online search portals and was inspired to create KahPing. “I saw the frustration agents had with their leads being sold to multiple agents, saw how they were spending a lot of money to advertise and weren’t seeing a return on their investment, with buyers bypassing the agent and going directly to the seller. That’s why I built this company, in order to preserve and protect this industry when everyone was trying to rip it apart.” The KahPing website is sleekly designed, an easy to navigate tool that is impressive by any standard. “When we pull a listing through MLS,” says Mark, “our software creates an automatic virtual tour.” It also provides additional back suite of FREE marketing tools, including one-touch social media, social media selling tools, the ability to create and brand teams and a tool called “Seller Ping,” which allows the seller to share the listing through their social media platforms. KahPing also provides translation support for 30 languages. Other free features that benefit agents include unlimited property photos and a dashboard that allows on-the-fly property detail enhancements for search engine optimization.

It’s the direct line to the actual listing agent that is perhaps the most unique and beneficial concept behind KahPing. “I look at it this way,” says Mark. “If you’re shopping for a car, you are always going to find someone knowledgeable about that car. When you’re looking for a house, you want information. You want to know about local restaurants, local schools. You don’t go to a Jiffy Lube for a heart bypass. Providing information is what real estate agents are paid to do, it’s their expertise and they’re licensed to facilitate this for you. That’s the whole key.” The consumer benefits from getting information on the property from the actual listing agent rather than from an agent (or agents) who have paid to have their name next to the listing and often know little about the property like other sites. This alleviates the consumer from receiving multiple calls from multiple agents on a single property. Plus consumers can search without registering. Headquartered in Scottsdale, Arizona and currently boasting over 2.2 million listings nationally, and roughly 400,000 active listing agents in the KahPing database and growing each day, the site is in the process of being promoted and marketed to states outside of Arizona, with Nevada, Colorado and Florida among the first up. According to the company, the overall ethos behind KahPing “is a desire to build greater trust in the real estate experience, by rolling out new technologies, updates and features that bring buyers, sellers, renters and agents – and other real estate support services and industry partner alliances – into a fully integrated, online real estate ecosystem.” With its focus on transparency and streamlining and simplifying the often-convoluted process of buying and selling property, KahPing is – without a doubt – the real estate web portal of the future, and that future looks bright indeed, for both the company and its ever-growing roster of users. Mark says, “If your listings are not on KahPing, make sure to get them on there through your broker, ListHub or enter them yourself, it is FREE and there is no up-sell. KahPing will be the I Tunes to real estate, get involved, protect your listings and grow your business with it’s FREE tools, KahPIng was built for YOU.”

For more information about Mark Lampe and KahPing, please call 480 - 626 - 7149 or email mark@kahping.com Copyright Top Agent Magazine 12

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5 Simple Mindset Shifts That Will Help You Achieve Your Goals

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

Turn jealousy into admiration

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

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

Tackle the things you dread doing first

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

Don’t make decisions based on emotion

Reaching goals, especially long term ones, can have a lot of ups and downs. The key to achieving them is to stay level-headed during setbacks, really focusing on your plan and how the setback fits into your long term vision. If you have a solid plan in place, you could be destroying months of hard work with one rash emotional decision, that is probably coming from a place of panic. When you’re feeling emotional...wait. It really is that simple. Wait it out until 14

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

Learn to love feedback

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

Replace a fixed mindset with a growth mindset

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

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DENISE MONTEFORTE

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DENISE MONTEFORTE Denise Monteforte may have a heart and personality as big and warm as the Valley of the Sun in Scottsdale, but make no mistake she’s still a hard working straight forward New Yorker with a delightful touch of the accent despite living in the Southwest for over three decades! In 1980 Denise moved from NYC to the Scottsdale area and purchased a home. “The realtor showed me six houses and just said ‘ok pick one’. No personalized service, nothing,” she remembers. “I’d never bought a house before so I just thought that was how it was done.” A year and a half later she and her husband Gary moved again and he suggested that Denise should just get her own real estate license so she could take care of them. “So I did and I never looked back,” she says with her trademark smile. After 36 years in business Denise has a wealth of real estate experience to draw on and the kind of industry contacts you’d expect from a beyond veteran agent. She serves the area of Scottsdale, Fountain Hills, Cave Creek and Paradise Valley AZ and credits her kind nature for much of her success. “I love taking care of my clients and I usually become great friends with them,” she says. “I have many friends that I’ve sold multiple properties to over the years.” Denise is blessed with a Northeastern work ethic and considers herself on duty 24/7. “I take my job very seriously,” she explains. “You’re helping people make the biggest purchase of their lives. You have to be of high value to them.” Denise keeps in touch with past and prospective clients by organizing various parties, hiking trips and dinners throughout the year and employs all that the Internet can offer when marketing her properties. But she’s also a big believer in the power of good old fashioned open houses and realtor tours. “I always loved attending open houses before I was an agent,” she says. “There’s nothing quite like discovering a new house!” When not working Denise is a tireless advocate for animals and makes rescue mission trips to Rocky Point Mexico every other month. Originally a high school teacher by trade she has also worked as a substitute special education teacher when the need arises. “I have a special place in my heart for Copyright Top Agent Magazine 16

teachers,” she explains. “They work so hard and I love to help them however I can.” Denise also loves to shop! “Seriously I could be a personal shopper for anyone,” she says. “You tell me you need something and I will go out and find it.” This is obviously a trait that makes her a great real estate agent! As for her future in the industry Denise hopes to keep on doing what she loves well into her fifth decade in business! “As long as I’m having a good time along the way then I’m in!” she laughs. In everything she does Denise’s kind heart and dedication to service shines though. As she says, “I care very much about my clients and there’s nothing I wouldn’t do for them.”

For more information on

DENISE MONTEFORTE

Maricopa County Superior Court Real Estate Special Commissioner call 480-948-9540 or email monteforte@cox.net Top Agent Magazine Copyright Top Agent Magazine

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

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

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

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

BE MORE POSITIVE

BE WILLING TO LEARN

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

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

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GREG WATSON

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GREG WATSON For Greg Watson, working in real estate is a family affair. In 1996, Greg and his brother and father started Watson Real Estate and they’ve had a thriving business ever since. Greg and the rest of the Watson team focus their work in Palmerston North and the surrounding Manawatu region. Greg oversees a property management team that includes six staff members overseeing 700 properties. Greg’s full service management style is designed to take away all worries from property owners who may live in other parts of New Zealand or internationally. His team’s services include marketing and advertising for new tenants, leasing properties, managing all legal paperwork, regular inspections of properties and any needed court representation or dealings with insurance companies. “It’s really designed so an owner can have us look after their property and completely relax themselves,” Greg says. “One of our main philosophies is to move all of our landlord clients into a better position financially–even after they’ve paid our fees–than if they did things themselves.”

that matches their needs, be it a particular size of house, rental amount, or suburb. We then send them an email with a 3D tour,” Greg says. The potential tenant can then book a time to see the property in person. This tailored database results in lower vacancies and higher rents for property owners. “And it works really well for people moving around the country,” Greg explains. Greg uses social media and newsletters full of valuable information to keep in touch with past clients. He spends much of his time giving support and advice to landlords considering purchasing properties. “Property management is a service industry,” Greg says. “I love helping people.” To give back to the community, Greg and the Watson Real Estate team donate a percentage of every house they sell to the local diabetes organization. “We are all about the family feel, and the fact that we are local. We are out in the community doing a variety of things for charity,” Greg says. When he’s not working, Greg enjoys spending time with his wife and two children and refereeing soccer. For the future, he and his team hope to purchase and then improve property management companies. With their track record of integrity and innovation, he and his family

This philosophy has resulted in a staggering 85% rate of repeat and referral business. There is a reason landlord clients are singing Greg’s praises: the vacancy rate for Watson Real Estate properties is less than 1%. “We are 99.3% occupied, which is great for our owners,” Greg says with a smile. And over 99% of their tenants are up-to-date on their rent payments. The Watson Real Estate Team is well known and respected as a family business focused on integrity and service. But while the team’s commitment to trustworthiness is old-fashioned, they have also won national and international awards for innovations in property management, including the prestigious Global Business Network’s International Benchmarking Award. Greg and his team provide 3D tours of rental properties using Matterport technology, which allows for a bird’s eye view of the property, as well as a full immersion with 360-degree views. “It gives the impression that the viewer is standing inside the house, which is mapped 100% accurately with high resolution,” Greg says. These virtual reality tours allows clients to know immediately whether or not a property will be a good match for them, so that clients visiting from another region or country will only put properties on their “short list” which are likely to be a great fit. The Watson Real Estate Team also has a cutting edge tenant database. “This allows us to tag a tenant when we have a property

To find out more about Greg Watson, contact him via email at Greg@watsonrealestate.co.nz, by phone at (06) 353 1925 or check out The Watson Real Estate Team website at watsonrealestate.nz www.

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How To Overcome Your Workplace Fears Fear is something that can help protect us from danger, but it is also something that can be a hindrance to us in our lives, especially when it keeps us from potentially thriving and growing as a person. This is especially true in the workplace. Here’ a look at some proven ways to overcome common workplace fears.

your head, what exactly you’re feeling and why, it can help deflate the fear. Think of it as releasing some of the fear into the ether. Yes, you’ll still be nervous about your presentation, but a lot of what was holding you back is gone. You’ll feel lighter, and hopefully have just enough butterflies to make your soar.

Really owning the emotions that are putting you in a place of fear, is the first step. By just naming it and then talking it out in

Nothing can make you feel more isolated than going down the path of “This is something that only happens to me.” Trust me,

ASSESS THE FEELINGS BEHIND THE FEAR

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TALK ABOUT YOUR FEARS WITH A TRUSTED CO-WORKER

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it doesn’t, and you might be surprised to find out that some people have had it even worse. Talking to someone you trust and admire, hearing their own fear horror stories and how they overcame them, will help normalize what you’re feeling. Releasing yourself from the idea that it’s something about you, will be an enormous relief.

THINK OF THE WORST CASE SCENARIO

Although it might seem counter-productive, truly assessing what the worse outcome of the situation you’re afraid of serves two purposes. It might lead you to realize the worst case scenario isn’t that bad after all. Of course it could also lead you to a really uncomfortable thought, you could lose your job. As bad as that is, it also gives you an opportunity to start focusing on what really matters, and how you might grow from the experience and possibly end up better off. Countless people in their dream jobs now, were once fired and thought it was the end of the world. Hopefully, that won’t happen to you, but learning to have confidence in your abilities to always find a way, will be a great tool in overcoming fears.

COMPARTMENTALIZE

If you’re a super-organized type, you might try actually setting aside time in your day to focus on your fears. It might seem odd, but it will let you NOT focus on your fears during the other hours of your day. Think of it as a task, you aren’t just sitting there worrying, 22

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed.

you’re taking in your fears and figuring out ways to overcome them.

START THINKING OF YOUR FEARS AS OPPORTUNITY FOR GROWTH

Start thinking of fears as challenges. As scary as it might seem to face them, for the most part they are things that can be fixed. A lot of fear is based on inexperience which leads to a lack of confidence. A common fear is workplace evaluations. Instead of looking at it as hearing everything that is wrong about you, think of it as an opportunity to see where you can improve. Going into it with a positive attitude rather than a defensive posture, will make the whole thing better for both parties. Overcoming fears is oftentimes about a simple attitude adjustment. Like anything it takes practice, but the results of that practice will lead to a life that you’re able to thrive in both personally and professionally.

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ALISA BAIR Top Agent Alisa Bair of the Alisa Bair Group and Equity Real Estate in Salt Lake City, Utah understands the value of top-notch client service, and has been providing all of her grateful buyers and sellers with her incomparable level of knowledge, expertise and genuine caring, for over a decade. A former Broker’s Assistant, Alisa has been in the business full-time since 2006 and has since become one of the top producers in the Beehive State, having been featured in both Forbes and Utah Business Magazine. She has also been recognized with a slew of accolades, including Best of Salt Lake, Top Ranked Real Estate Agent and Rainmaker of the Year. Over 350 negotiated sales is evidence of Alisa’s business acumen and ability to get the job done. Alisa began her career focusing on helping people out of foreclosure, and has since expanded to working with all types of clients. Buyers, sellers, investors and developers all benefit from her finely-honed skills. She also currently specializes in assisting the medical community with their real estate needs. With over 90% of her business based on repeat and referred customers, Alisa has cultivated a loyal and dedicated clientele base that continues to propel her forward in the business. “I think people keep coming back to me because of my high level of professionalism, solid communication skills, strong ethical standards, and desire to remain on the fore-front of the real estate industry--in an ever-changing market,” says Alisa. “I am also known for researching things for buyers and sellers up-front, so that each and every transaction is as seamless and smooth for all.” Unlike many other agents whose relationship with the client ends at the closing table, Alisa’s authentic and genuine person-

ality tends to forge close friendships with her customers that far transcend the transaction. “I like connecting with them on a personal level,” she says. “Doing things like organizing baby showers or going on camping trips with them.” A highly impressive five-star rating on Zillow – based on 46 reviews – is testament to the quality of service Alisa provides. Reads one such review: “Alisa is fantastic! Her market knowledge, professionalism, communication skills, and negotiation skills, set her above the rest! With Alisa’s recommendations, we were able to reap multiple offers and above asking price for our home. We closed on our home in just 3 weeks from going under contract and couldn’t be happier! Thank you, Alisa, for all of your hard work and care. We will be recommending you to all that we know.” When asked what she likes best about her job, Alisa immediately replies, “The people. I love helping people change their lives in one way or another. I honestly believe that the space you live in can make a dramatic change in your life.” When she’s not working, Alisa enjoys the outdoors. Aside from the aforementioned camping, she can often be found four-wheeling with her husband and clients. Additionally, she is an ardent supporter of multiple charities, including PAWWS (Paws Assisting Wounded Warriors), a non-profit dedicated to training and providing service animals to disabled veterans, and several organizations related to finding a cure for cancer. As for the future, Alisa’s plan is to broaden the scope of her community involvement, and to broaden her focus on selling real estate to the medical establishment. “The main thing for me is to make sure people know that I am here for them. I am here to help them reach their buying and selling goals. I truly enjoy what I do and that makes all of the difference.”

For more information about Alisa Bair, please call 801- 558 - 4063 or email alisa@alisabair.com Top Agent Magazine

KEVIN BOWN During the boom fourteen years ago, Kevin Bown jumped into real estate and he’s been going strong with a successful career ever since. As a solo agent at his dream real estate company Dickson Realty, Kevin serves Northern Nevada with a focus on Reno Sparks, and has a growing presence in Lake Tahoe. He brings years of experience–along with skills he learned while earning his degree in business–to every sale. His passion for his clients and his attentive personality always shine through. “To work with me is to have a good experience,” Kevin says. “I truly believe that my clients’ best interests are my best interests.” What sets Kevin apart from his peers? His ability to create a transaction that satisfies everyone involved. “I’m all about win-win,” Kevin says. “There is a buyer that wants to buy; there is seller that wants to sell, and I actually think everyone can be happy. That makes a good transaction.” This positive attitude consistently brings about smooth sales in which both buyers and sellers feel successful and well served. As a result, Kevin’s rate of repeat and referral clients is a staggering eighty percent–his clients are eager to spread the word about the services he provides. When asked what he loves about his job, Kevin says: “I love my clients. Every day is a different day. I learn something new all the time. And with Dickson Realty, I like the caliber of people I work with. There is a lot of talent here

and I enjoy it.” Kevin is certainly part of that talent, bringing an extensive knowledge of the marketplace, powerful negotiating skills, and innovative marketing plans to the table. To market his listings, Kevin uses social media videos and the award-winning Dickson Realty website, as well as full-page newspaper ads and real estate websites. “Dickson Realty provides so much exposure for sellers,” Kevin enthuses. “It’s unbelievable.” Kevin knows his clients often have overwhelmingly full email in-boxes, so to keep in touch with them he utilizes old-fashioned mail, sending out charming items with his logo or photo every month. Kitchen products are his specialty. “I recently had a client call me and say, ‘Kevin, you are all over my kitchen!’” Kevin says with a smile. “I send my clients measuring cups, basters, tongs, and knit oven mitts. I do everything kitchen!” Though his schedule is jam-packed, he always makes time to spend with his daughter, who just graduated from high school and will be attending Arizona State University in the fall. Every summer he goes camping in Yosemite and he loves to travel to exotic destinations any time he can. In the fall, he’ll be spending two weeks in Israel. For the future, he wants to continue expanding his work in Lake Tahoe, and he’s currently executing a detailed business plan to enable his vision. With his good humor, talent and drive, he’s sure to make that dream a reality.

To find out more about Kevin Bown, call 775.813.2387, email at kevin.bown@att.net, or visit KevinBown.com www.

5 Sure-Fire Ways to Get More Referrals by Bubba Mills

Wouldn’t it be great if you didn’t have to market your services? Just serve and help clients all day—it’s why you chose real estate in the first place, right? To help people. But if you’re like most REALTORS®, you’re likely working your butt off just to get those clients. So what’s the answer? Referrals— from your current and past clients, family, friends and acquaintances. Imagine what your business would look like if everyone you knew gave you just one good buying or selling referral. Yeah, savor that feeling for a minute.

savings. Remember this: when you take exceptional care of your clients, they’ll do your marketing for free. Referrals are where the money is and here are five tips you can start using today to get more: 1. Make your service downright unforgettable. Past clients can’t refer you if they don’t remember you. Help them remember you by giving them memorable service. Take time to brainstorm ways to increase your service. Remember that referrals are earned, not paid for. By the way, I teach a seminar called Marry Me! Getting Your Clients to Say ‘I Do!’ that gives tips on how to offer service that yields referrals. Visit http://getbubbasnotes.com/marryme and get them free.

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

while promoting my business? Think coupons for your clients and leaving your business cards in their stores. 3. Think A.B.A.—Always Be Asking. If you don't ask, you don't get referrals. Add a P.S. to your email signature. Something like this: “P.S. If you know anyone thinking of buying or selling real estate, please tell them about ABC Real Estate and hit the reply button and tell us how we can help them!” Also, put some serious thought into your closing gifts. I’ve given Cutco Knives with my name engraved on the blades. Every time they use the knives, they think of me. Give gifts that have a shelf life. 4. Get involved in your community. People are more likely to refer to someone they believe is a good person – someone that gives back to the community. And remember, it’s not your signs all over town that make you a community icon; it’s what you do for your community. Volunteer at retirement centers, help rebuild and paint local parks, serve food at the local soup kitchen, take part in fundraisers and be seen at block parties and street picnics. 5. Show your gratitude when you do 26

get referrals. Thank your referrers for their help, and keep them updated on how the new relationship is going. The referral system is built on strong relationships and shared value. Share what’s on your mind. How much time are you spending to get referrals? Can you improve your referral numbers? If not, why not? What’s preventing you from getting more referrals? What successes or failures have you had with asking for referrals in the past? Please send any comments or questions you have to Article@CorcoranCoaching.com or http://www.facebook.com/Corcoran Coaching. Bubba Mills is co-owner and executive vice president of Corcoran Consulting and Coaching Inc. (www.corcorancoaching. com/programs, 800-957-8353), an international consulting and coaching company that specializes in performance coaching and the implementation of sound business systems into Real Estate Companies, Mortgage Companies and Small Businesses. Bubba Mills is a nationally recognized inspirational and education speaker, coach and mentor to the top real estate agents and mortgage companies. To find out more about Corcoran Consulting & Coaching, call 1-800-957-8353 or visit us at www.Corcoran Coaching.com. Top Agent Magazine

N’MARIE CRUMBIE N’Marie Crumbie spent the better part of her 20 years in real estate thinking that working with people face-to-face was her favorite aspect of the business. With a mindset that each client is also a friend, she spent those years enjoying thriving relationships. It is still obvious to anyone that N’Marie has great passion for continuing relationships long after each transaction. But when she recently discovered digital marketing, N’Marie unleashed a whole new side of herself.

N’Marie has no shortage of ways to keep in contact with clients, whether past, current or prospective. With the help of four additional team members, “Team Crumbz” exceeds clients’ expectations, taking pride in delivering a high level of service beyond the sale. “We help our clients transition. If they need help unpacking, installing new locks, or with interior design, we are there for them,” she says. “And life events such as purchase anniversaries, wedding anniversaries, birthdays, holidays and lifestyle events, dictate how we stay in touch with clients after transaction.” They enjoy connecting with clients on social media to keep up with their lives “and to make sure we are present when they need a ‘real’ friend.” With some client-friends, they enjoy hiking, sporting events and Friday mornings’ “Coffee with Crumbz” with N’Marie and “Team Crumbz.”

“I love to create eye-catching marketing pieces!” says N’Marie, whose team serves Arizona’s northeast Valley, encompassing Fountain Hills, Scottsdale, North Scottsdale, Paradise Valley, and the Phoenix Metro Area. “Our marketing plan is proactive, aggressive and, above all, results driven.” That marketing plan includes a dedicated marketing budget for getting homes sold. The team provides exceptional services both locally and through an award winning marketing team that has helped unearth N’Marie’s creativity. “It includes the best professional photography and immersive videos,” she says. “And I do a property storybook for every listing, which is very unique to me; I probably should patent it!” Every listing gets its own digital and print storybook, created by N’Marie, because “every home has a story.” She gives the print version of each storybook – produced as a glossy magazine – to neighbors, local businesses, top agents and to open house visitors.

In order to further personalize her service to our clients, the team gets to know each client from the very beginning. “Our initial consultation includes a concierge form for us to learn more about the client, so that when we drop-by on move-in day, we’ll be bringing their favorite meal,” says N’Marie. “We treat everyone like family because we see real estate as a way to build relationships, not just a way to close multiple transactions a year.”

“Then I blog about each home,” she says. She also conducts robust Facebook and Instagram campaigns. “And I’m a home stager. Our clients benefit not only from our strategic sales approach but from our complimentary and beautiful custom designer’s touch,” she says. “It has buyers thinking, ‘I just have to have it!’” Staging, creativity and her creative marketing position N’Marie as the agent to represent sellers in today’s digital age.

In her promising future, N’Marie will stay active with the Arizona Association of Real Estate Brokers (AAREB) where she is the 2017 President. Its mission is to promote “Democracy in Housing”. Members generally are comprised of Realtists/REALTORS® agents and brokers. “My plan is to expand my team and narrow the focus to primarily Homes for Heroes.” She wouldn’t want a large team; she has been there, done that. “I want a small team and a niche where I can share my passion for helping others.”

N’Marie is also expanding her reputation as a Homes for Heroes real estate specialist. She explains that through Homes for Heroes, one of the largest network affiliates of real estate agents and lenders, she and local lenders provide significant savings for “heroes” who are selling or buying homes. These heroes – local professionals in law enforcement, military, firefighters, healthcare, and teachers – enjoy a simplified real estate experience through the up-to-25% of commission that N’Marie and her partners can provide them.

To learn more about N’Marie Crumbie Visit: ShowMeAzHomes.com/about, Email: info@ShowMeAzHomes.com | Ph/Text: 480 - 719 - 0779 http://

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ANN MARIE DAMASHEK Ann Marie Damashek has always been a natural at helping people prepare their homes for sale. She started out with a successful business selling goods for people on eBay. “Nine times out of ten they were hiring me because they were down-sizing,” Ann Marie says. “So I decided to get my license. I said, ‘Might as well sell their house too.’” The transition was a smooth one and for nine years she’s had a thriving full-time real estate business that allows her to marry her entrepreneurial spirit with her passion for helping others. With an office in Larchmont, New York, she serves all of Lower Westchester County, with her primary market in the Sound Shore region. The majority of her business is “sphere of influence” with former clients referring her to friends and family. A gifted communicator, Ann Marie quickly builds trust and rapport with her clients by being both thoughtful and responsive; she understands that during the purchase or sale of a home, a quick response time is crucial. “I am very accessible,” Ann Marie says. “I always make time for my clients. They can call me, text me, email me up until 10 o’clock at night and I will respond. I’m available on weekends. I get back to people very promptly. I’m very customer service-oriented.” Her clients appreciate her professionalism, passion and enthusiasm and as a result her repeat and referral rate continues to grow each year.

open houses. “That drives a tremendous amount of traffic,” Ann Marie says. She also uses the most popular real estate websites such as Zillow and Trulia. A strong believer in giving back, Ann Marie sits on the Board of Trustees of her church and is involved in a variety of social justice projects. She’s affiliated with Furniture Sharehouse, a furniture bank for Westchester County, which collects and distributes gently used furniture free of charge to those in need. “I love it on so many levels because as a realtor, it’s helps my sellers downsize through charitable donations. I like the environmental aspect of it as well. And it helps people who truly need things.” She’s also involved in Impact 100, a women’s philanthropic giving organization. In her free time, Ann Marie enjoys gardening, traveling, and spending time with family and friends. For the future, Ann Marie wants to continue expanding her business and developing her brand, and she someday hopes to grow a strong team. But her main goal is to stay in the real estate business, helping her clients to achieve their dreams.

While selling real estate is serious business, Ann Marie knows that at times humor and a moment of levity can be a relief to clients. While she has a laidback and easygoing personality, she can be assertive when needed on her clients’ behalf. She loves being of service to them, and the continually changing nature of the work keeps her engaged and fulfilled. “It’s never boring,” Ann Marie enthuses. “Every day is different. That’s probably what I like most about it. But I also enjoy helping people sell or buy and educating them about the process. I love helping them achieve their goals.” This ethic of service has resulted in well-deserved recognition. Ann Marie has received the Westchester Magazine Five Star Real Estate Agent Rating four years running, in 2015 and 2016 she was the #1 agent in her office, and she’s a Zillow 5-Star Premier Agent. To keep in touch with former clients, Ann Marie sends cards to mark special occasions or reaches out via email. To market her listings, Ann Marie uses Multiple Listing Services (MLS), as well as Listingbook.com, a service that allows both agents and their clients access to MLS data. She also uses a Facebook business page and ads to boost new listings or promote upcoming 28

For more information about

ANN MARIE DAMASHEK, call 917-623-0624 or email adamashek@weichert.com Copyright Top Top Agent Agent Magazine Magazine

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

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

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

TAKE RISKS

CONNECT WITH LIKE-MINDED PROFESSIONALS

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

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

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

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

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

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THE FAZIO TEAM Back in 1998, Robin Fazio opened a family owned business alongside her husband, Trey, and daughter, Nicole. Combining Robin’s background in mortgage banking with her husband’s experience in home servicing, together they were well-positioned to join forces and launch Buyers Vantage, Inc. Astutely recognizing a need in the market, Robin and her husband sensed an opportunity to offer consumers access to discount real estate broker services and forsale-by-owner tools. Today, The Fazio Team has been in business for nearly two decades, having built a reputation on consistent delivery and memorably top-notch service—without the inhibitive price tag. Serving the southeastern Wisconsin area, Robin and her team offer discount full-range real estate services and flat-fee marketing. The tightknit Fazio Team work closely with clients to create an exceptional experience from start to finish. “From the very beginning,” Robin recalls, “when we started this company in our basement, we always recognized that customer service is number one.” With an impressive rate of repeat and referral business—amounting to 85%—The Fazio Team’s client-centric care keeps business coming back. “When people work with us, they get exceptional savings and incredible service,” Robin explains. Citing their online review system as largely responsible for the reputation of their business, Robin says, “Clients don’t hesitate to review us. We have a lot of business come in from people looking for ways they can save money—they see our reviews, know we offer great service, and feel confident working with us.” The Fazio Team’s streamlined system of communication automatically alerts clients when entering the next stage of the transaction, ensuring no party involved is ever left in the dark as the process progresses. Setting The Fazio Team apart from others in the industry is their ability to carry a high volume, without the quality of their service suffering. Just last year, they closed $42 million in volume and are projected to surpass that benchmark in the

upcoming year. “I like being able to save my clients thousands in commissions,” Robin recounts. “After all, that’s their hard-earned equity. I get my satisfaction from happy clients. It makes the whole process worthwhile.” To ensure listings look their best and reach the widest possible audience, The Fazio Team takes a considered, strategic approach to marketing. Staying on top of the latest advances in the industry, drone footage is provided to document homes, while professional photography ensures each listing makes an ideal first impression. Recognizing that many buyers begin their housing search online, The Fazio Team pays special attention to online visibility, utilizing a host of digital listing platforms to distribute listings both locally and nationally. Away from the office, Robin, Trey, and Nicole are very involved with their local community. They are deeply involved with veteran outreach and support an organization called Wisconsin Veterens Fishing Camp. Each year, Trey donates his time to take nominated veterans on an all-expenses-paid fishing trip for a week. Locally, The Fazio Team is involved with food-drive efforts for those experiencing homelessness, and dually support mission work abroad in Mosabi, Africa. Outside of their busy careers, the family enjoys spending time together, getting away and going up north into the woods to spend time on the lake and go boating. As for the future of the business, The Fazio Team has plans to expand in volume, all while continuing to deliver high levels of service to their clients. With demand increasing for discount brokerages, along with a steadily increasing sales volume, The Fazio Team also plans to add new agents to their ranks. Steadfast in their commitment to integrity—sharing with clients their cost-effective and markedly superior service—the future is sure to bring continued success to The Fazio Team.

To learn more about the Fazio team, e-mail robinfazio@buyersvantage.com, call (262) 781- 9578 ext. 1785 or visit TheFazioTeam.com www.

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KARIN FRY REALTOR® Karin Fry, who specializes on the historic, New York Metro suburb of Darien, Connecticut, brings understanding, skill, attention and results to every buyer or seller she encounters. Originally from Germany and having lived in cities such as Paris, New York, Seattle and Washington, D.C., Karin understand the mindset of professionals who are relocating their families to the New York Metro area and seeking out enclaves like Darien “I know what it’s like to try to find a house in a new area or to sell a house,” she says, explaining, “I help people set achievable goals and to reach their desired outcome.” As a member of Al Filippone Associates (AFA Homes), which is affiliated with William Raveis Real Estate, Karin is proud to be part of a power real estate group consistently ranked as the #1 New England Real Estate Team by the Wall Street Journal. She not only holds great respect for the brand she represents, but she knows that her clients’ success becomes to her own success. With that in mind, her clients’ needs come first and foremost. Describing Karin as personable, knowledgeable, professional and diligent, clients say Karin can turn what at first may seem like a daunting process into an easy and enjoyable experience. “Working with people on their single, largest asset is a privilege and a responsibility I take very seriously,” Karin adds. When working with buyers, for instance, she shares her deep market knowledge and eagerly shares her patience and time in helping them navigate their choices. For sellers, she blends her own energetic style with the wonderful resources available to her with AFA Homes-William Raveis. “We have an in-house social media specialist and a professional photographer and stager,” she says. “We have a strong local presence and a wide global reach; and we also network very closely with relocation companies.” She adds that AFA Homes broker, Al Filippone, provides expert and intense training to

all of the agents at AFA Homes on a continual weekly basis. “This is why we stand apart from others in the area.” In addition, Karin uses her love of meeting people to market her clients’ listings. “I get out in the field to reach people on a personal level,” she says. “My fear factor is low! I’m personable, outgoing and not afraid to go meet neighbors.” Having lived in many cities herself, she offers a unique perspective. “And I speak English, German and French, so I can branch out to the international community. It’s important to be creative.” Her creativity and outgoing nature extend to the community as well, where she co-chairs the International Club in Darien and also works with a networking group for women who are in all phases of their careers and lives. “In addition, I participate in a single mothers’ club that gets together weekly for coffee, drinks or sometimes dinner.” Through her community involvement, she gets to enjoy giving back while building her reputation as a dependable, loyal neighbor who wants home buyers and sellers to succeed for the right reasons. “When I work with someone whose listing has expired, I ask a lot of questions to learn why it didn’t sell,” she says, describing one client who at first swore not to list with AFA Homes after several failed attempts to sell. “But she eventually agreed and through networking and creative advertising, we had two offers in less than three weeks!” That’s just one example of Karin’s tenacity and skill. “My mother always told me, ‘Don’t try to be average’ and my dad would say, ‘Don’t be afraid to go big,’” says Karin, who is forging ahead to grow her real estate business. She will continue to focus on Darien, but is also well-versed in surrounding communities such as Greenwich, Stamford and Norwalk. “I want to go big, but I want to stay known here for what I bring to the community.” As a real estate professional who quickly found success by learning her market, extending herself to others and working extremely hard, Karin wants other prospective real estate agents to know that people like herself are willing to help them succeed. “It’s not easy, but help is available,” she says. “Sometimes you have to grab the bull by the horns and just do it!”

To learn more about Karin Fry, visit raveis.com/teammember/KarinFry/11889, email karinfry890@gmail.com or call 203.919.4224 www.

Marketing Lessons from Steve Jobs by Rob Flitton

“I am not a scientist. I’m an inventor. I measure everything I do by the size of the silver dollar. If it don’t come up to that standard, then I know it’s no good.”—Thomas Edison

Steve Jobs was the highest master in this.

FOCUS “Steve Jobs was the most remarkably focused person I’ve ever met in Steve Jobs was an inventor…and a my life.”—Jony Ive marketer. By the measurement that Thomas Edison provided, Jobs was Focus is the ability to decide what is accordingly the greatest inventor of important to you, versus urgent to all time, having created more than others…the ability to say “no” with $300 billion in net worth over the ruthless integrity to a wide variety of other very attractive distractions. course of about a decade. See video about Jobs by Jony Ive. He accomplished this through marketing. In fact, IMPUTE MARKETING If you cannot choose what to say is called IMPUTE MARKETING “no” to, then you will inevitably say because of Steve Jobs—you will see “yes” to things that will derail you. why below. IMPUTE This article discusses XX ways in To impute the value of a product/ which Jobs became possibly the service is to convey “signals” to the greatest marketer of all time. Mar- user to allow them to form their own keting is “the ongoing activity of opinion about that product/service. interfacing your business with the People do not like “salesiness” and marketplace—of communicating the prefer to come to the table on their value of a product or service to own terms. customers for the purpose of selling that product or service,” and Jobs knew that every single detail of Top Agent Magazine

an Apple product would have to be absolute perfection in order for people to never consider it as “slipshod.” He demanded that everything Apple did be creative and professional. He wanted people to infer the tremendous value through user-experience and imagery, not be sold through words and gimmicks.

have few or no available options for a solution? 3.Are they currently and actively seeking, and willing to accept, a solution?

When a marketer understands these aspects of their intended user, the process of selling is easy, low-friction, and highly profitable. Sadly, most FEELINGS Steve Jobs was known to understand people start with the product first that a well-marketed product/service without regard to the needs and must be highly empathetic to to the feelings of the user and then try to user’s feelings and needs. “force” it onto them with wordcampaigns. Steve Jobs never had to The job as a marketer is to find out: talk anyone into buying an iPhone.

1.What known or unknown or irrational pain, angst, worry, concern, fear, anger or sadness is the potential client experiencing? 2.Do they perceive or feel that they 34

Rob Flitton is a Seattle Real Estate Marketing specialist helping independent agents to increase their income. Email Rob robflitton@gmail.com at any time or call/ text him at 206-612-2314. Top Agent Magazine

SANDI REED When Sandi Reed’s long-time job was made obsolete by new technology, she resolutely decided to interpret it as an opportunity. Having been a self-described real estate geek her whole life, transitioning into the industry seemed like a natural fit. After a fateful neighborhood run-in with her old realtor, Sandi began working alongside the woman who had sold her first house. From there her career took off, and today Sandi is backed by thirteen years of industry expertise, with a working philosophy driven by transparent communication and professional relationships that last for the long run. While she primarily serves Lee’s Summit, the greater Kansas City area and eastern Jackson County, Sandi has also closed transactions across the state line in Kansas. Over the course of more than a decade, she has cultivated a distinguished reputation in the industry, having earned preferred agent designations from some of the top referral companies in real estate. In spearheading the buying and selling process, Sandi describes her approach as straight-forward and clear. “I very much value common sense,” she says, “and I prefer to take the drama out of things and get the job done right.” That said, Sandi’s natural amenability and openness helps her relate to clients from all different walks of life and the foremost driver of her success is the strong relationships she builds with those she serves. “I want to be a resource for people,” she explains. “It’s my hope that working together ultimately results in a friendship. It’s not just about getting a commission check in the end. I always remember the individuals at the heart of a transaction.” Sandi’s successful and personable approach has netted her an impressive 75% rate of repeat and referral clientele to date—a testament to her priorities as a professional. “I never want my needs to come before the needs of my clients,” she says. This client-centric approach strikes a memorable impression, and clients remember Sandi for the grace with which she carried them through a transaction.

To market her listings, Sandi focuses her attention on digital marketing, employing social media’s vast influence to ensure maximum exposure for each property. Additionally, she is mindful in tailoring her strategies to each listing and digital platform, ultimately yielding higher visibility as a result. To create immersive presentations that elicit ideal buyers, Sandi harnesses the power of emerging technology including utilizing drone-captured footage and 360˚ virtual tours. Likewise, by keeping up a consistent blog, she’s able to maintain a steady stream of exposure with potential buyers and sellers online. Beyond the digital, Sandi hosts the occasional open house to engage face-to-face with interested visitors in local neighborhoods. In describing her favorite aspects of her career, Sandi reflects on her ability to serve others, saying, “I like the challenge of helping someone out of a tough situation, and the look of contentment when they find what they’re looking for.” She also notes the distinct joys of working with firsttime home buyers, thriving on the energy and excitement of those embarking on their first home purchase. Extending a hand toward the local community, Sandi supports local school activities and is on the board of Summit Theater Group. She works with Homes for Heroes to support members of the community serving as teachers, health care workers, fire fighters, police, and military personnel—donating a portion of every closing to support their cause. When she does manage to find time away from work, she enjoys traveling, attending the occasional sporting event, and hanging out with family and loved ones. As for the future of her business, Sandi has plans to continue to develop her team roster, not only by growing in scale but also through skill-building and ongoing professional education. While the market is up, she plans to train her team on practices which can be deployed during inevitable industry lulls, so that they are prepared to best serve clients no matter the market’s conditions. Today, with a trove of first-hand insight in her arsenal, along with a triedand-true dedication to her clients’ and team’s successes, the coming years are sure to breed continued prosperity for Sandi Reed.

To learn more about Sandi Reed, visit SandiReed.com, e-mail Sandi@SandiReed.com, or call (816) 877-8732 www.

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EALAND & SIDERIS When clients hook up with Suzy Ealand, Ken Sideris and Hristo Hristov, it’s a match made in heaven. Thanks to their dedication, hard work and extraordinary talent, the Ealand & Sideris Group not only has a large market share but also a 90 percent repeat and referral rate. “We put heart, soul, and a lot of time into our business,” Suzy says. “We specialize in customer service and top-notch marketing, and we try to make our transactions fun. Most of them end with a hug!” As part of Berkshire Hathaway HomeServices (BHHS) California Properties, the team serves all of Santa Barbara County and a swath of San Luis Obispo County, a 70-mile radius and beyond. Extremely well-organized, each member brings unique experience to the whole. Ken, a broker associate with over 30 years of experience, liked owning property from an early age. He acquired his real estate license at 19, his broker’s license at 23! Suzy, an agent, started her career 30 years ago in property restoration and new construction, which evolved into project management, customer service and new home sales for a builder/developer. In 2008 she became a sales agent for Prudential CA Realty, which became BHHS CA Properties. Hristo, an agent who joined the team in 2015, had been in the hospitality industry managing five-star hotels. Real estate had long been his passion, so he jumped in. Now the three are on fire. Last year they closed an average of five transactions a month, earning the BHHS Legend Award for the fifth consecutive year as Top Producers at the Chairman’s Circle Gold level. They also earned the Chairman’s Circle Platinum Award in 2016, placing them in the top 1 percent out of thousands of agents, and the #1 Team award for 2016 with their BHHS office! Locally, they rank in the top five in both their MLS and BHHS standings, representing their dedication to clients and ability to close transactions.

Along with traditional sales, they specialize in short sales, bank-owned sales and investment strategies. They don’t hesitate to work complicated deals, including those with multiple contingent transactions that other agents might avoid. But if anything separates the wheat from the chaff, it’s their marketing prowess. Few REALTORS maintain in-house photographers, a staging team and handyman resources, but this team provides it all to every seller. “We attempt to make each listing look like a model home,” Suzy says. “It results in top dollar and reduced time on the market.” “Then we use a variety of marketing systems in rotation,” Hristo explains. “Broker load on four MLS sites, IDX feeds to thousands of sites from the MLS, the Berkshire Hathaway feed, our own Ealand & Sideris website, fliers and signage, print media with great photography. We also promote heavily on social media.” And they typically do multiple open houses per weekend, something they consider essential for their own branding and market exposure. All three love helping clients achieve their dreams. They enjoy giving back to the community, too, donating a portion of every check to nonprofits like Sunshine Kids or the Unity Shoppe and various local organizations. Free time means family time (“Our wonderful spouses let us put in long hours at work,” Suzy says) and personal passions. For Suzy it’s beach volleyball, surfing, a glass of wine with her cowboy husband and playtime with her grandchildren; for Ken, short trips with his wife, reading business periodicals and taking five-mile walks; for Hristo, it’s being with his young son and training for the Ironman with a 30-mile bike ride followed by a swim. In the future, Suzy and Ken plan to expand the team with great agents, so they can be more profitable and have more leisure time. In the meantime, these shining stars never skip a beat.

For more information about Suzy Ealand, Ken Sideris and Hristo Hristov of the Ealand & Sideris Group, Santa Barbara and Los Olivos, CA, visit EalandandSiderisGroup.com, call 805.698.9902 or email suzyealand@hotmail.com, kensideris@gmail.com or HHristov@bhhscal.com 36

Things You Can Do to Anticipate Your Cleint’s Needs First and foremost, the real estate industry is a customer service business. The key to any successful real estate business is one that can build a reputation by providing an unsurpassed level of care. That usually means a transaction that is seamless and stress-free as possible throughout the whole process. Your client’s experience is what keeps them not only coming back, but gets them to recommend you to their friend and family.

tise. By showing you can not only anticipate their needs, but have insight into any potential problems that might arise, they will have complete confidence in you. Achieving that level of trust is the key to a transaction that is as stress-free as possible.

The key to creating a great experience is anticipating your client’s needs. They are relying on your professionalism and exper-

From the moment, you meet a po-tential client, your goal should be to find out not only what they are looking for as far as their real estate

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GET TO KNOW YOUR CLIENTS ON A PERSONAL LEVEL

goals, but who they are as a person. Listening and asking the right questions from the start is one of the most important aspects of the job. You almost have to become an amateur psychologist, really honing in on the emotional reasons behind their real estate transaction. Taking time upfront not only gives you valuable insight into your client, but it is the first impression your clients have that you truly care about them, and that this isn’t just another commission check for you. This goes miles in helping them feel comfortable enough to rely on your guidance. Knowing who your client is on a deep level will help you navigate the transition ups and downs, allowing you to anticipate the best way to handle it.

SPOT POTENTIAL PROBLEMS AND PROVIDE SOLUTIONS Having insight into your client’s per-sonality type will come in handy when you anticipate an upcoming snag in the transaction. Most people find the process to be stressful even under the best of circumstances. One of the best rules of thumb is to always provide the solutions to anticipated problems when you present them to the client. This should be the case even when the problem isn’t on you. Anything that can ruin a client’s overall experience can reflect poorly on you, whether you deserve it or not. This is a business philosophy called “zero risk”. You don’t want to take any chances with having an unsatisfied customer. This is where your experience in the business pays off. You’ve probably seen most things and can easily anticipate problems that are 38

likely to delay the process. Remember you are in charge. You are the expert. And, remember, part of avoiding potential problems is making sure your client knows what to expect upfront, always communicate openly and honestly. Telling people what they want to hear and knowing you can’t deliver it, is destined to fail, and will always reflect poorly on you.

FIND WAYS TO EXCEED EXPECTATIONS Recognizing ways to exceed a cus-tomer’s needs is just as important as looking out for potential problems, when it comes to creating an exceptional experience. Have a vetted list of trusted service providers. Be hands on. There are Realtors® who are out there helping clients pack, mowing lawns, and picking kids up from school. They are there for a client in ways that are unexpected. Having one thing taken off your plate during a stressful period in your life can feel like a lifesaver and is not soon forgotten. It is those “little” things that will turn a client into a lifelong advocate for your business.

TAKE IN FEEDBACK A good service provider is always trying to do better. Many Realtors® have clients fill out surveys after the transaction is over. This serves two purposes. It helps you become better at your job and it shows your clients that you care about them and their opinions. You can also use social media to get feedback via analytics and interactions. All of this information can then be used to create better customer experiences in the future. After all, this is a customer service industry. Treat it like one and you’re bound to succeed. Top Agent Magazine

MARK VENNITTI Having entered into a Real Estate career during the “crazy, off-the-hook market” of 2007, Mark Vennitti knows a bit about working hard to help clients succeed. Whether it is during a thriving market or a remarkable downturn market, like the one he found himself in right after entering the business, he remains committed to cooperation, responsiveness and honesty. Through his association with HER REALTORS®, the country’s largest agent-owned Real Estate firm and a behemoth in the Columbus, Ohio, area, Mark enjoys helping dozens of families each year improve their lives through housing. For most of his decade in Real Estate, Mark has worked independently, finding it difficult to locate the kind of talent that meets his high standards for service. Real Estate, he said, is not about following up on leads and attracting business. It’s about relationships and earning the trust of each Buyer or Seller. “One of the things I am proudest of is that in 10 years time, my business has increased every year,” he says. “And I think it’s because people see that I’m sincere in my efforts. I’m down-to-Earth, dependable, and I look out for their best interests.” In fact, Mark values his clients so much that he puts their needs before his own. “As an Italian American, I was raised on hard work and loyalty,” he says. “Those characteristics have stayed with me over time.” He tirelessly markets the listings entrusted to him, ensuring that homes are ready for high-quality photography before producing marketing pieces. “HER REALTORS® is the leading broker in Central Ohio and we syndicate to all the online Real Estate websites,” says Mark, adding that he is a preferred partner on at least two of those sites, meaning his listings get high rankings. Mark, who stepped into Real Estate following a sales career in the golf industry throughout Central Ohio, holds deep market knowledge. As a relocation specialist, Mark’s Seller clients and pro-

spective Buyers gain terrific insight into pricing and trends. Investors also appreciate his wealth of information and his negotiation expertise. His reviews paint a picture of an agent whose clients are often surprised at his eagerness to patiently work through the steps of helping them negotiate with other Buyers and Sellers. Hearing that clients describe him as someone who treats every client as the only one he has makes him want to work even harder for them. “I stay in touch with people long after their transaction,” he says. “I become friends with folks as they buy or sell a home, they get to know me on more of a personal level than they might with others. I think they sense that I’ve got a beautiful family and an amazing wife and they take a liking to me as much as I like them.” That family his clients remember, includes his wife and seven children, plus an eighth who is on the way. They are his pride and joy and he creates as much family time as possible. When he can, Mark also likes to golf and plays tennis. “And I’m a past national champion foosball player!” he adds, noting that he still plays foosball, which, throughout his life, has helped him embrace the virtues of having grace under pressure, winning graciously and losing with dignity. Going forward, Mark is eyeing the day when his second son will be 18. “He’s showing interest in Real Estate as a career and I would love to bring him into the business,” says Mark. “He may become my first official partner; I know he could be an agent I can count on to have that work ethic his Dad instills in him!” With or without his son as a partner, Mark is happy to be in his current place in life. “I’m in my mid-fifties; I’m very active; I’ve got a beautiful family and a career that I love to wake up to every morning. I feel as young as when I was in my 30s!”

To learn more about Mark Vennitti, visit markvennitti.com, email mark.vennitti@herrealtors.com or call 614.395.4653 www.

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Properties: The Good, The Bad, And The Ugly by Denise Lones

I was shocked. There it was. An expensive property near a busy intersection that had stayed on the market for almost a year. I asked one of my agents, “Why hasn’t this one sold?”

But none of these are reasons to put this property on the back shelf. In fact, there is a market for every market, no matter its location or condition. Too often, we make the mistake of shortchanging sellers who don’t have manicured lawns on cul-de-sacs with perfect houses. We prejudge our own listings to the detriment of the people we’re supposed to be serving.

He said, “Because it’s a dog. Look at it. Nobody wants those turrets that stick out like that. And besides, it’s at that intersection where there’s traffic all day long.” I’ve been there. I’ve driven to properties hoping for a terraced I couldn’t believe what I was masterpiece with a stunning garden, hearing. This agent had “classified” and then felt that sick dropping this property in his own mind as feeling in the pit of my stomach something that wasn’t worth the when I finally saw it. trouble to market—pretending to service his customer while doing What do most agents do? They’re nothing. True, it wasn’t as beautiful polite, they take the listing, and they or pristine as surrounding neigh- get out of there fast. They rely too borhoods. True, it was in a not-so- much on their own opinion of the prime location. True, it could use property rather than pulling statistics to determine its true market value. some handyman work. 40

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OR they tell the seller, “This house isn’t going to sell unless you change the carpet, fix the paint, install new roofing, etc.” Beware! This could lead into a legal nightmare. While on the surface this agent is giving generic advice, what if the seller does everything the agent suggests—and the house still doesn’t sell? That agent might want to call a good lawyer.

If a property needs work, that’s never a reason it won’t sell. There are investors, handypersons, contractors, and do-it-yourselfers who love these properties. Go to your local real estate investment club meeting and you’ll find people searching frantically for such properties. Advertise it as a “Handyman’s Special.” Target these people directly. You may be amazed how many of them are out there.

Here’s the truth: Every property— True, you may have to advise the good, bad, and ugly—will sell if seller they won’t get top-dollar if priced right. It is always about price. a lot of work needs to be done. There is always someone in the But this is the true issue here—not market ready and willing to buy the work itself. It’s always about right now for the right price. price. Top Agent Magazine

Let’s talk ugly. A house is in pristine condition, but has a rather peculiar look. Well, I have news for you: Just because you think a house is ugly doesn’t mean there isn’t someone out there who will say, “This is the home I’ve been looking for all my life!”

cannot tell you how many times my jaw dropped when someone told me, “Perfect! We love it!” So, I’ve learned never to judge a house by its paint job, landscaping, or design.

You are not the world’s taste critic. You cannot tell what people want. I

You have a job to do: sell the house at top-market price. You are hired to be the market expert. Sellers don’t Did you know there are people out have the time to do so themselves. there who prefer ugly houses? Yes, That’s why you have a career. ugly houses! Some people don’t care about the outside of a property. It’s always the market that They’re only interested in the determines what sells. No matter the inside, where they know they will shape, size, or condition. And you be spending most of their time. are not in charge of the market, These are people who don’t buy to which as always is based on supply impress others, but rather to please and demand. Whatever is in demand themselves. Thank goodness for will sell, whether it’s a beachfront these people. Without them, we’d mansion or a shack in the woods. Be have to tear down half the planet! creative. Use your marketing to target people who truly want these I’ve seen houses that look like properties. But most importantly, something from a Stephen King price the property correctly for the novel sell overnight while another market. that could be on the cover of Home and Garden languishes on the market Know thy market and thou shalt for weeks. Why? Because somebody know what sells—good, bad, or wanted that house. Period. ugly.

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JEREMY WARD After nearly a decade with Ford Motor Company, Jeremy Ward decided to indulge his longstanding interest in real estate by taking some courses. He had held his own investment properties prior, but on the weekends and evenings he began to represent the occasional buyer and seller. On one particularly successful evening closing on two properties, he decided to turn his impassioned side-business into a full-fledged career. That was ten years ago, and today Jeremy is at the head of a thriving enterprise under the banner of RE/MAX, where he leads his own Jeremy Ward Team. Altogether, Jeremy’s working philosophy is one built on transparency, an unceasing work ethic, and superlative client-centric service. Primarily serving the greater Louisville and Southern Indiana areas, Jeremy heads a ten-agent team with three full time support staff members. Focusing on the Kentucky and Indiana borderland, he and his team cover a fifty-mile radius in pursuit of their clients’ homeownership goals and sell nearly 300 homes per year—an impressive feat that demonstrates their tried-and-true follow through. Jeremy describes his team as full-service, staying readily available around the clock to field clients’ questions and concerns. “We offer an exceptionally high level of service to our clients,” he explains. “We not only have agents out in the field and showing houses, but also a full-time support team that’s always here to take care of the details. Our service is 24/7 and we’re number one because of it.” In fact, Jeremy and his team practically lead the state in sales, maintaining an all-star reputation that draws a sizable portion of repeat and referral business. For his part, Jeremy’s clientele consists of 80% repeat and referral work—a testament to his proven ability to deliver. “I love connecting with people and working alongside my clients,” he says. “I’ve sold a lot of houses over the course of my career, and helping people reach their goals is exciting and rewarding. As a leader, I love helping my team grow. The positive feedback I hear from clients, that our team is serving them well, makes me want to get up in the morning and do it all again.” To market their listings, Jeremy and his team apply their technological savvy to create memorable digital marketing campaigns. In addition to utilizing the leading online listing platforms, Jeremy also ensures peak visibility by enlisting targeted ads and placement. Likewise, the team wisely applies the influence of social media and their vast database of clientele to connect with potential homebuyers. What’s more, all properties enjoy the full work-up of professional photography, proper staging, and all the accoutrements that allow a house to strike a unforgettable impression. To keep in touch with past clients, Jeremy and his team make it a point to create a natural connection with those they serve. “We aim beyond the transactional,” he says. “We want to become friend for life and always keep in touch.” To maintain that interpersonal tether, Jeremy and his team always send follow-up e-mails and stay involved through social media. Yearly, he and his team throw a client appreciation party with a live band, food, Top Agent Magazine

and drinks to create meaningful face-to-face time with those they have served in the past. Positioning their spirit of service toward the greater Louisville and Southern Indiana community they call home, Jeremy and his team are regular contributors to a variety of charitable organizations in the area. In addition to supporting church outreach missions, they also support Norton Children’s Hospital and recently began sponsoring a particular young patient. Jeremy and his team also participate in community happenings in straightforward ways, from setting up a booth at the local carnival to sponsoring community projects, food kitchens, and resource drives to give back to local people in need. In his own coveted free hours, Jeremy enjoys spending as much quality time with his family as possible, while getting out to hunt on occasion. As for the future, Jeremy has plans to continue his team’s steady year-over-year growth, with hopes to maintain his impressive momentum and expand in volume in the years to come. All in all, with a decade of hard-won experience in his arsenal, Jeremy has set upon an authentic and service-oriented path that betters his community in the process. “We truly care about our clients,” he reflects. This is more than a job to us. This is our life—we wake up thinking about our clients’ best interests. We really want to wow them and move them to a new level in their lives. Striving for that goal is what make this job so fun.”

To learn more about Jeremy Ward visit JeremyWardTeam.com, e-mail JW@JeremyWardTeam.com, or call (812) 987- 4048 www.

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